© 2022 SAP SE or an SAP affiliate company. All rights reserved.

SAP® Software Partner Solution

Benefits Guide
October 2022
Table of Contents

3 INTRODUCTION

4 SAP STORE ONBOARDING GUIDELINES

4 Gaining Visibility and Traffic

5 Managing Opportunities

5 Processing New Orders on SAP Store

6 SAP SOFTWARE PARTNER SOLUTION PROGRESSION PATH

8 SAP STORE BENEFITS

9 SPOTLIGHT PROGRAM REQUIREMENTS

10 SAP STORE BUSINESS DEVELOPMENT FUND (BDF)

GUIDELINES

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Introduction
Welcome! We are pleased you have chosen to showcase your solution and partnership on
SAP® Store, the digital marketplace where customers can discover, try and buy partner
solutions built on or that extend SAP solutions. It is the primary go-to-market channel for
SAP’s partner ecosystem. Publishing your solution on SAP Store is free, and it’s the only
place you can market and deliver your applications, add-ins and integration kits to SAP’s
global customers. There, you can extend your market reach, leverage the SAP brand, and
gain access to SAP’s installed base.

This document is designed to provide you with the necessary resources, guidance, and
tools available to enhance and optimize your experience on SAP Store.

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SAP STORE ONBOARDING GUIDELINES

Onboarding your solution to SAP Store is the first step in maximizing your solution exposure and
gaining benefits from the marketplace. It’s your key point of access to SAP’s 400,000+ global
customers, giving your solutions exposure to leading businesses from across industries looking to
get the most out of their SAP solution. You’ll reach senior leaders with buying power from finance,
procurement, and marketing to HR, supply chain, and IT – all backed by the credibility of SAP.

In order to participate and receive SAP Store benefits, an SAP partnership is required, as outlined in
your participation agreement.

The onboarding process is as follows:

1. Confirm your partnership with SAP:

» If you are not already a partner, click here to apply.
» If you are a partner, click here.
2. Once your partnership is confirmed, you will need to submit for Solution Review aka Application
Readiness Check (ARC) to ensure that it meets the minimum SAP requirements and compliance
criteria, which customers expect and value. Successfully passing the Solution Review aka (ARC)
is a requirement for onboarding your solution to SAP Store. You can work with our subject-
matter experts to evaluate your solution and complete the following steps:
» Validate your offering via a Solution Review aka (ARC) via the SAP Solution Hub tool.
» Complete the due diligence process. If you’re a new partner, the due diligence process will be
kicked off automatically after you submit your Solution Review aka ARC.
3. Once you pass the partner due diligence process and your solution has passed Solution Review
aka (ARC), you’ll be cleared to publish your solution on SAP Store and transact.
4. Start the SAP Store publication process. Follow the guide here.
» When you’re ready to create your listing, follow the content best-practices guidelines here.

Gaining Visibility and Traffic

To help kick-start demand-generation activities for your solution on SAP Store, we ask that you follow
these steps:
1. Issue a press release announcing your solution is now available on SAP Store.
» Access the SAP-provided press release template at this link.
2. Add the “Available on SAP Store” badge to your website to help increase traffic to your product
page on SAP Store.
» Download SAP Store Badges and Communications Guidelines.
3. Be active and promote your SAP Store page on social media, blogs, videos, presentations, etc.
4. Engage with your Partner Experience Manager for regular pipeline reviews.
5. Keep your product pages fresh by regularly updating your content, as this influences how Google
search crawlers rank pages.
6. SAP works with an independent party to host ratings and reviews. Click here to learn more about
how ratings and reviews can help you grow your e-commerce business.

To find more details on these activities, visit the Partner With Us page on SAP Store.

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Managing Opportunities Processing New Orders on SAP Store
Once your solution is published on SAP Store and it Partners who actively promote and process new
begins to gain traffic and visibility, opportunities will orders through SAP Store receive the most attention
soon follow. Details on these opportunities will be and support from the SAP salesforce.
routed to you directly from SAP Store. Starting a promotion push will aid in driving more
traffic to your SAP Store listing and is also a great
Opportunities consist of the following call-to-action opportunity to build strong relationships with SAP’s
buttons, which an SAP customer and/or SAP sales and marketing teams.
Account Executive can click when they want to get
in touch with a partner directly and/or on behalf of Steps for processing a new transaction on SAP
their customer: Store:
• Contact 1. The customer purchases your product via SAP
• Get It Now – to receive a quote for the Store, which is built on, embeds and/or
application integrates with SAP technology.
• Free Trial – to provision a trial 2. You and your customer sign an order form on
• View Pricing – to obtain pricing details your paper, with custom pricing and terms
defined.
Upon receiving an opportunity, log in to SAP Store 3. You submit the total deal value and a copy of
with your S-User ID – either by clicking the link the order form to SAP for revenue sharing by
within the email notification or logging in directly at uploading to the SAP Store Partner Cockpit.
SAP Store. Once logged in, go to the SAP Store 4. You receive invoices for your revenue share in
Partner Cockpit within two business days to the same currency and at the same frequency
acknowledge the opportunity. Acknowledged as invoices are provided to your customer.
opportunities will appear in your lead list view. To
do so, follow these steps: For more information, refer to the deal-creation
1. Log in to SAP Store and go to SAP Store page on SAP Store. Also included is a video that will
Partner Cockpit. Once in the cockpit “Home,” answer your questions regarding the deal-creation
you will have access to details on all of your form – which needs to be filled out when
solutions and/or individual solutions. submitting a deal through SAP Store – and will help
2. Click “Opportunities” to view and acknowledge you avoid encountering errors.
all of your opportunities.
3. Click “Deals” to view all of your deals – active, Please note that SAP will send you a reminder via
closed, etc. You can view in a tailored deal list, email 60 days prior to the expiration date of an
execute and make modifications to your active deal, allowing you to easily keep track of
deals, such as adding more licenses and/ or upcoming renewals.
selling more solutions.

For more details, refer to the Deal Management

Quick Start Guide.

You may be entitled to additional co-selling tools de-

pending upon your respective partnership level. Please
stay in touch with your SAP representative and the SAP
Store team to ensure you maximize these opportunities.

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SAP SOFTWARE PARTNER SOLUTION PROGRESSION PATH

The SAP Store marketplace provides multiple • Spotlight. Partner solutions that employ
performance-recognition levels with increased digital best practices, have strong customer
benefits based on activity around your traffic, engagement and transactions may
solution(s). You can attain and be recognized become eligible to gain Spotlight status
through strong performance. within the SAP Store marketplace. Partners
that achieve Spotlight status usually have
The SAP Software Partner Solution met the following criteria:
Progression path helps innovators like you » Become a “top-selling” app; these apps
quickly scale by collaborating with SAP – from get priority
developing your application to identifying » Recognition of success by the SAP Line
opportunities and showcasing your of Business and/or Partner Experience
application on our global marketplace. We’ll Manager
work together with you through the journey
and guide you through a progression path Detailed criteria and the associated
that will offer you additional opportunities. engagement points for entrance and
This progression path is flexible and helps you sustenance/reentrance are listed in the
to get your solutions to market faster on SAP respective tables on page 9.
Store.
The more points you get, the faster you gain
As you direct new transactions through SAP access toward Spotlight benefits. Additional
Store, you’ll see revenue sharing at every benefits may include the following, depending
level. Recognition levels available on SAP on availability:
Store are as follows: » Business Development Funds
» Preferred placement on SAP Store
• Validated. Partner solutions offered on SAP » Jointly determined GTM activities to
Store are defined as validated. Partners are execute on
encouraged to promote and grow their
solution activity beyond the validated level. Spotlight status is maintained through
Validated is considered the jumping off quarterly reviews conducted by the Spotlight
point of partnership, once you have become Program Manager with the Line of Business and
a partner and onboarded your solution to Partner Experience Manager to evaluate
SAP Store. At this level, basic SAP Store consistent solution performance, engagement
benefits apply. and compliance.

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• SAP Endorsed Apps. This category of
solutions is an invitation-only initiative from
SAP’s partner ecosystem and is designed
to help customers become best-run
intelligent, sustainable enterprises. SAP
Endorsed Apps deliver proven value with
desired outcomes – quickly, effectively, and
with great confidence. Through this
designation, customers will be able to
quickly find partner apps that they know
they can trust on SAP Store. The solutions
are tested and premium certified by SAP,
complement and extend SAP products, and
deliver proven results to help solve key
customers’ business challenges.

SAP Endorsed Apps have also met standard

Validated and Spotlight recognition criteria
and continue to perform within SAP Store
at optimal performance. Partners with SAP
Endorsed Apps on SAP Store are required
to fulfill a thorough review of the following:
» Best in class active SAP Store listing
» Annual Premium Certification by SAP
for quality and excellence standards
beyond standard certification
requirements
» Approved business plan

Partners with SAP Endorsed Apps will

become eligible for unique benefits beyond
Validated or Spotlight status level as a
result of recognition and participation on
SAP Store. SAP Endorsed Apps benefits
may include the following, depending on
availability and/or business plan:
» Unique premium certification logo
» Business Development Funds
» Event participation
» Custom engagement opportunities

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SAP STORE BENEFITS

Partner Benefits Validated Spotlight SAP Endorsed Apps

Through SAP Through SAP Premium certification
Access to SAP software certification PartnerEdge PartnerEdge

Success management for SAP partners Through SAP Through SAP Partner success manager
PartnerEdge PartnerEdge

Access to the “Build” engagement model

in SAP PartnerEdge
Access to go-to-market capabilities in
SAP PartnerEdge, Build
Access to virtual courses for partner
enablement
Access to the Digital Marketing Campaign Hub
partner campaign creator

SAP Store: press release template

SAP Store: listing and marketplace

benefits

Access to ratings and reviews (via G2 Crowd)

SAP Store Business Development Funds

Preferred placement on SAP Store

SAP Store: success campaigns

(field-facing)

SAP Store: success campaigns

(customer facing)

SAP Store: event opportunities

SAP executive sponsorship

Solution demand-generation initiatives

sponsored by SAP

Partner solution sales plays and wins cobranded

with SAP (field facing)

Marketing assets cobranded by SAP and partner

Access to a cloud collaboration platform to

enable SAP and partner co-selling activities

Unique branding for partner designation

SAP Resolve program (standard customer- 8 / 10

facing support infrastructure)
SPOTLIGHT PROGRAM REQUIREMENTS

Spotlight Status Entrance Criteria

Prerequisites:
1. Publish a rich and complete product page on SAP Store, with product video(s) and other relevant
assets following content best practices guidelines. Access the link.
2. Announce Go-live on SAP Store via a press release (initiated by the partner). Access the link.
3. Actively use the “Available on SAP Store” badge on your website and at events. Access the link.
4. Your solution complements SAP products.

Activity Points
Implement the Application Interface Register (AIR) key in the solution 10
Your solution is built on and/or integrated with SAP Business Technology Platform 10
Generate 500 page views via GTM campaign(s) in previous four quarters 10
Generate 15 opportunities in previous four quarters 15
Have 5 active pipeline opportunities at review time 10
Book 2 transactions in previous four quarters 20
Book €100K+ EUR in Total Contract Value (TCV) in previous 4 quarters 25
Total engagement points 100

Spotlight Status Sustenance/Reentrance Criteria

For a solution to continue its Spotlight status into the next quarter or reenter into having Spotlight
status after a lapse, the following criteria is used to measure performance. These metrics need to be
achieved in the prior four quarters.

Activity Points
Generate 20+ preliminary opportunities 25
Generate 10+ pipeline opportunities 25
Book 3+ transactions 25
Book €250K+ EUR in revenue 25
Total engagement points 100

SAP STORE BUSINESS DEVELOPMENT FUND (BDF) BENEFIT GUIDELINES

The SAP Store Business Development Fund

(BDF) promotes growth and adoption of SAP Store
partner solutions. Partners with either

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Spotlight or SAP Endorsed Apps status will be eligible
to participate in the SAP Store Business
Development Fund, subject to availability of funds.
Business development funds support business
development activities for solutions listed on SAP
Store and are reflective of a co-investment
between SAP and the partner. Please work with your Partner Success Manager to determine your
entitlement.

For details, refer to the BDF Guide.

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www.store.sap.com

SAPStorePartnerGuideenUS (23/04)

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