• Take their word for it

    This program, although being just a "coaching framework and competitive environment", enabled us or gave us a boost for multiple activities which would otherwise probably not happen: It increased our acceptance by local SAP and we have received more attention there. It was easier for us to get capacity of your tele-resources in Spain for the campaign. Also internally at Ness, we have started activities (backed up by this program) which might not be done otherwise - this is from my personal perspective the biggest contribution!

    Stanislav Simunek, Ness Technologies, Slovakia

Enablement

What's new in 2012?

  • Simplified Participation
    • Single sign on, linked with SAP EMEA Partner University
    • By invitation, no registration fee
    • Deadlines not at quarter end, tasks connected to daily business processes
  • More learning flexibility and choice to compete
    • 22 Task to choose from for learning (fitness sessions) and scoring (each up to 25 points)
    • 10 best scorings do count for competitive ranking (max 250 points)
    • Team have as much internal and external supporter registered as needed (engagement)
  • Better impact to real business faster
    • Real cases can be used
    • Categories for tasks include: business expansion, demand generation, sales cycle as well as exclusively sharing and learning from best practices with others teams on innovations, i.e. Sybase Mobility, HANA and LOB (Line of Business) solutions

Confidentiality: Like in previous editions of the Best Performance Challenge, the documents uploaded as task deliverables within the team profile are visible only to the Enablers and Administrators and used within the rules of task scoring. The exception is in Category 4 "Share your best practices" because this category, per definition, allows partners who contribute/perform in this category to view other partner category 4 task deliverables details.

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Task Name (25 points each)
Details
Learn More
Category 1: Business Expansion & Achievement
 Please login to see details
1a PIPELINE CONVERSION    
1b SPECIFIC BUSINESS PLAN    
1c CROSS SELLING INTO SAP SME DIRECT    
1d TARGETING ENTERPRISE ACCOUNTS    
Category 2: Demand Generation
 Please login to see details
2a SPECIFIC MARKETING PLAN    
2b SOLUTION SPECIFIC ELEVATOR PITCH    
2c RECORDED SOLUTIONS DEMO    
2d ORGANISING A CUSTOMER/NET NEW NAME SEMINAR    
2e New Name MARKETING CAMPAIGN    
Category 3: Sales Cycle
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3a VALUE PROPOSITION    
3b OBJECTION HANDLING & DEAL CLOSING    
3c WINNING AGAINST COMPETITION    
3d COMPELLING DEMO    
Category 4: Best Practice Sharing
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4a B1 IMPLEMENTATION AIP    
4b BEST PRACTICE CASE IN SALES MANAGEMENT    
4c SOLUTION SPECIFIC REFERENCE CASE/SUCCESS STORY    
4d USE COMPETITIVE ANALYSIS TO SET UP A SALES APPROACH    
4e SHARE AND PRESENT YOUR BEST PRACTICES    
Category 5: Super Tasks
 Please login to see details
5a WHY WAIT    
5b SHOW ME THE MONEY    
5c SOCIALIZING YOUR SUCCESS    
5d SHOW THE INNOVATION    
5e Q1 2012 REVENUE BONUS    


Task Calendar

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#
Task Name
Deliverables
December
January
February
March
April
May
June
Category 1: Business Expansion & Achievement
1a PIPELINE CONVERSION Pipeline status at Q beginning and end Each Q     Each Q     Each Q
1b SPECIFIC BUSINESS PLAN Biz Plan Documentation           Review  
1c CROSS SELLING INTO SAP SME DIRECT Stragegy Doc + Jury Presentation       Doc + Presentation      
1d TARGETING ENTERPRISE ACCOUNTS Account Plan Doc + deal in fcst       Presentation   Deal in Fcst  
Category 2: Demand Generation
2a SPECIFIC MARKETING PLAN Mktg template doc              
2b SOLUTION SPECIFIC ELEVATOR PITCH Video         Upload Video 31st May Collect views
2c RECORDED SOLUTIONS DEMO Video       Upload Video 15th April    
2d ORGANISING A CUSTOMER/NET NEW NAME SEMINAR Strategy Doc + Event       Upload Doc 15th April Event  
2e New Name MARKETING CAMPAIGN Strategy Doc + Run Campaign/count Leads       Upload Doc 15th April Presentation  
Category 3: Sales Cycle
3a VALUE PROPOSITION Media Pack Doc + Presentation       Upload Doc 15th April Presentation  
3b OBJECTION HANDLING & DEAL CLOSING Documentation and Presentation       Upload doc + pres. 15th April    
3c WINNING AGAINST COMPETITION 5 Battlecards doc       Upload Docs 15th April    
3d COMPELLING DEMO Uploaded demo + presentation       Upload doc + pres. 15th April    
Category 4: Best Practice Sharing
4a B1 IMPLEMENTATION AIP Confcalls + Testimonials              
4b BEST PRACTICE CASE IN SALES MANAGEMENT Documentation and Presentation       Doc.+ Pres. 15th April    
4c SOLUTION SPECIFIC REFERENCE CASE/SUCCESS STORY Various Docs           Upload  
4d USE COMPETITIVE ANALYSIS TO SET UP A SALES APPROACH Recorded Interview           Upload  
4e SHARE AND PRESENT YOUR BEST PRACTICES Presentation or Interview           Upload  
Category 5: Super Tasks
5a WHY WAIT Applicable before other task deadlines              
5b SHOW ME THE MONEY Documentation and Presentation         Docs + Presentation 31st May  
5c SOCIALIZING YOUR SUCCESS Interview           Upload  
5d SHOW THE INNOVATION Complete other 4 tasks with Innovation Topic       Planning 15th April Deal/Team  
5e Q1 2012 REVENUE BONUS Achieve Revenue