SAP® PartnerEdge® Program Guide for Language Services Partners

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Table of Contents

5 The SAP PartnerEdge Program: Providing Superior ValueSupporting Your Opportunities

6 Program Overview for Language Service PartnersRobust Resources to Help Build Your Business

Minimum Generic Program Requirements

Minimum Generic Program Entry Requirements for Language Service Partners

8 Minimum Specific Program Requirements for Language Service PartnersTwo Service Types

How to Determine Where Your Company Fits

Entry Requirements

13 Ongoing Program RequirementsRequirements for Maintaining Membership

14 Partner Manager: A Dedicated ResourceRole of the Partner Manager

How Your Partner Manager Engages with You

15 Program Benefits: Rewards for Active ParticipationGeneral Partner Benefits

Technical Benefits

Marketing Benefits

Sales Benefits

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FOOTNOTE

1. Terms not defined in this program guide shall have the meaning ascribed to them in the language service partner agreement for the SAP PartnerEdge program. You can also find an up-to-date copy of this guide and additional program information on the SAP partner portal.

The SAP® PartnerEdge® program showcases new features designed to enhance and inspire your partnership experience with SAP. This guide summarizes the program framework, benefits, and requirements.1

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The SAP PartnerEdge Program: Providing Superior Value

The SAP PartnerEdge program strives to deliver superior value and reward partners for their commitment to SAP. Your membership provides:

• Effective engagement with SAP • Access to tools and resources to develop new opportunities and grow your business • Training and enablement to extend your expertise • Opportunities for market differentiation

Our award-winning partner program, with its robust benefits and enablement resources, is designed to help you build your business and drive success with offerings that help customers gain a competitive advantage. An SAP partnership complements and enhances your service offerings and opens new opportunities by enabling you to deliver the best possible value to your customers.

SuPPORTing YOuR OPPORTuniTiES

Among other key benefits, this program provides: • Differentiation of language consultancy services and translation services to help promote your

company’s specialization and expertise in the SAP language and translation environment • Sales tools, services, and activities designed to accelerate the sales cycle • Various opportunities to stay up-to-date on the SAP solution portfolio, such as access to

knowledge transfer sessions, Webinars, and training • Marketing support that helps you with go-to-market activities, focusing on the right prospects

and a shortened sales cycle

SAP is continually evolving the SAP PartnerEdge program to help our partners better serve our customers and become even more attractive as partners. Customer feedback throughout the world indicates that increasing importance is being placed on partner specialization in the selection of SAP services partners for implementation and supporting services, such as language consultancy and translation services. A partner’s project delivery track record and specialized language consulting or translation skills are powerful indicators that the partner has the necessary experience and proven know-how to deliver a successful project.

SAP will be working to provide even more transparency on partner specialization and skill through the SAP PartnerEdge program framework in upcoming program releases. This will assist customers in making informed decisions for project staffing while rewarding partners’ commitments and investments in focused solution areas.

Most important, we believe in building partner loyalty and satisfaction, and we intend to prove that to you every day. We are glad to have you as part of our team. Please accept our very best wishes for a rewarding partnership with SAP as you take advantage of the current and upcoming innovations within the SAP PartnerEdge program.

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Program Overview for Language Service Partners

RObuST RESOuRcES TO HELP buiLD YOuR buSinESS

The SAP PartnerEdge program provides your organization with a robust set of business and technical enablement resources and program benefits that rank among the best, according to industry analysts.

MiniMuM gEnERic PROgRAM REquiREMEnTS

Please ensure that your organization has met the minimum program entry requirements as outlined in the table that follows.

Upon satisfactory completion of the minimum program requirements (both generic and specific), your organization will be entered into the SAP PartnerEdge program as an operational partner. Please note that minimum requirements must be maintained to retain your membership.

As an official member of the SAP PartnerEdge program for language service partners, your organization:

• Is eligible to use the SAP partner logo and trademarks and to publish and advertise the language service type for which the partnership has been awarded by SAP

• Has access to program benefits, including access to online campaign and sales tools as well as the SAP partner portal

• Is assigned a dedicated partner manager • Has access to exhibit opportunities and partner branding at key events such as the

SAPPHIRE® NOW conference, partner summits, and SAP TechEd conferences, subject to availability and the respective event goals and terms

FOOTNOTE

2. In some limited situations, based on the terms and conditions set forth in the addendum for global services partners, there may be different regulations for the partner manager benefit and the annual program fee.

Key Program Element Explanation

Program requirements

There is a set of requirements to join and remain in the program, including a signed SAP® PartnerEdge® program agreement, knowledge and experience, an up-to-date business profile, and the annual program fee. The detailed generic requirements and specific requirements for language service partners are described later in this document.

SAP partner portal The SAP partner portal is a secure, centralized, online resource that provides information, tools, training, and specific applications to manage your SAP partnership.

Partner manager2 The partner manager is your designated personal contact, comple-menting other SAP contacts and providing access to education and enablement support resources.

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Requirement Description

Signed SAP® PartnerEdge® program agreement for language service partners

Each applicant must sign the agreement for the SAP PartnerEdge program for language service partners that includes the terms and conditions for the partner relationship. The agreement will be signed with SAP AG on a global level.

Partner profile in the Manage My Partnership tool

Each applicant must complete an annual online profile, including company information, key contacts, assessment of company skills and capabilities, current certifications, and a descriptive overview of the complementary services. Partners are responsible for providing key contact information and keeping the profile accurate and updated.

Annual fee Partners must pay any required annual fee in full. Existing partners are invoiced in full at the beginning of each year. For a new partner, this fee will be prorated based on the quarter the partner joins. Prospective partners receive an invoice from SAP upon application approval. Please refer to the program fees table below. The annual fee for new partners will be prorated based on the partner enrollment date, following the information below. The program fee for partners joining the program midyear is prorated from the quarter the partner enters the program: • Q1 start = 100% of the fee (€2,900) • Q2 start = 75% of the fee (€2,175) • Q3 start = 50% of the fee (€1,450) • Q4 start = 25% of the fee (€725)

The program fee for partners entering the program after the 10th day in the last month of each quarter is calculated and invoiced from the following quarter.

MiniMuM gEnERic PROgRAM EnTRY REquiREMEnTS fOR LAnguAgE SERVicE PARTnERS

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TwO SERVicE TYPES

When becoming an SAP language service partner, it is important to determine the focus area of services you want to provide to the SAP ecosystem.

As a language service partner, you can opt to offer one or both of the following language services.

Language consultancy Services Language consultancy services include strategic translation or language advisory services, providing tailored advice on translation strategy that defines the most effective and profitable translation solution for customers. These services also include the appropriate technical implementation of the proposed solution. To provide language consulting services, companies require a broad knowledge of both the SAP translation environment as well as the SAP develop-ment environment. Equally important is extensive experience in providing those services to the SAP ecosystem. If the knowledge is available but experience is not yet at the required level (see entry requirements), the entry level should be for translation services only.

Translation ServicesTranslations services involve the actual delivery of translations within SAP software systems, including project and resource management to support translation in the SAP translation environment. To provide translation services, companies require an in-depth knowledge of the SAP translation environment.

HOw TO DETERMinE wHERE YOuR cOMPAnY fiTS

Key factors to decide which area to focus on are: • Available expertise and experience within your company • Business plan – which services will be your focus and which growth areas will you want

to invest in • Resource structure – which key services are available from current resources

The growth path depends on which additional skills and competencies you want to develop, acquire, or outsource (such as training, tool development, and so on).

Figures 1 and 2 offer a global overview of the main components of each service offering. These services are frequently required and offered, but the actual service offerings can vary per partner and customer engagement.

Minimum Specific Program Requirements for Language Service Partners

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Figure 1: Language Consultancy Services

Figure 2: Translation Services

Translation into

1-n languages

Demonstration object

Training

Terminology creation

and validation

Ongoing support

Managing corrections

Object research

quality monitoring

Multilingual project

management

Training translators

Strategic consultancy

Translation 1-n languages

Scope definition

query management

Memory creation

Language acceptance

tests

Tool development

Memory cleanup

Language deployment strategies

Defining translation strategies

quality strategies

Setup of the SAP translation

environment

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EnTRY REquiREMEnTS

To be eligible for membership in the SAP PartnerEdge program, you must fulfill a number of generic and specific entry requirements. Which specific entry requirements are relevant for you as a language service partner depends on the language services you choose to offer. You can apply for one or both service types. If you apply for both, you must fulfill the specific requirements for both service types.

For both service types, applications will be evaluated on three points: • Customer references and experience • Resources • Expert knowledge

For acceptance into the program, the criteria for all three areas must be fulfilled simultaneously; fulfilling the criteria in only one or two areas is not sufficient.

Below is a detailed overview of the entry criteria.

customer References and Experience Partners must be able to prove either that they have participated in language-related projects for SAP reference customers or that they have the language services department of SAP AG as a customer. In addition, potential partners must prove customer satisfaction, either by written recommendations from reference customers or by passing the SAP language services supplier audit. Experience in projects for SAP customers must be both recent and extensive enough to ensure a high level of experience in translation projects in the SAP proprietary translation tool environment (SE63 and related transactions).

Minimum experience requirements are: • Language consultancy services: A minimum of 50 staff days in customer projects in the last

24 months before applying for partnership • Translation services: A minimum of 100,000 translated user interface lines within the last 24

months before applying for partnership

At SAP’s request, both types of providers must provide written details to prove compliance with this requirement.

Entry Audit You are required to participate in an audit and to provide necessary information before entering the program. You must pass the audit to become a member. The audit can be performed either remotely or on-site, at SAP’s discretion. For an on-site audit, additional fees may apply to cover travel costs.

Resource Requirements Partners must at all times keep a minimum core team of translators and consultants (called superusers) with in-depth knowledge of the proprietary SAP translation environment and of the SAP development environment. This requirement is to help ensure continuity of expertise within the company. The key performance indicator for measuring this requirement is that 30% of the volume or time listed in the customer reference requirement has been provided by members of the permanent core team.

Language consultancy Services Translation Services

• Partner must have at least one in-house senior expert (superuser) plus a backup (core team) with the ability to act as a trusted adviser for customers3

• Superuser and backup must have in-depth knowledge of the SAP development and translation environments, including expertise that supports the ability to: – Understand the fundamental SAP development concepts – Apply the transactions and functions to configure the SAP

software system for translation – Appropriately analyze the customer’s project requirements

and derive the most suitable translation strategy from this analysis

– Define and execute an appropriate technical translation evaluation strategy

– Create a proposal pool – Mix and match all possible SAP software system translation

approaches into the most effective and efficient solution for the customer

– Deploy technical language resources (language supplemen-tation, language delivery, language exports, installation transports, and proposal pool) in the best possible way

– Activate the language versions after translation completion • One way to obtain this knowledge is to participate in the

appropriate SAP training courses. At a minimum, this includes:– SAP ADM100 (Administration AS ABAP® I) – SAP ADM325 (Software Logistics AS ABAP) – BC400 (ABAP Workbench Foundations)– WDE400 (Setting up Customer Translation Projects)4

Ideally, the superuser and backup will have successfully taken the complete SAP Basis consultancy curriculum for the SAP NetWeaver® technology platform (ADM courses) plus WDE400. Alternately, the superuser and backup may have acquired the knowledge and skills listed above in reference customer projects (see also the section “Customer References and Experience”).

• Partner must have at least one in-house senior expert (superuser) plus a backup (core team) with knowl-edge of the following subjects: – General underlying

processes as a basis for SAP system translation

– Basic concepts of the SAP object-oriented translation environment

– The function and purpose of translation objects and the ability to locate them in context

– Translation statistics functionality

– Work list functionality with system transaction SE63

– Ability to test the translated software

– SAP-specific terminology

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A minimum core team consists of one senior in-house employee plus a backup. They are respon-sible for knowledge retention and knowledge transfer to other permanent core team members in the company.

Expert Knowledge Knowledge criteria must be fulfilled for each service offering a language service partner applies for. Specific requirements will be communicated during the application process.

Knowledge Requirements – At a glance

Language consultancy Services Translation Services

• Partner must have at least one in-house senior expert (superuser) plus a backup (core team) with the ability to act as a trusted adviser for customers3

• Superuser and backup must have in-depth knowledge of the SAP development and translation environments, including expertise that supports the ability to: – Understand the fundamental SAP development concepts – Apply the transactions and functions to configure the SAP

software system for translation – Appropriately analyze the customer’s project requirements

and derive the most suitable translation strategy from this analysis

– Define and execute an appropriate technical translation evaluation strategy

– Create a proposal pool – Mix and match all possible SAP software system translation

approaches into the most effective and efficient solution for the customer

– Deploy technical language resources (language supplemen-tation, language delivery, language exports, installation transports, and proposal pool) in the best possible way

– Activate the language versions after translation completion • One way to obtain this knowledge is to participate in the

appropriate SAP training courses. At a minimum, this includes:– SAP ADM100 (Administration AS ABAP® I) – SAP ADM325 (Software Logistics AS ABAP) – BC400 (ABAP Workbench Foundations)– WDE400 (Setting up Customer Translation Projects)4

Ideally, the superuser and backup will have successfully taken the complete SAP Basis consultancy curriculum for the SAP NetWeaver® technology platform (ADM courses) plus WDE400. Alternately, the superuser and backup may have acquired the knowledge and skills listed above in reference customer projects (see also the section “Customer References and Experience”).

• Partner must have at least one in-house senior expert (superuser) plus a backup (core team) with knowl-edge of the following subjects: – General underlying

processes as a basis for SAP system translation

– Basic concepts of the SAP object-oriented translation environment

– The function and purpose of translation objects and the ability to locate them in context

– Translation statistics functionality

– Work list functionality with system transaction SE63

– Ability to test the translated software

– SAP-specific terminology

FOOTNOTEs

3. If required and at the discretion of SAP, the super-user and backup must both pass tests to prove that their knowledge level for offering the respective services in the SAP ecosystem is sufficient.

4. WDE400 will be renamed ADM340 during 2012.

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The road maps below show how to become a mature language service partner for the language consultancy services area.

Figure 3: Training Road Maps for Language Consultancy Services

• Successfully passed SAP® Basis technology consultancy curriculum

• Successfully handled SAP Basis technology consultancy projects

• Ideally, already touched SAP translation topics in consultancy projects

• ZDI200• ZDI320• ZDI040• Successfully handled SAP translation

volumes

• WDE400 (to be renamed ADM340 during 2012)• ZDI220• ZDI320• ZDI040• Development know-how (BC400 and so on)• Knowledge of translation industry tools and

processes (no SAP courses available)

• SAP Basis technology consultancy curriculum• WDE400 (to be renamed ADM340 during 2012)• Development know-how (BC400 and so on) • Ideally, already touched SAP translation

topics in consultancy projects

sAP Technical Background Given

sAP Translation Background Given

Option 1

Option 2

Acquire Translation Consultancy Expertise

Acquire Technical Consultancy Expertise

The SAP PartnerEdge program strives to deliver superior value and reward partners for their commitment to SAP.

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As an SAP partner, you must abide by the SAP PartnerEdge program rules for language service partners to maintain your status. This includes ensuring that your organization is always in good standing and not being reviewed. The ongoing program requirements are summarized below.

REquiREMEnTS fOR MAinTAining MEMbERSHiP

To remain a member, your organization must: • Remain in good standing5

• Pay the annual program fees • Maintain an up-to-date company profile • Fulfill the specific criteria for language service partners at all times

Partner TerminationSAP takes any potential partnership issue seriously and believes that trusted relationships with partners form the foundation for our business. SAP reserves the right to terminate the SAP PartnerEdge program agreement for cause or for convenience as described in the agreement, including nonfulfillment or noncompliance with the terms described in this program guide.

Ongoing Program Requirements

FOOTNOTE

5. An organization is not in good standing when it or one of its affiliates is not in compliance with laws or is not acting in good faith toward SAP or SAP’s affiliates, which includes, but is not limited to, the following cases: An organization or its affiliate is or was engaged in a litigation or other legal dispute against SAP or any SAP affiliate. An organization or its affiliate infringed or infringes any intellectual property rights of SAP or any SAP affiliate. An organization or its affiliate breached or is in breach of an agreement with SAP or any SAP affiliate. An organization or its affiliate has a history of not paying fees or not complying with its obligations toward SAP or any SAP affiliate (“history” in this regard means two incidents of late or nonpay-ment). An organization or its affiliate is not solvent or is subject to insolvency proceedings.

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A unique and special program benefit is the assignment of a designated partner manager, who will act as one of your personal contacts and complement your other SAP resources. Your partner manager primarily focuses on your capability enablement and SAP PartnerEdge program support. After you have signed the partner agreement, SAP will provide you with the necessary details about your partner manager (including telephone and e-mail information).

ROLE Of THE PARTnER MAnAgER

As part of the SAP global partner services delivery team, your partner manager is an SAP employee who delivers and orchestrates services in the following areas:

• Develops an ongoing enablement plan for your organization based on individual targets and requirements

• Facilitates technical knowledge related to SAP products and solutions, new features, and information on new releases

• Helps coordinate access to many of the benefits your organization is entitled to according to your SAP PartnerEdge program agreement

• Proactively informs your organization of updates and rollouts of SAP initiatives • Helps you understand the program framework and requirements and identify opportunities

to maximize your performance in the SAP PartnerEdge program • Connects you with experts from various SAP organizations • Collaborates with other SAP ecosystem resources on opportunities to enhance your

productivity • Acts as a feedback conduit into SAP • Orchestrates SAP services

SAP reserves the right to reassign a partner manager without notice. SAP may adjust the description of the partner manager role and tasks according to changes in technology and software upon prior written notice to the partner.

HOw YOuR PARTnER MAnAgER EngAgES wiTH YOu

When your company becomes an SAP language service partner, your partner manager will proactively schedule an introductory session. Based on your business priorities, the partner manager advises you about the best enablement options for your organization.

Your partner manager can assist you with capability building and queries about the program and does not replace SAP standard product support (incident handling and root cause analysis). Please note that you must use the existing support infrastructure as detailed in relevant exhibits or provisions to any additional licensing agreements you may have.

Please note the following regarding getting in touch with your partner manager: • Your partner manager will contact you either by e-mail or phone. • If you don’t know who your partner manager is, you can contact the partner support center,

which will route your request to your partner manager. The partner support center can be reached by e-mail at: psd_si@sap.com.

Partner Manager: A Dedicated Resource

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The SAP PartnerEdge program offers rich benefits that reward your organization for active participation and success with SAP products and programs.

gEnERAL PARTnER bEnEfiTS

The following benefits are available to all partners.

global Partner Support center SAP provides telemanaged onboarding and program administration resources that help you resolve general partner lifecycle issues. You can contact the global partner support center via e-mail at psd_si@sap.com.

Partner Manager and guidance Services The partner manager6 is a named contact focused on helping partners address aspects of available services benefits.

SAP Partner Portal and the Manage My Partnership Tool You will receive access to the SAP partner portal, a password-protected, single sign-on, partner-exclusive Web site. Here you can update and manage your profile and access important sales and marketing resources, e-learning-based content, and more. In addition, the Manage My Partnership tool allows partners to manage their business relationship with SAP. Partners can access their partner profile, update key contacts, register relevant marketing and sales activities, and monitor the usage of benefits including status of validated expertise designations available through SAP PartnerEdge.

Applicable newsletters and communications Newsletters and other communications keep you informed of product announcements and developments, program-related news, and how to make the most of your SAP partnership.

Virtual Partner Events Sponsored by SAP As an SAP partner, you will be invited to participate in virtual events as available.

Program Benefits: Rewards for Active Participation

FOOTNOTE

6. In some limited situations, based on the terms and conditions set forth in the addendum for global services partners, there may be different regulations for the partner manager benefit and the annual program fee.

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TEcHnicAL bEnEfiTS

The following outlines technical benefits specific to services partners.

Virtual SAP TechEdSAP language service partners have access to the virtual SAP TechEd content. This provides you with a great resource to keep your staff informed and educated about the latest SAP products, technologies, and road maps.

Technical Enablement guidance Services SAP offers a variety of sessions on SAP solutions and generic technical topics delivered via the partner enablement center, where SAP experts help partners better utilize SAP technical resources.

Development Software LicensesSAP PartnerEdge partners can receive a free development license for SAP NetWeaver. Only the yearly maintenance fee will be invoiced. Contact your partner manager for more information.

Product Briefings and Product Ramp-Up Opportunities All partners have the opportunity to receive the latest product briefings via different events or modes, in the SAP partner portal, or through electronic newsletters or mailings.

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MARKETing bEnEfiTS

SAP provides a variety of marketing tools,7 services, and activities designed to accelerate the go-to-market cycle and help you reach SAP customers and prospects.

SAP Partner Logo and guidelines SAP services partners are permitted to use the SAP partner logo and SAP trademarks in marketing and sales efforts, subject to the terms and conditions outlined by SAP. Please see SAP PartnerEdge Branding Guidelines and Logo Usage Guidelines for Partners, available in the SAP partner portal.

SAP Online Presence SAP provides multiple online directories, sites, and marketplaces where you can highlight your solutions, including the SAP EcoHub solution marketplace.

SAP Virtual Agency The SAP Virtual Agency partner campaign creator is a self-service online campaign execution platform that allows partners to plan, build, and execute campaigns in minutes. It helps your organization maximize revenue through increased demand generation and greater market penetration.

Public Relations and Analyst Relations guidelines The SAP press guidelines for SAP partners serve as a valuable resource on how best to efficiently prepare for public relations and press opportunities.

SAP image Library SAP offers a library of brand-approved images for partner use. The image library offers a wide selection of four-color marketing images for use in advertising, collateral, presentations, demonstrations, and more. You can choose from more than 240 images covering 10 different key industries as well as cross-industry photography.

google Search Association All partners will be given the opportunity to associate their company name with SAP on Google Search.

Marketing Enablement guidance Services SAP offers a variety of sessions delivered via the partner manager and SAP experts to help partners better utilize SAP marketing resources when going to market.

FOOTNOTE

7. Some of the tools may require additional registrations or acceptance of additional terms.

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SALES bEnEfiTS

In addition to the technical benefits, SAP provides sales tools, services, and activities designed to accelerate the sales cycle. Some of the tools may require additional registrations, terms, and fees. Sales benefits include the following.

SAP EcoHub The SAP EcoHub solution marketplace provides a trusted buying experience for customers and allows them to discover, evaluate, and buy relevant solutions with SAP-certified integration, as well as packaged services offerings from SAP partners. SAP EcoHub helps you generate awareness, receive leads, follow up on sales opportunities, and provide collateral material to assist customers in the decision-making process.

SAP Partnership Reference Letter All partners have access to an autogenerated letter that can be downloaded from the partner work center on SAP EcoHub that validates each partner’s relationship with SAP. This letter can be downloaded by customers or used by partners in their own RFP processes.

Sales Enablement guidance Services SAP offers a variety of sessions to help partners better understand the sales tools and resources available to them via the SAP PartnerEdge program.

Other Opportunities SAP periodically conducts training and other events. Participation is dependent upon program level, and SAP may limit invitations to select partners.

The SAP PartnerEdge program offers rich benefits that reward your organization for active participation and success with SAP products and programs.

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