The following table lists guidelines for SAP Small and Midsize Business (SMB) Channel partners.
|
Partnership Guidelines
|
Value-Added Reseller (VAR)
|
Sales and Service Partner (SSP)
|
Application Service Provider (ASP)
|
Independent Software Vendor (ISV)
|
| SAP approval process |
SAP executive level |
SAP executive level |
SAP executive level |
SAP executive level |
| Participate as partner in other category |
If applicable |
If applicable |
Hosting Partner |
If applicable |
| SAP reference customer |
Required |
NA |
NA |
NA |
| Geographical presence |
Local/regional; Europe/regional based on partner agreement |
Local |
Local |
Local/regional/global; Europe/regional based on ISV agreement |
| Investment in partnership (e.g. marketing, development, joint solutions, etc.) |
Required |
Optional |
Required |
Required |
| Building solutions for SMB |
Required |
Optional |
Optional |
Required |
| Offering solutions for SMB |
Required |
Required |
Required |
Required |
| Establish sales force |
Required |
NA |
Required |
Required |
| Support organization |
Required |
Optional |
Optional |
Required |
| Installed mySAP.com components |
Required* |
Required* |
Required* |
Required* |
| Ability to solutions for demo workplace, e-business,
and business-to-business |
Required |
Required |
Required |
Optional |
| Technical support capabilities |
Required |
If applicable |
Required |
Required |
*Optional components are SAP Enterprise Portal, SAP Enterprise Buyer, SAP CRM, and SAP Business Information Warehouse.
