2019 SMB Innovation Summit

Internal | SAP Employees and Partners OnlySMB Innovation Summit 2019

Tiago GarciaPartner Services Advisor (PSA)

SAP Business ByDesign/One PSD LAC Topic Owner

T +55 51 3081 2934, M +55 51 995820801E-mail: tiago.garcia@sap.com

Your Journey Through PartnerEdgewith the Global Partner Service

Delivery Team (PSD)

PartnerEdgeGlobal Partner Service

Team

AGENDA

• Partner Service Delivery Team (PSD)

• SAP Partner Benefits Catalog

• How to order a service

• Q&A

Partner Lifecycle on SAP PartnerEdge Program

Recruitment

Marketing

Pre-Sales

Sales

Enablement

Termination

Post-Sales

Channel Development and Enablement

Solution Center

CustomerOffice

PARTNER SERVICE DELIVERY (PSD)

SalesPre-Sales

Marketing

Partner Service Delivery Team (PSD) Accelerating SAP’s partner business

Proven Organization• 10+ years of partner experience

• Cost Effective

• HR & IT Management

Strong Alignment with Partner Business• PSAs are active members of the Market Unit and Regional Teams

• Personalized relationship (PSA) with partners

• Consistent, scalable partner reach across the ecosystem

Global consistent Service Delivery• Franchise GC&GB Operation available in each region

• Simple Digital Experience

• Analytics & Reports on all services

Tailored Business Agreement• PSD Service Portfolio aligned with Business Priorities

• Aligned and agreed KPIs

Clear PSD Ownership / SPOC

• PSD Service Lead for each Solution / LOB

• Regional PSA Topic Owners

Full Transparency

• Quarterly Business Reviews

• Ongoing Service Reporting & Analytics

Cost Effective, Scalable and StandardizedPartner Service Delivery (PSD)

São Leopoldo, BrazilCovers 687 Partner, 3 languages

Galway, Ireland

Covers 3597 Partners, 12 languages

Gurgaon, India

Chengdu, China / APJ

Covers 1120 Partners, 4 languages

Covers 1470 Partners, 2 Languages

8245 SAP PartnerEdge Memberships

7260 Open Ecosystem* Memberships

Montreal, Canada / Tempe, USA

Covers 1558 Partner, 6 languages

LEARNING ROADMAP

Partner Benefits CatalogGETTING STARTED

PRE-SALE MARKETINGPOSTSALE

INNOVATIONSALESTOOLS &ASSETS

DIGITALSALES

MOTION

Organize your

Development Plan

Partner Benefits CatalogGETTING STARTED

PRE-SALE MARKETINGPOSTSALE

INNOVATIONSALESTOOLS &ASSETS

DIGITALSALES

MOTION

Partner Benefits Catalog

GETTING STARTED

PRE-SALE MARKETINGPOSTSALE

INNOVATIONSALES

SAP PartnerEdge

Training

Partner Benefits Catalog

PRE-SALE

MARKETINGPOSTSALE

INNOVATIONSALES

Additional coasts might be applied

D E M O T E N A N T : C L O U D

D E M O F O R S A P B U S I N E S S

B Y D E S I G N ( $ )

S A P B U S I N E S S

B Y D E S I G N : P A R T N E R

P R E S A L E S T R A I N I N G

B O O T C A M P S A P

S A P B U S I N E S S B Y D E S I G N :

P A R T N E R P R E S A L E S

V A L I D A T I O N

D E S I G N T H I N K I N G F O R

V A L U E P R E S A L E S ( $ )

Partner Benefits Catalog

MARKETING

POSTSALE

INNOVATIONSALES

D I G I T A L M A R K E T I N G

A D V I S O R Y S E R V I C E ( $ )

I N T R O T O M A R K E T I N G

S E R V I C E S

S A P B U S I N E S S

O N E / B Y D E S I G N

M A R K E T I N G P L A N W I T H

S A P G U I D A N C E ( $ )

S A P S O C I A L S E L L I N G

P R O G R A M – L I N K E D I N

S A L E S N A V I G A T O R

C U S T O M E R T E S T I M O N I A L

V I D E O S ( $ )P A C K A G E 4 G R O W T H

C O N C I E R G E S E R V I C E ( $ )

$- Additional coasts might be applied

Partner Benefits CatalogPOSTSALE

INNOVATION

SALES

S A P B Y D E S I G N / S A P

B U S I N E S S O N E

S A L E S R E A D I N E S S

S A L E S C Y C L E

G U I D A N C E f o r S A P B 1

a n d S A P B Y D E S I G N

F R A N C H I S E S A L E S

M E T H O D O L O G Y I N

A C T I O N

G E T S T A R T E D W I T H

Y O U R S A P I N - H O U S E

I N S T A L L A T I O N ( $ )

Co-branded SAP Customer Success Stories

S A P Q U A L I F I E D

P A R T N E R P A C K A G E D

S O L U T I O N S

$- Additional coasts might be applied

Partner Benefits Catalog

POSTSALE

INNOVATION

S A P B U S I N E S S

B Y D E S I G N

I M P L E M E N T A T I O N

E X P E R I E N C E

S A P B U S I N E S S

B Y D E S I G N / O N E

P R O C E S O S D E S O P O R T E

Y M E J O R E S P R Á C T I C A S

( C o m i n g s o o n )

C L O U D C U S T O M E R

L I F E C Y C L E M A N A G E M E N T

C O A C H I N G

($) - Additional coasts might be applied

Partner Benefits Catalog

INNOVATION

SAP Cloud Solution Partner Program(PE BUILD) ($)

Partner Solution Qualification Guidance

SAP App Registration Questionnaire Guidance

($) - Additional coasts might be applied

Design Thinking Virtual Experience ($)

Design Thinking Boot Camp At SAP Labs Latin America ($)

SAP Leonardo Workshop at SAP Labs Latin America ($)

Partner Benefits Catalog | Status 2018Unique Partners

3,156

Service orders

9130+ 20 % growth YoY + 16 % growth YoY

Conversion

51%view to service order

Total Views

20,000+ 38 % growth YoY

MDF Spend

7.1M+ 130 % growth YoY

Countries

125+ 22 countries YoY

Services delivered by region YTD

NA:917

LAC:2320

EMEA:1,843

MEE:1,626

GCN:655

APJ:1,769

65 % of all services requested are Sales and Marketing basedThe #1 service requested by our Partners is The Social Selling Program

Tiago Garcia

Partner Services Advisor (PSA)SAP Business ByDesign/One PSD LAC Topic Owner

T +55 51 3081 2934, M +55 51 995820801E-mail: tiago.garcia@sap.com

Thank you.Gamification Challenge Code

QTOOIG

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