Sap Rspi Emea

Region
Specific Program
Information
(RSPI)
EMEA/MEE
August 2016
1/16
EMEA/MEE RSPI Value Points Business Performance
Value Points Engagement Product
Description Value Points Max. Value Points*
Model Category**
Business Performance
& Strategic Alignment Royalties to SAP for SAP Hana Cloud
1 point
Build Sell Service Run Platform 1 200
per
Competency
Build Sell Service Run Build All 600
Value Points Overview Customer Reference for a Partner 25 points
for all engagement models
Application per Reference
Requirements
* Maximum value points are evaluated at the partner level.
** Specific products for corresponding groupings are listed in the product categories and classification section.
Minimum Value Points
Build Sell Service Run
Authorization
Value Points Strategic Alignment
Support Authorization Engagement Value Points
Description Max. Value Points*
Build Sell Service Run Model Acceleration
Regional Factors & MVP
Build Sell Service Run Accelerator on value points for Innovation products2
Requirements Overview
Build 20% 100

Benefits
Benefits Overview
1. Embedded PaaS-resources or as renumeration for SAP Go-To-Market support of a partner application deal (e.g.: via processing of the sales transaction on SAP Store).
2. For the build engagement model, strategic alignment value points will not be awarded for SAP store transactions. Acceleration percentage will determine the amount of bonus
value points the partner will earn on top of the business performance total value points.
Regions Specific Program Information EMEA/MEE Effective August 2016 | All Products
2/16
For internal SAP and partner use only 2016 SAP SE or an SAP affiliate company. All rights reserved SAP PartnerEdge Program
Value Points Engagement 1 Value Point for Max. Value Points1*
Description
Model every x Euro Revenue
& Strategic Alignment Product Product Measured Net New
Portfolio Category** by and current
Competency
Build Sell Service Run A 1200
Value Points Overview Indirect Software
for all engagement models On Premise B 600
License sale
Sell C 400 600
Requirements
Net New Renewal
Build Sell Service Run D Indirect 600 1200
subscription sale
Authorization Cloud E 300 600
(annual order
F value) 200 400
Support Authorization * Maximum value points are evaluated at the partner level.
Build Sell Service Run ** Specific products for corresponding groupings are listed in the product categories and classification section.

Build Sell Service
Run
Value Points Strategic Alignment
Engagement Value Points
Description Max. Value Points*
Benefits Model Acceleration

Accelerator on value points for Innovation products2
Benefits Overview Sell 20% 100
1. Sell Value Points are capped at 250 Value Points per Business transaction.
2. Innovation products include the SAP HANA Platform and cloud solutions available for resale. Acceleration percentage will determine the amount of bonus value points the
partner will earn on top of the business performance total value points.
3/16
Engagement Number of Value Max. Value Points1*
Value Points Description
Model Points per activity
& Strategic Alignment
Build Sell Service Run Service Net New Projects 20 600
Competency
Value Points Overview
Requirements Value Points Strategic Alignment

Engagement Value Points
Build Sell Service Run Description Max. Value Points*
Model Acceleration
Authorization
Accelerator on value points for Innovation products2
Support Authorization Service 20% 100
Regional Factors & MVP * Maximum value points are evaluated at the partner level.
Benefits
Benefits Overview
1. Service Net New Projects must be an approved CIV (Customer Reference).

2. Innovation products include the SAP HANA Platform and cloud solutions available for resale. Acceleration percentage will determine the amount of bonus value points the
partner will earn on top of the business performance total value points.
4/16
Value Points Engagement Product Product 1 Value Point for every Deal Size Max. Value
Description
Model Portfolio Category** x Euro Revenue Max (K) Points*
& Strategic Alignment A&B 3000 100
Indirect Single Customer
Competency C 400 n/a
A&B 2000 100
On Multiple Customer
Requirements Run Premise
600
Program
Minimum Value Points C 400 n/a
Authorization Pay Per Use

based on Software A&B 2000 25
Support Authorization revenue (per qtr)
Regional Factors & MVP ** Specific products for corresponding groupings are listed in the product categories and classification section.
for all engagement models Value Points Strategic Alignment
Benefits Engagement
Description
Value Points
Max. Value Points*
Model Acceleration
Benefits Overview
for all engagement models Accelerator on value points for Innovation products1
Run 20% 100
1. Innovation products include the SAP HANA Platform and cloud solutions available for resale.
Acceleration percentage will determine the amount of bonus value points the partner will earn on top of the business performance total value points.
5/16
EMEA/MEE RSPI Value Points Competency
Value Points Engagement
Activity Value Points per Activity Max. Value Points*
Model
Build Sell Service Run All Qualified Employees 5
Competency
All All Certified Employees 10 150
Requirements
Build Sell Service Run SAP Recognized Expertise ** 25
Authorization
Build Sell Service Run * Maximum value points are evaluated at the partner level.
** Credited for new and renewed SAP Recognized Expertise certificates.
Support Authorization

Benefits
Benefits Overview
6/16
EMEA/MEE RSPI Minimum Value Points
The Value Points can be combined from all product categories that the partner is authorized in any engagement model,
Value Points
Build, Sell, Service or Run.
& Strategic Alignment Engagement
Build Sell Service Run Product Detail Minimum Value Points
Model
Competency
Value Points Overview Build Any 0
Requirements
Minimum Value Points Sell Any 100
Authorization
Service Any 50

Build Sell Service Run Run Any 50
Benefits
Benefits Overview
7/16
EMEA/MEE RSPI Build Authorization
Value Points Category Requirement
At least one completed packaged application in its go-to-market stage, i.e. that has passed
& Strategic Alignment Build
Build Sell Service Run the Application Readiness Check and is either listed on SAP App Center or SAP Store,
go-to-market
or is part of a Bundled Cloud Service with an active subscription to embedded PaaS (ePaaS)
Competency readiness
of SAP HANA Cloud Platform.
for all engagement models Please note :
Access Bundled Cloud Services Royalties and Governor Limit Increase.
Requirements
Authorization

Benefits
Benefits Overview
8/16
EMEA/MEE RSPI Sell Authorization
Value Points Product Details* Sales Executive Pre-Sales Consultant Solution Consultant
Business Performance SAP Business All-in-One Solutions 1 1 0

SAP Business One** 1 0 1
Competency
SAP HANA Platform 1 1 0
SAP CEC Commerce Solutions 3 1 0

Requirements
Minimum Value Points SAP Hybris Marketing 3 0 0
Authorization Analytics Solutions 0 0 0

Support Authorization Database and Technology 0 0 0

Regional Factors & MVP Mobile Solutions 0 0 0

SAP Business ByDesign Solution 1 1 0
Benefits Cloud Human Resources Solutions 2 2 1

CEC Cloud for Service and Sales 1 1 0
Benefits Overview
Cloud Procurement Solutions 1 1 0
Cloud Open Solutions 0 0 0
* Specific products for corresponding groupings are listed in the product categories and classification section.
** The training is applicable to both support and solution consultant.
9/16
EMEA/MEE RSPI Service Authorization
Value Points Product Details* Solution Consultant
Business Performance SAP Business All-in-One Solutions 2

SAP Business One 2
Competency
SAP HANA Platform 2
SAP CEC Commerce Solutions 2

Requirements
Minimum Value Points SAP Hybris Marketing n/a
Authorization Analytics Solutions 2

Support Authorization Database and Technology 2

Regional Factors & MVP Mobile Solutions 2

SAP Business ByDesign Solution 2
Benefits Cloud Human Resources Solutions 2

CEC Cloud for Service and Sales 2
Benefits Overview
Cloud Procurement Solutions 2
Cloud Open Solutions n/a
* Specific products for corresponding groupings are listed in the product categories and classification section.
10/16
EMEA/MEE RSPI Run Authorization
Value Points SAP Solution Partner Center of
Support
Product Details* Manager Application Expertise Certification
Business Performance Consultant**
Management Solution (PCOE)
SAP Business All-in-One Solutions 2
Competency Required:
Installed and running
Value Points Overview SAP HANA Platform 2
Required:
SAP CEC Commerce Solutions 2
Requirements Successful audit
Recommended: by SAP
Minimum Value Points Analytics Solutions 2
Build Sell Service Run Only for partners exclusively
supporting products from this
Authorization Database and Technology 0
Build Sell Service Run category
Support Authorization Mobile Solutions 2

Regional Factors & MVP SAP Business One*** 1 n/a n/a

Requirements Overview * Specific products for corresponding groupings are listed in the product categories and classification section.
for all engagement models ** Please view Run Authorization page for more details.
*** The training is applicable to both support and solution consultant.
Benefits
Benefits Overview
11/16
VAR-Delivered Support
Level 2 Solution SAP Solution Level 1 Support Partner
Certifications Manager Qualifications Center of
Product
Product Details Expertise
EMEA/MEE RSPI Family Anyone at
Partner
Application
Management
Dedicated
Support Certification
organization Solution Consultants (PCOE)
Value Points
Business Performance SAP Business SAP Business All-in-One
& Strategic Alignment All-in-One solutions and Line-of-Business 2 Required:
Build Sell Service Run Solutions Applications Installed
Competency & running
SAP HANA
Build Sell Service Run SAP HANA Platform 2
Platform
for all engagement models DB&T inc. SAP Adaptive
Database Server Enterprise
0
Requirements & Technology
SAP IQ Software
Build Sell Service Run SAP BusinessObjects
Business Intelligence Solutions
Authorization Required:
SAP Solutions for Enterprise 2 Successful
Support Authorization Analytics Recommended: audit by SAP
Information Management, 2
Build Sell Service Run Solutions Only for partners
SAP Solutions for Enterprise
Performance Management, and exclusively
Build Sell Service Run SAP Solutions for Governance, supporting
Risk, and Compliance products from
for all engagement models this category
SAP Mobile Platform
Benefits Mobile
2
Solutions SAP Afaria Mobile Device
Build Sell Service Run Management Solution
Benefits Overview
for all engagement models Customer
Customer Engagement
Engagement 2
and Commerce Solutions
and Commerce
Please note :
Support authorization must be achieved for every family identified above in order to be entitled to sell VAR-delivered support. For more information please contact your SAP Partner
Manager. Partners supporting either SAP Business All-in-One and/or SAP HANA must then have SAP Solution Manager installed and running for all customers they are providing
VAR-delivered support for. Please refer to the SAP PartnerEdge Technical Support Guide for additional information.
partneredge.sap.com/en/library/assets/products/ent_mng/sao/support/tr_support_guide_options_var.html
12/16
EMEA/MEE RSPI SAP-Delivered Support Regional Factors
Value Points Market Segment Maintenance Base for SAP-Delivered Support Regional Factor
Build Sell Service Run Large Enterprise (LE) Software Partner Buy Price x Regional Factor 1.1
Competency
Upper and Lower Mid-Enterprise
Value Points Overview Software Partner Buy Price x Regional Factor 1.3
for all engagement models (SME = LME & UME)
Requirements Please note :

1. Market Segments are defined in the SAP PartnerEdge SELL Discount Letter.
2. Software Partner Buy Price is defined in the SAP Master Reseller Price List.
Minimum Value Points 3. The annual customer maintenance fee is determined as follows:
Build Sell Service Run Maintenance Base for SAP-Delivered Support x Maintenance Percentage as defined in SAPs Price Lists.
Authorization
Build Sell Service
Run
Minimum Value Points For Partners Requesting To Provide
VAR-Delivered Support To End Users Currently Receiving
Build Sell Service Run SAP-Delivered Support
SAP Product Family Minimum Value Point SELL Business Performance-Transfer Threshold
Benefits
Build Sell Service Run On-Premise Solutions 200
Benefits Overview
Please note :
1. Please see SAP PartnerEdge Support schedule of the PE SELL Master agreement for the terms and conditions.
2. Minimum Value Points from the VAR Sell - Business Performance category (on-premise) must be met or exceeded in order for the partner to be eligible to provide VAR-delivered
support to the specific SAP End User who wishes to receive Maintenance Services from the partner going forward. The VAR shall remain eligible to provide VAR-delivered support
irrespective of the minimum annual value point threshold for sales of additional licenses to an end user already receiving VAR-delivered support.
13/16
Embedded PaaS of SAP HANA Cloud Platform: Chart A Chart B
Bundled Cloud Service (BCS) Royalties

EMEA/MEE RSPI BCS Minimum
Royalties per month
BCS BCS Governor Limits for SAP Cloud Service
Description Multi-
Value Points Royalties Category Single- Subscription Resources
Tenancy/
Tenancy
Business Performance Multi-App
Cloud SAP HANA Cloud Platform with 2 Compute Units
Competency Professional, 10GB Unstructured Storage, 512GB
Application
Build Sell Service Run Outbound Bandwidth/month, 1 Custom Domain,
does not
Value Points Overview A 290 435 mobile service for development and operations:
for all engagement models use
2500 concurrent users OR portal service: 25 000
structured site visits/month incl. 3 Administrator Users, identity
Requirements storage management: 3000 Logon Requests/month.
Minimum Value Points SAP HANA Cloud Platform with 3 Compute Units
Cloud Professional, 10GB Unstructured Storage, 512GB
Authorization Application Outbound Bandwidth/month, 1 Custom Domain,
Build Sell Service Run 25% mobile service for development and operations:
uses
Support Authorization Of net cloud B 490 735 3500 concurrent users OR portal service: 40 000
standard
Build Sell Service Run subscription site visits/month incl. 3 Administrator Users, identity
database management: 3000 Logon Requests/month.
revenue services SAP HANA service, base edition (32GB) OR SAP ASE
service (40GB).
Cloud SAP HANA Cloud Platform with 6 Compute Units
Application Professional, 300GB Unstructured Storage, 1024GB
Benefits Outbound Bandwidth/month, 3 Custom Domains,
uses
Build Sell Service Run mobile service for development and operations:
C advanced 990 1485
5000 concurrent users OR portal service: 60 000
Benefits Overview SAP HANA site visits/month incl. 3 Administrator Users, identity
database management: 3000 Logon Requests/month.
services SAP HANA service, platform edition (64GB).
Please note : Depending on its storage architecture, each application on SAP HANA Cloud Platform falls into one of the three BCS categories above. Specific Governor Limits
and BCS Minimum Royalties for each category apply. BCS Minimum Royalties differ in case of more than one (1) End User Agreement per SAP Cloud Service Subscription
(Multi-Tenancy) or more than one (1) Cloud Application per BCS (Multi-App).
14/16
Chart A Chart B
EMEA/MEE RSPI Governor Limit Increase

Value Points Resource Governor Limit Increase
& Strategic Alignment Portal service: site visits 12 500 per month
Competency
Build Sell Service Run Identity management: logon requests 15 000 per month
Outbound Bandwidth 256GB per month
Requirements
Minimum Value Points Custom Domain 1
Authorization
Build Sell Service Run Compute Unit Premium (4 cores, 8GB RAM) 1
Unstructured Storage 10GB
SAP HANA Cloud Portal Administrators 5
Benefits Internet-of-Things service 125 devices*

* Only available in blocks of 500 devices
Benefits Overview
Please note : Increase of Governor Limits: Governor Limits can be increased in fixed increments per resource as outlined below. In this case, BCS Minimum Royalties per month
increase by increments of 60 per resource, respectively (SAP HANA service on request).
15/16
Market Development Funds
Engagement Model MDF earnings on revenue Gold2
Sell
EMEA/MEE RSPI MDF (x % of net indirect software license
or subscription sale)
4%
Run1 2%
Value Points
MDF
Business Performance Eligible
Description Partner Managed SAP Managed BDF
& Strategic Alignment MDF Activities
Build Sell Service Run Activities Activities3
Competency Advertising Branding / Advertising / Digital Advertising
Analyst / Public
Value Points Overview Analyst Relations / Public Relations
for all engagement models Relations
Collateral Brochures / Success Story / Case Story
Requirements
Content Development / SEO (Search Engine
Minimum Value Points Digital Marketing
Optimization) / Social Networking / Selling
Direct Marketing Email / List Purchase / Mailing
Authorization 50% 100%
Build Sell Service Run Proof of Concepts / Demo / Organisation /
Competency Build
Support Authorization Profile Competency
Build Sell Service Run up to
Online/Virtual Event Online Event / Webcast / Webinar
100%4
Build Sell Service Run Physical Events Industry Event / SAP Event
Requirements Overview Demand Agent / Digital Sales Productivity /
for all engagement models Digital Sales
Digital Sales Tools
Benefits Market Innovation Business Model / Market Model
Build Sell Service Run SAP SMB Activities SAP SMB Activities n/a 100%
Benefits Overview SAP Solution Training
for all engagement models SAP Solution Training & Productivity n/a 100%
& Productivity
Special Marketing
SAP Managed Activity n/a 100%
Activity
1. Single Customer Deals are excluded from MDF.
2. Market development funds (MDF) are available only to SAP gold partners with a Sell or Run engagement model. View the MDF/BDF Guide for details.
3. Activities listed with detailed definitions, guidelines and rules of reimbursement in the SAP PartnerEdge Benefits Catalog are SAP Managed activities.
4. BDF availability and reimbursement rates are defined as per local campaigns.
Please note :
For activities utilizing MDF / BDF, approval is required as per the MDF / BDF request process.
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Region

* Maximum value points are evaluated at the partner level.

Regional Factors & MVP

Build Sell Service Run

* Maximum value points are evaluated at the partner level.

Requirements Value Points Strategic Alignment

1. Service Net New Projects must be an approved CIV (Customer Reference).

Authorization Pay Per Use

* Maximum value points are evaluated at the partner level.

Regional Factors & MVP

Regional Factors & MVP

Regional Factors & MVP

Business Performance SAP Business All-in-One Solutions 1 1 0

SAP CEC Commerce Solutions 3 1 0

Authorization Analytics Solutions 0 0 0

Support Authorization Database and Technology 0 0 0

Regional Factors & MVP Mobile Solutions 0 0 0

Benefits Cloud Human Resources Solutions 2 2 1

Build Sell Service Run

Cloud Open Solutions 0 0 0

Business Performance SAP Business All-in-One Solutions 2

SAP CEC Commerce Solutions 2

Authorization Analytics Solutions 2

Support Authorization Database and Technology 2

Regional Factors & MVP Mobile Solutions 2

Benefits Cloud Human Resources Solutions 2

Build Sell Service Run

Cloud Open Solutions n/a

Support Authorization Mobile Solutions 2

Regional Factors & MVP SAP Business One*** 1 n/a n/a

Requirements Please note :

Bundled Cloud Service (BCS) Royalties

EMEA/MEE RSPI Governor Limit Increase

Benefits Internet-of-Things service 125 devices*

Benefits Market Innovation Business Model / Market Model

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