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.

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