Partner Resource Guide Accelerate Your Big Data Success with Avnet and SAP.
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Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Market Opportunity The world’s data is growing at an incredible rate, with traditional data types growing up to 80% per year.1 This increase in data creates great challenges for companies, such as rising infrastructure costs, lack of business support, and lack of personnel skills to handle and analyze the data.2 It also offers a tremendous opportunity for those that provide technology and services to optimize big data.
SAP Solutions INTRODUCTION SAP HANA
Revenue Predictions for Big Data Solutions
SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Database and Technology
Analytics
Mobile
2016 EXPECTED REVENUE
2016 EXPECTED REVENUE
2016 EXPECTED REVENUE
$30B Total Revenue 9.8% CAGR $9.8B Incremental
$16.6B Total Revenue 7.3% CAGR $7.5B Incremental
$7.7B Total Revenue 38.5% CAGR $5.6B Incremental
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps
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Copyright © 2014 Avnet, Inc. All rights reserved.
Gartner Predicts 2012: Doing More with Less in Storage Has Never Been More Imperative, 2011. IDC 2012 IT and Communications
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Build a Successful Big Data Practice with Avnet and SAP Today’s enterprise has a unique opportunity to turn captured data into active intelligence—to predict market trends, better analyze production and sales, provide the right offers to customers, and much more. SAP is at the forefront of this $100B1 global opportunity—redefining the speed and effectiveness of big data technology. It’s a market you can have a stake in with Avnet and SAP—and now is the time.
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES
SAP is a Market Leader for Big Data and Analytics Companies that use their data to make business-critical decisions need business intelligence. SAP provides innovation, integration and investment protection that is unmatched by the competition. SA P FACTS: • #1 in business analytics • #1 in mobile, serving 20,000 enterprise customers • 80% of SAP customers are small to mid-sized businesses • 30% of SAP revenue is driven by partners
SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS
Engage with Avnet and SAP throughout the partnership lifecycle from training and authorization to sales and support. The partner program enables you to: • Align Avnet and SAP resources from the first conversation to help you move the deal forward and be successful. • Get authorized to unlock SAP expert sales and marketing tools. Engage with Avnet to quickly complete your training and authorization. • Register your deals to get the necessary resources and rewards. Engage with Avnet and SAP sales and technical resources to advance the sales cycle.
Avnet and SAP As an Avnet SAP partner, you can take advantage of this amazing market opportunity. Our dedicated SAP team will help you identify opportunities ahead of the decision making process. You’ll seamlessly expand your capabilities to serve new customers and accelerate your success with industry-leading SAP big data and analytics solutions.
PARTNEREDGE
Deal Registration Next Steps 1
Copyright © 2014 Avnet, Inc. All rights reserved.
Avnet and SAP—Your Partners for Success
IDC Worldwide Ecosystem Analytics & Big Data infographic, 2013.
HOW TO USE THI S G UI DE This toolkit contains information and resources to help you get started, get certified, and successfully sell SAP solutions to your customers now and into the future. Click on the tabs on the left to navigate to each section. Contact your Avnet Business Development Manager to sign-up for SAP PartnerEdge and access the links and valuable resources within this guide.
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT
Becoming an SAP Authorized Reseller Creating a winning partnership with SAP to sell big data and analytics software is easier than you might think. Avnet can help you get on the fast track with our exclusive, accelerated authorization program.
TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE
Participation: Minimum Requirements
Product Authorization
1. You must be sponsored by Avnet
Product authorization is a requirement for SAP authorized resellers. Once your company achieves product authorization it can buy software licenses and implement SAP products. Product authorization consists of:
2. Complete a business application
MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
3. Sign and return two copies of the SAP-authorized reseller agreement (available through Avnet) 4. Fulfill the specific requirement for product authorization by completing training and web assessments 5. Maintain the minimum level of trained and qualified or certified employees 6. Maintain product authorization
• Mandatory level 1 training • Web assessment with minimum score of 80% • Completion within 6 months of program entry
> Learn More
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Avnet Sales and Support Contacts
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training
Core Avnet SAP Team SAP Business Leader DAVID OCHSER
Director, Business Development – SAP tel 480-794-7251 email
[email protected]
Avnet SAP Business Development Managers
Avnet SAP Technical Support
JONATHUN ZUG
Field Technical Consultant – West tel 480-794-6875 email
[email protected]
Business Development Manager tel 602-821-2836 email
[email protected]
Avnet SAP Marketing Support JASON BUDKEY
Brand Manager – SAP tel 480-794-7425 email
[email protected]
BRUCE GILROY
MICHAEL MESSAWER STEPHANIE MATTHEWS
Business Development Manager tel 210-247-1361 email
[email protected]
Field Technical Consultant – East tel 404-702-1934 email
[email protected]
INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
Support Resources Avnet Inside Sales Support
Avnet Orders Management
Avnet Solutions Groups
JENNIFER MILLER
DANIELLE LEMONS
H P SOLUTI ON S G RO UP
Avnet SAP Supplier Management
Manager, Inside Solutions Sales 480-794-6778
[email protected]
Customer Operations Manager 480-794-5755
[email protected]
JAMES BURDICK
SCOTT LOOK
JERRY VAN WEST
Avnet Solutions Groups
Solutions Sales Rep 480-794-8712
[email protected]
Manager, Brand Solutions 480-794-6874
[email protected]
C ISCO SOLUTIO NS G ROUP
Avnet Solutions Groups
CHRIS DAVANZO
IBM SO LU TIO NS G RO U P
Business Development Manager 303-544-6431
[email protected]
NICOLE MUNGER
Sr. Business Development Manager 480-794-5868
[email protected]
Vice President, General Manager 480-794-3236
[email protected]
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Avnet SAP Business Development Team
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Field Engagement
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE
JONATHUN ZUG
STEPHANIE MATTHEWS
Business Development Manager – SAP tel 602-821-2836 email
[email protected]
Business Development Manager – SAP tel 210-247-1361 email
[email protected]
BRUCE GILROY
MICHAEL MESSAWER
Field Technical Consultant – West tel 480-794-6875 email
[email protected]
Field Technical Consultant – East tel 404-702-1934 email
[email protected]
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Copyright © 2014 Avnet, Inc. All rights reserved.
Stephanie Matthews
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions
SAP Solutions Run Businesses in a Whole New Way In the past five years, SAP has focused on acquiring and innovating technologies outside of ERP that offer next generation business solutions for customers at every stage of their evolution—from start up to the enterprise, and all stages in between. With SAP’s end-to-end big data solutions—including database and technology, business intelligence and mobility—customers can run analytics projects in real-time, delivering real results every time.
INTRODUCTION SAP HANA SAP IQ
> Download the SAP Big Data Sales Play > Download the SAP Turn Data Into Decisions Sales Play
BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
SAP HANA
SAP IQ
SAP BI Suite
Mobility
Real-Time Insights for Real-Time Decisions
Foundation for Big Data Analytics
Easy-to-Use, Self-Service Access to Data and Insight
Simplify Device and Application Management in a Mobile Business World
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP HANA With more than 2,200 enterprise and 1,000 start-up customers to date, SAP HANA was the most successful product launch in SAP’s history. Unlike traditional solutions that assume data is always at rest, SAP HANA assumes the natural state of data is active and eliminates barriers to fast, informed decision processing with in-memory analytics.
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
I T I S THE ON LY SOLU TI O N TH AT DELIV E RS :
Sales Best Practices
• Breadth to analyze big data from multiple sources
1. It’s not just about speed. Accelerating old technology doesn’t change the fact that it’s old.
• Depth to ask complex questions on granular data
2. Competition. The competition is fixing legacy issues. We are building the future.
• High speed for fast, interactive responses
3. It’s the package, not the parts. HANA is the only complete/modern database platform.
• Simplicity to eliminate the need for data preparation • Ability to run real-time queries on real-time data
4. Focus on the core benefit. HANA delivers real-time and it is available now.
5. Find the disrupters. Look for companies that embrace doing things differently. 6. Challenge your customer to be different. Focus on how HANA has allowed breakthrough innovation at other companies. 7. Land and expand. Initial sale—high impact business problem. Future sales—establish as the standard. 8. Widen the aperture. HANA needs to be seen as a change agent across the business.
> Learn More
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Deal Registration
TOP TEN REASONS Customers Choose SAP HANA
WH AT IS SA P HA NA? • A database • An application server
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• An appliance
• Completely in-memory • Built for informational and transactional systems
• Built for on-premise, in the cloud, or as a hybrid • For scale-up or scale-out
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP IQ SAP IQ is a load-and-go database—it’s a proven and flexible data analytic warehouse that can be set up and run without a big investment in training. With SAP IQ, companies can centralize access to all data, and supports a wide range of task-optimized analytic techniques that help companies extend data-driven insights to thousands of users.
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
SA P IQ P ROV I D ES :
K EY F U NCT I O NS A ND F EAT U R E S:
T Y P I CA L CU STO M E R C H A L L E N G E S:
• A simpler more cost effective way to support thousands of users, user-driven reports and ad hoc queries, and data-driven processes across the entire enterprise
• High-performance analytics delivering 10 to 100 times faster performance over traditional systems
• Lack of insight into operational data for timely decisions
• In-the-moment answers to complex questions involving months or even years worth of data helping to spot new market opportunities, delight customers, or reduce risk • The ability to make Big Data available to applications and people faster, in order to maintain service level agreements
ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
• Compression reduces data storage by more than 70% • Reduces administrative cost by up to 75%
SAP HANA OR IQ? Understanding the differences
• Investments in data storage solution that aren’t providing real-time insight into the business
• Quick ROI with rapid deployment • Support for virtually all hardware and OS configurations
Sales and Marketing EVENT SERIES
• Architected for heavy ad hoc querying and many users
• High total cost of ownership in maintaining current data landscapes to handle large and complex data volumes
• Independent computing power and storage capacity provide scalability— at a reasonable cost • Integrates tightly with HADOOP clusters for unstructured web data
> Learn More
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
BI Suite Companies need business intelligence in order to make fact-based decisions across the organization. With SAP, they can easily access relevant information when and where it is needed, act quickly and confidently, and achieve remarkable results.
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION
SA P BI S UI TE EN AB LE S BU SI NE SS ES TO:
SA P B I S U I T E SO LU T I O N S I NC LU DE:
• Provide intuitive, self-service access to business information
• SAP BusinessObjects Dashboards that provide developers with a rich set of visualizations and controls to build dashboards
• Enable informed and rapid decisions based on reliable and real-time business data • Maximize visibility into the performance of their business network • Simplify deployment and optimized use of IT infrastructure and resources
SAP RESOURCES
Does your organization have a clearly defined BI and analytics strategy?
EVENT SERIES
YE S
27%
PARTNEREDGE
17%
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
• SAP BusinessObjects Explorer for business users to quickly access information on their own
D ON ’T K N OW
ACCOUNT-BASED MARKETING SALES TOOLS
• SAP Crystal Reports for reports with rich data access • Lumira (Visual Intelligence) to unleash business analyst creativity
AVNET RESOURCES
Sales and Marketing
• SAP BusinessObjects Web Intelligence for integrated query and reporting
57% NO
• SAP BusinessObjects Analysis for insights of BW and HANA • Predictive Analysis for sophisticated business analysts to take the next step in understanding
> Learn More
COMPANIE S N EED A BI STRATEGY BI technology faces many challenges in today’s organizations. To identify a BI opportunity, look for these signs: • Their strategy only consists of a BI architecture slide • IT is asking the business what reports they need and the business doesn’t know • Step one of their strategy is building a data warehouse • There are no metrics defined to measure progress
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions
Mobility Estimated to reach almost $62 billion in North America this year, the mobility and collaboration market is expected to grow at a four-year compound annual growth rate of 20.5 percent, according to industry analysts.1 Contributing to this unprecedented market growth are the dramatically changing dynamics of the enterprise workplace. With people working away from their desks more than 67 percent of the time, businesses in every industry are seeking solutions that allow them to be productive and secure in this mobile environment.
INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES
Trust SAP SAP securely manages both personal and professional mobile devices. SAP is the only vendor that provides complete, end-to-end software solutions that mobilize the entire organization. With SAP mobile solutions your customers can: • Get employees set up quickly
ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration
• Reduce support costs by offering intuitive, user-centric apps faster
SAP Mobile Secure enterprise mobility management portfolio ensures that your customers’ mobile devices, apps, content and communications are enterprise-grade and optimized for today’s most popular devices. SAP’s mobile device management, mobile
1
Avnet, Inc. estimate based on industry data, Q4 2012.
• Ensure every app is mobile ready by leveraging re-packaged solutions from SAP and its partners
> Learn More
SAP Mobile Platform
SAP Mobile Secure
Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
• Can be deployed on premise or in the cloud
• Lower IT costs with simple management
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• Protect critical corporate data with a scalable, secure architecture
With the SAP Mobile Platform, your customers can rapidly design cost-effective, innovative apps for their customers and employees. The Platform enables your customers to:
• Handle unpredictable costs • Manage deployments of any size
SAP RESOURCES
application management and mobile content management solutions:
• Engage users with apps that work on any mobile device • Improve operations by giving employees and partners anytime, anywhere access to mission-critical applications
SA P MO BI LE I S #1 BECAUS E: • Keeps security responsibility from end users • Supports a wide variety of devices • Enables software updates to be automatically pushed out (“no-touch” access) • Uses a single console to centrally manage, secure, and deploy data, apps and devices
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
SAP HANA Appliance Solutions An SAP HANA appliance is a flexible, multi-purpose, data-source-agonistic in-memory appliance that combines SAP software optimized to run on hardware delivered by SAP’s leading partners such as HP, IBM, Hitachi, Cisco, NetApp and EMC. An appliance includes the SAP HANA database, real-time replication services, data services, data and lifecycle management, support for multiple interfaces based on industry standards and an easy to use data modeling tool. Click the brands below to access additional information on each appliance.
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Sales
Technical
Library
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Promotions
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION
NetApp and SAP NetApp storage solutions address SAP requirements for storage consolidation, disaster recovery, backup and recovery, and archiving.
SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION
NetApp is a Global Technology and Software partner of SAP and a member of the SAP Enterprise Services Architecture Partner Ecosystem. NetApp and SAP are mutual customers and work together to deliver the lowest possible total cost of technology ownership for the enterprise. • NetApp lowers SAP storage and data management costs up to 50% compared to alternative storage solutions in the market • NetApp accelerates SAP upgrades and deployment cycles
AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
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• NetApp® storage systems enhance the competitive edge in the marketplace NetApp solutions enable agile, virtualized SAP infrastructures so your customers can deploy and upgrade SAP applications faster.
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Sales
Technical
Library
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Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ
Sales Netpp is partnered with SAP to offer storage and data management solutions that can help your customers simplify SAP data management, increase data availability, promote data sharing and improve the overall performance of SAP at a reduced total cost of ownership (TCO).
BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION
Please use the links below to access the NetApp/SAP sales resources: > Top 10 Reasons to Choose NetApp for SAP Environments > Simplify SAP Management with NetApp Solutions > Get Successful NetApp Solutions for SAP*
AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES
> FlexPod for SAP Applications* > SAP HANA Sales Training* > SAP on NetApp – Preparing to Sell*
ACCOUNT-BASED MARKETING SALES TOOLS
> Additional NetApp/SAP Sales Resources*
PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
*Requires a NetApp NOW log-in (for NetApp registered partners only)
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
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Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA
Technical NetApp maintains a deep technical partnership with SAP to provide products and solutions that work in harmony and deliver optimal customer value.
SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES
Please access the following links below to access the NetApp/SAP technical resources: > FlexPod Datacenter for SAP Technical Presentation* > NetApp SAP HANA Technical Presentation* > Technical Report: Sybase ASE on NetApp* > Technical Positioning of SAP on NetApp Storage Systems*
SAP RESOURCES
Sales and Marketing
> Additional NetApp and SAP Technical Resources*
EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
*Requires a NetApp NOW log-in (for NetApp registered partners only)
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
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Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION
Library Through our leadership and innovation, NetApp is working with SAP to define the enterprise storage solutions of the future.
SAP HANA SAP IQ BI SUITE MOBILITY
The resources below provide additional information to support your SAP and NetApp sales efforts: > General SAP and NetApp Resources*
SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION
> SAP HANA Resources* > SAP FlexPod Resources* > SAP Sales Resources*
AVNET RESOURCES SAP RESOURCES
Sales and Marketing
> SAP Technical Resources* > SAP Training*
EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
*Requires a NetApp NOW log-in (for NetApp registered partners only)
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Sales
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SAP Solutions INTRODUCTION
Training To help further enable your SAP and NetApp success, access the links below for training and additional resources to accelerate your sales efforts:
SAP HANA SAP IQ BI SUITE
> SAP HANA Sales Training* > SAP Business Suite on NetApp*
MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training
> SAP on NetApp: Preparing to Sell* > ABC’s of SAP Applications on NetApp Storage Systems* > Architecting SAP on NetApp Storage Systems*
INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing
> Deploying SAP on NetApp Storage Systems* > Technical Positioning of SAP on NetApp Storage Systems*
EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
*Requires a NetApp NOW log-in (for NetApp registered partners only)
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Sales
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SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
Cisco and SAP Cisco and SAP provide high quality state-of-the-art products to help your customers transform the way people connect, communicate, and collaborate. SAP Applications on Cisco Unified Computing System (Cisco UCS), your customers can innovate business solutions while reducing deployment risk, complexity, and total cost of ownership (TCO). Cisco UCS provides a new model for data center efficiency and agility. Cisco UCS is designed with the performance and reliability to power your memory-intensive, mission-critical applications, as well as virtualized workloads. Cisco UCS has a proven track record in: • Performance. Cisco UCS has achieved over 90 world performance records, including SAP Sales and Distribution (SD) benchmarks. • Ease of deployment. Cisco UCS blade servers deploy 77% faster with 67% fewer steps than HP blade servers. • Simplified and automated SAP management. “Freeing up valuable staff time for improving IT services is an invaluable advantage offered through SAP IT Process Automation by Cisco.”
With SAP Applications on Cisco UCS, you can deliver business advantages to your customers.
Cisco is: • #1 in networking • #1 x86 blade server vendor in North America (IDC Worldwide Quarterly Server Tracker 2014Q1, Vendor Revenue Share) • #1 in integrated infrastructure • #1 cloud infrastructure provider • #1 in cloud professional services • The fastest growing server platform in the world
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
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SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE
Why Cisco The unique combination of SAP Applications running on Cisco UCS with Cisco ITPA for SAP delivers excellent ownership benefits. This end-to-end solution allows your customers to drive their businesses and decisions with reliable information when they need it. When companies use Cisco UCS as the high-performance foundation for their SAP applications, gaining business insights quickly becomes the norm rather than the exception. IT organization efficiency increases through process automation and reduced complexity. At the same time, the radically simplified architecture of Cisco UCS with Cisco ITPA for SAP allows IT organizations to be heroes, meeting service-level agreements (SLAs) with increased efficiency and operational control, at lower capital and operational costs.
CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
Please use the links below to access the Cisco/SAP technical resources: > Cisco UCS Delivers Business Advantage > Have it Your Way—Cisco Leads the Way with SAP HANA Tailored Datacenter Integration > Reduce Costs by Virtualizing SAP Applications on Cisco UCS > Manage Large Volumes of Data with SAP HANA on Cisco UCS > Extract Insight from Your Information
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
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SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY
Technical SAP is a powerful but complex business tool. You can help your customers streamline their SAP deployment, migration, and ongoing end-to-end management processes with an agile Cisco USC foundation. They can add their favorite enterprise storage from EMC or NetApp, and gain repeatable workflow automation deploying the value of SAP capabilities faster and more reliably. Cisco’s ITPA for SAP integrates with Cisco UCS Manager to easily usher SAP applications through the development, test, and production cycle. After a server is released from production, it can be redeployed to support the next SAP application lifecycle.
SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS
Please access the following links below to access the Cisco/SAP technical resources: > Building a Trusted SAP HANA Data Center > Cisco UCS Was Designed for Virtualization Performance > SAP Sales and Distribution Benchmarks > Cisco UCS is a Leader in Energy Efficiency > Considering Cisco UCS as a Preferred Platform for SAP HANA > Cisco SAP HANA Scale-Out Solution with EMC > Cisco SAP HANA Scale-Out Solution with NetApp
PARTNEREDGE
> Cisco SAP HANA Solution with EMC FAQ Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
> Cisco SAP HANA Solution with NetApp FAQ > SAP HANA Tailored Datacenter Integration Option
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
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SAP Solutions INTRODUCTION SAP HANA SAP IQ
Partner Resources/Library Cisco and SAP are industry leaders. Help your customers dominate their competitors by running their business-critical SAP Applications on open, standards-based, powerful, integrated, and scalable Cisco servers with Cisco ITPA for SAP. With this unique combination, your customers can benefit from elastic computing, quickly and automatically responding to workload peaks and valleys. They can also handle mergers or acquisitions efficiently by simply scaling Cisco UCS to meet their new needs.
BI SUITE MOBILITY
For Partner sales and technical documents and training please visit:
SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
> Partner Docs
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Systems
Sales
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SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY
HP and SAP SAP HANA offers a catalyst for business transformation of data centers and data management platforms, and HP is the only player who has the architecture, expertise, and vision to address customers’ deployment needs. The HP approach is based on the unique ConvergedSystem infrastructure, a portfolio of workload-optimized systems that are easy to buy, implement, manage, and support.
SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
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• HP ConvergedSystem 500 for SAP HANA is designed for high speed analytics in an SAP ERP environment, with scale up configurations to 2 TB and scale out configurations to 16 TB. • HP ConvergedSystem 900 for SAP HANA is designed for mixed OLAP & analytics workloads for large, demanding, complex SAP landscapes, and mission-critical high availability and data protection. Scale up configurations are officially certified to 12 TB and 16 sockets, with HP and SAP jointly developing configurations as large as 24 TB using 64 GB DIMMS. Scale out configurations for general purpose usage are certified to 32TB, with far larger configurations available with prior consultation from HP and SAP. • The entire portfolio enables customer to address small, medium, and large workloads simultaneously.
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Systems
Sales
Technical
Library
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
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Systems HP ConvergedSystem for SAP HANA is a set of pre-built, factory integrated SAP HANA systems that are optimized for high performance, built-in high availability, and unmatched scalability to grow as customer data grows. HP ConvergedSystem for SAP HANA provides the most complete integrated system in the market with features like: > Optimized for big data analytics providing 2X faster performance along with industry’s only automated, uninterrupted failover for SAP HANA* > Architected to scale as data grows with choice of configurations and deployment options including on-premise, hosted, and Cloud > Faster time to value with systems that are easy to configure, quote, order, and deploy-go from order to operations as few as 15 days > Speeding problem resolution with integrated system level support for both pro-active and reactive care with a dedicated, single point of contact
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Systems
Sales
Technical
Library
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ
Sales Please access the following links below to access the HP SAP HANA sales resources > Avnet SAP Partnership ResourceGuide > ConvergedSystem for SAP HANA Competitive presentation 500_900 > HP ConvergedSystem 500 and 900 for SAP HANA (Sales guide)
BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
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> HP ConvergedSystem 500 and 900 for SAP HANA (Green zone) > HP ConvergedSystem 500 and 900 for SAP HANA (Solution brief) > HP ConvergedSystem 500 and 900 for SAP HANA (Scale up data sheet) > HP ConvergedSystem for SAP HANA Scale-out Configurations (Data sheet) > HP ConvergedSystem 500 and 900 for SAP HANA (FAQ) > CS500 for SAP HANA solution positioning > Exec whiteboard talk track for SAP HANA CS > HP Converged System 500 for SAP HANA Performance Brief > HP Converged Systems SAP HANA Customer Presentation > HP SAP HANA how to compete and win against IBM-Lenovo > Real Time Data Transformation SAP HANA
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Systems
Sales
Technical
Library
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ
Technical Please access the following links for HP SAP HANA Technical resources: > CS 500 ordering guide > HP Reference Architecture for HP ConvergedSystem 500 for SAP HANA Scale-Up > Open for production HP ConvergedSystem 500 for SAP HANA
BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
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> Reference architecture for HP CS 500 > HP ConvergedSystem 500 for SAP HANA Scale-up Configurations QuickSpecs > HP ConvergedSystem 500 for SAP HANA Scale-out Configurations QuickSpecs > HP ConvergedSystem 900 for SAP HANA Scale-up Configurations QuickSpecs
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Systems
Sales
Technical
Library
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA
Library Please see the link below to the HP Partner Portal page for HP ConvergedSystems for SAP HANA*. > All Sales and Technical Resources
SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
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*Requires an HP Partner Portal account
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Sales
Technical
Library
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SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE
EMC and SAP Through close collaboration, EMC and SAP deliver solutions that help your customers reduce risk and infrastructure costs, meet service level agreements (SLAs), and improve flexibility, agility, and end user experience so they can run SAP better. Together with partners, we share a common vision goal of creating customer value through innovation.
MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
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EMC is Number One in Storage for SAP According to IDC, more SAP is deployed on EMC systems than those of any other storage vendor. EMC, SAP, and VMware are working together to accelerate SAP customers’ journey to hybrid cloud computing to improve business agility and lower IT costs.
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Sales
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Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
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Deal Registration
Sales IT and Business leaders have been clear on what they consider to be most important for SAP: ease of use, simple cost models, standardization, and good security with straightforward and rapid implementation. EMC is the market leader in SAP solutions with over 18,000 SAP customers worldwide, and a long history of working with SAP to provide availability, data protection, recovery, management and orchestration solutions to support them. The customers who combine SAP and EMC to meet the highest levels of business continuity and utilization over the entire lifecycle rely on the EMC SAP Program to provide the framework for their evolving Cloud Architecture journey. That framework, and the Cloud Architecture which supports it, are available now, and whenever our customers need it. SAP Hana solutions from EMC are available, as well. Based on SAP and EMC best practices for deployment, operation, and performance management, these systems provide the greatest value to customers who need to extend their SAP practice to include the SAP Hana portfolio.
Please click the following links below to access the EMC/SAP sales resources: > EMC Cloud enabled infrastructure (CEI) for SAP applications > EMC Cloud-enabled Infrastructure for SAP (EMC CEI) > Solutions for data center modernization > Building a Reliable Foundation > Business Continuity Series: High Availability > Business Continuity Series: Disaster Recovery > Business Continuity Series: Data Protection
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> Frequently Asked Questions
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
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SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY
Technical SAP’s strategic goal is to simplify today’s complex application landscapes while enabling increased value to the business and its customers. SAP customers want to redefine their SAP systems to provide “real-time business” taking advantage of 3rd generation applications and devices, including social networks, mobile applications, and real-time analytics. Whether the CIO needs a private or a hybrid cloud model for SAP to simplify infrastructure management, increase agility, or provide enhanced experiences for the business functions, EMC and SAP work together to provide paths that reach those goals. As a result, CIO’s become brokers of a portfolio of SAP applications and IT services across both private and hybrid clouds, as best meets their business requirements.
SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing
Please click the following links below to access the EMC/SAP technical resources: > Datacenter-Ready SAP HANA with EMC
VNX
> SAP redefined: EMC IT vertualizes SAP HANA with VMware
> EMC VNX series storage for SAP cloud enabled infrastructure
> SAP HANA in Data Centers
> Top reasons why customers deploy SAP cloud enabled infrastructure VNX storage
> EMC Cloud-enabled Infrastructure for SAP (EMC CEI) – Presentation
> EMC Cloud-Enabled Infrastructure for SAP
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> EMC Cloud-enabled Infrastructure for SAP (EMC CEI) – White Paper
> EMC Cloud-Enabled Infrastructure for SAP Foundation Bundle
> SAP HANA Tailored Data Center Integration–Presentation
> EMC Cloud-Enabled Infrastructure for SAP – Business Continuity Series: High Availability and Application Mobility Bundle – VNX
> Virtual SAP HANA® disaster recovery on VMware VSPHERE® using EMC recoverpoint
> EMC Cloud-Enabled Infrastructure for SAP – Business Continuity Series: Disaster Recovery Bundle – VNX > EMC Cloud-Enabled Infrastructure for SAP – Business Continuity Series: Data Protection Bundle – VNX
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
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SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION
Partner Resources/Library EMC provides a library of solutions briefs, reference architectures, and build documents which detail how EMC and SAP have developed a range of capability for the SAP customer community. From SAP Consulting services to advanced application optimization support for backup, recovery, migration, and technology updates, the EMC SAP team provides solution sets to enable SAP customers to fully realize the value of their investment in SAP running on an EMC infrastructure. Many of these offerings are available on the EMC Community web site. The EMC SAP Playbook is a place to start. CLICK HERE
Please click the following links below to access EMC/SAP resources: > VBLOCK™ specialized system for SAP HANA® > EMC Data Protection for SAP HANA Tailored Data Center Integration with EMC VNX > EMC IT Soars with Virtualized SAP HANA – Infographic
AVNET RESOURCES SAP RESOURCES
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> Storage Configuration Best Practices for SAP HANA Tailored Data Center Integration on EMC Symmetrix VMAX Storage Systems > Storage Configuration Best Practices for SAP HANA Tailored Data Center Integration on EMC VNX Series Unified Storage Systems > SAP Tailored Data Center Integration (TDI) Scale-Out Configuration on EMC Symmetrix VMAX > What´s New? SAP HANA SPS 07 SAP HANA Tailored Data Center Integration
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
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SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
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Training To understand how the EMC SAP solutions provide the highest level of information infrastructure support, begin your journey HERE. There are training materials, videos, and positioning guides for how EMC teams can work with you to build SAP solutions and a Cloud Architecture for SAP which meets customer needs for scalability, flexibility, and performance.
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT
Cross-Vendor Solutions Avnet and SAP offer cross-vendor business intelligence solutions to address business demands and vendor preferences.
TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
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SAP Sybase databases coupled with VMware
SAP’s award-winning analytic solutions are
vSphere offers performance levels for virtual
integrated with Sharepoint and Office so that
business-critical application environments that
end users can access reports, dashboards
match those of physical infrastructures. This
and other analytic content in the same MSFT
allows customers to maximize their VMware
environments they use the most.
investment and throughput on high transaction OLTP and analytic databases.
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
SAP HANA on vSphere
Success Stories
Technical
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Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE
VMware and SAP Customers can now transform and virtualize their entire SAP landscapes, from transactional to analytic workloads, and take the next step toward the software-defined data center. Running SAP on the VMware platform provides the simplicity, efficiency and agility customers demand for their most mission critical enterprise environments.
MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
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There is no question that virtualization technology can help you cut costs out of your IT infrastructure. For SAP customers, using the VMware vSphere virtualization platform for SAP solutions enables you to do more with less: • You can run multiple operating systems and applications on the same hardware, avoiding the need to purchase new systems. • You can cut your space and power requirements. • With SAP’s extensive support for its applications running on the VMware virtualization platform, you can virtualize across development, testing, quality assurance, and production environments.
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
SAP HANA on vSphere
Success Stories
Technical
Library
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ
SAP HANA on vSphere SAP HANA now runs in production on vSphere 5.5, the foundation of our vCloud Suite. Combine the power of the SAP HANA in memory platform with vSphere 5.5 to achieve faster time-to-value, better service levels and lower TCO for your production environments and take the next step to the software-defined datacenter.With SAP Applications running on VMware vSphere, you can deliver business advantages to your customers.
BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
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Benefits include: High Availability
Lower TCO
VMware vSphere High Availability capabilities with automated fault tolerance enable SAP managers to deliver exceptional uptime and business continuity for their mission critical environments.
Reduce CapEx and OpEx via better utilization of existing infrastructure and resources and automated provisioning and management.
Rapid, Automated Provisioning
SAP and VMware have established a world-class support infrastructure, with dedicated teams focused on our customers.
On-demand deployment of applications in minutes with automated provisioning and template cloning ensure consistency and scalability across SAP environments.
Zero Downtime Migrate live running workloads from one certified host to another with zero downtime and zero data loss with vSphere vMotion.
Dedicated Support
Consulting Services VMware Professional Services and SAP Consulting together provide a full range of services from assessment to implementation and optimization to help customers transform their SAP environments.
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
SAP HANA on vSphere
Success Stories
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Success Stories
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
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Click on the logos above to view the success stories.
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
SAP HANA on vSphere
Success Stories
Technical
Library
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Success Stories
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION
Columbia Sportswear Starting in 2009, Columbia embarked on a company-wide initiative with VMware to virtualize its entire Tier 1 business critical SAP production environment. The objective was to create highly available, fault-tolerant, and disaster-proof business systems that could support faster time to market and reduce operating costs. The result is one of the most leading-edge IT infrastructures in the world. It provides Columbia Sportswear with a competitive advantage in a global market and aligns with the company’s aim of speed and innovation.
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“It allows Columbia to compete in ways that none of our peers can. Our scalability enable us to respond to business demands at an industry-leading speed, and I don’t ever have to say no.” — Suzan Pickett, Manager Systems Engineering, Columbia Sportswear
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
SAP HANA on vSphere
Success Stories
Technical
Library
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Success Stories
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training
Tata Consultancy Services The IT Infrastructure Services division of Tata Consultancy Services (TCS) provides Indian businesses access to infrastructure, applications and other resources from the cloud. By using VMware virtualization to power its India Cloud Platform, TCS can reduce customer costs by 30 percent, bring new customers on board in 20 days, and deliver minimum infrastructure availability of 99.9 percent and application availability of 99.5 percent.
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“We went with VMware because of the abundance of skill and knowledge about the vendor’s virtualization technologies in the marketplace, and the fact no other product was as mature.” — Mahesh Menon , Head - TCS-IT IS India Cloud Platform
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
SAP HANA on vSphere
Success Stories
Technical
Library
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Success Stories
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
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ColiPoste Extension of the SAP environment and creation of new financial applications to improve ColiPoste’s flexibility in management, operations and its analysis capacity. “As SAP-based financial systems become more and more critical for companies like ColiPoste, helping us streamline management and reporting tasks, the underlying IT infrastructure has become just as vital. With VMware, we have built a high-performance, responsive infrastructure which is also secure” — David Bizien, Director of Financial Information Systems at ColiPoste
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
SAP HANA on vSphere
Success Stories
Technical
Library
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Success Stories
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training
SAP AG Claus-Henning Cappell, Program Lead for Strategic Innovation at SAP Global IT, and Petra Bernhoff, Global Program Manager Virtualization and Cloud Management at SAP Deutschland AG & Co. KG outline the successful partnership between SAP and VMware. They also introduce SAP NetWeaver Landscape Virtualization Management 1.0 which integrates into VMware Management Tools.
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“I think we have a very good strategic partnership between VMware and SAP. In this partnership we have been able to rethink everything that is essential to the cloud. As a result we have a very deep integration between SAP and VMware’s way of managing our infrastructure.” — Claus-Henning Cappell, Program Lead Strategic Innovation at SAP Global IT
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
SAP HANA on vSphere
Success Stories
Technical
Library
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
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Technical The SAP HANA database manages data in a multi-core architecture for data distribution across all cores to maximize RAM locality by using scale-out (horizontally) and scale-up (vertically) functionality. Scale-up systems offer scalability, flexibility, and they enable CPU, memory, and storage to grow independently of one another as your needs expand. When the SAP HANA platform is powered using the VMware® vSphere™ virtualization and cloud computing platform, it delivers a new deployment architecture to SAP HANA customers. The SAP HANA with VMware solution provides SAP customers with a data center platform that provides for agility, high availability, cost savings, and easy provisioning. This solution gives SAP customers the ability to provision instances of SAP HANA in virtual machines faster. • SAP HANA on vSphere 5.5 Best Practices Guide • SAP HANA on vSphere 5.5 Technical Resource Guide • SAP Support Note: SAP HANA on vSphere in Production
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
SAP HANA on vSphere
Success Stories
Technical
Library
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
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Partner Resources/Library If you are looking for resources that can provide general or specific knowledge, enable your SAP VMware efforts, and accelerate your sales, VMware has compiled an extensive repository for you to tap into here on VMware Partner Central
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Training = Success As an Avnet SAP partner you have access to an extensive portfolio of product training and sales enablement. Our dedicated SAP solutions group is completely focused on making it as easy as possible for partners to accelerate SAP product training and facilitate knowledge transfer to ensure product authorizations are achieved.
SAP Solutions INTRODUCTION SAP HANA SAP IQ
Statistics show that partners that expedite the product authorization process achieve far greater growth and success in their SAP business overall. In fact:
BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES
Partners that achieved product authorization within 45 days closed their first deals in an average of 65 days and ended up in the top 10 list.
Partners not product authorized in 3 months end up in the last quartile in terms of performance and also in return on their investment.
45 DAYS
3 MOS
SAP RESOURCES
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Partners that achieved product authorization within 60 days closed their first deals in an average of 96 days and ended up in the top 20 list.
60 DAYS
E X PE DI TE D AUTH OR I ZAT ION S P E E DS R E VE NU E A ND ROI .
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Avnet Resources Avnet puts you on the fast track to SAP product authorization. Attend our unique instructor-led training and be on your way to selling SAP with confidence, faster. HANA
BI
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE
Avnet Hosted Instructor Led Class
Avnet SAP HANA Accelerated Training Avnet offers expert, instructor-led accelerated training for its partners. Avnet’s SAP HANA class is an information-packed one-day session that covers pre-sales and sales together—giving you everything you need and the in-person guidance to answer questions on the spot. By training with Avnet, you can be authorized to sell SAP HANA in only one day, vs. SAP’s self-paced pre-sales and sales training that takes 32 hours to complete.
SALES
PRE-SALES
SAP HANA Overview
CROSS VENDOR SOLUTIONS
TO P I CS COVE R ED :
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
• SAP HANA core product knowledge
EVENT SERIES ACCOUNT-BASED MARKETING
• OneSAP sales methodology • Discovering customer requirements
SALES TOOLS
• Effective demonstrations
PARTNEREDGE
• Periodic web assessments
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Introduction to Value Selling Web Assessment SAP HANA Core Product Knowledge-P1
• Introduction to value selling • Introduction to sales readiness
Sales and Marketing
GENERAL SESSION
• SAP HANA overview
Become SAP HANA authorized in
ONE DAY
Introduction to Sales Readiness Web Assessment
available only through Avnet!
• Open discussions
> Contact Your Avnet BDM to Schedule Training
SALES TRACK
OneSAP Sales Methodology Web Assessment Q&A/Open Discussion
Core Product Knowledge-P2 Web Assessment Discovering Customer Requirements Web Assessment Effective Demonstrations Web Assessment Q&A/Open Discussion
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Avnet Resources Avnet puts you on the fast track to SAP sales readiness and product accreditation. Attend our unique instructor-led training and be on your way to selling SAP with confidence, faster. HANA
BI
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
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Avnet Hosted Instructor Led Class
Avnet SAP Business Objects BI and EIM Accelerated Training Avnet offers expert, instructor-led accelerated training for its partners. Avnet’s SAP Business Intelligence (BI) class is an information-packed one-day session that covers pre-sales and sales together—giving you everything you need and the in-person guidance to answer questions on the spot. By training with Avnet, you can be accredited and enabled to sell SAP BI solutions in only one day, vs. SAP’s self-paced sales & pre-sales and sales training that takes 15 hours to complete.
SALES
SAP BI Overview GENERAL SESSION
TO P I CS COVE R ED : • SAP Business Intelligence (BI) Overview • Understanding the BI / Analytics Customer • SAP BI Platform and BI Suite core product knowledge • SAP Business Objects Portfolio
PRE-SALES
SAP BusinessObjects BI and EIM Solutions Product Knowledge Web Assessment
Become SAP authorized in
ONE DAY available only through Avnet!
• SAP Data Services • Discovering customer requirements • Effective demonstrations • Periodic web assessments • Open discussions
> Contact Your Avnet BDM to Schedule Training
SALES TRACK
Q&A/Open Discussion
Q&A/Open Discussion
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT
SAP Resources Through SAP® PartnerEdge® you can leverage online resources for enablement, certification, and product authorization and gain access to available in-person education and workshops.
TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY
SAP HANA
Analytics
Get the latest information on SAP HANA, along with a solution roadmap, FAQ for partners, solutions and applications running on SAP HANA, a resource library and more.
Access SAP BusinessObjects e-learning plans to help you enable your customers capitalize on current market trends and the advantages of powerful business intelligence and performance management solutions.
> Learn More
> Learn More
Database and Technology
Mobility
Leverage SAP IQ (formerly Sybase) to help your customers harness, manage, and generate real value from business data. Here you’ll find information on how to sell, market and get support for SAP IQ, along with education information and access to the resource library.
Learn the trends that are driving enterprise mobility and how Sybase supports a mobility ecosystem. With rolebased learning maps and demos, you’ll get up to speed fast on how to position and sell mobility solutions from SAP.
> Learn More
> Learn More
SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
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Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT
Sales and Marketing With innovative, results-driven marketing and sales support, as well as advanced training and implementation resources, Avnet helps partners accelerate time to revenue for SAP software and appliance solutions.
TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Event Series
Exclusive for Avnet SAP Partners
Real-Time Analytics Now produces SAP HANA lunch events for a targeted audience of IT decision makers, recommenders, analysts, and influencers. The companies targeted will all be in the $100 Million+ revenue range so they are capable of financing the purchase of an SAP HANA implementation.
Real-Time Analytics Now is being built exclusively for Avnet partners to help generate leads and business for the SAP HANA solution.
Avnet handles event content development, target account identification, marketing, and event planning. Partners simply need to attend the event and work with their respective SAP and Avnet sales support teams to close new business opportunities.
Event marketing will be targeted to variety of different audiences that would be potential stakeholders in a HANA implementation. There will be tailored approaches applied to the different target audiences. However, do not expect IT personnel only at our Real-Time Analytics Now events. There will be finance, operations, business analysts and other personnel that will have a vested interest in the information provided by the SAP HANA solution.
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
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Real-Time Analytics Now will host a website for end users to learn more about the SAP HANA solution, why they should consider attending the events, or how to contact us for more information. Partners are encouraged to visit the site to become familiar with the messaging.
> www.realtimeanalyticsnow.com
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Account-Based Marketing Programs Avnet offers partners completely customized, multi-touch marketing programs co-branded for your business and SAP. Uniquely designed to expedite face-to-face selling opportunities with key prospect accounts these programs are created uniquely for your business and include your value proposition as it relates to SAP solutions.
SAP Solutions INTRODUCTION SAP HANA
Program Components
SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE
Program components typically include email, landing page, 3D physical mailer with gift for appointment, and additional touch points depending on the strategy of the program. Optional components can include list sourcing and telemarketing. Turnkey implementation means the program is handled for you from start to finish.
CROSS VENDOR SOLUTIONS
> Contact Your Avnet BDM to Learn More
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
E M A IL
L ANDIN G PAG E
3 D MA IL ER
AD DIT IO NAL TOU CH P O INTS
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Customized Sales Tools Avnet works with partners to create a suite of customized tools designed to support your sales efforts. These assets highlight the value of SAP and position your company as an expert resource for big data and analytics solutions.
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training
Datasheets and Collateral
SAP Solution Sales Deck
Avnet offers partners custom-developed sales collateral to help accelerate selling efforts. These co-branded assets include core SAP product information, as well as your unique expertise and capabilities in providing SAP solutions. The documents will be delivered as PDFs for emailing and on-line posting, as well as in print-ready PDF format.
Avnet provides partners with a co-branded core sales presentation that features an overview of SAP software and its value proposition, along with slides that highlight your capabilities as they relate to SAP. The slide deck can be added to any existing capabilities presentations that you currently use.
INTRODUCTION AVNET RESOURCES SAP RESOURCES PARTNER LOGO FPO
PARTNER LOGO FPO
Making Big Data Work
Sales and Marketing
The Power of Real-time Business Analytics
EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS
SAP HANA
A Revolutionary Technology, a Fundamental Shift in Business
PARTNEREDGE
Deal Registration
You need insight into what is happening across your organization, but standard reports and data only tell part of the story. What can make the difference between success and failure today is real-time business insight—the kind you only get from data that is usable the second it’s created. That’s what you get with SAP HANA.
As more and more of today’s enterprises are succeeding with big data, capturing real transformative value that just a short time ago seemed unattainable, the rest of us are standing at attention. Companies in nearly every industry across the globe—healthcare, retail, energy, transportation and entertainment for example—are using big data in real time to increase company value and market share. As with other technology “firsts,” from these pioneers we can glean the kind of business intelligence the C-Suite loves— the kind that comes from legitimate experience with real data and analytics in actual business situations— and use it to our advantage.
If you’ve been gun-shy about taking on your company’s big data challenges, now’s the time for action.
The Big Deal According to Gartner, “Through 2015, 85% of Fortune 500 organizations will be unable to exploit big data for competitive advantage.” 1 But why? IDC predicts that the big data and analytics market will reach $16.1 billion in 2014 2. So what are the insurmountable hurdles being faced by today’s companies that are keeping them from reaping big benefits?
1
Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
Gartner “Big Data,” Gartner.com, 2014
2
IDC, “Worldwide Big Data Technology and Services 2013-2017 Forecast,” December, 2013
3
IDC, “Worldwide Internet of Things Spending by Vertical Market 2014-2017 Forecast,” Scott Tiazkun, Monika Kumar, February, 2014
It is a combination of issues, from lack of strategy to cost, and even internal conflict. Here are some of the top challenges organizations like yours may be facing with regard to big data, and solutions to help you get moving on the path to success.
1.
DATA? WHAT DATA? Starting with the information itself, it’s important to know what you have. Ask these questions: What data has your company been collecting, for how long, and where is it? What parts of the data are usable, and what are your goals for it? And, most importantly, what value can be generated from it? Changing the way your company collects, manages and stores data so that it can be analyzed and used, and possibly consolidating your infrastructure so that information is more easily managed and efficiently stored, may be in order. You must also consider the growing Internet of Things (IoT) market, and what it can mean for your business. The IoT is the concept in which sensors and actuators are embedded in objects— everything from cattle to cars—and are linked through wireless networks. These sensors are pumping out massive amounts of data. According to a report from IDC, “The IoT market will greatly impact and offer the potential for vertical-aligned businesses to improve both performance and profitability.” But, IDC also warns, “The initial strategy of businesses should be to avoid choosing IoT-based solutions that will solve only immediate concerns and lack ‘staying power’.” 3 Therefore, pulling IoT data from external providers and social media to integrate with your applications could mean huge value to your business, but choosing the right IT solution sets can mean greater success down the road. And it’s not just the analytics part that needs consideration—all that data will need to be managed, accessed and stored as well.
PARNTER LOGO FPO
SAP HANA An In-Memory Data Platform for Real-Time Business
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT
SAP PartnerEdge Marketing Resources As an Avnet SAP Partner, you also have access to additional marketing resources offered by SAP through the SAP® PartnerEdge® program. Click the links below to learn more.
TEAM MAP
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Reseller Marketing—Getting Started SAP offers partners marketing resources that can be leveraged in addition to the customized support provided by Avnet. This Getting Started page provides an overview of what’s available including marketing training, self service tools and full-service support from a certified SAP agency.
Training INTRODUCTION AVNET RESOURCES
> Learn More
SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
Marketing Tools and Campaigns These free marketing resources help you from simply accessing images, success stories, collateral, branding guidelines and SAP solution logos to creating marketing campaigns on your own using preset and fully customizable templates.
> Learn More
SAP Partner Sales Methodology (PSM) and Checklist Based on SAP’s globally adopted sales methodology this guide and checklist are designed for partner sales executives to flawlessly execute SAP software license sales. It has been designed for both new and tenured sales teams and will assist in guiding you through the sales process to closed deal.
> Learn More
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
SAP Solutions
Deal Registration All SAP partners selling SAP are required to participate in the SAP Deal Registration Program. This program is intended to protect, you our Partner and ensure once the Registered opportunity is approved, you will receive all the necessary support to help you turn the opportunity into a sale. By registering the Opportunity, starts the ball moving forward and allows you to request the necessary support and resources from SAP.
INTRODUCTION SAP HANA
Registered Opportunities are valid for 6 months.
SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing
How It Works • For each net new deal, Avnet will register your Opportunity on your behalf and represent you by working closely with the SAP Channel team to ensure your value is clearly articulated removing any Channel friction that commonly occurs to help get your opportunity registered.
• Once the deal is accepted you will be notified by your Avnet Business Development Manager • The approved deal information will be formally entered into SAP’s Opportunity Management system on your behalf to ensure all the details are correct
> Learn More
EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
NOTE: The program does not provide for partner exclusivity, nor does it guarantee exception discounts.
Introduction MARKET OPPORTUNITY AVNET AND SAP PARTICIPATION REQUIREMENTS
Key Contacts AVNET SALES AND SUPPORT TEAM MAP
Next Steps The Big Data market is an exciting opportunity for you to grow your business with solutions that can propel our customers’ success. Contact your Avnet Business Development Manager and use this Guide to discover the many resources available to you through Avnet and SAP.
SAP Solutions INTRODUCTION SAP HANA SAP IQ BI SUITE MOBILITY SAP HANA APPLIANCE CROSS VENDOR SOLUTIONS
Training
5 STEPS to Help You Get Started
1
Contact your Avnet Business Development Manager and get to know your dedicated Avnet SAP team.
2
Explore the industry-leading SAP Solutions you will be selling to grow your business.
3
Sign up for Avnet’s accelerated SAP training to be authorized in just one day! Your Avnet BDM will schedule this for you.
4
Review the Sales and Marketing Resources that Avnet and SAP are making available to you. Contact your BDM to start generating pipeline.
5
Learn about SAP Deal Registration. Contact your Avnet BDM for more information on the expert sales and technical resources available to you once you uncover an opportunity.
INTRODUCTION AVNET RESOURCES SAP RESOURCES
Sales and Marketing EVENT SERIES ACCOUNT-BASED MARKETING SALES TOOLS PARTNEREDGE
Deal Registration Next Steps Copyright © 2014 Avnet, Inc. All rights reserved.
