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SAP Rapid Deployment Solutions Partner Led Offerings Qualification Drive increased revenue and reduce sales costs with the New Partner-Led Rapid Deployment Solution Initiative
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SAP Rapid Deployment Solutions Partner Led Offerings Qualification
Drive increased revenue and reduce sales costs with the
New Partner-Led Rapid Deployment Solution Initiative
© 2012 SAP AG. All rights reserved.
The information in this presentation is confidential and proprietary to
SAP® and may not be disclosed without the permission of SAP. This
presentation is not subject to your license agreement or any other
service or subscription agreement with SAP. SAP has no obligation to
pursue any course of business outlined in this document or any
related presentation, or to develop or release any functionality or
process mentioned therein. This document, or any related
presentation regarding SAP RDS qualifications are all subject to
change and may be changed by SAP at any time for any reason
without notice. The information in this document is not a commitment,
promise or legal obligation to deliver any material, code or the final
RDS qualification process. This document is provided without a
warranty of any kind, either express or implied, including but not
limited to, the implied warranties of merchantability, fitness for a
particular purpose, or non-infringement. This document is for
informational purposes and may not be incorporated into a contract.
SAP assumes no responsibility for errors or omissions in this
document, except if such damages were caused by SAP´s willful
misconduct or gross negligence.
Disclaimer
Partner-Led RDS Qualification is in Pilot Mode
© 2012 SAP AG. All rights reserved.
Modular solutions, pre-integrated, built along or on
top of SAP’s broad portfolio of solutions
Partner owns the
Solution, actively
promotes and sells
it SAP will support
the partner
through EcoHub
Partner Led RDS
must comply with
the SAP RDS
definition –Fixed
Scope –Fixed Price -
Fixed
Implementation time
Partner Led RDS
needs to be
qualified by SAP to
grant partner the
use of the brand
“Partner Led RDS
qualified by SAP”
Partner Led RDSs
are built through
customization only;
no add-on or coding
is accepted for RDS
qualification
Partner Led RDS is
built according to a
SAP pre-defined BoM,
leveraging SAP tools
and templates as
recommended
Partner can build RDS
offerings by himself –
Partner Led RDS in a Nutshell
© 2012 SAP AG. All rights reserved.
ADOPTION
Compliance with fixed price, fixed scope and
fixed time
Adoption and Partner Led RDS make use of SAP
branding
Partner adopts an SAP
RDS
Qualification Process
with Ecohub Posting
“Qualified Service”
SAP owns the solution
Service Offering only
Offering qualified along
quality gates
Partner Led
Partner builds an SAP
RDS
Qualification process
with Ecohub Posting
“Partner Led RDS
qualified by SAP”
Partner owns the
solution
Packaged Solution +
Service Offering
Package built according
to predefined BoM
SAP Rapid Deployment Solutions:
Adopt vs. Build
© 2012 SAP AG. All rights reserved.
Partner Led RDS High Level Registration and
Qualification process and what is different to SAP
RDS qualification
Apply /
Scoping Build Qualify Run
Partner
information
• Partner
company
information
• RDS Partner
Package
information:
high level
scope &
Software
components
Business Plan • Target market
• Market
potential
Acceptance of
Rules of
Engagement
•
Get ready
• Partner
enablement:
•Coaching
•Guidelines
Deliverables
• Bill of material
• Solution
• Service Offering
• Detailed GTM
plan
Guidelines
• Acceptance
Standards
Quality assurance
• Iterative Reviews
of/ solution build
•
Qualification • Qualify Solution
and the
Implementation
Approach
( fix scope / price)
•
• Publish on
EcoHub
• Joint Demand
Generation and
sales approach
• Annual
business review
and re-
qualification
•
Week 1 Partner building the RDS
Week 2 - 3 Week 4
“SAP-Qualified”
© 2012 SAP AG. All rights reserved.
Partner Led RDS BoM Material
Cluster Deliverable Partner Led RDS Partner Led RDS on Analytics
Business
Software licenses requirement ● ●
Service Offering (fixed scope) ● ●
Business plan / Business Case ● ●
Implementation
Blueprint/Solution Scope ● ●
Solution Brief – Brochure ● ●
Manual Configuration & Pre-
configuration
● ●
Master Data ●
Solution Installation /
Implementation Guide
●
Template in SAP Solution Manager ●
End user docs/Training ● ●
Service
Package
Project Accelerators &
Methodology
●
“WBS”/ Implementation Plan ● ●
Sales & Marketing
SAP EcoHub Storefront ● ●
Sales Play ○ ○
Sales Sheet ● ●
Customer (Sales) Presentation ● ●
Overview Demo ● ●
Whitepaper ○ ○
Marketing Plan ● ●
● Required
○ Optional
B
Template of
Registration Form
Disclaimer: this form is to be used uniquely for information purposes, and its submission does not involve any further commitment or liability to either SAP or the Partner. The Partner agrees that SAP could treat this information electronically for its internal use.
©2012 SAP AG. All rights reserved
`````````````````````````````````````````````````````````````
Partner-led RDS – Package Details
Company Information
SAP assigned Partner Number:
Company Name
Company Address
Phone and fax Numbers
General Contact (Name and e-mail)
Technical Contact (Name and e-mail)
RDS Package Information
Full Name of Package
Note: It could NOT include any SAP registered marks (e.g. SAP, BusinessObjects, RapidMart, etc)
Version / Release
Product Web page (if any)
Is it Industry specific? no yes Industry/s:
Targets specific LOB/Roles? (e.g. HR, CxO) no yes LOB/Role/s:
Language availability
Package Localization Global Geographic availability:
Service Offering availability (fixed scope/price) no yes Where?
Target Market Large Enterprise SME SAP Installed Base Net New Customers
Scope Overview (Max 1000 characters)
Broad Overview of the purpose and functionalities addressed by the offering, explaining also briefly the business Processes affected and the benefits for the customer.
Note: this description will be used to position the product in repositories, communications, etc
SAP Products Included
List of all products (and their version) that the final user must license in order to use the Package (i.e. SAP products the content interact with)
version
version
version
version
Third party Software
Does the package requires any other specific software product apart from SAP or Partner-developed ones?
no yes
Please list all non-SAP product(s) and their version(s)
Would you like to share this package details with other SAP Partners in order to explore potential business opportunities? no yes
Have you read the Partner-led RDS initiative Rules of Engagement (link), and you commit to adhere to? no yes
Template of
Business Plan
DRAFT – For discussion purposes only – Subject to Approval
Company Information
Company Name (and SAP Partner Number)
Business Contact (Name and e-mail)
Full Name of the Package
Currency used in this document
Partner confirms adherence to the overall RDS concept, to deliver the defined scope, as a fixed price and a fixed time contract
Partner-led RDS – Business Plan
Fixed scope / Fixed price Offering
Implementation Effort man/days
Duration of Implementation weeks
Price (not including software licenses)
NOTE: Please attach a separated document providing the scope of the offering and the Business Processes involved
Available Resources / Expertise
Sales / pre-sales Resources 1st Year 2
nd Year 3
rd Year
Number of Consultants 1st Year 2
nd Year 3
rd Year
Number of Project Managers 1st Year 2
nd Year 3
rd Year
Partner Expertise Projects delivered with similar content and scope during the last 3 Years
Revenue Projections
Pipeline creation (Number of leads) 1st Year 2
nd Year 3
rd Year
Number of closed deals 1st Year 2
nd Year 3
rd Year
SAP License Revenue 1st Year 2
nd Year 3
rd Year
Service Revenue 1st Year 2
nd Year 3
rd Year
Investment Plan
Sales (e.g. Enablement) 1st Year 2
nd Year 3
rd Year
Marketing activities (e.g. Demand Gen.) 1st Year 2
nd Year 3
rd Year
Others 1st Year 2
nd Year 3
rd Year
Marketing Plan (Demand Generation and Supporting activities)
Tele-Marketing (Phone / Mailing) no yes, explain
Live Events no yes, explain
Press Articles no yes, explain
Other no yes, explain
Template of
One Pager
Partner-led RDS Service Offering – One Pager
Partner ACME Rapid Deployment Solution for Sample Industries
Quick Guides, Configuration Guides, Project Schedule,
process flow documents, and implementation
accelerators.
Describe any SAP Product (and Material Codes)
needed to be implemented for delivering the
mentioned Scope.
Key Contacts Related links of interest
Pricing, Scoping
Marketing, Collateral, References:
Technical details and demos/meetings:
Services App Implementation
Time Content SAP Licenses 3rd party Software
xxx,xxx USD xx Weeks xxx,xxx USD xxx,xxx USD /
xx users xxx,xxx USD
Service
Content SAP Products
In-Scope
The Partner ACME Rapid Deployment Solution for Sample Industries
brings together software and services in a new offering that enables
you to achieve excellence in batch manufacturing operation- quickly
and affordably.
It delivers a lightweight and rapidly implementable MES solution for
batch manufacturing operations, providing support for operators &
supervisors in their day- to-day activities. The solution supports multiple
roles (e.g. Operator, Shift Supervisor, and Production Supervisor) ,
enabling the information presented to a user to be tailored to their
needs. The quick-time-to-value implementation methodology enables
customers to go live in weeks.
The delivery involves
Scoping using pre defined questionnaire and templates for collecting
necessary inputs like Recipe, process instructions, Shift and KPI
information (Onsite)
Deployment of content / templates (Onsite/Remote)
Configuration of SAP xxxxxx (Onsite/Remote)
Providing Project documents: blueprint, project plan, training
documents
Training of key users on-site
Go-Live support (on-site and remote)
Out of Scope any service in procuring and commissioning of barcode reader
or other hardware
landscape set up will be fully owned by the customer and
system is made available in timely manner. SAP will provide
installation checks as part of this to check that the
prerequisites are met
No enhancements or extensions are included as part of the
Packaged solution. Any changes will require a change
request/change order.
Any enhancements or changes required in the ERP are not
the part of this packages and any changes will require a
change request/change order.
No non-SAP interfaces are part of this scope and any such
requirement will require a change request/change order.
End user training and roll out. Scope includes Key business
user knowledge transfer workshop. Packaged solution
implementation is based on pre-defined and pre-configured
scope.
Template of
RDS Solution Brief
Partner ACME inc.
www.partneracmewebsite.com
Partner ACME Rapid Deployment Solution for Sample Industries
Accelerated Implementation
High Value Delivery
High ROI Managed Scope
Team Effort Lower TCO
Platform for future development
Proven Deliverables
Expert Resources
Knowledge Transfer
Overview Organizations are pressured to deliver high value within a constraint time frame. This is a reality that
permeates all aspects of an organization, from the introduction of new products and services to the
marketplace down to the implementation of IT solutions. To address this reality, Partner ACME offers a
preconfigured solution.
Benefits to Client Accelerated implementation – 6 week delivery = Fast ROI
End-to-end business process support through preconfigured functionality including:
Business Process Flow to ensure process compliance and consistency
Complete financial statement report library
Easily customized to specific client needs
Delivered Functionality
Overview
Consolidation Business Process Flow , Validation rules & Report Distribution
Currency translation / CTA
Support for temporal and self-sustaining entities
Multiple reporting currencies
Leverages native business rules tables
Testing tools to validate business rules
Data Interfaces
Trial Balance Automated data load interface and manual entry support for non- integrated entities
Non-financial data
Reports
Balance Sheet
Balance Sheet by Entity
Balance Sheet by Flow
Cash Flow
Cash Flow Analysis
Currency Conversion Testing Aid
Income Statement
Income Statement by Entity
Intercompany matching
Operating Expenses
Validation Rules
Input Schedules
Trial Balance
Continuity Schedule
Non-Financial Data Other Accelerators
Design Document
Security Strategy Framework
Test Plan and Baseline Scripts
Process Documentation – Intercompany Elimination, Currency Translation
Daily backup procedure, security migration tool
Data load package to apply interface specific processes
Solution Overview 2 data sources (predefined flat file format) 5 reports / input schedules in addition to above 9 dimensions Client provides data validation resources, administrator(s), end user training, and IT support
Installation on 1 development and 2 production servers
Fixed Fee of $120,000 6 week implementation (Optional 1 week of Power User Training)
About Partner ACME Inc.
We have provided world class solutions focused on SAP solution since1999.
Our team of experts understand the nuances of financial applications.
Template of Sales
Sheet
Sales Sheet
[Partner-led RDS package Name]
Partner-led RDS Not a template - for discussion purposes only
[Solution Overview] xxxxxxxxxxxx is a xxxxxxxxx package for xxxxxxxxxxxxxx, built by xxxxxxxxxxx. SAP Business Objects [xxxxx] and [Partner Product name] provide an faster, cheaper and simpler integrated [BI/BPC/etc] solution which addresses the specific problems of [Industry/LOB], unlike other service-oriented approaches which provide just general answers, complexity and unpredictable cost.
Value Proposition
xxxxxxx you need to improve xxxxxxx process, and solve your xxxxxxxx needs, with the least amount of disruption and least burden on IT and resources, through an affordable and high ROI offering. A comprehensive, extensible, and customizable solution with support for industry specific Requirements.
Target Audience
Revenue: $50 million to $500 billion in sales Employees: 100–2,500 Industry: Cross industry
Who to Call (Key Titles)
Department 1: Role 1, Role 2, Role 3 Department 2: Role 4, Role 5, Role 6
Pain Points
It is complicated to get a trustable insight on the company facts.
Inability to accurately make forecasts Manual report/spreadsheet data collection Segmented views of sales and other KPIs throughout
the company.
Qualifying Questions
Are you using xxxxxxx System? How long ago did you implement xxxxx? How are you currently looking at KPIs like
xxxxx,xxx,xxx? How are you currently xxxxxxxxxxxx? How are you reporting performance against targets?
Solution Prompting
If you had better overall view XXXXX, would this help you manage your department better?
Would xxxx help you manage your staff? How about if you didn’t have run these process
separately? Would that save you time? Can you predict xxxxxxxxxx? Would instant information help your whole staff
respond to and prevent problems?
Speak Their Language
Measures, process, benchmark, performance, initiatives, xxxxxx, xxxxxxx, xxxxxxx, xxxxxxx * NOT Analytics, BI, projects, IT, xxxxxxx
Next Steps
1. Arrange a web meeting to demonstrate the solution and discuss client needs
2. Send case studies and collateral 3. After the meeting/demo, provide access to demo
center. 4. Follow up meeting with their stakeholders. Offer
contact with reference customers.
Reference Customers
Xxxxxxxxxxxxxxxx Xxxxxxxxxxxxx Xxxxxxxxxxxxxxx
Differentiation vs. Competitors
IBM Cognos – Weak midmarket support, no complete end to end integrated solution with BPC, BI, and data integration
QlikTech – seeds as a small focused solution, but no end to end or integration with full suite of solutions
The Sales Goal
BOBJ and xxxx license sale. Quick win for BI. Build relationships and set up for further expansion of BI into other departments.
Resources / Key Contacts
Pricing [email protected] Marketing, Collateral, References: [email protected] Technical details and demos/meetings: [email protected]
Sales Sheet
[Partner-led RDS package Name]
Partner-led RDS Not a template - for discussion purposes only
Decision Team Profiles
The primary entry point is the xxxxxxxxx (alternate titles xxxxxxxx, xxxxxxxxxx). This person tends to have a xxxxxx background, and is focused on xxxxxxxxxxxxxxxxx. They need xxxxxxx,xxxxx and want to xxxxxxxxxx.
The secondary entry point is the xxxxxxxxx (alternate titles xxxxxxxx, xxxxxxxxxx). This person tends to have a xxxxxx background, and is focused on xxxxxxxxxxxxxxxxx. They need xxxxxxx,xxxxx and want to xxxxxxxxxx.
From one of these entry points we will likely speak to an IT resource – Their interest will be ease of integration, and reliability. The CEO or top administrator is the one who will give the final go-ahead on the solution, but will often trust the judgement of xxxxxxxxxx. The CEO is interested in the key measures, but just needs them to be accurate and doesn’t need details.
Handling Questions and Objections
What does this give me that my actual system does not? – Nora notasdacto conis, C. M. Seriae publi, dem iu quem,
paridii ssenat, considi ncussolum ma, C. Ivive, non ipicis. Astre fatarictui poricia cesta, que tem, Cat, virit venihil te consu se nonemni muliam maio mo us. Lutus et? Les labusulocci prore publiisus, nostandicis crum es il vium scepec facta iam obus, nes publina, Catrate, conensus, omnihil ictus. Ifenti comne in auctandiem,
We just put this system, I don’t think we can handle another system. Your source system was a big investment, so
we want to make sure you get the value out of it. Xxxxxxxxxxx doesn’t require any training, since the information comes to you and you don’t need to dig for it. I can assure you of no disruption. If that sounds hard to believe then I’d like to show you.
My IT person pulls that information together for me. Great. Let’s get him/her on the phone. I’m sure they’d appreciate
a way to get you accurate, reproducable, clean information instantly. How long does it usually take them to get you last month’s information? Do you get daily reports?
Detail on Pain Points
Management do not get comparison between performance and target – Nora notasdacto conis, C. M. Seriae publi,
dem iu quem, paridii ssenat, considi ncussolum ma, C. Ivive, non ipicis. Astre fatarictui poricia cesta, que tem, Cat, virit venihil te consu se nonemni muliam maio mo us. Lutus et? Les labusulocci prore publiisus, nostandicis crum es il vium scepec facta iam obus, nes publina, Catrate, conensus, omnihil ictus. Ifenti comne in auctandiem,
complex interdependencies in operations make it difficult to adapt to rapidly changing situations– Nora
notasdacto conis, C. M. Seriae publi, dem iu quem, paridii ssenat, considi ncussolum ma, C. Ivive, non ipicis. Astre fatarictui poricia cesta, que tem, Cat, virit venihil te consu se nonemni muliam maio mo us. Lutus et? Les labusulocci prore publiisus, nostandicis crum es il vium scepec facta iam obus, nes publina, Catrate, conensus, omnihil ictus. Ifenti comne in auctandiem,
Costly, time-consuming compliance processes – Nora notasdacto conis, C. M. Seriae publi, dem iu quem, paridii
ssenat, considi ncussolum ma, C. Ivive, non ipicis. Astre fatarictui poricia cesta, que tem, Cat, virit venihil te consu se nonemni muliam maio mo us. Lutus et? Les labusulocci prore publiisus, nostandicis crum es il vium scepec facta iam obus, nes publina, Catrate, conensus, omnihil ictus. Ifenti comne in auctandiem,
Technical Characteristics / Solution Content
XXXXXXXXX is sold as a complete solution, including XXXX software license, implementation services (X weeks) and training. The solution includes xxx dashboards,xxx universes, xxxxx webi reports, The implementation services are based on xxxxxxxx (e.g. business processes).
Pricing and Packaging
The price depends on [METRICS]: starting at $xxxxx USD and adding $xxxxx for each xxxx, and BusinessObjects xxxxx licenses starts at $xxxxx USD and adding $xxxxx for each xx users. For example, xxxxxxxxxxxxxxxxxxxxxxxxxxxx. Extra customization work may increase the cost. See pricing guide or contact the product team at xxxxxxx assistance with creating a quote.
Sales Sheet
[Partner-led RDS package Name]
Partner-led RDS Not a template - for discussion purposes only
Sample Qualification Script - Live Conversation
Good morning / Good afternoon This is (your name) from (your company). I would like to speak to (contact), is he/she in please?
Answer:
If yes: Thank you, could you transfer me, please?
If not: What is the best time for me to call back? Thank you. Have a Good day.
If What do you want from him?: We sent some information some days ago to (contact) presenting a new solution. My goal is to help (contact) with any questions that he/she may have about this solution. Could you kindly transfer me, please?
If no longer works in the company: We sent a few days ago information to (contact) presenting a new solution to your company. We would like to share the same information with the person who took the same role as (contact). In this case, could you please indicate who this new person is? I would like to submit him/her this information. Can you transfer me to him, or tell me his e-mail?
Hello, (customer). This is (your name) from (your company). I’m calling because I wanted to make sure you received the e-mail about our xxxxxxxxxxx offering and answer any questions you might have. Is now a good time to talk?
If the answer is no, possible responses include: • “When would be a better time to call back?” • “Is there someone else on your team with whom I can continue this discussion?” • “I understand you’re busy. Could I send you some background material about our solution, and then call you back at
a better time?”
If the answer is yes:
“Excellent. I appreciate your time. After having read the e-mail you should have a high level view of how xxxxxxx and SAP BusinessObjects can help your company address some of the challenges of today's uncertain economic environemt."
This offering can provide you with:
If non-IT position –
Improved visibility, insight, alignment and accountability across sales, finance and operations, which enables them to: • Increase sales effectiveness • Enhance service for existing customers • Gain greater control over costs and cash flow • Better manage the supply chain and capital assets
IF IT position –
A preconfigured solution built with market proven, easy to use applications, tools and technology, which enables them to • Speed up deployment and realize fast return on investment • Lower implementation, training, support and administration costs • Implement standard procedures, controls and best practices across the business
• Minimize risk and create an agile IT landscape that can quickly respond to changing business and industry need
Voice Mail sample
Hello, [Customer]. This is [your name] from (your company). I’m calling because I wanted to make sure you recieved the e-mail containing information on xxxxxxxxxx. With no room for error in today’s turbulent economy running a successful business requires greater efficiency and transparency. xxxxxxxxxxx helps you meet these challenges by providing preconfigured reports and dashboards that deliver hard facts for decision making. If you’re ready to take the next step, or if you just want to learn more about our xxxxxxxx offering, please give me a call at (your number).Thank you and have a good day.
Partner-led RDS Not a template - for discussion purposes only
©2012 SAP AG. All rights reserved.
These materials are subject to change without notice. These materials are provided by SAP AG and its affiliated companies (“SAP Group”)
for informational purposes only, without representation or warranty of any kind, and SAP Group shall not be liable for errors or omissions
with respect to the materials. The only warranties for SAP Group products and services are those that are set forth in the express
warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional
warranty.
SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, SAP BusinessObjects Explorer, StreamWork, and other SAP products
and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG in Germany and
other countries.
Business Objects and the Business Objects logo, BusinessObjects, Crystal Reports, Crystal Decisions, Web Intelligence, Xcelsius, and other Business Objects products and services mentioned herein as
well as their respective logos are trademarks or registered trademarks of Business Objects Software Ltd. Business Objects is an SAP
company.
Sybase and Adaptive Server, iAnywhere, Sybase 365, SQL Anywhere, and other Sybase products and services mentioned herein
as well as their respective logos are trademarks or registered trademarks of Sybase, Inc. Sybase is an SAP company.
All other product and service names mentioned are the trademarks of their respective companies. Data contained in this document serves
informational purposes only. National product specifications may vary.
SAPpartneredge.com/RDS
Template of White
Paper
WhitePaper
[Solution Name]
Partner-led RDS Not a template - for discussion purposes only
Partner-led RDS White Paper Content Template
OVERVIEW
The aim of the white paper is to provide a well-articulated discussion of a timely topic that is of interest
to an industry, a particular audience, or readers interested in a particular area or business
process/business scenario from SAP’s perspective. More neutral viewpoints may be presented when the
paper is developed by a third party. Targeted on a mid-level audience, the piece talks about the
challenges facing the customer and how a technology or software application can address those
challenges. The objective of a white paper is to present an issue or a problem (typically an industry or
business problem) and to show how a particular technology, strategy, or type of product addresses or
solves it.
Example
The “Perfecting the Recipe for Competitive Advantage: The Chemical Industry and Adaptive Business Networks” brochure is a good example of a completed white paper − available on SAP.com.
LENGTH
3,200 – 12,000 words, for an 8- to 32-page brochure
STYLE AND APPROACH
Readers turn to white papers to learn what a particular technology, strategy, or class of product can do
for them. The information should be presented in a way that explains why a particular approach to the
problem is the best one and should be handled in a neutral way that doesn’t “sell” SAP. You can still
talk about how a problem is solved using SAP® software or services without mentioning SAP by name.
CONTENT GUIDELINES & STRUCTURE
The structure of the piece is as follows.
Cover
White papers include a cover with these text elements:
Eyebrow
“SAP White Paper” appears at the top of the page
Title
The title states the topic that will be discussed (for example, “IT Landscapes: Architecture and
Life-Cycle Management of Distributed Environments”)
Table of Contents
This is required.
Executive Summary
Usually no more than one page, the summary sets up the topic that faces the industry or audience. The
best topics for a white paper are new, emerging technologies, new scenarios, or business processes
WhitePaper
[Solution Name]
Partner-led RDS Not a template - for discussion purposes only
that are not well understood in the marketplace (and therefore need to be explained); controversial
approaches to problems; or new approaches to old problems.
White papers explain issues in greater detail than product brochures. They are not vehicles to blatantly
sell SAP solutions, since white papers are considered educational, not promotional, in nature.
Promotional white papers lose credibility with readers.
Main Body
The author establishes the topic in the first couple of paragraphs (or pages), by giving an overview of
the industry or business situation and background, and then presents the technology, strategy, or an
as-yet unidentified product’s characteristics and explains how they can address the problem.
The white paper may compare and contrast different technological or strategic approaches to the
problem. It should conclude with an indication of the preferred technology or strategy. Finally, in the
closing portion of the paper, the author introduces the SAP product or solution that uses the preferred
technology or makes the preferred strategy possible. By the end of the white paper, the reader should
be convinced that the only real solution to the problem is SAP's.
Summary and Closing
Only at the conclusion is there discussion of the specific SAP solution or product that uses the preferred
approach to address the issue(s) discussed in the white paper.
A closing summary of the product or solution could list benefits to the customer and discuss future
directions the industry, product, or solution will take.
It can also tell where to go for more information. No personal contact information should be included in
SAP collateral. Unless it is a case such as replying to an event invitation, we direct the reader to an SAP
Web site or general customer service number or e-mail address, as in these two examples:
“To learn more about how SAP can help your public sector organization improve case management, call
your SAP representative today or visit us on the Web at www.sap.com/publicsector.”
“For more information about this or other SAP Service Select offerings, please contact your SAP
customer engagement manager. You can also send an e-mail with your contact information to
[email protected], visit us online at www.sap.com/services/consulting, or call us at 1-
888-727-2955.”
Use of Graphics
Use graphics (illustrations, charts, tables, and so forth) as visual support to help elaborate on
information in the text or to explain an idea not directly discussed in the text. Captions must be
included (characters with spaces: 56).
Use of Call-Out Boxes
Call-out boxes may be used to call attention to information that does not follow the structure described
above (for example, a call-out box entitled “Best Practices”). Word/character count for a call-out box is
between 37 words (characters with spaces: 228) and 55 words (characters with spaces: 331). Do not
use a call-out box to present a different "slice" or view of what an SAP product contains or performs
than the view supported in One Voice.
Partner-led RDS Not a template - for discussion purposes only
©2012 SAP AG. All rights reserved.
These materials are subject to change without notice. These materials are provided by SAP AG and its affiliated companies (“SAP Group”) for informational purposes only,
without representation or warranty of any kind, and SAP Group shall not be liable for errors or omissions with
respect to the materials. The only warranties for SAP Group products and services are those that are set forth in
the express warranty statements accompanying such products and services, if any. Nothing herein should be
construed as constituting an additional warranty.
SAP, R/3, SAP NetWeaver, Duet, PartnerEdge, ByDesign, SAP BusinessObjects Explorer, StreamWork, and other SAP products and services mentioned herein as well as
their respective logos are trademarks or registered trademarks of SAP AG in Germany and other countries.
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sappartneredge.com/rds
Partner
Communication
Guidelines
ONE VOICE
Partner Communication Guidelines:
Implementation Services for SAP-Built Rapid Deployment Solutions
Partner-Led Rapid-Deployment Solutions
Contact: [email protected]
November 2012
Communicating Implementation Services for SAP-Built Rapid Deployment Solutions SAP partners can help companies get up and running quickly by providing services to implement or deploy software included in an existing SAP® rapid-deployment solution. The partner rapidly installs the software with predetermined time, cost, and service scope.
SAP-qualified implementation services for an SAP rapid-deployment solution are for installing or deploying software at the customer site. To qualify a partner’s services, SAP evaluates and determines that the services meet SAP requirements. Once qualification is obtained, the partner may then use the SAP naming framework for those services. Both SAP services partners and SAP channel partners may use the term “SAP-qualified implementation services” when referring to their qualified implementation services.
Prior to qualification, the phrase “SAP-qualified” may not be used.
Conform to the following framework for naming partner implementation services:
<Partner name> + implementation services for + <official SAP rapid-deployment solution name>
Examples:
Net4Site implementation services for SAP Extended Warehouse Management rapid-deployment solution
Fujitsu implementation services for SAP Mobile Sales rapid-deployment solution
Ecenta implementation services for SAP CRM rapid-deployment solution
Conform to the following guidelines for communicating about the services offering. You may substitute the partner’s specific company name in place of “our company” or “we,” and the partner company name in place of “our company” in all the examples below.
Correct: Our company provides qualified implementation services for SAP rapid-deployment solutions. Our company provides services for implementing and deploying SAP rapid-deployment solutions.
Incorrect: We provide an RDS service. Our company is qualified by SAP to implement and deploy SAP rapid-deployment solutions. Our company implements SAP RDS.
Corrected: We provide services for deployment of SAP rapid- deployment solutions. Our company offers SAP-qualified services to implement and deploy SAP rapid-deployment solutions. Our company offers qualified services for implementing SAP rapid-deployment solutions.
Our company implements SAP rapid-deployment solutions.
Communicating Partner-Led Rapid-Deployment Solutions SAP partners can help companies get up and running quickly by providing rapid deployment of solutions based on SAP software. The partner creates and packages new rapid-deployment solutions not directly covered by an existing SAP rapid-deployment solution, and rapidly installs the software with predetermined time, cost, and service scope.
When SAP evaluates and determines that the partner’s offering meets SAP requirements, the partner is awarded the ability to use the SAP naming framework for that offering. Conform to the following guidelines for naming partner-led rapid-deployment solutions:
<Partner name> + <business need> + for <industry> + rapid-deployment solution
<Partner name> + <business need> + for <line of business> + rapid-deployment solution
Inclusion of the industry name or line of business is optional.
Examples:
Akili mobile BI rapid-deployment solution Integra payroll processing rapid-deployment solution
Don’t use any language that states or implies that the partner’s offering is an SAP offering or that the solution is qualified by SAP.
Incorrect: Our offering is an SAP rapid deployment. Our offering is an SAP Rapid Deployment solution. Our offering is an SAP-qualified rapid-deployment solution.
Corrected: Our offering is a rapid-deployment solution based on SAP software. The Names of Products Offered by Partners or Other Third Parties SAP partners and other third parties must not include “SAP,” any other trademark of SAP, or the name of any SAP offering in the name of their own product or service offering, their company name, URL, or any of their logos. These names also must not include any endorsement line or tagline of SAP.
The only exception to this rule is that the partner’s product name may state the target SAP environment at the end of the name, as described in this section under “Mentioning the SAP Environment.”
Do not use any grammatical construction that makes the partner’s product name appear to be an offering from SAP.
Incorrect: SAP Extender SAP ERP Mapper
The above names are unacceptable for partner product names because they could be construed as offerings from SAP. Change any such name to clearly denote the offering is from the partner by using the partner’s company name or brand name.
Corrected: <Partner Company or Brand Name> Extender <Partner Company or Brand Name> Mapper
Do not place “SAP,” or the name of any SAP offering or trademark of SAP, immediately next to the partner’s company or brand name, or next to the full product name. Remove such references.
Incorrect: <Partner Company or Brand Name> SAP Extender
<Partner Company or Brand Name> SAP ERP Mapper
Corrected: <Partner Company or Brand Name> Extender <Partner Company or Brand Name> Mapper
Mentioning the SAP Environment A partner’s product name may state the relevant SAP environment at the end of the name, using the word “for” as in “for SAP CRM,” as long as the partner’s company or brand name appears at the front of the name.
Example: <Partner Product Name> for SAP CRM
Mentioning the SAP environment in the name is optional, not required. It is always acceptable to communicate using natural language in text that the partner’s product is designed for use with SAP solutions or with a specific SAP offering. Also see “Communicating Compatibility with SAP Software.”
Example: <Partner Product Name> provides additional functionality for users of SAP solutions.
Always include the partner’s company or brand name in an offering name that mentions the SAP environment.
Incorrect: Data Manager for SAP CRM
Corrected: <Partner Company or Brand Name> Data Manager for SAP CRM
Use “for” to denote the SAP environment, not “with” or other words that could be misinterpreted.
Incorrect: <Partner Product Name> with SAP ERP
Corrected: <Partner Product Name> for SAP ERP
Be sure to use the approved name for the target SAP environment, exactly as it appears in the Approved Names list. You may use an abbreviation, but only if it is listed in Approved Names.
You may also refer to SAP software, SAP solutions, SAP applications, or other approved descriptive terms. Do not simply say “for SAP.”
Incorrect: <Partner Product Name> for SAP
Corrected: <Partner Product Name> for SAP Solutions
The Approved Names list is available at SAP Brand Tools and at Approved Names on SMART. The list is also available to partners at the partner-dedicated Web site www.sappartneredge.com. If an SAP partner or other third party has incorrectly named an offering, company, URL, or logo and you need assistance, contact the SAP partner manager who is responsible for the relationship with the partner, or send e-mail to [email protected]. If you are the partner manager responsible for the relationship, you should work directly with the partner to request the necessary changes. Contact the branding group at [email protected] if you need assistance during this process.
© 2012 SAP AG. All rights reserved.
Call to action Contact your Partner Service Advisor
(PartnerEdge Partners only)
or alternatively, the PSD Rapid
Deployment Solutions Center of Expertise:
NA :
EMEA & DACH:
LAC:
APJ:
Marc-Andre Rousseau [email protected]
Matthias Schenkelberger [email protected]
Bartyra Schu [email protected]
Helen Yang [email protected]
