For internal SAP and partner use only

SAP PartnerEdge program guide

January 2025
Table of contents
3 Welcome to the 18 Levels and value points
SAP PartnerEdge program
19 Training and education
4 Program snapshot
21 Partner logos and badges
6 Getting started
22 Endnotes
8 Requirements
23 Appendix
14 Competency and specialization

16 Customer success and

business requirements

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Welcome to the SAP PartnerEdge program

success isn’t achieved alone. It is built through

The SAP PartnerEdge program is your
partnership—by learning, sharing, and evolving
gateway to harnessing the exceptional together. As an SAP partner, your role is essential
portfolio of SAP solutions, including to making this a reality.
industry-leading business AI and
As a member of the SAP PartnerEdge program,
cloud technologies. This program you will:
equips you to build a profitable • Gain a competitive edge through access to
SAP’s groundbreaking innovations in AI and
business that delivers tangible impact
cloud solutions.
and meaningful results. • Fast-track your business success and elevate
customer value through engagement models
We are deeply grateful for your commitment to designed to boost revenue and profitability.
being part of our award-winning program. • Access essential tools, resources, and learn-
ing opportunities to upskill your team and
At SAP, partners are central to our strategic vision. drive success.
Together with our vast ecosystem serving more
than 400,000 customers across 180 countries, The SAP PartnerEdge program is more than a col-
we deliver transformative value, guiding our joint lection of benefits—it’s a shared journey toward
customers toward innovation and progress. innovation, impact, and empowering each other.

Everywhere you look—whether it’s in the head- Together, we stand out. We thrive. And we shape
lines or conversations with peers—the message the future, side by side.
is clear: powerful cloud technologies including
artificial intelligence are reshaping every aspect This guide summarizes the program framework,
of business. Leaders are rethinking what’s possi- provides details on requirements, and outlines
ble and making pivotal decisions that will shape some of the key benefits available to you.1
the future of their organizations.

At SAP, we are at the forefront of this technologi-

cal transformation, combining generative AI with
business data to empower our customers to bring
out their best.

For more than 50 years, SAP has been a technology

leader that believes in a future defined by people.
Amid the latest innovations, it is the problem solvers,
the innovators, and, most important, the collabora-
tors who will shape the next chapter—because

3 | 26
Program snapshot

SAP PartnerEdge is an integrated global program Training and education

with four tracks: Build, Sell, Service, and Run. The Through SAP’s digital partner enablement platform,
program is designed to recognize partners for their partners can choose how they want to learn. You
total business contribution within one track or can take advantage of a blended approach of
across multiple tracks. This flexibility allows you guided or self-paced training, workshops, and
to build on the SAP PartnerEdge program agree- e-learning resources.
ment, which can be adapted to your growth strategy
by signing go-to-market-specific agreements called Competency Framework
schedules. Partners with multiple affiliates can This framework provides partners with global,
also take advantage of being recognized as a customer-centric differentiation abilities so they
group for meeting some program requirements can stand out among competitors. We offer com-
by signing the Partner Grouping Agreement (PGA) petencies and specializations that accentuate
that covers the parent company and all majority- and recognize your expertise, capabilities, and
owned affiliates. See the Getting started and experience. See the Competency and specializa-
Requirements sections in this guide. tion section in this guide for more details.

Below are highlights of some key benefits and Development funds

services that may be included in your partnership. Development funds are investments designed
You can find a full list of benefits on the SAP Partner to help eligible partners jump-start demand
Portal site and take advantage of many of them generation and deliver customer success through
through the Partner Benefits Catalog. sales and services readiness. Funds are awarded
based on go-to-market ambitions outlined in a
SAP Partner Portal business plan or proposal. Partner eligibility is
This website provides information, tools, and limited to the Sell, Run, and Build tracks, and
access to training, as well as specific applications a prerequisite is an up-to-date business plan
to help you manage your SAP partnership. defined in the Customer success and business
requirements section.
SAP for Me
The SAP for Me tool is a digital companion for
our partners to provide business transparency
with SAP. Regular visits to stay up to date on your
status in the program are highly recommended.

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Marketing training and tools Customer success management
Expand your knowledge and reach, and generate Our customer success excellence hub provides
demand with modern marketing techniques, customer engagement executives with a one-stop
strategies, tools, and partner campaigns. Explore shop for enablement and tools along the Customer
the full portfolio of our marketing offerings on Value Journey from SAP.
SAP Partner Portal.
Partner grouping
Staying informed The PGA is an optional supplemental agreement
The SAP Partner Update weekly newsletter that eligible partners with multiple affiliates can
keeps partners in the know. Individuals at part- leverage to receive significant cost savings regard-
ner companies can subscribe to the newsletter ing program fees, achieve global competency and
for their preferred interests using the profile link specialization designations, and gain other bene-
on SAP Partner Portal. fits. See the Partner group enrollment section in
this guide for additional details.
Partner manager
Select partners may have access to a designated
partner manager2 to provide strategic guidance in
their engagements. The partner manager focuses
on the partner’s overall relationship with SAP.
Partner manager responsibilities may vary by
region, track participation, and program level.

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Getting started

Once SAP receives your signed SAP PartnerEdge This enhancement enables significant simplifica-
program agreements and your program fee pay- tion for partners engaging with SAP today and in
ment, the onboarding process begins, and your the future. It allows partners to group their affili-
organization receives access to SAP Partner Portal. ates from any regions, to manage the partnership
Compliance training is highly recommended for more holistically, and to unlock benefits available
partners during the onboarding period. Note that only to partner groups:
compliance training is mandatory for partners in • Take advantage of group-based program-fee
the Sell track. In addition, there are further steps pricing.
and critical activities that your company needs • Pool resources to meet certain program
to complete for a successful onboarding experi- requirements.
ence. Go to Get Started with SAP on SAP Partner • Collectively earn global competency and
Portal and click on your track to follow the specialization designations.
onboarding steps. • Present a unified profile on the SAP Partner
Finder site.
Partner group enrollment • Benefit from other upcoming emerging program
Companies with multiple affiliates can choose elements as they become available.
to participate as a partner group to realize new
benefits for group participation. To do so, one of Partners that have a standard Master Partner
the group members needs to sign the PGA and Agreement and schedule(s) with SAP can leverage
nominate eligible participating affiliates. 3 Only the PGA for their own company grouping purposes.
participating affiliates are eligible for the group- Additional details can be found on SAP Partner
based benefits. Any nonparticipating affiliate Portal.
will be treated as a separate single entity and
will be liable to fulfill all partnership obligations Requirements
on its own. To ensure your partnership remains fully opera-
tional and prevent termination of the partnership
agreement, your organization needs to maintain
the following on an ongoing basis:
• Generic program-entry and ongoing program
requirements
• Track-specific requirements
• Business requirements

Upon satisfactory completion of the program-

entry requirements, your organization will join
the SAP PartnerEdge program as a partner with
“operational” status. Being operational means
that you can remain in the program with access
to your membership benefits, using SAP-branded
partner logos and go-to-market rights.

6 | 26
Partner track categories
The SAP PartnerEdge program has four tracks that
offer different ways of collaborating and aligning
your efforts with SAP. Each track has its own set of
requirements, which you can find in the Require-
ments section of this guide.

Build
This track is for partners that design, develop,
and commercialize extensions, integrations, and
applications for SAP solutions. Partners have
multiple go-to-market options, including the
SAP Store online marketplace.

Sell
This track is for partners that resell SAP solutions.
Your organization may manage the end-to-end
customer lifecycle, including demand generation,
sales, renewals, implementation, integration, and
business consulting services.

Service
This track is for partners that provide business
consulting services to customers through the
design, development, implementation, and
integration of SAP solutions.

Run
This track is by invitation only and is for partners
that provide cloud services to end customers
based on SAP solutions.

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Requirements

During a semiannual program check in the middle of the months of January and July, SAP verifies that
partners are meeting the generic ongoing and track-specific requirements. These requirements are man-
datory to retain your membership as a partner with operational status. Some requirements can be met at
a partner group level if your organization has signed a PGA, while others are required at a partner entity
level. A partner entity, as defined in the partner agreement, can be a partner subsidiary or legal entity.

Generic program-entry and ongoing program requirements

The requirements below must be fulfilled upon program entry and must be maintained throughout the
partnership.

Requirement Explanation

All prospective partners must provide requested information to allow SAP to carry
Valid due diligence
out mandatory due diligence when applying for partnership with SAP or during the
solution qualification stage of the partner lifecycle.

In addition, partners must adhere to all subsequent due diligence renewal requests to
maintain the validity of the due diligence. Passing applicable due diligence checks is a
mandatory condition for program eligibility.

Due diligence is conducted at a partner entity level; therefore, each legal entity is subject
to a separate due diligence check. Further information is available on SAP Partner Portal.

SAP PartnerEdge An authorized representative from your company must sign the appropriate partner
program agreements agreements. For new partner groups entering the Sell and/or Service tracks, in addition
to the Master Partner Agreement and go-to-market schedule(s), a partner entity on
behalf of the group will need to sign the PGA to participate and receive the benefits
of a group.

The signing partner entity also needs to nominate the eligible affiliate(s)3 that are to be
consolidated under the PGA. See the Partner group enrollment section in this guide. This
is required to facilitate the invoicing of program fees through a dedicated SAP entity, as
mentioned in the PGA.

Compliance training Compliance training is essential and highly recommended for partners. It is mandatory
for partners in the Sell track.

Accounts payable in Your organization and its accounts payable must always be in good standing with SAP.
good standing Not meeting this requirement may lead to application rejection, loss of operational
status, or termination.

Compliant partnership4 You must adhere to the requirements described in the SAP Partner Code of Conduct
and SAP Global Channel Policy and any further requirements stipulated by your pro-
gram track. Not adhering to a partnership compliance requirement may lead to loss
of operational status or termination.

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 Requirement Explanation

Annual program fee The SAP PartnerEdge program fee is paid once per year, and the fee varies by program
track (Sell, Service, or Build; there is no fee for the Run track).5 Paying the program annual
fee offers partners an attractive set of benefits, as detailed on SAP Partner Portal.

The program fee is valid from January 1 to December 31 and must be paid in full. The
program fee will be prorated based on a calendar-year period in the year of commence-
ment. No proration will be applied at the end of a partnership, unless stated otherwise in
the local general terms and conditions. The fee can be paid using a credit card through
DocuSign payments or Biller Direct. Where a partner cannot pay using a credit card for
legal or statutory reasons, they may pay through electronic funds transfer.

Sell and Service track fee

For existing or net-new single-entity partners participating in either the Sell or Service
track, the annual program fee is €3,700.* The same fee applies if the partner chooses
to participate in both the Sell and Service tracks. The program fee invoice covering the
Sell and/or Service track will be issued annually by the local SAP entity with which the
partnership agreement was signed.

Build track fee

For existing or net-new single-entity partners participating in the Build track only, the
annual program fee is €2,000.*

For a partner participating in the Build track and expanding into another track, an
additional €1,700* fee will be prorated based on a calendar-year period in the year
of expansion. Thereafter, the combined total fee will be €3,700* annually.

Any combination of tracks involving the Build track (for example, only Build or Build
together with the Sell and/or Service track) will result in one annual program fee invoice
(covering all tracks) issued globally by the SAP local entity.

Partner Grouping Agreement

For partners that sign a PGA, the included table outlines the annual program fee amount
based on the total number of entities and shows the significant cost savings for multi-entity
partners. The signer of the PGA is the entity that will be issued a single invoice and required
to pay the fee on behalf of all participating entities. This invoice will be issued by a dedicated
SAP entity, as mentioned in the PGA, and is payable by credit card or direct debit transfer.

Number of entities PGA annual fee*

1 €4,200
2–4 €5,800
5–9 €8,300
10–15 €17,000
16+ €39,000

Maintenance of ongoing Your company must maintain the ongoing generic program requirements and the require-
generic and track-specific ments for at least one track to remain a partner with operational status in the program. See
program requirements the Enforcement of ongoing program requirements section for consequences when not in
compliance with these requirements.
*Euro currency conversion: SAP performs the conversion from euros to other currencies using the official reference rate published by the European Central Bank (ECB). The previous day’s exchange
rate can be found at www.ecb.europa.eu. This amount does not include tax. In rare cases where there is no official ECB reference rate, we refer to WM/Reuters. Please confirm currencies with your
local SAP team.

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Enforcement of ongoing program requirements
When a partner is not meeting the ongoing program requirements, they will be moved to an “under
review” status for up to six months to remedy the situation. During this period, certain program benefits
and recognition incentives will be suspended. After the remediation period, if the partner still does not
meet the requirements, termination of the track or partnership may commence.

If a partner fails to pay any applicable fee on its due date, SAP may, at its sole discretion, suspend all or
part of the partner’s rights under the agreement until such time as any outstanding amount has been
received by SAP.

Due diligence is a critical program requirement. Missing or expired due diligence has significant impacts
on your partnership with SAP, as detailed in the table below. These impacts are automatic and nonnego-
tiable. Upon reinstatement of valid due diligence, all impacts are automatically negated; no further action
is needed.

Impact of missing due diligence

Partner
identity Profile on SAP Vendor Financial flow to
Competency
Partner Finder certification letter and from SAP

Loss of all competency

Single entity partner designations
Removal of
entire profile Inability to transact
PGA signee (holder) Inability to download with SAP (for example,
Loss of contribution* to
place an order)
group’s competencies
Removal of Loss of usage rights for all
PGA participant entity’s details competency designations
from profile

*Loss of any given entity’s contribution to a group’s competency will result in the loss of the competency altogether if the entity’s contribution was large enough, such that the removal results in
requirements no longer being met.

You can see your current due diligence status and expiry date in SAP for Me. More information about the
due diligence process is available on SAP Partner Portal.

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Track-specific requirements of whether SAP facilitated the transaction (for
Here you will find the requirements for the track example, through SAP Store) or not. This applies
or tracks that you participate in that need to be to all new, up-sell, and renewal transactions of
met and maintained during your partnership. the GTM-ready solution

Build track requirements Development license

The following activities are involved. SAP offers partners the opportunity to develop
solutions based on leading platforms and appli-
Solution that is ready to go to market (GTM) cations from SAP in the cloud and on premise.
At least one solution must be completed A solution is developed using software, cloud
and taken to market to fulfill program entry services, or APIs for which the partner may order
requirements (that is, it must have a status of relevant partner test and demonstration and/or
“GTM-ready”). A solution is GTM-ready if it has development licensing services. For more infor-
passed the partner solution review (also known mation, see details on test, demonstration, and
as the application readiness check). Partners with development licenses on SAP Partner Portal.
SAP Integration and Certification Center certifica-
tions for their respective solutions may submit Sell track requirements
their approved certification to the partner solution The following simplified requirements are valid
review to streamline approval. for partners participating in the Sell track and go
into effect with the semiannual program check.
New partners must complete a GTM-ready
solution to become a partner with operational Delivery capability
status. Along with other program requirements, a Our joint commitment to customer success
minimum of one solution must have GTM-ready and delivery quality is reflected in the minimum
status to maintain operational status. requirements for partners participating in either
the Sell or Service track.
SAP Application Interface Register for
partners A partner organization is required to have
Any partner building solutions that integrate attained a competency designation to participate
or connect to SAP applications through APIs in either the Sell or Service track. If the partner
must use the unique integration key provided has not yet achieved their first competency, they
by SAP for each active solution in the API can fulfill the requirement by maintaining a mini-
header and comply with the adoption guide for mum number of certified consultants for any
SAP Application Interface Register for partners. solution.
Such a key will be assigned to each solution
that has a GTM-ready status.
Single Partner
entity group
Revenue share
Any partner selling a GTM-ready solution Minimum number of
must adhere to paying a revenue share to SAP 3 5
certified consultants
according to the price list for the Build track required
of the SAP PartnerEdge program, regardless

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Partner group recognition the required, additional, role-based qualification
Like competencies that are designated globally by passing the corresponding web assessments.
and recognized across a partner group, a part-
ner’s certified consultants across affiliates will If product authorization requirements are not
count to meet the delivery capability requirement met at the semiannual program check, the autho-
and product authorization requirements. This rization will enter at-risk status. The partner will
means that partners can draw upon consultants have six months to remedy the situation before
from affiliates participating in their partner group the next program check or be deauthorized. A
(a signed PGA is a prerequisite; additional details deauthorized partner will not be able to sell or
can be found in the Partner group enrollment renew the respective products.
section in this guide) to meet certified consultant
requirements. Thus, a well-staffed affiliate that SAP can add new product authorizations with
participates in a partner group can compensate specific requirements, especially when growing
for others with scarce resources to jointly fulfill solution portfolios.
customer needs.
The minimum requirements for each product
Compliance training authorization are listed in the Product authorization
A partner organization is required to have two requirements section in the appendix of this guide.
executives complete the online compliance Some product families will not have mandatory
training and pass the web assessment. Training is training or require competency designation. In
valid for two years and must be retaken before the these cases, training is still highly recommended.
expiration date to fulfill this program requirement
and maintain operational status in the Sell track. Support authorization
The partner must ensure two valid trained execu- Partners participating in the Sell track who
tives are always in place. The training can be provide on-premise SAP products and solutions
found on SAP Partner Portal. can arrange SAP-delivered support. Where part-
ners decide, in addition, to establish procedures,
Product authorization infrastructure, and resources for providing support
Before selling SAP solutions or applications, delivered by value-added resellers (VARs), the
a partner must attain a product authorization, partners must maintain the appropriate support
including solution consultant, training, and qualifi- authorization, which requires achieving Partner
cation requirements for each SAP product family Center of Expertise (Partner COE) certification.
or individual subcategory,6 as defined in the Granted support authorizations will be valid as
Product authorization requirements section in long as a partner continuously upholds support-
the appendix of this guide. delivery quality against defined program key
performance indicators. Failure to comply will
A partner can meet the solution consultant result in removal of the certification and support
requirement within the product authorization by authorizations. For more details on VAR-delivered
having a corresponding competency (any tier) or support and specific authorization requirements,
specific number of certified solution consultants. see the support section on SAP Partner Portal.
Additional employees qualified for other roles
must also be maintained. An employee meets

12 | 26
Service track requirements
The following simplified requirements are valid for partners participating in the Service track and go into
effect with the semiannual program check.

Delivery capability
Our joint commitment to customer success and delivery quality is reflected in the minimum requirements
for partners participating in either the Sell or Service track.

A partner organization is required to have an attained competency designation to participate in either

the Sell or Service track. If the partner has not yet achieved their first competency, they can fulfill the
requirement by maintaining a minimum number of certified consultants in any solution.

Single entity Partner group

Minimum number of certified consultants required 3 5

Partner group recognition

Like competencies that are designated globally and recognized across a partner group, a partner’s
certified consultants across affiliates will count to meet the delivery capability requirement and product
authorization requirements. This means that partners can draw upon consultants from affiliates participat-
ing in their partner group (a signed PGA is a prerequisite; additional details can be found in the Partner
group enrollment section in this guide) to meet certified consultant requirements. Thus, a well-staffed
affiliate that participates in a partner group can compensate for others with scarce resources to jointly
fulfill customer needs.

Run track requirements

The following activity is involved.

Run authorization for SAP Business One Cloud

A partner organization must attain a Run authorization if the product focus relates to the SAP Business
One Cloud solution, choosing from training and qualifications as defined in the Run authorization
requirements section in the appendix of this guide.

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Competency and specialization

SAP understands your organization’s need to To build on this framework, SAP has also introduced
stand out among competitors and send a clear competency and specialization designations for
message to customers and prospects. Compe- intelligent enterprises. These designations are
tencies and specializations are designed to help awarded to partners with advanced skills inte-
you gain better market visibility with customers grating end-to-end business processes.
based on your solution-specific skills and experi-
ence and your ability to transform your customers Attained designations appear automatically
into integrated intelligent enterprises. in your SAP for Me dashboard and profile in
SAP Partner Finder, allowing you to showcase
Designations are global and help ensure partners your capabilities and experience to customers.
in the SAP PartnerEdge program have a consis- Additionally, the In Progress status in SAP for Me
tent baseline of certified solution consultants shows partners their current achievement and the
along with a proven track record of delivered criteria and requirements yet to be met to attain a
projects and other proficiency accomplishments. designation.

Competencies consist of three progressive Partners with a signed PGA covering the parent
tiers—essential, advanced, and expert—that company and affiliates can earn competency and
reflect maturity in a solution or line of business. specialization designations across their defined
group. See the Partner group enrollment and
Specializations are not tiered and designate a Requirements sections in this guide.
partner’s capabilities at the product or process
level. They are the necessary building blocks
toward earning a solution competency.

14 | 26
Criteria for achieving designations • Partner affiliates with operational6 status in the
Competency and specialization designations are SAP PartnerEdge program are entitled to use
attained for meeting or exceeding requirements the competency and specialization designa-
in the following three key areas: knowledge, tions they have earned individually or within
customer success, and proficiency, as listed their partner group.
in the Competency and specialization detailed • A 90-day safeguarding period for all designations
requirements section in the appendix of this protects against any loss or downgrade of
guide: competency if a requirement for the competency
• Knowledge—Meet or exceed the required or tier is no longer being met, thus providing
number of certified solution consultants, project partners sufficient time to rectify things. During
managers, platform experts, and enterprise the safeguarding period, partners retain their
architects. Certified individuals count on designations and receive warnings in SAP for Me
specialization and competency levels. until the missing requirement is met. If the
• Customer success—Meet or exceed the discrepancy is not addressed by the end of the
required number of delivered projects, which safeguarding period, the affected competency
are defined as confirmed go-lives no older will subsequently be downgraded or lost.
than 24 months. • Achieved competency recognitions are visible
• Proficiency—Meet or exceed the required on the partner profile in SAP Partner Finder
number of specializations and have a partner and are considered in the best-match sorting
solution built on SAP BTP. The partner solution algorithm in the search results.
requirement can be met with either a GTM-ready
app on SAP Store, SAP-qualified partner-packaged More information and detailed requirements
solution, or SAP-validated partner use case. can be found on SAP Partner Portal and in the
Competency and specialization detailed
General rules requirements section of this guide.
• Contained in this section are the general rules
for achieving competency and specialization
designations:
• The partner must be a member of the
SAP PartnerEdge program (Build, Sell, Service,
or Run track) with a compliant partnership4 and
valid due diligence to obtain a competency or
specialization designation.
• Partner groups can earn designations through
global aggregation of eligible participating affili-
ates included under their partner grouping iden-
tifier. A signed PGA or SAP grouping agreement
is a prerequisite.

15 | 26
Customer success and business requirements

SAP understands the importance of customer Offerings will continue to expand as program
retention for your business. Customer success requirements evolve. Explore the customer
management helps ensure customers realize success excellence hub on SAP Partner Portal
valued business outcomes from their purchased for more information.
cloud solutions and have ongoing business
engagement with partners to drive continuous Business requirements
innovation and business process improvement. Customer success is established by meeting
business requirements to which partners are
Customer Value Journey, a customer engagement held accountable.
initiative from SAP, provides SAP partners with
numerous business activities and opportunities Business plan
to increase customer lifetime value. These activi- Partners in the Sell and Service tracks must submit
ties include: a business plan during the recruitment phase to
• Helping customers plan their go-live meet the business requirements. A business plan
• Deploying SAP solutions outlines specific goals, including cloud-targeted
• Onboarding users revenue, planned consultant training activities,
• Regularly reviewing customer utilization cloud kickoffs, and go-lives. An annual update to
• Identifying opportunities for expansion the business plan is required for partners in the
• Driving renewal Sell, Service, and Build tracks. Access the planning
app on SAP Partner Portal to submit (or modify)
These activities are crucial to the success of your business plan. Partners without an up-to-date
our joint customers and the long-term viability and approved business plan will be denied access
of our partnership. to certain partner benefits, including development
funds.
Another key component of effective customer
success management is the role of the customer Project-related insights
engagement executive (CEE), a mandatory role Partners must register customer projects and
as part of the Sell track product authorizations associated deployment waves to have a clear
for most of the cloud products and also highly path to going live, achieve value realization, and
recommended for partners in the Service and safeguard customer renewals. To help ensure
Run tracks. Ensuring the partner CEE function is project-related insights are captured conveniently,
assigned allows SAP to contact the right person SAP provides a process to register a customer-
at the right time regarding relevant customer suc- specific project through SAP for Me. Strong
cess topics relating to customers, enablement, emphasis is placed on data integrity, and as such,
and incentives. it is of paramount importance that your partner CEE
keeps the project and wave details in SAP for Me
SAP supports partners in building and expanding up to date, from project kick-off date through to
their customer success management practice project go-live date, including any postponements
and provides tools and resources needed to or delays.
effectively perform the role of a partner CEE.

16 | 26
Projects have two possible scenarios: one where the same partner sells and implements, and another
where one party sells and another party—or parties—implements. These parties may include SAP:
• Single-party (partner) scenarios: For the resell scenario where the same partner sells and imple-
ments, the partner CEE is responsible for the initial project creation, for ongoing project updates, and
for go-live information. For the scenario involving the flex model for SAP PartnerEdge Cloud Choice,
these responsibilities are with the “adopt and operate” partner CEE. For the scenario involving the
Run track of the SAP PartnerEdge program, the contracted partner CEE carries the responsibilities.
• Multiparty scenarios: For scenarios where different parties sell and implement, the responsibilities
for initial project creation, ongoing project updates, and go-live information lie with the party who
implements. The exception is for deals that were sold directly by SAP, in which case the initial
project creation is performed by the customer success manager (CSM) from SAP.

Project-related insights are measured according to the following customer success metrics for partners
in the Sell, Service and Run tracks.

Green Yellow Red

Customer Excellent status, Below target status, Poor status, with metric
Time period with metric being with metric requiring critical and requiring urgent
success metric on target or better attention and attention
improvement

<90 days since

Waves created in
contract period >90% 90%–50% <50%
SAP for Me7
start date

Wave health During

<1.5% 2%–1.5% >2%
indicator8 implementation

Waves created in SAP for Me belong to cloud implementation projects that represent a set of specific
customer implementations. A project must have at least one wave but can have more. Separate waves
are created for different kick-off dates, go-live dates, or rollout countries of the customer, for instance.
Each wave has a specific status that reflects its current health and implementation maturity, and there are
actionable insights per status to help ensure your wave health indicator metric remains green. Should the
customer indicate there is no longer an intention to deploy a product, the respective wave still needs to be
created; but it would then be categorized as shelfware.

Both above customer success metrics are summarized as a simple traffic light status in SAP for Me.
Along with other key program requirements, they will be discussed with you in quarterly business
reviews. Failure to meet these business requirements can have an impact on your partnership status.

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Levels and value points

The levels of the SAP PartnerEdge program are associated with program benefits for your company. New
partners enter the program at the silver level with an already impressive array of benefits. Partners at the
gold level enjoy a superior suite of benefits, as detailed on SAP Partner Portal.

In preparation for significant upcoming changes to how levels are defined and earned, your level and value
point balance will be frozen at their current values after the January 2025 level checks (adjustments up
or down based on December 2024 performance). There will be no way to influence them—positively or
negatively—until the new leveling system is in effect.

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Training and education

The SAP Learning site enables those in our eco-

system to upskill, prepare for SAP certifications,
and collaborate in the SAP Community. As a
member of the SAP PartnerEdge program, you
have free access to the partner experience area,
which provides the latest role-based solution
content in addition to premium content and
events that are only accessible through this site.

SAP Learning Hub, partner edition

Licenses to SAP Learning Hub, partner edition
can be purchased for an annual subscription
fee—with no minimum license requirements—to
build and maintain SAP skills. As a subscriber
to SAP Learning Hub, partner edition, you can
access role- and skill-based learning, including
partner-exclusive content, four SAP certification
exam attempts per year to get or stay certified,
expert-led live sessions, hands-on practice sys-
tems, and learning analytics and management
capabilities.

Role-based training
The PartnerEdge program requires partners to
complete certain role-based trainings to fulfill
program requirements. Other training is necessary,
should you wish to pursue product authorizations,
competencies and specializations, or to make use
of certain benefits. Fulfillment of these require-
ments is periodically checked (see the individual
requirements for exact details on how and when)
and impacts your standing as a partner.

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Training requirements

Category Roles Details

Customer engagement executive Requirements vary per product. Refer to the

Sales executive Product authorization requirements section in
Product authorization
Presales consultant this guide for the requirements per role and
Cloud architect product group.

Solution consultant Requirements vary per competency and

Competency and Project manager specialization. Refer to the Competency and
specialization Platform expert specialization detailed requirements section in
Enterprise architect this guide for the requirements per role.

This is mandatory for partners who provide

Support authorization Support consultant VAR-delivered support, in addition to achieving
Partner COE certification.

Compliance training is essential and highly

Compliance training recommended for partners. It is mandatory for
Other program partners in the Sell track.
requirements
Business development This is required for access to certain program
representative benefits in the Sell track.

Track your company attainment of these requirements in the respective areas of the partnership
dashboard in SAP for Me.

For these trainings to be counted, the role-based certification or web assessment must be completed
by a valid S-user associated with your company ID and linked to your SAP Universal ID.

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Partner logos and badges

SAP partners that reach operational status in the For detailed information about the logos, logo for-
program are granted an SAP partner logo. SAP mats, specific usage information, and examples,
partner logos are a symbol of our commitment to see the branding and logo usage guidelines on
work cooperatively with our partners and deliver SAP Partner Portal.
solutions that build customer value and drive
results. Competency badges
Competency badges are an ideal way to showcase
Partner logos your level and depth of competency expertise.
SAP partners may use the appropriate SAP part- Each badge is generated based on data fed from
ner logo in their communications, marketing, and our back-end competency engine and supplied to
sales materials. You are entitled to use the SAP you in a format suitable for online and small-scale
partner logo or font treatment(s) only according printed materials.
to the terms of your SAP PartnerEdge program
master agreement and logo and trademark
license. Partners may not use the SAP corporate
or SAP PartnerEdge logo. These logos are reserved
for use by SAP only.

You can request a competency badge to visually showcase your capabilities through your competency
and specialization card in SAP for Me. To do so, select Request a Logo from the Actions menu.

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Endnotes

1. Terms not defined in the program guide 5. L egal entities with a Platform Application
have the meaning as described in your Development Cooperation Agreement will
SAP PartnerEdge program partner agreement. continue to pay the SAP partner platform base
An electronic copy of this guide and additional service fee as stipulated in that agreement.
program information are available on 6. A n entity with a partner status of operational,
SAP Partner Portal. under review, or notified of termination.
2. A partner manager is assigned at SAP’s 7. This KPI is defined as the percentage of all your
discretion. sold products—from the previous 24 months’
3. “ Affiliate” (defined as “Associated Company” closed contracts—that have a wave created
in the SAP PartnerEdge General Terms and in SAP for Me within 90 days of the contract
Conditions) of a party means any legal entity period start date.
of which a party, or such party’s ultimate par- 8. This KPI is defined as the percentage of your
ent, directly or indirectly holds more than 50% partner-led waves that are in escalation, with the
of the entity’s shares or voting rights or has the partner attributed as a cause for the escalation.
power to direct or cause the direction of the The wave health status percentage is measured
management and policies of an entity. Any such for all ongoing implementations by the partner
legal entity will be considered an Affiliate for and is calculated as the number of waves with
only such time as a party, or its ultimate parent, the wave stage implementing and a wave status
continues to control such entity or own such red over the total number of waves with the wave
interest. Such entity’s parent company will stage implementing and a wave status of either
be considered an Affiliate under this program green, yellow, or red.
guide, provided such parent company remains 9. SAP Solution Extensions are third-party solu-
such entity’s ultimate parent company. tions sold by SAP and SAP partners in the Sell
4. A n organization is not in good standing when it track of the SAP PartnerEdge program. Sales
or one of its affiliates is not in compliance with and implementation rules and requirements
laws or is not acting in good faith toward SAP for SAP Solution Extensions are set by the
or SAP’s affiliates, which includes, but is not third-party vendor and must be adhered to
limited to, the following cases: An organization and understood by partners in the Sell and
or its affiliate is or was engaged in litigation or Service tracks prior to selling or implementing
another legal dispute against SAP or any SAP these solutions. For more details, see the
affiliate. An organization or its affiliate infringed partner implementation and operational
or is infringing on any intellectual property requirements for SAP Solution Extensions
rights of SAP or any SAP affiliate. An organiza- on SAP Partner Portal.
tion or its affiliate breached or is in breach of
an agreement with SAP or any SAP affiliate. An
organization or its affiliate has a history of not
paying fees or not complying with its obliga-
tions toward SAP or any SAP affiliate (“history”
in this regard means two incidents of late or
nonpayment). An organization or its affiliate
is not solvent or is subject to insolvency
proceedings.

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Appendix

Product authorization requirements

The following table lists the minimum requirements that partners must continue to fulfill to have the
go-to-market rights for a specific product(s). A minimum number of qualified employees must be
maintained for each authorization. An employee is qualified by satisfactorily completing the required
role-based training and passing the corresponding certification exam or assessment and staying
certified with the cloud solutions.

Partners selling or implementing SAP Solution Extensions9 may be subject to additional requirements.
Requirements are defined by the independent software vendor, and it is the partner’s responsibility to
understand and adhere to these rules.

Customer
Sales Presales Solution
Product authorization engagement
executive consultant consultant1
executive

GROW with SAP 1 1 1 3

RISE with SAP 1 1 1 3

SAP Business ByDesign 1 1 1 2

Customer Relationship Management 1 1 1 3

Human Capital Management 1 1 1 3

Spend Management 1 1 1 3

Supply Chain Management 1 1 1 3

SAP Business One 0 0 0 0

Open Cloud2 0 0 0 0

Open On Premise2 0 0 0 0

1. The product authorization requirement for solution consultants can be achieved with a competency, or partners can pool consultants within their partner group to help facilitate meeting the
requirement. To pool consultants, a signed PGA is a prerequisite. See the Partner group enrollment section for details.
2. The “open” product authorizations respectively represent all cloud and on-premise product categories not specifically listed elsewhere in this table, for example SAP Business Technology
Platform.

Run authorization requirements

Customer engagement executive
SAP Business One Cloud 1
Run authorization—cloud 0
Run authorization—on premise 0

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Competency and specialization detailed requirements
Solution competencies

Competency Specialization Essential Advanced Expert

specializations

specializations

specializations

SAP Business
consultants

consultants

consultants

Technology
solution on
Number of

Number of

Number of
Delivered

Delivered

Delivered
managers

managers

managers
Platform

Platform

Platform

Platform
Solution

Solution

Solution
projects

projects

projects
experts

experts

experts
Partner
Project

Project

Project
SAP S/4HANA Cloud
GROW with SAP 3 1 1 1 0 5 1 3 1 1 10 2 5 1 2 1
Public Edition

SAP S/4HANA Cloud

RISE with SAP 3 1 1 1 1 5 1 3 1 2 10 2 5 1 3 1
Private Edition

ERP for Small

and Midsize SAP Business ByDesign 3 0 1 1 0 5 0 3 1 0 10 0 5 1 0 1
Businesses

Database and Data

3 0 1
Management
SAP Business
Technology Application Development and 1 0 5 0 3 2 – 10 0 5 3 – 1
3 0 1
Platform Integration

Analytics and Planning 3 0 1

Sales and Service 3 1 1

Customer Commerce 3 0 1
Relationship 1 0 5 1 5 1 1 10 2 10 3 2 1
Marketing 3 0 1
Management

Customer Data Platform 3 0 1

Core HR and Payroll 3 1 1

Talent Management 3 1 1
Human Capital
1 0 5 1 5 2 1 10 2 10 4 2 1
Management Learning 3 1 1

Compensation and
3 1 1
Commissions

Field Service Management 3 0 1

Supply Chain
1 0 5 1 3 1 1 10 2 5 2 2 1
Management Supply Chain Planning 3 0 1

Supply Chain Logistics 3 0 1

Business Network 3 1 1

Procurement 3 1 1

Strategic Sourcing 3 1 1
Spend
1 0 5 1 5 2 1 10 2 10 4 2 1
Management Supply Chain Collaboration 3 1 1

Supplier Management 3 1 1

External Workforce and

3 1 1
Services

Business Process Management

3 1 1
(SAP Signavio)
Business
Process Analysis and Mining
Transformation 3 1 1 1 0 5 2 3 2 0 10 3 5 3 0 0
(SAP Signavio)
Management
Enterprise Architecture
3 0 1
(SAP LeanIX)

24 | 26
Process competency for intelligent enterprises
The Intelligent Enterprise Competency recognizes a partner’s ability and success in delivering end-to-end
business scenarios. The four scenarios include source to pay, recruit to retire, lead to cash, and design to
operate. The respective process specialization requires solution competencies at the advanced or expert
tier for the GROW with SAP offering or RISE with SAP offering, SAP BTP, and the applicable line-of-business
solution. In addition, the partner must have successfully delivered SAP S/4HANA Cloud and the line-of-
business solution to the same customer (“integrated projects”) and have an enterprise architect certified
by SAP.

Competency Specialization Advanced Expert

ERP Competency Solution Enterprise Integrated Number of

competency for SAP BTP competency architect projects specializations

Spend
Source to Pay Management
(Advanced)

Human Capital
Recruit to Retire Management
GROW with SAP
(Advanced)
(advanced)
Intelligent or
Advanced Customer 0 1 3
Enterprise RISE with SAP
Relationship
Lead to Cash (advanced)
Management
(Advanced)

Supply Chain
Design to
Management
Operate
(Advanced)

Development funds
Eligible partners
Program track Development funds Notes

Sell
Availability, eligibility, and reimbursement rates are based on specific
campaign criteria per program level and/or location.
Run
Up to 100%
Availability is for partners, under the Partner Solution Progression frame-
Build work, with partner solutions that have either Spotlight or SAP Endorsed
Apps status. See the Partner Benefits Guide for more information.

25 | 26
Eligible activities

Description
Eligible activity Demand-generation and customer success activities focused on Reimbursement rate
cloud solutions from SAP

Customer stories, testimonials, and references in

Customer stories and references
videos, blogs, and associated digital formats

Digital marketing Search engine optimization and digital advertising

Costs for listing and leading purchase, direct mail,

Direct marketing
telemarketing, and e-mail campaigns

Costs to support sales and marketing use of digital

Social selling
and social tools
100%
Online events including web seminars (can include
Virtual events
content, communications, and speaker costs)

SAP-led skills development listed in the SAP Partner

Partner enablement
Benefits Catalog

Cloud test and demo services provided by SAP for

Cloud test and demo subscriptions
partners to be reimbursed on initial and renewal orders

Physical events—SAP led Trade shows, industry events, forums, and seminars

Sales, presales, customer success, and consulting

recruitment roles as defined in the partner program
Recruitment guide; recruitment and engagement through digital
and traditional campaigns, including attraction,
sourcing, screening, and assessment activities

Subscriptions for SAP Learning Hub and Certification

Up to 100%
Hub, other technical skills training, and coaching;
implementation skills training and coaching, including
Technical training, certification,
those designed to port, build, and integrate partner
coaching, and postimplementation
solutions with platforms and solutions from SAP;
services
personal development for customer success prac-
tices, including design thinking, strategic business
transformation, customer success, and loyalty strategy

Physical events—partner led Trade shows, industry events, forums, and seminars 50%

Note: For activities using development funds, approval is required as per the Development Funds Overview and Process Guide. For each eligible activity, results and metrics will be required. Details
of eligible activities can be found in Manage My Funds within the SAP Partner Benefits Catalog.

The Development Funds Overview and Process Guide as well as the Development Funds Execution Guide (which covers how-to guidance for the proposal and claim process) are incorporated by
reference and form part of your SAP PartnerEdge program agreement. See SAP Partner Portal for additional details.

92189enUS (24/10) © 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.

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