Proof of Services Declarations

Partner Guide
SAP PartnerEdge Team

INTERNAL | SAP AND PARTNER USE ONLY

Information in this document is summarized for simplicity. For full Cloud Choice, flex model guidelines
and information, please review the Cloud Choice Guide.
Proof of Services Declaration
Partner Support Information
POS Overview

Top 10 Key steps Submitting

things to to submit a POS
know a POS video (3 min)

POS Details

POS in the Detailed Detailed

CCFlex steps for steps for
Sales C&S POS A&O POS
Cycle (evidence) (evidence)

Specifics on Submitting Evidence

Types of Types of Top tips for

evidence evidence evidence
for C&S for A&O submission

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Proof of Services Consider & Select (POS) Declaration
10 Things to Know

1. Use Google Chrome to access the POS link and upload documentation (if required).

2. Employees with the partner manager, security manager, partner sales operations or partners sales manager roles before the POS is open can
access the POS.

3. Complete and submit the POS as soon as possible to support your opportunity.

4. Do not change your Cloud Choice email alias once set up. If you need to change, contact [email protected].

5. Consolidate evidence for this opportunity, even it not required now, the compliance team may require more detail in the future. They will notify
your company via the Cloud Choice email alias.

6. Partners cannot use other partners or 3rd parties to complete Cloud Choice obligations.

7. If the compliance team need more information, they will contact you via your Cloud Choice email alias.

8. If required, share documentation showing evidence of the specific activity or activities undertaken (one piece of evidence can be used for more
than one activity).

9. Evidence supplied should not include implementation documentation, pricing specific negotiation material, confidential information or non-
specific information

10. SAP recommend one or two employees (with the correct authorizations) monitor POS uploads on behalf of your company.

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Proof of Services Declaration
Summary of Key Steps to Complete a POS

Step 1: Check Your Partner Information and Customer details.

(blank in this screenshot)

Step 2: Confirm deal category (initial or upsell) if applicable

Step 3: Review guidelines

Step 4: Tick all mandatory activities (include evidence if required)

Choose 2 from the list below

Step 5: Tick two optional sub-activities (include evidence if required)

Step 6: Review agreement and submit to SAP. Please note after you submit, the
declaration is ‘locked’ unless SAP request additional information.

If you have any questions, you can request support from the Account Executive supporting you
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Video and other POS material

• 3 minute video showing how to submit a POS

• Review Cloud Choice page on the partner portal

for the latest Cloud Choice information
• Cloud Choice Guide
• Partner FAQ

Information in this document is summarized for simplicity.

For full Cloud Choice, flex model guidelines
and information, please review the Cloud Choice Guide.

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SAP PartnerEdge Cloud Choice, flex model
Proof of Services Documentation

• The POS is a key online document that you submit to SAP to acknowledge completion of key activities in the
Consider & Select (sales stage) and in the Adopt & Operate (customer engagement stage) if applicable.

You are here

Opportunity POS open Opportunity Commission & Order Order Booked Commission
created Review Deal Approval Signature Payment
• SAP Account • A notification is sent • Checking customer • When the quote has • The Order Form is • Once signed, upload • After the customer
Executive (AE) to your Cloud Choice public ownership and been finalised, the made available for the order form in has paid SAP, and
creates your email alias that the any cross-border SAP AE requests you for customer Place Order Apps you meet Cloud
opportunity to SAP POS is open for you situations approvals including signature (including Choice eligibility
systems and confirms to complete. Please review of your POS the Partner requirements, you will
your involvement as submit as soon as all evidence. POS Involvement receive your 10%
C&S partner required activities are rework may be Declaration outlining TCV commission
complete. required. your involvement) payment

CLOUD CHOICE FLEX MODEL – CONSIDER & SELECT KEY ACTIVITIES

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Consider & Select Proof of Services Declaration
Step by Step Guidelines

Step 1: Check Your Partner Information and Customer details.

(blank in this screenshot)

Step 2: Confirm deal category (initial or upsell)

Step 3: Review guidelines

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Consider & Select Proof of Services Declaration If evidence is required you will see
activity details boxes, if these boxes
Step by Step Guidelines
are not present – evidence is not
required at this time.

Step 4: Tick all mandatory activities adding any notes or

reference to the evidence supplied in the Activity Details
area (if applicable). For help on what evidence to include
see upcoming slides.

Step 5: Tick two optional sub-activities adding

notes or reference to the evidence supplied in
the Activity Details area (if applicable)

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Consider & Select Proof of Services Declaration
Step by Step Guidelines

Step 6: Click on ‘Create’ to add files to your POS

declaration. Please have explanatory file names to support
review. You will then see the list of files here.
You can save and return later if you do not have all
evidence to hand.

Step 7: When all evidence is uploaded, review the agreement

text and Submit the file to SAP for review.
If you have any questions, you can request support from the
Account Executive supporting you in the opportunity. They will
get a notification of your support request and will contact you.

Points to note:
You will not receive confirmation from SAP until the commission approval stage. SAP compliance teams may require further information from you during this
review. Please action any notification to your Cloud Choice email alias as soon as possible to avoid delays.

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Adopt & Operate Proof of Services Declaration
Step by Step Guidelines

Please note:
• Adopt & Operate POS will be open for you 3 weeks before the end of the first full quarter AFTER contract start date.
• The POS will close 2 weeks after calendar quarter end.
• You will receive a notification to your Cloud Choice email alias. Please complete as soon as possible and submit to SAP.

Step 1: Check Your Partner

Information and Customer details

Step 2: Review guidelines

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Adopt & Operate Proof of Services Declaration If evidence is required you will see activity
details boxes, if these boxes are not present
Step by Step Guidelines – evidence is not required at this time.

Step 3: Tick all mandatory activities adding any notes or

reference to the evidence supplied in the Activity Details
area (if applicable) For help on what evidence to include
see upcoming slides.

Step 4: Tick two optional sub-activities adding notes

or reference to the evidence supplied in the Activity
Details area (if applicable)

Step 5: If applicable, Click on ‘Upload’ to add files to your POS

declaration. Please have explanatory file names to support review.
You will then see the list of files here.
You can save and return later if you do not have all evidence to
hand.

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Adopt & Operate Proof of Services Declaration
Step by Step Guidelines

Step 7: When all evidence is uploaded (if applicable) , review the agreement text and
Submit the file to SAP for review.
If you have any questions, you can request support from the Account Executive supporting
you in the opportunity. They will get a notification of your support request and will contact
you.

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Proof of Services Consider & Select Evidence
Mandatory Activities
Mandatory Further Clarification of Type of Evidence to Demonstrate Partner Involvement Request for Proposal (RFP)/Budgetary Quote
Sub-activities
Activities (SAP may be involved in activities to support the partner) Specifics
Where customer meetings are prohibited in the RFP process,
Information to show partner leading sales cycle
Organise customer meetings partner can supply related clause from RFP with evidence
Customer Meeting • meeting invitation, agenda, minutes
(online/onsite) that partner was invited to reply to RFP or customer agenda
• email exchange between the partner and customer
for any follow on meetings.

Demonstrating partner assessment of customer needs (example activities below)

Using information shared in the RFP on customer
Define customer • Summary of customer expectations on future vison or case of change or expected value or target end stage or success
requirements, partner can supply reply to RFP with summary
needs/requirements outcomes.
of assessment and analysis of customer needs.
• Analysis of customer’s current solution/system limitations
Solution
Evaluation Evidence of solution options shared by the partner with the customer related to the needs identified
• architecture/solution information in presentations
Define potential solutions and Partner to supply the section of the RFP highlighting the
• proposal documents
architecture to customer architecture/solution proposed.
• solution briefs
• potential bill of materials draft

Document from the partner (either to SAP for alignment or direct to customer) indicating major phases of the project which
could include
Customer Define and agree customer • roadmap of adoption/deployment plan Partner to include the relevant section of the RFP that shows
Business Plan business plan • budget business plan details.
• timeline and next steps
to show partner driving the sales cycle with customer.

Evidence to show partner as key party preparing negotiation plan outlining key negotiation phases. Evidence can be
emails or presentations outlining negotiation steps/phases.
Prepare negotiation plan Partner can supply agenda for the RFP response
Evidence can be partner internal only, shared with SAP or to the customer.
Opportunity
Qualification
Evidence to show partner as key party preparing closing plan outlining key closing phases. Evidence can be emails or
presentations outlining closing steps/phases.
Prepare closing plan Partner can supply agenda for the RFP response
Evidence can be partner internal only, shared with SAP or to the customer.

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Proof of Services Consider & Select Evidence
Optional Activities

Sub-activities (pick 2 from the Further Clarification of Type of Evidence to Demonstrate Partner Involvement (SAP Request for Proposal (RFP)/Budgetary Quote
Optional Activities
list below) may be involved to support the partner) Specifics

Partner can include information shared in the RFP on

Documentation showing review of competitive options and analysis or SAP solution benefits over
Competitive analysis carried out competitive analysis of SAP solution vs competition and
competition. Can either be internal from partner to SAP or partner to the customer.
competitive shortcoming of customer requirements

Present solution features and Evidence of solution options (meeting or call) shared by the partner with the customer related to the Partner can include this information from the RFQ response
Solution Evaluation functions needs identified. May include presentations or sharing SAP solution or proposal documents. (if available)

Not available for RFQ in most circumstances, if not choose

Solution demonstration Evidence of presentation/demo on SAP solution for customer by partner (reference visit or virtual)
another activity

Solution prototype/testing with Not available for RFQ in most circumstances, if not choose
Evidence of testing of SAP solution for customer by partner (summary report, testing plan)
customer another activity

Customer Business If specified in the RFQ, please include, if not choose another
Named customer champion Email communication, meeting minutes confirming key customer contact information for opportunity
Plan activity

Communication from partner to SAP demonstrating alignment related to deal elements such as;
• deal structure
Align deal structure with SAP • expected bill of material Include any documentation/call minutes with SAP to discuss
Opportunity stakeholders • expected specific negotiation terms deal structure, architecture or solution
Qualification
Evidence may be presentation, emails, meeting minutes.

Define & formalize use cases in Not available for RFQ in most circumstances , if not choose
Evidence of user story discussions between partner and SAP or with customer
alignment with customer need another activity

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Proof of Services Adopt & Operate Evidence
Support Information

Mandatory Activities Sub-activities Further Information on Type of Evidence to Show Partner Involvement (SAP may be involved)

Information showing partner leading a formal meeting with the customer leading customer engagement activities that may include agenda,
Customer Meeting Quarterly Business Review (online/onsite)
meeting minutes, presentation, email exchanges.

Plan of customer adoption of software, updated on a quarterly or more regular basis and showing partner’s ownership of the customer
Create/update/review adoption plan
engagement
Adoption
Information showing partner driving customer meeting/update related to the Cloud solutions used by the customer. Evidence could include
Informs customer about SAP solution features/functions updates
presentations, documents and emails.

Optional Activities Sub-activities (choose 2 from the list below) Further Information on Type of Evidence to Show Partner Involvement

Information related to discussions/ meetings related to specific requests related to the then current BOM managed by the partner with the
Customer Meeting Facilitate solution related customer meetings
customer (agenda, minutes, presentations)

Define and formalise value accelerators targeted (under adopted

Consumption Evidence of discussions with customer related to then current customer consumption of adopted solutions vs initial needs plan.
solutions and preferences success)

Evidence of sharing product roadmaps with customer (presentations used) related to current solutions and potential solutions based on
Share product roadmap and timelines with customer
customer feedback and the partner being the main contact

Adoption & Expansion

Evidence of analysis of customer requirements for expansion and related SAP solutions shared with the customer. Information could
Analyse potential expansion (upsell, cross-sell)
include presentations, documents or meeting minutes.

Evidence of partner having been involved in renewal discussions with the customer. Information could include meeting minutes or other
Renewal Prepare renewal plan
relevant documentation.

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Proof of Services Declaration Evidence Before submitting, ask yourself:
Tips for Success
Does the evidence tie to this
Tips for establishing written evidence Evidence can include specific quote

Partner to host
Partner presentation or
meetings and include demo material Is the evidence related to the
agendas software sale and not the
implementation

Partner to respond Screenshot of partner-

directly to customer’s hosted meeting request
solution inquiries (presales or demo) Does the evidence
demonstrate the partner’s role
in the sale
Partner to send Emails between partner
and end user sharing
meeting minutes details of the deal Do not:

Follow-up phone Emails from partner

conversations with an communicating details of Submit evidence that is solely
email (As discussed...) the deal to SAP implementation related

Provide written BOM

input to SAP (skus, Meeting minutes
quantities, sizing, etc) Submit evidence of partner
activities related to other
deals/solutions

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Please contact [email protected] if you have any questions
not answered in the presentation.