FOR INTERNAL AND SAP PARTNERS ONLY

RISE with SAP Messages

including FAQ for Partners

Abstract
Please find RISE with SAP messaging and FAQ for Partners. Should you have further questions please send
them to the author below and we will add them to a later release.

Please note that there is also an FAQ for Rise with SAP S/4HANA Cloud, private edition and questions
pertaining to this offer will not be answered herein. We ask that you look at that particular FAQ instead.

Michele Boyer
Miichele.boyer@sap.com
FOR INTERNAL AND SAP PARTNERS ONLY

RISE with SAP Messages for Partners

February, 2021

TABLE OF CONTENT

RISE with SAP Background and Customer Narrative .................................................................................... 2

RISE with SAP General Message ................................................................................................................... 3
RISE with SAP – The Offer ............................................................................................................................. 3
RISE with SAP- SAP Partner Ecosystem at the Center of our GTM Strategy ................................................. 5
RISE with SAP Partner Message .................................................................................................................... 5
Partner Opportunity ................................................................................................................................. 5
RISE with SAP Value for Service Providers ................................................................................................ 6
RISE with SAP Value for Resellers ............................................................................................................. 6
RISE with SAP Partner Qualification.......................................................................................................... 6
Where to find more Information 8

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RISE with SAP Background and Customer Narrative
Narrative that Partners might use for their Customers

Change has always been part of business, but today’s environment means we need to deal with change
– both good and bad – faster than ever before. Only companies that can adapt quickly will thrive. You
need to work more agile, more intelligently, more efficiently to point out new ways. And doing so takes
more than just a technical migration to the cloud.

A holistic business transformation is about changing the whole culture and mindset of an enterprise. It’s
about redesigning your business processes. It’s about adopting new technologies – to unlock new ways
of running your business and stay ahead of your industry.

To truly transform your business at your speed and terms, you need more than Infrastructure-as-a-
Service or Software-as-a-Service. You need a holistic offering. What you really need is Business
Transformation-as-a-Service.

RISE with SAP brings together everything you need to transform your business in the way that works
best for you – regardless of your point of departure or how fast you want to move. And because we
know that transformation is a journey, not a destination, RISE with SAP allows you to change not only
once, but to continually transform – and we are with you during every step of the way.

RISE with SAP is your concierge service to the Intelligent Enterprise. A single offer on a single SAP
contract that provides a path for every customer. Tailored exactly to your needs. All without high
upfront investments, but with a reduced TCO, fast time to value and the flexibility you need in a world
that keeps moving faster and faster: You can decide which capabilities you want to use at what point in
time. You can decide when you migrate your ERP to the cloud – public or private. No matter what you
choose, you will experience tangible transformation benefits either way and with each step. One offer.
One contract. One responsible party for SLA, operations, and issue handling.

Working alongside our customers and partners, we led each and every evolutionary stage of their
business, helping them to stay ahead of their competition. Let us now accompany you in navigating your
unique journey to transform your business and enable you to rise to every challenge, now and in the
future – RISE with SAP.

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RISE with SAP General Messages
• The key premise of RISE with SAP is to simplify our customer’s move to the cloud and to deliver
continuous innovation throughout their business transformation journey.
• Together with our strong ecosystem, we will help customers chart a course to their business
transformation Our strategy around RISE with SAP is partner centric
• First, The Hyperscaler partners are an integral part of the RISE with SAP offer, the
infrastructure hosting services are provisioned by Hyperscaler partners and are embedded
into the offer, and our one contract with SAP.
• Second, in addition to the offer, partners play an important role in extending our reach and
augmenting our offering
o Our PE SELL Partners, our resellers, can resell the entire “Rise with SAP” offering via
PE Sell and via Cloud Choice Profit (CCP) in countries where available. They will
help ensure that that RISE with SAP is available for customers of all sizes and
everywhere in the world. They can serve their existing customers and acquire new
customers with this new offer. A huge market opportunity for our Reseller channel,
especially in the midmarket segment.
o Plus service partners play an integral part of augmenting this SAP offer with their
with their world-class tools, and their world-class expertise to help make these
migrations faster such as advisory, business transformation and implementation
services. In fact, partner services are the default option. The SAP field will
proactively engage partner services firms early in the sales cycle to work with
customers. A big change is that we are not competing with our service partners for
those implementation services, unless a customer explicitly requests SAP for these
services. .
o And, our software partners will innovate utilizing the SAP Business Technology
Platform to innovate, building new IP, extensions and applications that complement
the RISE with SAP offering and enhance the overall customer solution.

• The SAP partner ecosystem is at the center of RISE with SAP go to market (GTM) strategy.
Without our partners, there is no RISE with SAP. This is truly a family and community effort by
SAP, our partner, and our customers all coming together.
• The RISE with SAP offer as outlined in the next section is under one SAP contract with the
customer. If a customer chooses to augment with additional partner services, it will require a
separate agreement between the customer and the partner. VARs will resell RISE with SAP
using the existing business model.

RISE with SAP – The Offer

• The RISE with SAP offer simplifies the move to the cloud, removing the complexity by effectively
packaging ‘business transformation as a service’ under one offer, one contract*, one
responsible party for SLA, operations, and issue handling. *to be clear, Partners will have a
second contract for their implementation and advisory services, AMS and/or packages.
• The RISE with SAP offer includes: Business Process Intelligence, Migration tools and services,
SAP Business Technology Platform, SAP Business Network Starter Package, SAP S/4HANA Cloud

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deployment of choice and infrastructure of choice. [Note: offer details below may change as
change is constant so please keep close to Partner Edge for details and updates]
o Business Process Intelligence – Discovery reports to gain insights into process
performance and the ability to pinpoint where and how to best use advanced analytics,
AI, machine learning, IoT and robotic process automation to improve how you operate.
▪ Identify and implement business process improvements through process
analysis
▪ Discover opportunities through Free Online One Time Report
▪ Receive tailored Recommendation
o Tools and Services - Needed technical systems operations and software support
includes embedded essential SAP services to support the transition from their
customer’s current ERP environment to the RISE with SAP. [Can be augmented by SAP’s
strong ecosystem]
▪ Readiness Check
▪ Custom Code Analyzer
▪ Learning Hub (5 seats for 1 year)
o SAP Business Technology Platform to easily extend and integrate with any other SAP,
partner, or third-party solution, using the same data model and business services as SAP
applications and allowing for new insights and value from business data. [Cloud Platform
Enterprise Agreement (CPEA) Credits]
o SAP Business Network Starter Package - Unified access to the world’s largest business
network including SAP’s supplier, logistics, and asset intelligence networks to foster
cross-company connectivity and collaboration.
▪ Ariba Network: 100 suppliers onboarding
▪ Asset Intelligence Network: 200 equipment’s, 2 member connections, 10
portal connections
▪ Logistics Business Network: Included: 2000 docs, 2 web carriers
or 1 web carrier + 1 digital forwarder
o Infrastructure of customer choice (SAP data center or Hyperscaler) - delivers the benefit
from IaaS capabilities without data and system lock-in.
o SAP S/4HANA Cloud deployment model of choice (public or private). Deployment
options include
▪ Public Cloud Deployment
• RISE with SAP S/4HANA Cloud (former essentials edition)
• RISE with SAP S/4HANA Cloud for experience management
▪ Private Cloud Deployment
• RISE with SAP S/4HANA Cloud, private edition

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 • SAP ERP, private cloud edition

RISE with SAP- SAP Partner Ecosystem at the Center of our GTM Strategy
• The SAP partner ecosystem is at the center of RISE with SAP go to market (GTM) strategy.
Customers can leverage partner services and solutions in their business transformation journey.
NOTE: These partner services and solutions are not included in the RISE with SAP offer, any
additional partner services chosen by the customer will require a separate agreement between
the customer and the partner.
o Partner services as the default option. The SAP field will lead with partner services
(ahead of SAP services) The SAP field will proactively engage partner services firms early
in the sales cycle to work with customers. SAP will LEAD with service partners for
services in the areas of
▪ Advisory and implementation services needed to help customers assess
business needs, plan, manage and execute a successful implementation of their
business transformation.
▪ Application management services needed for ongoing support of applications
such as monitoring, performance, quality and security.
o SAP will sell together with Value Added Resell Partners for greater reach and ability to
provide a volume ERP selling and service motion.
o SAP will innovate with service and sell partners that capture their IP as re-usable SAP
Business Technology Platform based accelerators, applications and analytics that
augment our offering.

RISE with SAP Partner Message

Partner Opportunity
• Market: the SAP has over 13,000 ERP mid-market customers worldwide, thereof 7,300 owned
by partners, that are ready or are thinking about transforming their business and moving to the
cloud, making them ideal candidates for RISE with SAP.
• Sell Partners (Value Added Resellers): We have about 9,000 mid-market install base customers
of which 6,200 are owned by partners. In addition, these same Sell Partners are adding net new
names. With both PE Sell Resell and Cloud Choice selling motions available, partners having
their Sell Authorization can leverage attractive business models as they bring their ERP
customers to the cloud. These partners also have the expertise to implement and provide
application management services for the customers they serve.
• Service Partners: –The market size projected for implementation and application management
services for a private cloud ERP is 15-20 billion euros. SAP service partners having their required
service authorization and SAP S/4HANA solution consultant certification provides
implementation and application managed services that are necessary for customers to
implement select RISE with SAP offering.
• Hyperscalers: infrastructure hosting services are provisioned by hyperscaler partners and are
embedded into the RISE with SAP offer.

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RISE with SAP Value for Service Providers
• SAP GTM Together with Service Providers
o SAP and partners will take RISE with SAP to market together. SAP sales team will work
with qualified service partners to engage early in the deal cycle. We will work together
from the start with clear understanding of available implementation and application
management services offered by qualified SAP service partners.
o Regardless of the customer’s journey to the cloud, the solutions within RISE with SAP
requires partner services for customers to run, optimize and innovate.
o “Customer First, Partner Centric” positions partner services ahead of SAP services. Only
when a customer explicitly requests SAP to be the sole solution and service provider are
SAP services proposed.
• Value Assurance – For partners who have fulfilled the Sales Authorization and/or the Service
Authorization requirements, SAP Services will support partners with Safeguarding/Value
Assurance services in an integrated delivery framework-type model to ensure smooth delivery
of implementation and application management services (AMS) by the partner.
RISE with SAP Value for Resellers
• Selling Together with Sell (Value Added Resell) Partners
o Sell partners (VARs) provide an extended arm for SAP with their reach and ability to
provide a volume ERP Selling and Service motion. VAR’s provide end to end expertise
including Selling, providing implementation and application managed Services, to
Building extensions and add-ons for their customer accounts. VAR’s have a vast legacy
ERP customer base, where the time is Now for these accounts to MOVE to SAP S/4HANA
and to RISE with SAP.
o Sell partners provide an end to end approach for their customers, including marketing
and lead generation, selling to implementation, and Application Managed Services.
RISE with SAP Partner Qualification
• Qualified RISE with SAP go to market partners have fulfilled the Sales Authorization and/or the
Service Authorization requirements.
• SAP will work with select service and authorized value added resell (VAR) partners that have
demonstrated repeated implementation success in offering these premier services with strong
domain expertise, ERP implementation and technical capacity. SAP global strategic service
partners meet this qualification criteria.
• VARs and other regional services providers need to complete the required SAP Sales and
Service Authorization requirements
o Partners are nominated regionally by solution center management, and once approved,
these partners must complete a rigorous learning journey which culminates in a series
of web assessments. Partners should reach out to their Partner Account Manager or
PSA and they will help walk partners through this nomination and approval process.
Partners who are already Sell Authorized for S/4HANA Cloud, extended edition are
already approved and now simply need to complete the additional S/4HANA Cloud,

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 private edition requirements. For partners who are Sell Authorized for S/4HANA Cloud,
essentials edition, there will be additional content for the Rise with SAP offer that
partners will need to add – they remain Sell Authorized unless they do not fulfill the
additional requirements by end of 2021. After December 2021, partners who have not
fulfilled the additional requirements, will then lose their Sell Authorization come January
2022.
o Partners renew their authorizations annually in a “stay current” program so that their
knowledge transfer is continuous.

• Sell and Service authorization

o For partners who sell (including VAR Partners) -- sales, pre-sales, Client Engagement
Executive, project management and solution consultant roles -- must complete their
Sales and optionally a Service Authorization, working through a series of learning
journeys and web assessments using the SAP Learning Hub.
▪ Sales and Service Authorizations are renewed regularly depending on solution.
[Annually for SAP S/4HANA Cloud extended edition and RISE with SAP S/4HANA,
private cloud edition. Semi-annually for RISE with SAP S/4HANA Cloud (formerly
essentials edition).
▪ Service Authorization is recommended for all partners but is mandatory for
Regional Service Partners (RSP’s) where the partner’s solution consultant role
must also complete their SAP S/4HANA product certification.
▪ Recommended but not required is the completion of an Outsourcing Operations
Services (or Application Manage Services) certification for SAP S/4HANA
operations, and a Partner Center of Expertise (PCoE) certification.
o Qualified partner packages solutions – Partners with extensions and add-ons can
qualify their packaged solutions by working with the regional experts, the Solution
Center Management team through the process. Partner extensions and add-ons can
also be certified and can begin this process by working with their SAP partner business
manager (PBM) and the regional solution center management team.

WHERE TO FIND MORE INFORMATION INCLUDING ASSETS AND ENABLEMENT

https://partneredge.sap.com/en/solutions/rise-with-sap/about.html

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