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    Referral Program Presentation

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    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    27 views5 pages

    Referral Program Presentation

    Uploaded by

    sivapole1985
    RFM

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
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    SAP Referral Program

    overview guide

    THE SME MARKET


    According to IT industry analysts, there are over 78 million
    small and medium enterprises (SMEs) with varying de
    grees of IT and business needs. This market consists of
    smaller, growing companies as well as divisions of large
    corporations.
    However, small businesses and midsize companies tend
    to be sensitive about IT investments. They want IT invest
    ments to deliver benefits that are reflected quickly in the
    bottom line, usually within a year of implementation.
    Fortunately, SAP has such affordable, fast-working solu
    tions. You can provide greater value to your customers as
    well as gaining benefits for your own company.

    SAP SME SOLUTIONS


    SAP has worked with more than 26,000 small businesses
    and midsize companies to help them reach their goals.
    In fact, more than 65% of SAP customers fall into these
    categories. SAP understands the challenges these busi
    nesses face. Weve designed superior solutions to tackle
    those issues. Our primary product areas for this market
    area are;

    SAP REFERRAL PROGRAM


    OVERVIEW & BENEFITS
    To extend its reach into the SME market, SAP has launched
    a new sales referral program that rewards those who refer
    new opportunities to us. The SAP Referral program is an
    important driver to help SAP reach its goal of having
    100,000 customers by 2010. Within the program, we seek
    to recruit current SAP partners as well as firms such as
    technology consultants, business consultants, and account
    ancy practices key disciplines that play important roles
    as influencers and trusted advisors for their clients in our
    target market.
    One of the key objectives of the SAP referral program is
    to leverage the SAP ecosystem to increase market co
    verage and reward members accordingly for adding value
    to this ecosystem. Referral opportunities that members
    bring to SAP will be rewarded when the opportunities are
    accepted and when the opportunity is won and closed.
    As a member of the referral program, a company has
    access to an intuitive, easy-to-use portal, available 24x7,
    for inputting opportunities and checking on their status.
    Members enjoy some partnership benefits without having
    to sell or implement SAP software. Business software
    expertise is not required, all you need is to understand
    the basic requirements of your customers or prospects.

    SAP Business One

    SAP Referral Program Benefits

    SAP Business One is designed exclusively to meet the


    needs of small businesses. For more information, visit
    www.sap.com/uk/smallbusiness.

    SAP All-in-One
    SAP All-in-One solutions combine SAP software, SAP
    Best Practices offerings, and local partner or SAP services
    into a single, affordable solution for midsize companies.
    For more information, visit www.sap.com/uk/solutions/
    smb/allinone/solutions.

    SAP Referral Program OVERVIEW GUIDE

    Enjoy financial rewards for delivering business


    opportunities to SAP.
    n No software expertise required
    n The SAP referral program offers two types of
    rewards:
    A non-monetary reward for registering an
    opportunity, valued at 100/70.00.
    5% of the net license software value of an
    opportunity that is won by SAP
    n A secure online portal for easy opportunity entry
    and tracking.
    n Free membership

    REFERRAL PROGRAM
    MEMBERSHIP REQUIREMENTS
    Members of the SAP Referral Program can be any compa
    ny that supports small businesses and midsize companies,
    including solution providers, business or IT consultants,
    hardware resellers, accountancy firms, and financial insti
    tutions. Already assigned SAP partners in any category,
    as well as those not currently in a partnership relationship
    with SAP, may become members; they simply need to
    qualify as an independent company that is duly registered
    according to applicable local law with valid VAT ID. How
    ever, the primary occupation must not be a commercial
    agent. By accepting the online program terms and condi
    tions, SAP will take this as confirmation that a company
    meets these prerequisites.

    SAP Referral Program Requirements


    Companies can only register once as a legal entity
    per country.
    n All e-mail addresses used for the program must
    be company e-mail addresses.
    n Members of the SAP Referral Program must have
    a valid residential address for the country in which
    they are registered.
    n Members of the SAP Referral Program should
    have a VAT ID number for the country in which
    they are registered.
    n Members of the SAP Referral Program must not
    be a government or public sector entity
    (including federal, state, and local government,
    health, and education).
    n

    GETTING STARTED
    To become a member of the SAP Referral Program and
    enjoy full program benefits, a company employee willing to
    take on the role of the authorized decision maker (ADM)
    must complete and submit the SAP Referral Program re
    gistration form. The key roles of the ADM are listed are;
    An ADM is a nominated representative that will be
    a key contact for SAP for the Referral Program
    n An ADM is empowered to take decisions on behalf of
    the company
    n An ADM must register other individuals within their
    company to join the SAP Referral Program
    n An ADM must review opportunities submitted by
    individuals within their company before submission
    to SAP
    n An ADM agrees on the type of reward and distribution
    within their company
    n An ADM agrees to SAP informing their company
    individuals of their role in the SAP Referral Program.
    n

    Once SAP receives and reviews a company application,


    the authorized decision maker will receive an e-mail com
    municating the status of the application. If a company
    application is accepted, the ADM will receive a user ID
    and password allowing access to the SAP Referral Portal.

    REGISTERING INDIVIDUALS
    ADMs can register employees of their company on the
    SAP Referral Program Portal. Once submitted to SAP,
    the ADM can review the status of all entries. If approved,
    SAP will send e-mail notification of user IDs and passwords
    to all submitted individuals from the ADMs company.

    IDENTIFYING OPPORTUNITIES
    Any time a SAP Referral Program member is in contact
    with a small business or midsize company, there may be
    an opportunity to refer this company to SAP and earn a
    reward.

    SAP Referral Program overview GUIDE

    REGISTERING OPPORTUNITIES

    REWARD PROCESS

    After discussions with a prospect and gathering informati


    on, opportunities should be registered in the SAP Refer
    ral Program portal. To do this, the information is inputted
    into the Opportunity section in the referral portal called
    Create Opportunity. Please note that the ADM must ap
    prove all opportunities registered by designated company
    individuals before they are submitted to SAP.

    Rewards for Accepted Opportunities


    Once an opportunity has been approved, SAP will notify
    the member of the Referral Program. Whether the reward
    is given directly to the individual or given to the company
    is a decision made by the ADM of the company during
    the registration process.
    For individual rewards: The individual will receive a
    non-monetary reward valued at 100/70.00
    n For company rewards: The company ADM will receive
    a non-monetary reward valued at 100/70.00 to be
    distributed at their discretion
    n

    VALIDATING AND QUALIFYING


    OF OPPORTUNITIES
    SAP aims to review referred opportunities within ten busi
    ness days. We will communicate the status of opportunities
    through the SAP Referral Program portal and e-mail whether
    SAP accepts or rejects the opportunity.

    OPPORTUNITY UPDATES
    If an opportunity has been accepted, the member of the
    SAP Referral Program will be informed via the SAP Referral
    Program portal about any status changes of the registered
    opportunity. Registered ADMs will be able to view all op
    portunities for their company.

    Referral Reward
    When an opportunity is accepted by SAP, the
    SAP Referral Program member will receive a
    non-monetary reward valued at 100/70.00.

    Figure 1: Reward Structure

    SAP Referral Program OVERVIEW GUIDE

    Rewards for Won and Closed


    Opportunities
    Once a deal has been won and a contract signed, the Re
    ferral Program Member is eligible for a closing reward of 5%
    of the net license software value to SAP (see Figure 1).

    CONTACT
    Please visit www.sap.com/uk/referral to access the
    SAP Referral Portal, All questions should be sent to
    [email protected].

    Closing Reward
    When the deal is successfully won and
    closed, the SAP Referral Program member
    company will receive 5% of the net license
    software value as a closing reward.

    DIAGRAM OF SAP
    REFERRAL PROGRAM

    Company ADM registers for program


    anD sap accepts

    adm registers other


    company employees

    referral member individual


    submits opportunity

    adm approves opportunity


    and submits to sap

    sap accepts opportunity


    and referral reward paid

    referred opportunity has been won


    and closed by sap

    referral member paid closing reward


    of 5% of net software licence value

    SAP Referral Program overview GUIDE

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