SAP Global Minimum Requirements for Sell Partnership Application
Minimum requirements for applying to a partnership with SAP under Partner Grouping Agreement Descargue el documentoPUBLIC
SAP Global Minimum Requirements for Sell
Partnership Application
Global Partners or under Partner Grouping
Agreement (PGA)
SAP Global Minimum Requirements for Sell
Partnership Application
Global Partners or under Partner Grouping
Agreement (PGA)
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Please note that these prerequisites specifically apply to your local entity in the country of application. All
applications will be subject to business plan approval.
1. Workforce Requirement
• Recommended: A minimum of five employees on payroll in the country of application.
• SAP-specific roles (without headcount duplication, based in the country of application):
○ One SAP Cloud subscription sales.
○ One SAP Pre-Sales & Demo activities.
○ One Post-Sales Customer Engagement Specialist focused on customer lifecycle management.
• SAP-specific roles (without headcount duplication, assigned at Group level):
○ One SAP marketing & demand generation.
○ At least three SAP certified cloud solution consultants.
2. PGA Group Requirements
• Approval is based on the global PE Sell revenue performance across PGA entities over the past two
years, with a minimum of €300K ACV per entity required.
• At least two entities in two different countries within the PGA Group must hold an operational PE Sell
Partnership with SAP.
• The PGA Group must have a minimum of two years in business.
• If the above requirements are not met, Net New requirements will apply.
3. Strategic Alignment with SAP
• Recommended: Primary focus on SAP ERP Cloud, optionally combined with BTP and/or SAP Cloud
LoB solutions.
• Alignment with SAP's global strategy.
• Experience in SAP practice.
4. Market Positioning and Differentiation
• Proven industry expertise.
• Experience in leveraging cloud solutions to address Business problems.
• Distinct market differentiator and value proposition.
• Proven track record of customer wins and references.
• Has published marketing collateral regarding market positioning and differentiation.
Please note that these prerequisites specifically apply to your local entity in the country of application. All
applications will be subject to business plan approval.
1. Workforce Requirement
• Recommended: A minimum of five employees on payroll in the country of application.
• SAP-specific roles (without headcount duplication, based in the country of application):
○ One SAP Cloud subscription sales.
○ One SAP Pre-Sales & Demo activities.
○ One Post-Sales Customer Engagement Specialist focused on customer lifecycle management.
• SAP-specific roles (without headcount duplication, assigned at Group level):
○ One SAP marketing & demand generation.
○ At least three SAP certified cloud solution consultants.
2. PGA Group Requirements
• Approval is based on the global PE Sell revenue performance across PGA entities over the past two
years, with a minimum of €300K ACV per entity required.
• At least two entities in two different countries within the PGA Group must hold an operational PE Sell
Partnership with SAP.
• The PGA Group must have a minimum of two years in business.
• If the above requirements are not met, Net New requirements will apply.
3. Strategic Alignment with SAP
• Recommended: Primary focus on SAP ERP Cloud, optionally combined with BTP and/or SAP Cloud
LoB solutions.
• Alignment with SAP's global strategy.
• Experience in SAP practice.
4. Market Positioning and Differentiation
• Proven industry expertise.
• Experience in leveraging cloud solutions to address Business problems.
• Distinct market differentiator and value proposition.
• Proven track record of customer wins and references.
• Has published marketing collateral regarding market positioning and differentiation.
© 2024 SAP SE or an SAP affiliate company. All rights reserved. See Legal Notice on www.sap.com/legal-notice for use terms, disclaimers, disclosures, or restrictions related to this material. 3 / 3
5. Go-to-Market (GTM) Strategy
• An effective GTM plan targeting the midmarket sector/cooperate to drive volume and foster repeat
business.
• Minimum of 4 deals annually or €300k in Annual Contract Value (ACV), or at least 2 GROW deals per
year.
• Provision of a packaged solution to expedite deployment and offer competitive implementation
costs.
• Expected to have or develop unique and complementary proprietary cloud solutions, either tailored
to specific industries or focused online-of-business applications.
• YoY growth should, at a minimum, align with the country's market growth rate.
• Robust demand generation planning and with appropriate budgeting to ensure sustainable growth
and pipeline coverage.
6. Customer Success and Customer Lifecycle Management
• Experience managing multi-year subscription contracts with recurring revenues.
• Proven track record of successful contract renewals.
• Expertise in customer lifecycle management, including ongoing solution adoption.
• Demonstrated track record in generating cross- and up-sell revenues.
• Established customer success management practice.
Additional Considerations:
New partners will enter an 18-month evaluation period, during which they are expected to meet the specific
revenue and pipeline milestones. Following this period, partnership status may be reviewed and adjusted
based on overall performance.
5. Go-to-Market (GTM) Strategy
• An effective GTM plan targeting the midmarket sector/cooperate to drive volume and foster repeat
business.
• Minimum of 4 deals annually or €300k in Annual Contract Value (ACV), or at least 2 GROW deals per
year.
• Provision of a packaged solution to expedite deployment and offer competitive implementation
costs.
• Expected to have or develop unique and complementary proprietary cloud solutions, either tailored
to specific industries or focused online-of-business applications.
• YoY growth should, at a minimum, align with the country's market growth rate.
• Robust demand generation planning and with appropriate budgeting to ensure sustainable growth
and pipeline coverage.
6. Customer Success and Customer Lifecycle Management
• Experience managing multi-year subscription contracts with recurring revenues.
• Proven track record of successful contract renewals.
• Expertise in customer lifecycle management, including ongoing solution adoption.
• Demonstrated track record in generating cross- and up-sell revenues.
• Established customer success management practice.
Additional Considerations:
New partners will enter an 18-month evaluation period, during which they are expected to meet the specific
revenue and pipeline milestones. Following this period, partnership status may be reviewed and adjusted
based on overall performance.