Expand your opportunities in the SAP market

March, 2014

OpenText Partner Program for SAP® Competence

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EnterpriseInformation

Management

Information Exchange DiscoveryEnterprise Content Management

Business Process Management

Customer Experience

Management

Ecosystem Competence

OpenText Partner Program Framework

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FieldEngage-

mentSupport

Pipeline & Lead

GenerationSupport

Blended Delivery

Ongoing Enablement

Access to OT SAP Experts

Marketing

Support

After sale promotion

Initial Training

OpenText Partner Program for SAP Competence

… designed to support the OpenText SAP Competence Partner through the full life cycle of a sale.

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SAP Competence – Learning Path

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SAP Competence - E-Learning Modulesfor Sales / Pre-Sales Onboarding

~ 25 E-Learning Modules “Sales 101” “Features & Functions Overview” “Technical Overview”

Focus on Sales & Pre-Sales Qualification

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eLearning “Sales 101”– Content covered

Learning Objective

Market Potential and Target Market

The Business Challenge

OpenText Solution

Value to the Customer

Identifying and Qualifying Opportunities

Customer Case Study

Competition and Differentiation

Pricing & Licensing

Key Resources and Contacts

Elevator Pitch

Quiz

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eLearning “Features & Functions”– Content covered

Learning Objective

Product Introduction

Product Evolution

Brief product history

Product fit into OpenText portfolio

Key Features and Functions

Why product beats competition

Sales Scenarios

Additional topics specific to the product

Additional Information

Summary

Quiz

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eLearning “Technical Overview”– Content covered

Learning Objective

Packaging & Product Components

Prerequisites

Architecture & Component Overview

Product Components

Deployment Options

Stand-alone setup

Scaling

Customer Use Case

Additional Information

Summary

Quiz

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Technical Enabling Process– a Learning Journey

Partner

OpenText

ClassroomTraining

Certificationof individual

Partner consultant

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Technical Certification Training Courses

ArchivingBoot Camp(10 days)

DAM Boot Camp

(5 days)

DP Boot Camp

(5days)

EFM Boot Camp

(5 days)

Extended ECMBoot Camp

(5 days)

VIMBoot Camp

(5 days)

ICCBoot Camp

(3 days)

PCM Boot Camp

(2 days)

PSM Boot Camp

(4 days)

TRM Boot Camp

(3 days)

• SAP Archivingby OpenText

• SAP Document Access by OpenText

• SAP Digital Asset Management by OpenText

• SAP Document Presentment by OpenText

• SAP EmployeeFile Managementby OpenText

• SAP Extended ECMby OpenText

• SAP Invoice Managementby OpenText

• OCR Option for SAP Invoice Management by OpenText

• SAP Portal Content Managementby OpenText

• SAP Portal Site Managementby OpenText

• SAP Travel Receipts Managementby OpenText

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Partner

OpenText

Recommended Blended Delivery

(from Shadowing to Teaming)

ClassroomTraining

Certificationof individual

Partner consultant

Project 1

resource

resource

Project 2

resource

resource

Project n

resource

resource

resource

solo

QA

Technical Enabling Process– a Learning Journey

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Ongoing EnablementSAP Competence Partner Information Sessions

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Ongoing Technical EnablementDeep Dive Workshops

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SAP Competence Partner meet SAP Solutions Group (yearly 1 day event)

- Vision, Strategy, Roadmap, News, Networking…Fun

Michelle Momberg – NokusaEI (South Africa) „Many thanks for the Partner event yesterday and the very nice evening too! I found the interaction with your team and the other partners very informative”

Waltraud Ifkovits – RSH (Germany):  “Great Event, it‘s great to see that there exists a real community where partners are networking with other partners.“

Luis Fernandez – Stratesys (Spain): „Thanks for a great and productive day, great Roadmap information – very valuable”

Patrick Anderssen / Johan Raedemaker (Belgium): “Inspiring presentation from Patrick Barnert which proves that we are on the right track”, “Business Value Solutions – definitely something we will look into … from a how we can support certain core business processes with an combination of OT products and our expertise / experience from past projects”

Alexander Beyer – Complon (Germany): “Fantastic Event and a very good opportunity for networking. I am happy to be part of this community.“

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Discussion Forums & LinkedIn Groups Connect with customers, peers and OT expertsvia discussion forums & LinkedIn Groups

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SAP Competence Partner List

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SAP Competence Partner SpotlightSAP Competence Partners Spotlights on www.OpenText.com

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Partner Solutions Catalog

Listing of partner solution inOpenText Partner Solutions Cataloghelps to Increase partner awareness Differentiate from other partners

Positioning as OpenText SoftwareSolutions Partner for a givenhorizontal / vertical solution Expertise

Expand the reach to customersand partners via OpenText, evento other regions, countries

Use OpenText endorsement as additional USP

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SAP Competence Partner Sales Plays- Easy to use Sales Asset…

On your tablet d

evice!

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SAP Competence Partner Sales Plays- Easy to use Sales Asset…

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Access to Online Demo EnvironmentDemonstrate OpenText SAP products and solutions

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“Partnerized" Campaigns

Jointly branded site

Partner Contact Info

Partner Details

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Co-branded Collateralshttp://www3.kurryer.com/opentext/home/

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Co-branded Success Stories

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Partner Event and Marketing Support

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OpenText SAP Competence Partner Map

SAP Competence Partners on www.OpenText.com

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Partner ViewYour One-Stop-Shop

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OpenText SAP Competence Partner Program on SAP PartnerEdge

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Positioning at OpenText’s and SAP´s installed base

OpenText solutions related license and service

revenues

Upsell potential of complementary OpenText solutions

and related services

Incubation support by OpenText:

Save guarding, shadowing and QA Services

Joint light house customers

NET NEW BUSINESS for ALL

Join the WIN³ with SAP & OpenTextWhat is in for You?

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Jürgen Maier SAP Ecosystem Program ManagerSAP Solutions Group

Open Text Software GmbH  T +49 89 4629 1590mailto:  juergen.maier@opentext.com