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by Pir Rokhan
1.Objective- To establish an authorized sap partner academy in Afghanistan
2.Introduction of sap r/3- Sap: the world's no. 1 erp solution
- Sap: the world's 3rd largest software vendor
- 22 million lines of code written in proprietary language abap/4
- 14 million plus users
- 29,800 plus customers in more than 120 countries
- 1500 plus partners
- 26 industry solutions
- 12 GB to 3 TB database size
- 8,000 db tables
- Average total cost of ownership (tco) : usd 120,000
- Access and exposure to sap's customer base
- Access to our partner-only portals for product,
- Marketing and sales.
- Sales and marketing assistance
- Technical support
- Participation in sap events
4. Implication of becoming sap education partner- Affiliation with the third largest vendor in the world
- Acquiring international corporate profile by offering training delivery services in the no. 1 business application software in the world.
- First choice for Afghanistan,
- Northern Pakistan and central Asian republics
- Corporate lead in the local market
- Pioneering step for opening the door to industrialization in Afghanistan
5. Proposed plan of action to become sap education partner- Making a strategic decision based on feasibility report and market research of relevant professionals
- Allocating budget for the project
- Forming a steering committee comprising of:
2. Manager operations = [mandatory]
3. technical/functional consultants/professionals as per requirement of sap AG Germany/sap regional office. = [optional]
6. Guidelines for sap prospective education partner- Any company of reputed corporate profile can become sap education partners in these three areas:
a. education delivery partner:- These partners provide local, multi-country, or alternative delivery capability in their area of sap expertise.
- They must meet sap's criteria for competence and quality.
- They must have the necessary infrastructure to deliver and support sap instructor-led classes.
b. end-user performance support partner:- These partners sell and deliver end-user training and performance support solutions to sap customers.
- They must meet sap's criteria for competence and quality, and they must be recognized as market and thought leaders in end-user education.
- These partners must also have the necessary financial and human resources to meet customers' needs and to maximize business opportunities.
- These partners strengthen sap's education solution and competitive advantage by providing specialist services or products in their area of expertise – for example, e-learning, content development, or human performance improvement.
- They are recognized as market leaders and work collaboratively with sap to provide best-of-breed products, tools, methodologies, and services.
- They must have the appropriate infrastructure and sap expertise to support their activities.
- To qualify as an education partner, you must meet the criteria for the partnership level in which you are participating.
- The following table lists guidelines for sap education partners, which will help identify the criteria relevant to your level (source: http://www.sap.com)
8. Basic criteria for education partnership- Sap approval process = [local training manager, local managing director, or local sap alliance manager]
- ability to execute on agreed business plan – including industry perception and position, delivery capability, support infrastructure, resources, marketing, market share, and sales and lead generation = [high]
- Investment in sap partnership – such as development, marketing, unique complementary offerings, and joint solutions as per business plan = [medium]
- Value to partner's business – impact measured by a combination of revenue contribution, strategic importance, and market share = [high]
- Value to sap's business – impact measured by a combination of revenue contribution, strategic importance, and market share = [high]
- value to customer – impact measured by a combination of market perception of product or service (for example, best of breed), added value, compliance with existing solutions, and fulfillment of customer needs = [high]
- a business plan – developed and agreed upon by the partner and local training manager = [required]
- a service level agreement – negotiated and agreed upon by the partner and local training manager = [required]
- joint development of new opportunities – including the development of new and existing products and services in order to enter new markets or substantially expand existing markets = [optional]
- In-depth knowledge and expertise in sap's solutions, tools, and methodologies – both sap- and education-specific = [optional]
- Sap key reference customers in some cases, a proven track record in the specialization that forms the basis of the partnership can be substituted = [at least three]
- Organizational integrity – including a positive market image and perception and industry-recognized track record in delivering education = [high]
- Culture and value fit = [high]
- Development plan for educating internal employees on sap skills = [required]
Additional criteria for education delivery partner- Number of certified instructors – determined by courses delivered for sap all instructors must be certified in the relevant solution area = [all]
- Instructors must pass an sap screening sap reserves the right to screen all instructors screening criteria is available from the local training manager = [required]
- Quality of customer evaluation history = [high]
- Comply with sap quality standards – including technical infrastructure requirements, methodologies, resources, and evaluation benchmarks = [required]
Additional criteria for end-user performance support partner- Education-related core business = [required]
- Multi-language delivery capability = [required]
- Expertise delivering solutions for an entire organization, not just a business division = [required]
- Willing to position and sell sap end-user solutions and tools = [required]
- Number and type of qualified instructors – determined by the product or service offered, sap certification, and relevant industry expertise = [country-specific]
Additional criteria for specialist expertise partner- Number and type of qualified instructors – determined by the product or service, sap certification, and relevant industry expertise = [country-specific]
- Comply with sap quality standards – including technical infrastructure requirements, methodologies, resources, and evaluation benchmarks = [required]
9. Commitments by the partner academy- the following table lists the partner commitments:
Partner commitment --------------------- [requirement]- Sponsorship = [executive level]
- Partner management = [single point of contact]
- Commitment period = [at least one year]
- Joint vision and engagement strategy for agreed upon customer segments = [required]
- Joint business planning and execution = [required]
- Lead generation = [proactive or supportive]
- Market development fund = [country-specific]
- Established escalation management = [required]
- Sap right to audit: compliance with partnership conditions = [required]
- Sap right to audit: financial status = [required]
- The following table lists the sap’s commitments:
- Sponsorship = [local managing director]
- Partner management = [local training manager with local partner management]
- Commitment period = [at least one year]
- Joint vision and engagement strategy on agreed upon customer segments = [required]
- Joint business planning and execution = [required]
- Lead generation = [supportive] market development fund = [country-specific]
- Established escalation management = [required]
- Sap system access = [depends on area of cooperation]
- Partner logo usage rights – following guidelines in the sap partner branding guide in the sap partner portal = [required]
- Participation in sap service marketplace = [required] – with same conditions applied to all three partner areas
- The following table lists targets and metrics for education partners:
- Goals and objectives in business plan = [required]
- Service-level agreement = [required]
- Key performance indicators – including revenue profitability, market share, reference customers, customer satisfactions, compliance to standards, r&d commitment, and course evaluations = [required]
- Customer satisfaction = [required]
- Project status and escalations – for development projects = [required]
- Regular status meetings = [required]
- Knowledge sharing – when mutually beneficial = [required]
- Compliance with ongoing, mutual business objectives = [required]
- Continuous value generation for sap and partner = [required]
- Ongoing education – current and planned – for internal employees = [required]
- Satisfaction and feedback from sap field operations in the relevant country = [required]
Recommendation:- It is recommended that the partner academy under consideration should presently apply to become education delivery partner. After the successful launching and establishment of sap education partner academy, it may also apply to become end user support partner and specialist expertise partner.
Last edited by pir_Rokhan; 09-14-2010, 06:39 PM. -
It will be appreciated if the above cited proposal is submitted to the Minister S & T / I.T Afghanistan.Comment
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