Run SAP Implementation Partner Program Guide 2011 ADOPTING THE RUN METHODOLOGY INTO YOUR SAP® IMPLEMENTATIONS

RUN SAP IMPLEMENTATION PARTNER PROGRAM GUIDE 2011

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TABLE OF CONTENT

1 EXECUTIVE SUMMARY ................................................................................................................... 3

2 THE RUN SAP METHODOLOGY ..................................................................................................... 4

3 RUN SAP IMPLEMENTATION CERTIFICATION: WORKSTREAMS ............................................. 5 3.1 Joining the Run SAP Implementation Partner Program ..................................................................... 5 3.2 Train/certify people ................................................................................................................................. 6 3.3 Adoption of Run SAP Methodology ...................................................................................................... 7 3.4 Business Development .......................................................................................................................... 8 3.5 Audit, Certificate & Logo ........................................................................................................................ 9

4 BENEFITS OF THE RUN SAP IMPLEMENTATION PARTNER PROGRAM ............................... 10

5 ANNEX 1 ......................................................................................................................................... 11

6 ANNEX 2 ......................................................................................................................................... 12

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1 EXECUTIVE SUMMARY

The foundation for business process availability is laid in the technical implementation of the solution that

supports the business process and that solution‟s end-to-end operation. Business process availability, however,

is not merely a function of the underlying technology and the application. Availability hinges on how that

technology is first implemented and then supported day in and day out. Functional and technical project teams

must work in concert – not in a vacuum.

The Run SAP methodology provides a proven methodology to enable you to optimize the implementation and

ongoing management of the end-to-end solution operations. End-to-end Solution Operations Standards are the

key to customers‟ success for efficiency, business process availability, transparency, and reduced total cost of

operations. The Run SAP methodology creates a standardized and proven implementation method for end-to-

end solution operations.

In many implementation projects, the technical and functional parts of the implementation operate as two

separate projects. The two parts of a typical implementation and operations project are nearly equal in terms of

complexity, effort, and resources. However, the functional and technical implementation teams have different

target groups; the functional departments and the support organization, respectively.

In many cases, the functional and technical implementations are delivered by different service organizations and

by separate project teams operating with separate budgets. And most organizations do not have a formal plan in

place to guide the handover from the implementation team to the support organization.

SAP has a vested interest in ensuring that every support organization can successfully run the business systems

that support the business processes. With Run SAP, the SAP® Active Global Support organization has taken

steps to define a clear, shared methodology for the ongoing management of the end-to-end solution.

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2 THE RUN SAP METHODOLOGY

The successful implementation of a solution depends on the integration and management of business

processes, as well as software and system components. Today business processes extend across different

systems and components inside the same organization, and across different organizations. This complexity

requires a comprehensive solution management concept with an end-to-end operation for your solution and

processes.

Therefore, you need the SAP standards for solution operations to run SAP solutions, as well as the methodology

for the implementation of those solutions. The Run SAP methodology provides a methodology to enable you to

optimize the implementation and ongoing management of end-to-end solution operations. The focus is on

application management, business process operations, and administration of the SAP NetWeaver® technology

platform.

1. SAP standards for key solution operations within a company‟s business and IT units

2. Road map of Run SAP to implement end-to-end solution operations, including Best Practices of how to

implement end-to-end solution operations for different SAP solutions.

3. End-to-End Training and Certification Program

4. SAP Solution Manager application management solution, acting as a collaboration hub, providing

functional support via role-specific work centers in which workflows, Web-based inboxes and launch

pads are bundled

5. End-to-End Solution Operations services to leverage SAPs experience for the technical set up and

utilize comprehensive knowledge transfer of SAP expertise

The Run SAP Roadmap will enable you to define the scope of the operations to be implemented, prepare a

detailed plan, set up the operations and run your SAP Solution. Moreover, it helps you to find the right strategy

and tools to implement your End-to-End Solution Operations.

With Run SAP you are able to

leverage standardized and proven methodology based on SAP‟s 35 year experience with 95,000 +

customers

ensure a high level of standardization and quality for support and operations procedures

benefit from up-skilling and comprehensive knowledge transfer on how to „run‟ SAP centric solutions

Ensure the successful implementation of your solution operations end-to-end to realize its invaluable

benefits

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3 RUN SAP IMPLEMENTATION CERTIFICATION: WORKSTREAMS

3.1 Joining the Run SAP Implementation Partner Program

In order to become a member of the Run SAP Implementation Partner program you must be an SAP Services Partner. The next step in the process is to contact your Active Global Support Partner Manager or send your inquiry to the Active Global Support Partner mailbox @ SAPAGSRunSAPpartner@sap.com. Once you have expressed interest to participate, an Active Global Support Partner Manager will contact you to develop the certification path and further explain the necessary criteria for partner organizations to become certified in the Run SAP methodology. For the period of certification no costs will be applicable. Consultant training required for this program and associated costs will not be waived and will be delivered through SAP Education.

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3.2 Train/certify people

Partner must have SAP certified Support Consultants in their SAP Practice in accordance with the general

applicable certification standard and requirements set by SAP. There are a specific number of certified Support

Consultants required for each partner, depending on the planned Run SAP Implementation Partner status. A

global certification requires the partner organization to be locally certified in three countries across three regions.

To view the current trainings scheduled for the E2E courses, please visit the SAP Education site at

www.sap.com/services/education. To provide an alternative for certification, consultants can take the exam

only portion of these classes at Pearson Vue centers located around the world. To locate a test center near you,

schedule an exam, or to view all available tests, please visit www.pearsonvue.com/sap.

The partner is also required to develop their own Run SAP practice and to develop/maintain the skills associated

with the Run SAP methodology. Training plans are required to be present at the time of the certification audit to

adequately define the up-skilling of existing partner resources on the latest releases of the SAP Solution

Manager application and the Run SAP roadmap. The Run SAP certification process will examine how each

partner defines their success in developing their Run SAP practice. Each partner will provide their own metrics

on defining what will make their Run SAP practice a success with the exception of the customer reference

targets.

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3.3 Adoption of Run SAP Methodology

The goal of the Run SAP Implementation Partner program is to ensure the widespread adoption and

implementation of the Run SAP methodology and its end-to-end solution operations standards. The

implementation of end-to-end solution operations project should be managed as any other implementation

project, including the functional and technical aspects. The partners will be required to demonstrate their

capabilities of incorporating the Run SAP methodology into their own implementation standards. Each partner

will utilize the Run SAP roadmap when adopting the Run SAP methodology. The roadmap for Run SAP is

structured on a time axis and guides SAP professionals in key phases. Key phases are the scope definition of

the future operations processes, the preparation of a detailed project plan, the implementation of the processes,

and finally the operation and optimization of your SAP solution. The Run SAP roadmap includes work packages

similar to the ASAP methodology, each containing best practices, accelerators, and guides to implement the

end-to-end solution operations standards. Each partner will be required to strategically integrate the key phases

of the latest version of the Run SAP roadmap into their own implementation phases of an SAP solution. The

assigned Partner Manager will share best practices with the partner, which explain how the adoption can be

done

Below are the primary phases of the solution operation standards to be implemented as part of the Run SAP

methodology.

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3.4 Business Development

The third element of the certification criteria includes business development activities. To ensure alignment of

the Run SAP message to the market, partners will need to present their service offerings based on Run SAP.

The goal is to ensure our partners are successful in positioning Run SAP effectively to the market. Our partners

will need to present their business development strategies and how they will go to market with Run SAP. These

strategies can include target market, industry segments, and communication channels. Communication channels

are an important vehicle to understand how our partners will message Run SAP. Such channels can be webinar

sessions, presentations at ASUG meetings, or SAPHHIRE presentations. The partners should be able to identify

how they will position Run SAP and the channels they utilize. Additionally, the partners should provide targets

they plan to utilize for measuring the sales activities involving Run SAP. Targets to be reviewed can include

revenues, number of customer wins, and pipeline growth.

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3.5 Audit, Certificate & Logo

All partners must pass the Run SAP Implementation Partner certification audit as summarized in Annex 1 hereto

and any re-certification audit conducted by SAP. A first audit shall be carried out after the partner has certified

the required number of role based SAP Support Consultants as described in this Program Guide. A checklist will

be provided to the partner to document how it has satisfied the criteria relevant for the certification.

The partner manager will use the completed checklist as a guideline for questions and feedback during the audit.

Typically, an audit web session will be scheduled, one for each of the three work streams. For the Adoption work

stream, for example, the partner is expected to show how it has adopted the Run SAP methodology into its

existing implementation methodology. The partner would show this from the actual system, pulling up real

documents and describing how they are used in their implementation projects. PowerPoint slides may be used to

guide the web session, but will not be enough for demo purposes. In case of incomplete information or

outstanding questions, the partner manager may request that the partner provide missing information and/or

updates to partner documents within a certain timeframe.

After passing the audit, the Run SAP addendum will be executed and the certificate, logo, and branding/usage

guidelines will be sent to the partner. SAP will ask that the partner complete a reference slide and the partner

name and logo will be added to the relevant SAP partner websites.

The date of the audit will be the relevant date for the certification period. Certification in Run SAP implementation

is granted for one year. If the partner becomes initially certified in the first half of a calendar year, the certification

period lasts until June 30, year + 1. If the partner is initially certified in the second half of a calendar year, the

certification period lasts until December 31, year + 1. Subsequent certification period (“recertification”) is one

year, ending on either June 30 or December 31. Please refer to Annex 2 for additional details on this process.

SAP reserves the right to update the (re-)certification criteria and requirements. SAP will conduct a

(re)certification audit yearly after initial certification. The partner and SAP will agree to specified dates and times

of when a (re)certification audit will occur.

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4 BENEFITS OF THE RUN SAP IMPLEMENTATION PARTNER PROGRAM

To ensure the continuous operation of your applications, you must provide comprehensive support that manages

complexity, risk, costs, and resources. Given the complexity of today‟s IT environment, typically running

heterogeneous software in a highly distributed landscape, managing individual applications has become

increasingly difficult.

By implementing SAP end-to-end solution operations, IT organizations and business process experts will

achieve greater efficiency, transparency and security in their application management.

Run SAP provides a proven methodology to optimize the implementation and ongoing management of End-to-

end Solution Operations with focus on application management, business process operations and SAP

NetWeaver administration.

The Run SAP Implementation Partner program may enhance the partners existing SAP implementation services

portfolio by offering these exemplary services:

SAP Solution Manager Assessment and Scoping

Design of Operations

Change Request Management services

SAP Solution Manager Diagnostics

Business Process Automation

Consultants who are certified in the end-to-end solution operation standards will provide the necessary support

strategy concepts customers are seeking to standardize their processes and lower their TCO. Participation in the

Run SAP Implementation Partner program includes best practices and training and certification to help your IT

and business process experts manage complex IT landscapes and better implement enterprise service-

orientated architecture strategies to optimize the performance of SAP solutions end-to-end. Members of the Run

SAP Implementation Partner program will be invited to the Active Global Support Run SAP Partner

Communication sessions. These sessions provide insight to the latest developments on Run SAP and SAP

Solution Manager content provided by SAP experts.

In addition to the benefits outlined above, once the partner satisfies the requirements to become a Run SAP

Implementation Partner, the partner will be able to carry the Run SAP certification logo for their marketing

collateral.

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5 ANNEX 1

Run SAP Implementation Partner – Certification Criteria & Audit

Run SAP Practice Development

Obtaining the required number of SAP certified Support Consultants

Obtaining the required number of local certifications (in case of a global certification)

Develop Training Plans

o Partners to provide training plans to ensure consultants are trained on the latest SAP Solution

Manager release and Run SAP roadmaps

o Increase the amount of certified consultants within partner Run SAP practice

Develop Run SAP services portfolio to ensure services are aligned with the Run SAP methodology

Determine Key Performance Indicators to manage Run SAP practice development

o Partners to develop and provide metrics to ensure the success of the practice

Run SAP Business Development

Partner will develop business development content and materials for review

o Ensure proper alignment of the Run SAP messaging to the market

Provide target markets and revenue goals for the Run SAP practice

Provide communication methods on positioning Run SAP

o ASUG, SAPPHIRE, webinars, customer success stories

Run SAP Adoption

Partner to demonstrate ability to strategically incorporate the Run SAP methodology into their

implementation methodology/standards via their own tool or database that contains their implementation

methodologies.

o On site demonstration or remote demonstration provided by partner to review the incorporation

of the Run SAP methodology into partner‟s SAP implementation methodology.

Develop additional content to support the Run SAP methodology, particularly the end-to-end solution

operation standards

Partner to provide documentation of demonstration

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6 ANNEX 2

Run SAP Implementation Partner – Re-Certification Process

Run SAP Implementation Partners who will have their certification expire in 2011 will need to go through another

certification process in order to maintain their certification status. The existing Services Partners certified in the

Run SAP methodology will need to satisfy the requirements as outlined in Annex 1 of this Program Guide.

Global Partners

Partners, which have to be re-certified as Global Run SAP Implementation partners need to fulfill the

requirements for the initial (global) certification:

o 3 local certifications across 3 different regions

o min.120 trainings/certificates

In addition to those requirements, partner will also be required to provide

– 2 new customer external value statements

– or 2 success stories

o can be based on the Run SAP methodology,

o the end-to-end solution operations standards and/or SAP Solution Manager

o success stories/quotes should contain measurable improvements in your customers‟ operation

efficiencies

– or 2 Webinars organized by the Run SAP team with partner and one customer presenting

o can be on the Run SAP methodology,

o the end-to-end solution operations standards and/or SAP Solution Manager

for every local re-certification. Global partners have to provide the same for every of the 3 locally certified

countries even if they were initially certified in 2011.

Your Active Global Support Partner Manager will provide you with the exact guidelines for this requirement.

Existing Partners will need to satisfy the certified resource requirements before any audit will occur on the

adoption of the Run SAP methodology.

A Review of the Business Development Plan including the evaluation of KPI achievement and a review of Go-to-

market activities (Partner to provide Marketing material, overview on events etc.) will also be part of the re-

certification process.

The re-certification process should be coordinated at least two months in advance to the date of your expiration

of existing certification.