For internal SAP and partner use only
Partner Business PlanningThe New Partner Planning Fiori AppAnja Bernardy-RaabNovember, 2016For internal SAP and partner use only
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 2For internal SAP and partner use only
AGENDA
Intro to Partner Business Planning� A New Planning App for PE Sell Partners� Holistic Planning Approach: Numbers AND Activities
The New Planning App� Key Components� Notifications & Workflows
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 3For internal SAP and partner use only
New Partner Business Planning AppKey Facts
The new Fiori App for Partner Business Planning:
Replaces existing PRM Adobe Form for PE Sell partners
Is accessible by partners and internal SAP employees from the SAPPartnerEdge Launchpad
Combines financial planning with activity planning for DG/marketing andreadiness/enablement – holistic planning approach
Mandatory for all PE Sell partners, fully launched in January 2017
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 4For internal SAP and partner use only
Holistic Planning ApproachCombining Financial Plan with Activity Plan
� Drive a holistic partner business planning approach
• Create financial plan for the year
• Identify required Demand Generation activities & addthem to the partner business plan
• Achieve better linearity of MDF consumption & moreimpactful use of MDF (no last minute MDF claims forirrelevant stuff)
• Identify required Readiness/Enablement activities & addthem to the partner business plan
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 5For internal SAP and partner use only
Partner Business PlanAccess the App via the SAP PartnerEdge Launchpad
– Access the PartnerBusiness Planning Appvia this direct link:https://pwp.sap.com/businessplanning
– The app is alsoavailable on the SAPPartnerEdgeLaunchpad
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 6For internal SAP and partner use only
Partner Business PlanPlanning Home Screen when you start
– Lists all partnerbusiness plans you areresponsible for
– List will be empty withfirst log on
– Click on Create Planand select the plan youwant to create from thelist
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 7For internal SAP and partner use only
Partner Business PlanOverview
– Plan header showscore data relating tothe plan– You can edit header
data to assign differentcontacts to the plan
– Business plan sectionscan be access directly
– Overview consists of– Company Strategy
– Enter Strategysummary in text boxes
– Keep Currency ondefault EUR or otherbase currency
– Save business plan byclicking on Save
Test Partner
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 8For internal SAP and partner use only
Partner Business PlanFinancial Planning
– Access FinancialPlanning section– You can access each
section via drop downat the top
– Or by scrolling down onthe page
Test Partner
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 9For internal SAP and partner use only
Partner Business PlanMarket Penetration
– Access FinancialPlanning section– You can access each
section via drop downat the top
– Or by scrolling down onthe page
– Market Penetration– plan for Net New
Names &– Innovation Adoption– Plan number of deals
Test Partner
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 10For internal SAP and partner use only
Partner Business PlanRevenue Planning – Planning Template
Q1 Q2 Q3 Q4 TotalB1BAIO & S/4HANALoBSAP AnalysticsSAP DB & DBMSAP HANAB1BAIO & S/4HANALoBSAP AnalysticsSAP DB & DBMSAP HANAByDCECHCMHCPS/4HANA CloudSRMByDCECHCMHCPS/4HANA CloudSRM
Application
Platform
Application
Platform
Reve
nue
forG
ener
alBu
sine
ss
Lower GB (OnPrem)
Upper GB (OnPrem)
Lower GB (Cloud)
Upper GB (Cloud)
Q1 Q2 Q3 Q4 TotalB1BAIO & S/4HANALoBSAP AnalysticsSAP DB & DBMSAP HANAByDCECHCMHCPS/4HANA CloudSRM
Application
Platform
Reve
nue
forL
arge
Ente
rpris
e Large Enterprise(On Prem)
Large Enterprise(Cloud)
Break down of quarterly figures per Industry
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 11For internal SAP and partner use only
Partner Business PlanRevenue Plan – General Business
Maintain plan figures for General Business Total OR Lower& Upper GB� When maintaining Total GB figures
– Plan figures will be automatically distributed to Lower& Upper GB (65% / 35%)
� When maintaining Lower & Upper GB figures– GB Total will be updated automatically and cannot be
maintained manually
Industry distribution has to be defined either for TotalGeneral Business OR Lower & Upper GB
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 12For internal SAP and partner use only
Partner Business PlanExample: Revenue planning for Lower GB
– Enter plan values perquarter for each solutionsection
– Click on to add a line– Click on to delete a
line from the plan– Fill in all relevant sections
– General Business or planmore granular:o Lower GB (Cloud/On-
Prem)o Upper GB (Cloud/On-
Prem)– Large Enterprise
(Cloud/On-Prem)
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 13For internal SAP and partner use only
Partner Business PlanMaintain Industry specific plan figures
– After entering quarterlyfigures
– Click on to breakdown quarterly figureper industry– Select industries from
drop down– Total needs to add up
to quarterly total (if not,quarterly total will beadjusted accordingly)
Test Partner
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 14For internal SAP and partner use only
Partner Business PlanPlan figures in Display mode
– Plan totals shown inheader
– To display headermove mouse over topright screen – dropdown arrow will show
– Industry break down ofquarterly figures can beaccessed via hyperlink
Test Partner
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 15For internal SAP and partner use only
Partner Business PlanDeal Registration & Capacity
– NEW – plan total targetyou as a partnercommit to deliver viadeal registration as aresult of your DemandGeneration Activities
– Capacity– Plan for marketing,
sales, presales andconsulting resourcesFTE
– Available capacitysupports revenue anddemand generationplan
Test Partner
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 16For internal SAP and partner use only
Partner Business PlanDemand Generation & Readiness Activities
– Add planned activitiesper quarter
– MDF details to supportplanning of DemandGeneration activities– MDF available– MDF reimbursed for an
activity– Track status of DG &
Readiness activities– In case the list is long,
leverage filter and sortoptions
Test Partner
Test Partner
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 17For internal SAP and partner use only
Partner Business PlanHome screen with plans
– By default all plansyou are assigned inPRM are shown
– Filters are available toreduce list if required
© 2016 SAP SE or an SAP affiliate company. All rights reserved. 18For internal SAP and partner use only
Partner Business PlanNotifications & Workflows
The following 4 notificationsexist in the new planning app:
• Partner Business Plan wassubmitted
• SAP Partner Managerapproves Business Plan
• SAP Partner Manager rejectsBusiness Plan
• SAP Business Plan for[Partner Name] re-opened
© 2016 SAP SE or an SAP affiliate company. All rights reserved. For internal SAP and partner use only 19
Thank you
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