SAP Partner Summit at SAPPHIRE NOW Orlando. …sapidp/011000358700001133932012E/... · 3 Go Mobile...

SAP Partner Summit at SAPPHIRE NOW

Orlando. May 13, 2013.

Detailed Agenda

© 2012 SAP AG. All rights reserved. 2


Sessions SAP Partner Summit at SAPPHIRE NOW Orlando


Sessions Time Room Title/Abstract

08:00-09:00 Breakfast & Registration

09:00-10:00 General Session with Troy Richardson, SAP Senior Vice President & General Manager of North America

Ecosystem and Channels, and Sanjay Poonen, President, Corporate Officer, SAP Technology Solutions &

Mobility Division

10:00-10:50 1 The SAP Mobility Story

This session will address how SAP and Partners can help businesses run better, using mobile computing

technology. Starting with a brief look at why mobility matters to businesses in the first place, then covering

the whole range of SAP and SAP's ecosystem offerings for enterprise mobility and mobile commerce. This

session is ideal for partners who want to get an overview of SAP’s mobility offerings.

2 Discover the New SAP Business All-in-One 9.0 Running Completely in Memory with SAP HANA

Learn how the capabilities of the B1 9.0 version, including core SAP Business One enhancements and

specific SAP HANA related enhancements can help you win more deals.

3 Help Your Customers Go from Data to Decisions with Big Data packages from SAP

Are your customers harnessing the opportunity of Big Data or do they struggle with how to integrate it,

manage it and get value from it? Learn how you and SAP together can help customers re-imagine the

possible for their business by combining SAP's real-time data platform and analytics solutions. Help them

execute new insights across the business to solve critical industry and line of business challenges in ways

never before possible.

4 Winning Big with Business Networks

Think networks are just for managing personal connections? Think again. Just as consumers use Twitter,

Facebook and Amazon.com to learn, share and shop better, companies are tapping into business

networks to connect and collaborate with employees, customers and trading partners more efficiently and

effectively than ever before. Join us for this interactive session in which we’ll provide a view into the

business network of the future and the game-changing surges in innovation, productivity and growth that it

will fuel for SAP customers and for the SAP partner ecosystem.

5 SAP Business Suite Powered by SAP HANA: Opportunity to Grow Your Business

Hear about the incredible opportunities available with SAP Business Suite powered by SAP HANA. Learn

how to position and sell the solution and what project skills are needed during implementation. Join the

session to understand the potential effect on your top and bottom lines, whether you are a reseller or

service partner.



10:00-10:50 6 Accelerate your Business. Partner to Grow with SAP Business All-in-One

Leverage resources. Leverage investments. Learn how partners can collaborate and cross-pollinate

Business All-in-One industry templates and grow your addressable market. This session will focus on how

our best and brightest Business All-in-One partners have achieved accelerated success by partnering.

Find out how you can to.



11:00-11:50 1 Leverage SAP Platforms for Building and Accelerating your Software Business

Learn how you can take advantage of the $7.7B packaged mobile apps opportunity by partnering with

SAP. Hear the latest on the successful SAP Mobile Apps Partner Program and how your peers have

benefited from the program and monetized their apps via the SAP Store – the official online channel to

over 230K SAP customers. Also learn about our open apps challenges.

2 Jump Up to the Cloud

Learn why Cloud is one of the strategic pillars of SAP’s strategy and how we have made it easy to extend

your partnership to the cloud portfolio. Hear from our Ecosystem and Channel leaders as well as Partners

on the exploding cloud opportunity and our Partnering strategy for 2013 and beyond.

3 Go Mobile with SAP Enterprise Performance Management (EPM) Unwired

This session will provide an overview of SAP’s Mobile Enterprise Performance Management (EPM)

strategy. See how the new SAP EPM unwired mobile interface is a single entry point into the SAP EPM

applications enabling customers to use their mobile devices to facilitate planning, analysis and reporting for

increased performance.

4 Predictive Analytics Is A Game Changer

Generally analytics looks at the past; with Predictive Insight, businesses are looking forward. In this

session, we will do a short demo and review three business cases that illustrate the value of Predictive

Insight and provide partners with real-life case studies.

5 Inside View: Partner Experience with SAP Business Suite powered by SAP HANA

Hear from partners who closed SAP Business Suite powered by SAP HANA deals. The panelists will give

you straight answers on becoming a reseller of the software, training and enablement, differences in the

sales cycle, support by SAP, opportunities for the partner ecosystem, and much more.



12:00-12:50 1 Insight into the new Generation of the SAP Mobile Platform

This session will provide an update on the SAP Mobile Platform, with insight to the new release and SAP

Rapid Deployment Solutions to support customer adoption. We will address what SAP customers are

deploying today & prediction for future, as well as the platform capabilities and multiple options for partners

and their customers.

2 Cloud Analytics, The Next Generation is Here

The next generation cloud analytics HANA based solution is here. Dropbox™ simple, end user design, big

data ready. What does this new solution mean for partners and how can you take advantage of the

inherent service opportunities?

3 Profiting from the SAP HANA Enterprise Cloud

Learn about the incredible opportunities available with SAP HANA Enterprise Cloud. The SAP HANA

Enterprise Cloud offering is a comprehensive cloud infrastructure combined with

managed services. In the session, you will learn about the different roles partners can drive their SAP and

specifically their HANA practice forward.

4 Take Your Analytics Customers Mobile with Mobile Analytics From SAP

Hear the latest on Mobile Analytics from SAP and the best approach to take your customers on the mobile

journey. According to Gartner, 33% of BI will be mobile by the end of this year which means a huge

opportunity for you and your customers. According to Dressner research, Mobile business intelligence is

the 2nd most common mobile business use case after email and executives are the #1 user. Don't let your

customers get left behind: learn about SAP's Mobile analytics roadmap, see our latest solutions and think

about how you will take your customers mobile.

5 How To Migrate SAP Business Suite to SAP Business Suite Powered by SAP HANA, a Partner

Perspective

Hear first-hand the experiences of an actual channel partner (iTelligence) who migrated their own internal

Business Suite Test & Demo instance to an SAP Business Suite powered by SAP HANA landscape. Learn

from their own tips and tricks, and what tools they used to accelerate the data migration and instance set-

up.

13:00-14:00 Lunch & SAP Experts at Topic Tables



14:00-14:50 1 New Horizon Next Generation Sales Programs: Aligned Demand Management with Partners

Join us to learn about New Horizon, a program in market now to drive demand in concert with our partners.

Kristen Rigby will highlight the key elements of the program including integration and process, enablement,

execution, current and expected results, as well as how our partners can participate in the program to

overachieve in 2013. Customer acquisition, target solutions, assets and messaging for the key identified

programs will be reviewed and shared with our partners.

2 Monetize and Sell Your Apps via the SAP Store

Hear about the latest with the SAP Store, the online channel for SAP and partner solutions. See how you

can monetize your own applications and gain exposure and access to our SAP field and over 230k

customers.

3 SAP Marketing for Value-Added Reseller Partner Pipeline Build – What You Need To Know To Drive

Your Demand Generation Activities

Learn how to get started using SAP’s arsenal of partner marketing tools and resources for Value-Added

Reseller (VAR) partners and get new ideas on how to create pipeline that converts to sales.

4 The Private Equity Opportunity

Private equity firms own 14,200 businesses in the US. You probably are doing or will do business with a

private equity owned company this year. These companies represent nearly $300 million in pipeline for

SAP and its partners in 2013. This session will help you understand the private equity and how the SAP

Private Equity Team can help you close your deals.

5 Introduction to Design Thinking

This session provides an introduction to Design Thinking and how to apply and identify new customer

opportunities.



15:00-15:50 1 Introducing the SAP HANA Academy

Learn more about this free resource for customers, partners, and developers of SAP HANA. Discover our

new "SAP HANA Recommends" project that helps you build your own personalized marketing application

using SAP HANA, predictive analysis, and mobile computing. Reach your customers' customers better

than ever before!

2 Innovate and Build Apps for SAP’s Five Market Categories

ISVs, SMEs, and OEMs will learn to build and innovate with the latest initiatives available with

Applications, Analytics, Mobile, Database & Technology and Cloud. There will be a discussion about the

latest integration and certification opportunities with SAP HANA, Gateway, SAP Mobile Platform, SAP

BusinessObjects and SAP Business One On Demand.

3 Communicate Better with SAP

Join SAP Global Communications to get the latest information on how partners can increase their visibility

with press/analysts/bloggers and push social media. As agents of our joint ecosystem messaging and

strategy, partners can benefit from the tools, templates, guidance and engagement models that we

introduce in this session. Highlighting best practices, partners will share their PR experience with SAP.

4 2013 SAP Public Partner Demo Showroom Roadmap

SAP is pleased to provide an update on the SAP Public Partner Demo Showroom(s). The SAP Demo

Showroom is slated as the new demo environment for all SAP Go-To Market resources. In this integrated

environment we will support the five SAP Markets with all of the active SAP products enabled through five

different showrooms



16:00-16:50 1 Keys to Successful Partnering with the SAP Cloud Ecosystem & Channels Teams

Join a panel of SAP Ecosystem & Channels Cloud experts from pre-sales, marketing, sales and programs

to understand how best to leverage SAP resources to further your success in the Cloud.

2 Partner Sales Methodology – Your Guide to Gold

Accelerate and grow your SAP license sales with latest sales enablement initiative – Partner Sales

Methodology (PSM). The PSM is the guidebook that shows you how to flawlessly execute your SAP

license opportunities as well as being your SAP sales one stop shop. Renowned sales guru Marty Mercer

from The Complex Sale, will introduce the PSM tool and workshop that will be offered at a location near

you.

3 Innovations for All Customers in the Mid Market

Get an outlook on new innovations in Analytics and learn how rapid deployment-solutions help SMEs to do

business more flexibly and efficiently. In the session, you will learn about the current rapid deployment-

solutions for SAP Business Suite powered by SAP HANA and the 2013 roadmap and how these

innovations will help you grow your business.

4 Growing a Deal with SAP Rapid Deployment Solutions

SAP Rapid Deployment Solutions (RDS) can be introduced into deals as a fast, low risk, low cost proof of

concept or several can be combined to support a much larger deal with the same benefits of fixed scope,

price and outcome. Join this session to learn more about how best to employ RDS in your deals. Not yet

engaged? We’ll also briefly review the RDS qualification process.

5 Introduction to Design Thinking

This session provides an introduction to Design Thinking and how to apply and identify new customer

opportunities.

17:00-18:00 Executive Close with Eric Duffaut, SAP President and Corporate Officer, Global Ecosystem & Channels,

and Rodolpho Cardenuto, President, SAP Americas.

18:00 Networking Reception

Interactive Partner Center: Microforums SAP Partner Summit at SAPPHIRE NOW Orlando


Interactive Partner Center: Microforums Time Area Title/Abstract

08:00-09:00 Breakfast & Registration

09:00-10:00 General Session with Troy Richardson, SAP Senior Vice President & General Manager of North America

Ecosystem and Channels, and Sanjay Poonen, President, Corporate Officer, SAP Technology Solutions &

Mobility Division

10:00-10:40 1 Build and Certify Apps on SAP HANA

Learn to build and certify apps on SAP HANA. Obtain exclusive insight about a special introductory offer to

enable platform adoption and technical resources for your certification project. Expand and plan your future

SAP integration portfolio, while adopting the latest SAP technology that provides key areas for growth with

customers in mind.

2 Introducing SAP HANA Live for SAP Governance, Risk, and Compliance Software and SAP Access

Control Role Analytics

Attend this session to learn how you can increase your license and services revenues by adding SAP

HANA and SAP HANA Live for SAP Governance, Risk, and Compliance (GRC), which includes a Virtual

Data Model and sample content, to your customers’ environments. Also, learn more about SAP Access

Control Role Analytics, the first application built on SAP HANA Live for SAP Governance, Risk, and

Compliance, and how it adds additional insight into managing roles.

3 SAP Education Solutions: Increase Deal Revenue with SAP Education Solutions

Customers want to ensure that they are optimizing the performance of their workforce; plus, they want

products that are simple to use. Join us to learn how our Workforce Performance Builder and Knowledge

Acceleration solutions can help you build a bigger, stronger business. You'll see how easy it is to extend

your value and increase revenue.



11:00-11:40 1 SAP Business One - Grow Your Business Powered by SAP HANA

Position SAP Business One, SAP Business One version for SAP HANA and SAP Business One Analytics

powered by SAP HANA, price comparison, license migration and which enablement resources are

available for a successful growth in your business.

2 Data Warehousing Opportunities for Partners

The sessions addressed partners with background in the Sybase, BusinessObjects, and NetWeaver BW

portfolio. Learn about SAP HANA as agile data mart, Sybase IQ for highly scalable and cost effective data

warehouses, SAP NetWeaver Business Warehouse (BW) on SAP HANA to reduce TCO, improve load

performance and response times of BW implementations, SAP Near-Line Storage (NLS) based on Sybase

IQ for BW, and SAP BI solutions with embedded Sybase IQ.

3 2013: The Year of the Mobile Apps

Get a look at how SAP is making 2013 a year to remember in mobile applications. Check out the latest

demos and discuss SAP’s broad mobile apps portfolio and roadmap, ranging from proven left-brain apps,

to cutting edge consumer applications.

12:00-12:40 1 SAP 360: A New Family of HANA-Based Solutions That Help Maximize Customer Value

These new solutions are designed to address specific customer needs by combining products from the

entire SAP portfolio with the power of in-memory computing. The offerings thereby deliver a unique value

proposition. Learn in this session about the upcoming new portfolio & how you can leverage it.

2 How To Make Multi-Million Dollar Deals with SAP Business One

Learn how SAP partners can leverage SAP Business One to sell into ecosystem of large accounts.

3 Leverage Applied Analytics to Gain Meaningful Insight into Business Performance in your Industry

Applied Analytics from SAP helps organizations gain meaningful insight into business performance of their

industry and Line of Business. These solutions are designed to be deployed rapidly into an organization’s

current IT environment. In this microforum, we’ll discuss how partners can leverage Applied Analytics for

various industries.

13:00-14:00 Lunch & SAP Experts at Topic Tables



14:00-14:40 1 Kickstart Development and Win with SAP HANA, Mobile and Cloud

Join this session to learn all about the opportunities to create and enhance your solutions with SAP HANA,

Mobile and Cloud. Accelerate the impact of your development teams by connecting each technology to the

underlying business use cases and determining the developer programs and partner resources that will

help you quickly get started.

2 SAP Business Suite Powered by SAP HANA: Partner Adoption

Kick start your road to success with SAP Business Suite powered by SAP HANA. Attend this 20 minute

forum to discover partner specific enablement material to benefit our SAP Partners in gaining specific

information about SAP Business Suite powered by SAP HANA and how it can benefit your business.

3 SAP Governance, Risk and Compliance Access Control in Every New Enterprise Resource

Planning Deal

Learn why you need to add SAP Access Control in every SAP core deal you sell or implement. Hear

examples of the significant benefits enjoyed by customers and how this helps them to reduce cost and

effort in the long run. Learn how to quickly deploy SAP Access Control with an existing Rapid Deployment

Solution (RDS).

15:00-15:40 1 Expand your SAP Mobility Partnership with Syclo

This session will outline the major benefits that partners stand to gain by incorporating Syclo into their

mobility portfolio. Learn about what products are available to service/resell. Gain valuable insights about

roadmaps for upcoming releases and enablement and go-to-market opportunities.

2 Partner Quality Program Addressing Partner Implementation Challenges

This session is an overview of program and partner panel discussion, two case studies presented in

conjunction with partners, trends identified around project challenges and risks, and how PQP addresses

these issues and supports partners in general

3 Why Original Equipment Manufacturers Partners Continue to Innovate with SAP

Innovation is key to driving additional revenues and getting to market faster. Join Jayne Landry, Global VP,

Market and Portfolio Expansion, SAP Technology Solutions, to discuss the future OEM product roadmap

and hear first-hand what new innovations will be available for you to take advantage of to help you add

value for your customers, generate additional revenues and reduce your time to market.



16:00-16:40 1 Generate Demand for SAP Business Suite Powered by SAP HANA

The session will cover the various resources and programs available to partners for generating demand for

SAP Business Suite powered by SAP HANA. During this session, we will discuss the assets, tools and

Marketing Service Bureau packages that will help you build a strong and healthy pipeline. Additionally we

will highlight partner demand generation best practices and innovative ideas focused on SAP Business

Suite and SAP HANA.

2 Expansion through New Business Models: Original Equipment Manufacturers, Business Process

Outsourcing, and Information Technology Outsourcing

Join us to understand the evolving business models now possible with SAP. In addition to industry-driven

innovations and enhanced traditional business models, bundled/managed service offerings are utilized to

expand the business into the customers’ extended value chain. As a consequence, OEM/ITO-type

business models are becoming increasingly more relevant for each and every SAP Services Partner.

3 Accelerating SAP HANA in Partner Clouds

Accelerate and grow your SAP Hosting business by becoming a partner for the SAP HANA Enterprise

Cloud. The SAP HANA Enterprise Cloud offering is a comprehensive cloud infrastructure combined with

managed services. Learn how you can become part of it. Join this session to learn more about the partner

program to come.

17:00-18:00 Executive Close with Eric Duffaut, SAP President and Corporate Officer, Global Ecosystem & Channels,

and Rodolpho Cardenuto, President, SAP Americas.

18:00 Networking Reception

Interactive Partner Center: Expert Tables SAP Partner Summit at SAPPHIRE NOW Orlando


Interactive Partner Center: Expert Tables Time Title/Abstract

10:00-17:00 SAP Platforms and SAP Store

• Learn about SAP Platform Partner Programs

• Explore SAP Mobile Platform and SAP HANA Cloud Platform

• Build Mobile, Cloud and SAP HANA Apps

• Join the Mobile and SAP HANA Cloud App Challenges

• Market your apps on SAP Store

SAP PartnerEdge

• Meet with PartnerEdge program experts to get answers to your questions

• Gain a better understanding of the PartnerEdge program and partnership opportunities

• Obtain insight into the PE program benefits and requirements

• Address any program operations questions you may have

• Provide feedback to the program team on opportunities for improvement

Partner Service and Support

• Discover how the Partner Learning Hub can help you

• Take a closer look at the SAP Solution Catalog

• Use sappartneredge.com for enablement

• Explore services from your SAP Partner Services Advisor

• Learn more about enablement campaigns

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