How to-partner-with-sap-qa

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This document summarizes a Q&A session on partnering with SAP. It includes questions from attendees on how to assess opportunities before investing time, how to become certified as an SAP partner, how to navigate certification hurdles, how to grab SAP's attention, vendor selection processes, business and technical requirements, and handling competition from SAP's shift to more services. The panelists were Richard Page and Donagh Kiernan who have extensive experience in the SAP ecosystem and software sales channels. Additional resources on partnering, webinars, and articles were provided at the end.

Send in your questions
If you have any comments
or questions,
please INTERRUPT…
Use the Chat/Question screen

http://www.linkedin.com/in/rpage/http://www.linkedin.com/in/donaghkiernan/
The Panel
Richard Page
Founder and MD
Avizent Ltd UK
14+ years experience in the SAP
Ecosystem. Worked for SAP for 8 years;
SAP Global Director for SAP ERP.
Donagh Kiernan
Founder and CEO
Tenego Partnering
28 years – Techie background
Sales Channel, Direct Sales and
Channel Sales Organisation
Management.

Summary – Partnering with SAP
• Partnering with SAP presents a big opportunity
• You must have something of interest to SAP
• You can manage the time, effort and risks in engaging
with SAP
• You don’t have to risk everything, there are many
alternatives
• And defined methodologies to help determine your
optimal partner types.
4

Question received
“Is there a way to assess the real opportunity in
partnering with SAP before we invest the time?”
John J.

Question received
“Once a certified SAP partner, will SAP Partner
Management team help us engage with their
other ISV partners and system integrators”
Paul C.

Question received
“What is the fastest route to become an SAP
partner?”
Mary W.

Question received
“How to navigate the certification hurdles
without wasting too much time?”
Yuri W.

Question received
“How to grab SAP's attention to your product?”
Bill P.

Question received
“Do you have a vendor selection process and
check list?”
Michael F.

Question received
“Interested to learn about business & technical
requirements of partnering with SAP”
Patrick S.

Question received
“SAP is moving more to a services company. How
to handle this competition?”
Bart H.

Thank You & Final Questions
http://www.linkedin.com/in/rpage/http://www.linkedin.com/in/donaghkiernan/
Richard Page
Founder and MD
Avizent Ltd UK
14+ years experience in the SAP
Ecosystem. Worked for SAP for 8 years;
SAP Global Director for SAP ERP.
Donagh Kiernan
Founder and CEO
Tenego Partnering
28 years – Techie background
Sales Channel, Direct Sales and
Channel Sales Organisation
Management.

www.tenegopartnering.com/resource www.tenegopartnering.com/blog
Further content available online
Presentation can be found here:
https://www.slideshare.net/DonaghKiernan/how-to-partner-with-SAP-QA
14

Other Webinars
• Other webinars available in our Resource Page:
– Your Channel Evolution: Early Stage, Established and Beyond
– Q&A Session: Software Sales Growth to European Manufacturing Sectors
– Software Sales Growth to European Manufacturing Sectors
– Q&A Session: Partner Operations: Scaling your Channel Partners
– Partner Operations: Scaling your Channel Partners
– Learning from the Big Boys' Partner Programs: Microsoft, Oracle, SAP etc.
– International Growth for UK based Software Companies
– Case Study - Bringing a US Company to Europe
– To Grow Your Product Revenues from 10M to 50M
– Partner enabling the Giants: IBM, SAP, Accenture or other...
• And many more…
www.tenegopartnering.com/resource

Related Articles/Content
• Many Articles in our Blog
• Is Your Product Good Enough to Sell through SAP?
• So now you are an SAP Partner!
• Should you sell through Sales Channels OR Sell Direct?
• What is involved in becoming an SAP Partner?
• Is becoming an SAP Partner right for your business?
• So, you think SaaS can't have Sales Channels?
• Building Sales Channels - What do you want from a sales partner?
• Thinking About or Starting Your Sales Partner Channels? What Next?
• Why you need a Partnering Strategy
www.tenegopartnering.com/blog

Build & Manage Sales
•
Direct and Channels
•
Executive Hands-on
•
Your Alliances Team
•
Software Business
Experts
•
Practical
•
Results Focussed
CONTACT DETAILS:
Tenego Partnering
Ireland (HQ), UK, Germany, USA, Benelux,
Greece, Australia, Dubai…
Web: www.tenegopartnering.com
Email: info@tenegopartnering.com
17

The world is changing every single minute. The amount of available data is expanding faster than ever. This talk will focus on how to use the most important data, the correct way. Main takeaways of the presentation: - Some guiding principles to consider when jumping into the data-driven world - How to start measuring what matters to discover problems & opportunities, regardless of A/B testing or other product iteration methods - How to work with little to no-data, messy data or just huge data sets to evolve your products

Varahi_Services_Inroductionparth17290

How to Partner with SAP

Donagh Kiernan

So, you want to partner with SAP. Are you ready? So, you have a great product and proposition growing globally and now you are ready to partner with SAP. What does it take to get your product sold by SAP? What does it take to become a SAP Partner? SAP is the third largest software company in the World with over 320,000 customers and more than 17,000 partners. What Will You Learn? ● What does it take to partner with SAP? ● What does SAP look for in the product partner companies? How do they evaluate partners? ● How is SAP structured? Can it truly be a global partner for your business? ● How do you manage a giant partner such as SAP? ● How do you evaluate if SAP is the right path for your business? About Tenego Tenego provides international sales execution services for growing and established Technology Companies. Tenego's proven approach and expertise take responsibility for driving the company's sales revenues across multiple markets with direct sales outsourcing, channel development, channel management, lead generation services and sales management services.

Partner operations

Donagh Kiernan

Hear, ask your questions and learn from Tenego's experience in working with many growing companies in different markets on how to continually seek scale your business while better enabling the channel as a true extension to your business? ● What is Partner Operations and how can it help your channel growth ● What are the responsibilities and metrics of success for Partner Operations? ● How Partner Operations can be the central core engine to drive channel growth? ● How do you align Partner Operations, Partner Management and your Partner Program implementation? ● What are the key tools, methodologies and capabilities needed in building your Partner Operations? For more details, access: http://www.tenego.com/resource/partner-operations

Software partner recruitment for grown ups

Donagh Kiernan

Slides for the webinar: Software partner recruitment for grown ups In this webinar we share insights from the hard lessons we've learned that have shaped our approach to Partner Recruitment. Tenego developed this webinar to help companies seeking to understand the main points on using partner recruitment to support growth and expansion. We will share 5 main points in our methodology to successfully implement a partner recruitment program. Interested in learning more about Partner Recruitment and the Tenego methodology? Want to understand the big blocks of Partner Recruitment to help setup your program?

Partner fit - Tenego Webinar

Donagh Kiernan

Slides used on October 27th, 2016 during webinar "How to ensure Partner Fit. It's not as simple as it may seem." http://www.tenegopartnering.com/resource/partner-fit-for-growth In this webinar, you will learn: ● Five areas for Evaluation ● Key information to look for ● How detailed should your evaluation be ● How to evaluate your existing partners ● Understand underperformers ● What to look for in new partners

Channel Evolution

Donagh Kiernan

What are your business growth expectations and plans, how can Sales Channels help? What are your expectations and your assumptions regarding sales channels? Would like to validate your assumptions? Thinking About or Starting in Partnering ● How do you decide if it's right for your business? ● Are you ready? What do you need to get started in partnering? Established, Reviewing and Growing ● How will you take what you've built to date and develop for growth in many international markets? ● How are you phasing sales channels into your direct sales organisation? Your channel partners are an extension of your company, how can you: Align your channel with your internal organisation? Implement standard support structures across all partner types and regions? Standardise sales pipeline data management and reporting across all partners & partner managers? Standardise and forecast through the channels? Create and manage a progress rhythm with each partner and with your channel network? Learn where and with which partners to invest to get the best return in the coming year?

Slides used on November 17th, 2016 during webinar "Sales Partner Management for better Partner Engagement" http://www.tenegopartnering.com/resource/partner-management In this webinar, you will learn: ● What is Partner Management and why it's needed ● What are the key components of Partner Management ● How to understand your partner - What are the categories for Partner Fit ● Different scenarios and levels of Partner Management ● How to improve Partner Engagement ● Partner Management Function inside the enterprise

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International marketing : Increase your reach and conversion

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Pick Your Battles - Your Bullseye Target Customer

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You can't win them all, but which customers should you focus on? Too many companies are afraid to focus on one customer type in case they miss out on opportunities. This "blanding" or diluting down of your message to please a wider audience is stopping you from attracting the best customers for your business. Your message is not speaking clearly to your Bullseye Target Customers. Your Bullseye Target Customers don't recognise that your solution is the best option for them. How much marketing money and effort are you wasting in attracting non-ideal low-probability leads into your pipeline? ● Imagine your pipeline full of ideal customers, Bullseye Target Customers. ● Companies that value your proposition most OR will pay most for your solution? ● AND with whom you beat the Competition? Remove the noise from your pipeline! Do you have a clear Qualification Criteria to prioritise the leads in your pipeline, to filter those that you should be spending time on? Want to understand how your business will benefit very quickly from having a clear customer focus? Interested in learning more about identifying your Bullseye Target Customer and the Tenego methodology?

Market Selection and Prioritisation - Practical Analysis for Focus

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Don't make market decisions based on opinions Use a practical & proven methodology Too many companies select their target markets based on the person with the strongest opinion, one inbound enquiry or someone they know. Avoid these common pitfalls by using a fast and practical approach for Decision Makers and understand why you should invest time and resources in selected markets and not in others. The benefits of a practical methodical approach to Market Selection and Prioritisation: ● Make market selection decisions based on defined criteria and data ● Depersonalise the varied opinions of your team, and help ensure all are on board with the outcome ● Develop a Clear Market view through: ○ Understanding your market size; number of customers ○ Understanding the challenges in the markets; competitor presence ○ Understanding your route to market options; number of potential partners

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How to-partner-with-sap-qa

1. 1 Partnering with Q&A Session

2. Send in your questions If you have any comments or questions, please INTERRUPT… Use the Chat/Question screen

3. http://www.linkedin.com/in/rpage/http://www.linkedin.com/in/donaghkiernan/ The Panel Richard Page Founder and MD Avizent Ltd UK 14+ years experience in the SAP Ecosystem. Worked for SAP for 8 years; SAP Global Director for SAP ERP. Donagh Kiernan Founder and CEO Tenego Partnering 28 years – Techie background Sales Channel, Direct Sales and Channel Sales Organisation Management.

4. Summary – Partnering with SAP • Partnering with SAP presents a big opportunity • You must have something of interest to SAP • You can manage the time, effort and risks in engaging with SAP • You don’t have to risk everything, there are many alternatives • And defined methodologies to help determine your optimal partner types. 4

5. Question received “Is there a way to assess the real opportunity in partnering with SAP before we invest the time?” John J.

6. Question received “Once a certified SAP partner, will SAP Partner Management team help us engage with their other ISV partners and system integrators” Paul C.

7. Question received “What is the fastest route to become an SAP partner?” Mary W.

8. Question received “How to navigate the certification hurdles without wasting too much time?” Yuri W.

9. Question received “How to grab SAP's attention to your product?” Bill P.

10. Question received “Do you have a vendor selection process and check list?” Michael F.

11. Question received “Interested to learn about business & technical requirements of partnering with SAP” Patrick S.

12. Question received “SAP is moving more to a services company. How to handle this competition?” Bart H.

13. Thank You & Final Questions http://www.linkedin.com/in/rpage/http://www.linkedin.com/in/donaghkiernan/ Richard Page Founder and MD Avizent Ltd UK 14+ years experience in the SAP Ecosystem. Worked for SAP for 8 years; SAP Global Director for SAP ERP. Donagh Kiernan Founder and CEO Tenego Partnering 28 years – Techie background Sales Channel, Direct Sales and Channel Sales Organisation Management.

14. www.tenegopartnering.com/resource www.tenegopartnering.com/blog Further content available online Presentation can be found here: https://www.slideshare.net/DonaghKiernan/how-to-partner-with-SAP-QA 14

15. Other Webinars • Other webinars available in our Resource Page: – Your Channel Evolution: Early Stage, Established and Beyond – Q&A Session: Software Sales Growth to European Manufacturing Sectors – Software Sales Growth to European Manufacturing Sectors – Q&A Session: Partner Operations: Scaling your Channel Partners – Partner Operations: Scaling your Channel Partners – Learning from the Big Boys' Partner Programs: Microsoft, Oracle, SAP etc. – International Growth for UK based Software Companies – Case Study - Bringing a US Company to Europe – To Grow Your Product Revenues from 10M to 50M – Partner enabling the Giants: IBM, SAP, Accenture or other... • And many more… www.tenegopartnering.com/resource

16. Related Articles/Content • Many Articles in our Blog • Is Your Product Good Enough to Sell through SAP? • So now you are an SAP Partner! • Should you sell through Sales Channels OR Sell Direct? • What is involved in becoming an SAP Partner? • Is becoming an SAP Partner right for your business? • So, you think SaaS can't have Sales Channels? • Building Sales Channels - What do you want from a sales partner? • Thinking About or Starting Your Sales Partner Channels? What Next? • Why you need a Partnering Strategy www.tenegopartnering.com/blog

17. Build & Manage Sales • Direct and Channels • Executive Hands-on • Your Alliances Team • Software Business Experts • Practical • Results Focussed CONTACT DETAILS: Tenego Partnering Ireland (HQ), UK, Germany, USA, Benelux, Greece, Australia, Dubai… Web: www.tenegopartnering.com Email: info@tenegopartnering.com 17

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