OpenText Partner Program for SAP Competence - Program Overview 2014_02
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OpenText Partner Program for SAP Competence - Program Overview 2014_02

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This presentation provides an overview of the OpenText Partner Program for SAP Competence. If you are interested to learn more about how to become successful with OpenText Suite for SAP products,......

This presentation provides an overview of the OpenText Partner Program for SAP Competence. If you are interested to learn more about how to become successful with OpenText Suite for SAP products, please reach out to sapcompetence@opentext.com.

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  • The OpenText SAP Competence Partner program is an end to end partner program - designed to support the partner through the full life cycle of a sale.The program has been developed to include only the elite few partners with deep competence around SAP. Therefore the SCP program has been intentionally kept narrow to include only those partners that can demonstrate a core competence within SAP, thus allowing our elite group of partners the ability to scale with little channel conflict.The program offers the partners all the keys they would need for success.We define success when our partners are working jointly with the OpenText and SAP field to help build a joint pipeline where by our efforts together drag license sales for OpenText and Services for the partner.The program as mentioned is an end to end program that supports in collaboration the partner through training, services enablement, lead generation, sales, marketing and after the sale broadcast. The underpinning that travels across the program’s key components is the on going technical and marketing support that is offered to our partners to augment their success as they drop into each of the above components of the program.Lastly, we are always looking to enhance the SCP program in bringing better tools and direction to our partners.Therefore the SCP program does have a year over year roadmap with things to come.We look to our partners to play an active role in creating the roadmap because at the end of the day the program belongs to its partners !
  • The OpenText SAP Competence Partner program is an end to end partner program - designed to support the partner through the full life cycle of a sale.The program has been developed to include only the elite few partners with deep competence around SAP. Therefore the SCP program has been intentionally kept narrow to include only those partners that can demonstrate a core competence within SAP, thus allowing our elite group of partners the ability to scale with little channel conflict.The program offers the partners all the keys they would need for success.We define success when our partners are working jointly with the OpenText and SAP field to help build a joint pipeline where by our efforts together drag license sales for OpenText and Services for the partner.The program as mentioned is an end to end program that supports in collaboration the partner through training, services enablement, lead generation, sales, marketing and after the sale broadcast. The underpinning that travels across the program’s key components is the on going technical and marketing support that is offered to our partners to augment their success as they drop into each of the above components of the program.Lastly, we are always looking to enhance the SCP program in bringing better tools and direction to our partners.Therefore the SCP program does have a year over year roadmap with things to come.We look to our partners to play an active role in creating the roadmap because at the end of the day the program belongs to its partners !

Transcript

  • 1. Expand your opportunities in the SAP market March, 2014 OpenText Partner Program for SAP® Competence
  • 2. OpenText ©2013 All Rights Reserved. 2 Enterprise Information Management Information Exchange DiscoveryEnterprise Content Management Business Process Management Customer Experience Management Ecosystem Competence OpenText Partner Program Framework
  • 3. OpenText ©2013 All Rights Reserved. 3 Field Engage- ment Support Pipeline & Lead Generation Support Blended Delivery Ongoing Enablement Access to OT SAP Experts Marketing Support After sale promotion Initial Training OpenText Partner Program for SAP Competence … designed to support the OpenText SAP Competence Partner through the full life cycle of a sale.
  • 4. OpenText ©2013 All Rights Reserved. 5 SAP Competence – Learning Path
  • 5. OpenText ©2013 All Rights Reserved. 6 SAP Competence - E-Learning Modules for Sales / Pre-Sales Onboarding  ~ 25 E-Learning Modules  “Sales 101”  “Features & Functions Overview”  “Technical Overview” Focus on Sales & Pre-Sales Qualification
  • 6. OpenText ©2013 All Rights Reserved. 7 eLearning “Sales 101” – Content covered  Learning Objective  Market Potential and Target Market  The Business Challenge  OpenText Solution  Value to the Customer  Identifying and Qualifying Opportunities  Customer Case Study  Competition and Differentiation  Pricing & Licensing  Key Resources and Contacts  Elevator Pitch  Quiz
  • 7. OpenText ©2013 All Rights Reserved. 8 eLearning “Features & Functions” – Content covered  Learning Objective  Product Introduction  Product Evolution  Brief product history  Product fit into OpenText portfolio  Key Features and Functions  Why product beats competition  Sales Scenarios  Additional topics specific to the product  Additional Information  Summary  Quiz
  • 8. OpenText ©2013 All Rights Reserved. 9 eLearning “Technical Overview” – Content covered  Learning Objective  Packaging & Product Components  Prerequisites  Architecture & Component Overview  Product Components  Deployment Options  Stand-alone setup  Scaling  Customer Use Case  Additional Information  Summary  Quiz
  • 9. OpenText ©2013 All Rights Reserved. 10 Technical Enabling Process – a Learning Journey Partner OpenText Classroom Training Certification of individual Partner consultant
  • 10. OpenText ©2013 All Rights Reserved. 11 Technical Certification Training Courses Archiving Boot Camp (10 days) DAM Boot Camp (5 days) DP Boot Camp (5days) EFM Boot Camp (5 days) Extended ECM Boot Camp (5 days) VIM Boot Camp (5 days) ICC Boot Camp (3 days) PCM Boot Camp (2 days) PSM Boot Camp (4 days) TRM Boot Camp (3 days) • SAP Archiving by OpenText • SAP Document Access by OpenText • SAP Digital Asset Management by OpenText • SAP Document Presentment by OpenText • SAP Employee File Management by OpenText • SAP Extended ECM by OpenText • SAP Invoice Management by OpenText • OCR Option for SAP Invoice Management by OpenText • SAP Portal Content Management by OpenText • SAP Portal Site Management by OpenText • SAP Travel Receipts Management by OpenText
  • 11. OpenText ©2013 All Rights Reserved. 12 Partner OpenText Recommended Blended Delivery (from Shadowing to Teaming) Classroom Training Certification of individual Partner consultant Project 1 resource resource Project 2 resource resource Project n resource resource resource solo QA Technical Enabling Process – a Learning Journey
  • 12. OpenText ©2013 All Rights Reserved. 13 Ongoing Enablement SAP Competence Partner Information Sessions
  • 13. OpenText ©2013 All Rights Reserved. 14 Ongoing Technical Enablement Deep Dive Workshops
  • 14. OpenText ©2013 All Rights Reserved. 15 SAP Competence Partner meet SAP Solutions Group (yearly 1 day event) - Vision, Strategy, Roadmap, News, Networking…Fun Michelle Momberg – NokusaEI (South Africa) „Many thanks for the Partner event yesterday and the very nice evening too! I found the interaction with your team and the other partners very informative” Waltraud Ifkovits – RSH (Germany): “Great Event, it„s great to see that there exists a real community where partners are networking with other partners.“ Luis Fernandez – Stratesys (Spain): „Thanks for a great and productive day, great Roadmap information – very valuable” Patrick Anderssen / Johan Raedemaker (Belgium): “Inspiring presentation from Patrick Barnert which proves that we are on the right track”, “Business Value Solutions – definitely something we will look into … from a how we can support certain core business processes with an combination of OT products and our expertise / experience from past projects” Alexander Beyer – Complon (Germany): “Fantastic Event and a very good opportunity for networking. I am happy to be part of this community.“
  • 15. OpenText ©2013 All Rights Reserved. 16 Discussion Forums & LinkedIn Groups Connect with customers, peers and OT experts via discussion forums & LinkedIn Groups
  • 16. OpenText ©2013 All Rights Reserved. 17 SAP Competence Partner List
  • 17. OpenText ©2013 All Rights Reserved. 18 SAP Competence Partner Spotlight SAP Competence Partners Spotlights on www.OpenText.com
  • 18. OpenText ©2013 All Rights Reserved. 19 Partner Solutions Catalog  Listing of partner solution in OpenText Partner Solutions Catalog helps to  Increase partner awareness  Differentiate from other partners  Positioning as OpenText Software Solutions Partner for a given horizontal / vertical solution  Expertise  Expand the reach to customers and partners via OpenText, even to other regions, countries  Use OpenText endorsement as additional USP
  • 19. OpenText ©2013 All Rights Reserved. 20 SAP Competence Partner Sales Plays - Easy to use Sales Asset…
  • 20. OpenText ©2013 All Rights Reserved. 21 SAP Competence Partner Sales Plays - Easy to use Sales Asset…
  • 21. OpenText ©2013 All Rights Reserved. 22 Access to Online Demo Environment Demonstrate OpenText SAP products and solutions
  • 22. OpenText ©2013 All Rights Reserved. 24 “Partnerized" Campaigns Jointly branded site Partner Contact Info Partner Details
  • 23. OpenText ©2013 All Rights Reserved. 25 Co-branded Collaterals http://www3.kurryer.com/opentext/home/
  • 24. OpenText ©2013 All Rights Reserved. 26 Co-branded Success Stories
  • 25. OpenText ©2013 All Rights Reserved. 27 Partner Event and Marketing Support
  • 26. OpenText ©2013 All Rights Reserved. 29 OpenText SAP Competence Partner Map SAP Competence Partners on www.OpenText.com
  • 27. OpenText ©2013 All Rights Reserved. 30 Partner View Your One-Stop-Shop
  • 28. OpenText ©2013 All Rights Reserved. 31 OpenText SAP Competence Partner Program on SAP PartnerEdge
  • 29. OpenText ©2013 All Rights Reserved. 32  Positioning at OpenText’s and SAP´s installed base  OpenText solutions related license and service revenues  Upsell potential of complementary OpenText solutions and related services  Incubation support by OpenText:  Save guarding, shadowing and QA Services  Joint light house customers  NET NEW BUSINESS for ALL Join the WIN³ with SAP & OpenText What is in for You?
  • 30. OpenText ©2013 All Rights Reserved. 33 Jürgen Maier SAP Ecosystem Program Manager SAP Solutions Group Open Text Software GmbH T +49 89 4629 1590 mailto: juergen.maier@opentext.com