1. Lee Smith Qualification © SAP AG 2009. All rights reserved. / Page 1

2. © SAP AG 2009. All rights reserved. / Page 2 Qualifying Why do we Qualify? Goal

3. © SAP AG 2009. All rights reserved. / Page 3 Qualifying Oct 6 - “I need a price for 3 Crystal Report Upgrades” Oct 5 - IT asks purchasing to get a price for 3 Crystal Reports Sep 23 - IT calls SAP Bobj ask if Crystal Reports 8.5 will run on Windows Server 2003. We say no…the newest version is CR 2008. Sep 23 - IT visits our website looking for information on Crystal Reports 8.5 Sep 22 - IT Discovers 3 boxes of Crystal Reports 8.5 on their “shelf” Sep 2 - Someone in IT remembers CR was used for a legacy application Sep 1 - Vendor tells IT that they can look at Crystal Reports for their additional Reporting requirements Aug 30 - Customer rejects Vendors quote for additional reports. Too expensive July 30 - Vendor and IT wrestle over additional reporting requirements July 2 - IT asks vendor for additional reports on behalf of the Business July 1 - Business struggles to understand how productive their projects are June 1 - Business/It Launch a new project management Solution to 300 users Can you qualify this now?

4. © SAP AG 2009. All rights reserved. / Page 4 Qualifying Why, Who, When, What, Why – what business benefit can be realized Compelling Event – New System – New Regulation Reduced Cost? – Increased Efficiency? Increase Revenue? Able but not willing – do not perceive enough value Willing but not able – do not have the resources or authority Who – knowing who you’re talking to will help you understand their needs and motivations Decision Maker – who has the authority Economic Buyer – who has the budget Influencer – Technical Lead – Business lead – Purchaser

5. © SAP AG 2009. All rights reserved. / Page 5 Qualifying When – timelines, next steps Implementation timeline – Project dates and dependencies – Trial – Business Sign off – Purchasing, how long to process What – you need to know what they’re trying to do and the desired outcome Discovery (next Section) Does customer have the resources – Budget? – Skill to evaluate/implement? – Get a partner involved early What else are they considering? – Delicate question, but it’s important to know if there is competition The less information you have, the lower the chance you can forecast with accuracy

6. © SAP AG 2009. All rights reserved. / Page 6 Qualifying Why do we Qualify? Evaluate Prioritize What to do next?