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SAP RETOOLS PARTNERDGE Featured

SAPSAP is revising PartnerEdge, its channel program. The changes include a unified reward structure for giving members credit for their total SAP business, and eContracts that the company says reduce paperwork and speed processing. The company says partners can no longer be easily categorized as a pure service partner or VAR. That thought occurs frequently in trying to sort out candidates for Bob Scott's Insights Top 100 VARs and VAR Stars. SAP calls its new approach a holistic partner management model defines engagement types: build, sell, service and run.

Members can choose their engagement type and SAP says they can move into additional types without a major financial investment. A partner could have a core business of selling SAP software and later building and service applications. The program establishes four tiers: Silver, Gold and Platinum, which replace Bronze, Silver and Gold. I guess this is an example of program inflation. Anyway, Platinum is available by invitation only and generally for global VARs. SAP also introduced the second phase of Open Ecosystem. Last year the basic layer was rolled out, which gave prospects limited access to a restricted portal so they could explore doing business with the software company. The new level, Open Ecosystem specialized, is for those "that want to try out a lighter relationship with SAP in the Build, Sell, or Service engagement without the financial commitment that is required of silver and gold partners." The other element, eContracts, is designed to produce contracts that can be executed in less than 24 hours.

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