Customer and Market Strategy, Cloud Business Unit, SAP AG Mai 2013

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1 Customer and Market Strategy, Cloud Business Unit, SAP AG Mai 2013
Hybride und endnutzerorientierte Cloudlösungen sind das Erfolgsmodell der Gegenwart Customer and Market Strategy, Cloud Business Unit, SAP AG Mai 2013

2 Der Cloud-Markt wächst
….und was macht SAP? 70% aller CIO´s planen eine Cloud 1st strategy 80% aller IT-Entscheidungen werden primär vom Fachbereich getragen 75% aller neuen IT Ausgaben sind cloud oder hybrid In 2 Jahren 70% erwarten eine Erhöhung der SaaS Ausgaben 85% glauben das die Cloud ihr Geschäft transformiert 29m+ SAP cloud Nutzer 6000+ SAP cloud Kunden Heute 70% of CIOs will embrace a “cloud first” strategy in 2016 Prediction   Today, only 23% of enterprises have a “cloud first” strategy on all new IT purchases   As CIOs establish cloud architecture standards, update service mgmt processes for cloud and develop a cloud migration path, this will grow   Experience in cloud initiatives will address the current “skills gap” identified by many CIOs   PaaS solutions will be the Next Gen platform for CIOs   IaaS will radically drive down costs for early adopters 75% of all IT spendinds will go into cloud or hybrid systems by This strongly indicates the market in on the move… And what is SAP doing? The cloud happens now and SAP is already among the biggest cloud players in the market. $1B cloud run rate (We reached, calculated based on Q3 billings a revenue run rate of $1B, which is already 40% of our way towards a €2B business in 2015 in the cloud) 20m+ paying business user in the SAP business cloud (this is by far the largest number of paying business user in the cloud which makes us #1 cloud player in this categorie) 6000+ customers 5000+ people in the company work in the context of cloud This should give an idea that 1) Cloud is there today 2) SAP takes it serious. This is not a hype, this is a strategic piece of our business 3) We are prepared for scale in the large Enterprise segment Veränderte Erwartung der Fachbereiche 20+ cloud Lösungen im Portfolio 5000+ Mitarbeiter im Umfeld Cloud >€900m revenue run rate Gestern

3 Cloud SaaS wird getragen von drei globalen Trends
Business Dynamik Consumerization von IT IT Entscheidungen Unsichere und sich schnell verändernde Marktstrukturen fordern minimale Experimentierkosten Joint Ventures, Fusionen, Verkäufe & Akquisitionen zur Erschließung und Konsolidierung neuer Märkte erfordern eine ganze neue Geschwindigkeit Soziale und kollaborative Komponenten Anwendungen auf mobilen Endgeräten Erwartungshaltung an Benutzeroberflächen haben unsere Arbeitswelt und Erwartungen an IT verändert Fachbereichsentscheider sind stärker in IT Entscheidungen involviert als jemals zuvor. Die Erwartung an IT sind formuliert - Signifikante Verbesserung der Produktivität und Bereitstellung entscheidungsrelevanter Informationen Globally 3 mega trends shape the way how Enterprise consumes IT. Business Dynamik Unsichere und sich schnell verändernde Marktstrukturen fordern minimale Experimentierkosten Joint Ventures, Fusionen, Verkäufe & Akquisitionen zur Erschließung und Konsolidierung neuer Märkte erfordern eine ganze neue Geschwindigkeit Hier kann die cloud massiv die Stärken ausspielen. Schnelles Onboarding, schnelle nutzbarkeit, intuitive UI´s; aber auch OPEX vs CAPEX; keine Abschreibung für Subscriptions. Pay/use minimiert Anfangsinvestitionen Consumerization of IT We see Apple, Google, Webservices, Webmail, social networks, mobility shaping the daily experience of individuals. The way how IT is consumed in the private live today is shaping the enterprise IT at the same time. The Power goes to the individual; BYOD (Bring your own device) as another example, where IT is not happy but companies do Soziale Komponenten, Mobilität und die private Nutzung von Cloudlösungen haben unsere Arbeitswelt und Erwartungen an IT verändert IT decisions IDC reported that by 2016, LOB executives will be directly involved in 80% of new IT investments, 2013 already 58% There is a significant paradigm shift of budgets and the way how decisions are made; driven more from LOB than ever before Fachbereichsentscheider sind stärker in IT Entscheidungen involviert als jemals zuvor. Die Erwartung an IT sind klar - Signifikante Verbesserung der Produktivität und Bereitstellung entscheidungsrelevanter Informationen

4 Die SAP Cloud Strategie ruht auf vier Säulen
Cloud Lösungen Cloud Platform Business Netzwerk Infrastruktur&Lebenszyklus Management Fachbereichslösungen People Customers Money Suppliers Suite SAP’s cloud strategy rest on a fourfold strategy: Cloud Applications, Cloud Platform, Business Network, and Infrastructure & Lifecycle Management. This four-part strategy delivers the next generation in cloud computing to help customers unlock the new possibilities and benefits of the Cloud: Cloud Applications: We have over 30 applications and suites in the SAP cloud, which are designed to optimize your most critical assets— your people, customers, suppliers, and money. Each of our applications is built to empower people through beautiful and relevant experiences that are mobile, social and “glocal” – enabling global business processes that account for local requirements.  Because these applications are in the Cloud, they are fast to deploy, easy to adopt, and seamlessly updated with innovations. And, rather than forcing a “rip and replace” approach to the cloud, we’re focused on letting you adopt “your cloud, your way”. Whether you want a full Cloud suite or a selective Cloud strategy, our broad portfolio of applications and loosely coupled design approach enables you to move to the cloud in the way that best suits your business priorities. CLOUD APPLICATIONS KEY BENEFITS TO STRESS Cloud means velocity – INNOVATION FAST at customer, FAST Onboarding, FAST Roll Out, FAST and HIGH Adoption (fast, intuitive, ease of use) Mobility first - instead of small mobile extensions, the way people work today Less cost risk in uncertain times– pay per use, OPEX vs. CAPEX, consume your way, nearly NO cost of experiments Higher standardization - Share Best Practice, less financial and resource risk; Adoption of cloud in commodity processes Increased data quality  - based on higher LOB adoption – people will use more Fast innovation cycles – run always on latest release, get new capabilities every 90 days Cloud Platform: SAP HANA Cloud is a platform-as-a-service designed to help customers, ISV's and partners rapidly create innovative software applications to succeed in a world increasingly characterized by mobility and always-on social and collaborative business networks.  SAP HANA Cloud is based on SAP HANA, which means it is the only cloud platform that can help customers analyze data at the speed necessary to sense and respond to changes in their business networks.  SAP HANA Cloud is characterized by an open approach, a focus on enabling business processes with seamless integration to on premise, and providing the key services required to create mobile, social, and analytical applications. Business Network: The Ariba Business Network is the preferred network for buying, selling, and/or managing cash. Over 730,000 businesses, doing business in 186 countries around the world, are connected in the cloud through industry-leading technology, proven process expertise, and community-shared best practices. As customers look to extend and automate inter-company business processes, the Ariba Business Network gives companies the transparency and capabilities they need to execute as efficiently and cost-effectively as possible across their entire value chain; from finding and serving new customers to organizing and managing supply to optimizing cash flow. Infrastructure & Lifecycle Management: Intended specifically for customers who have invested significantly in on-premise SAP landscapes to run their mission critical applications, SAP Virtualization and Cloud Management solutions are designed to protect existing investments and minimize disruptions, while providing a staged journey into the cloud.  These solutions enable customers to unlock the direct cost savings and management efficiencies possible through virtualization and private clouds.  Additionally, customers will have the option to deploy complete, traditional on-premise, SAP test environments directly into public clouds, such as Amazon – providing speed and savings in updating SAP landscapes, while fully protecting production systems. For customers that want to deploy their internal HANA-based applications in the cloud, SAP and our partners offer a wide choice of hosting capabilities that provide highly secure environments with the advantage of cloud economics Business SAP eigene Lösungen SAP HANA Cloud Platform Ariba Netzwerk Virtualization & Cloud Management Lösungen Platform und Integration Netzwerk IT-Management

5 Die SAP Cloud Lösungen – Software as a Service mit 20+ Lösungen
Cloud Fachbereichslösungen Cloud Suite People Customers Money Suppliers Business SuccessFactors BizX Employee Central Global Core HR Global Cloud Payroll End-to-end Talent Management Recruiting Learning Customer OnDemand Sales, Service, Marketing Social Customer Sales & Operations Planning Precision Retailing Social Impact Net HANA Portal Financials OnDemand Core Finance Order to Cash Procure to Pay Project Management Travel & Expense End-to-end for Business Traveler EPM OnDemand Financial Service Network Business Network and Supplier Applications Strategic Sourcing Contract Lifecycle Management Supplier Management Business Process Applications Business Network Solutions Product Stewardship Net Product Verification Business ByDesign Complete end-to-end Cloud Suite for medium size businesses and subsidiaries Business One Complete end-to-end Cloud Suite for small businesses SAP’s cloud strategy focuses on four areas: Cloud Applications, Cloud Platform, Business Network, and Infrastructure & Lifecycle Management. This four-part strategy delivers the next generation in cloud computing to help customers unlock the new possibilities and benefits of the Cloud: Cloud Applications: We have over 30 applications and suites in the SAP cloud, which are designed to optimize your most critical assets— your people, customers, suppliers, and money. Each of our applications is built to empower people through beautiful and relevant experiences that are mobile, social and “glocal” – enabling global business processes that account for local requirements.  Because these applications are in the Cloud, they are fast to deploy, easy to adopt, and seamlessly updated with innovations. And, rather than forcing a “rip and replace” approach to the cloud, we’re focused on letting you adopt “your cloud, your way”. Whether you want a full Cloud suite or a selective Cloud strategy, our broad portfolio of applications and loosely coupled design approach enables you to move to the cloud in the way that best suits your business priorities. CLOUD APPLICATIONS KEY BENEFITS TO STRESS Cloud means velocity – INNOVATION FAST at customer, FAST Onboarding, FAST Roll Out, FAST and HIGH Adoption (fast, intuitive, ease of use) Mobility first - instead of small mobile extensions, the way people work today Less cost risk in uncertain times– pay per use, OPEX vs. CAPEX, consume your way, nearly NO cost of experiments Higher standardization - Share Best Practice, less financial and resource risk; Adoption of cloud in commodity processes Increased data quality  - based on higher LOB adoption – people will use more Fast innovation cycles – run always on latest release, get new capabilities every 90 days Cross - SAP JAM-Social Collaboration / Enterprise Analytics / Mobility / Business Network / INTEGRATION * Note: Additional solutions available from SAP’s extensive cloud applications portfolio

6 Externe Kollaboration: SAP Jam
Wie passt die Architektur zusammen… Handelskette Prozeßintegration Kollaboration in der Lieferkette Externe Kollaboration: SAP Jam Externe Kollaboration: Ariba Network People Customers Money Suppliers Business The pieces need to fit together. In the center of our strategy we delibver 20+ Apps in the cloud as SaaS. Social is the new key in Enterprise productivity, therefore we deliver SAP Jam for internal collaboration to increase productivity. Jam is an corss layer which today applies for the cloud solutions and will continue to grow alos into our onPremsie Busienss Suite to ensure collaboration in context of business objects. This context also applies to the external supply chain. People need to talk and exchange information. Mail is not the preferred option anymore as it relies on indviduals. Information is not available to the collective who needs have that information. And is not related to the contextual business object. Jam allows to connect to the whole supply chain members (customers/Suppliers). The cloud foundation is our HANA Cloud platform; aTfansformative Platform for Continuous Innovation SAP’s platform - SAP HANA Cloud, is designed to help customers, ISVs and Partners rapidly create innovative software applications at the pace required to succeed in a world increasingly characterized by mobility and always on, social, and collaborative business networks SAP HANA Cloud is differentiated by being the only cloud platform built on HANA, which means it is the only platform that can help customers rapidly, sense, analyze and respond at the speed required to changes in their business networks. SAP HANA Cloud is characterized by an open approach, a focus on enabling business processes with seamless integration to on premise, and providing the key services required to create mobile, social, and analytical applications. •Some of the applications offered in SAP Cloud are not built on SHC. •SAP has no plans to refactor existing applications that are not built on the above platform. •SAP has chosen to embrace industry standard web-interfaces, such as REST, in our portfolio of cloud applications, this in-turn enables us to utilize this platform new platform as the preferred platform to extend ALL non-SHC based applications. Another important benefit of the platform is the integration architecture, because SAP does not follow a “rip and replace” strategy. We give our customers choice and allow to adopt at own pace and following customers´own business proirities. This makes a robust integration foundation a must have to ensure process and data integrity. This applies to SAP´s cloud offering as well as On Premise integration. In addition the world is heterogenous and we use this technology to integrate with 3rd party cloud and NON-cloud solutions. Interne Kollaboration: SAP Jam Plattform und Integration Kunden Apps Partner Apps ISV Apps SAP und Drittlösungen OnPremise Drittlösungen Cloud

7 SAP bietet Wahlmöglichkeiten cloud, on premise oder hybrid
z.B. Lead-to-Opportunity and Opportunity–to-Cash Komplett on premise z.B. Source-to-Pay z.B. Recruit-to-Retire Komplett cloud Moderne Unternehmens Architektur : on premise und cloud SAP’s cloud strategy focuses on four areas: Cloud Applications, Cloud Platform, Business Network, and Infrastructure & Lifecycle Management. This four-part strategy delivers the next generation in cloud computing to help customers unlock the new possibilities and benefits of the Cloud: Cloud Applications: We have over 30 applications and suites in the SAP cloud, which are designed to optimize your most critical assets— your people, customers, suppliers, and money. Each of our applications is built to empower people through beautiful and relevant experiences that are mobile, social and “glocal” – enabling global business processes that account for local requirements.  Because these applications are in the Cloud, they are fast to deploy, easy to adopt, and seamlessly updated with innovations. And, rather than forcing a “rip and replace” approach to the cloud, we’re focused on letting you adopt “your cloud, your way”. Whether you want a full Cloud suite or a selective Cloud strategy, our broad portfolio of applications and loosely coupled design approach enables you to move to the cloud in the way that best suits your business priorities. CLOUD APPLICATIONS KEY BENEFITS TO STRESS Cloud means velocity – INNOVATION FAST at customer, FAST Onboarding, FAST Roll Out, FAST and HIGH Adoption (fast, intuitive, ease of use) Mobility first - instead of small mobile extensions, the way people work today Less cost risk in uncertain times– pay per use, OPEX vs. CAPEX, consume your way, nearly NO cost of experiments Higher standardization - Share Best Practice, less financial and resource risk; Adoption of cloud in commodity processes Increased data quality  - based on higher LOB adoption – people will use more Fast innovation cycles – run always on latest release, get new capabilities every 90 days Cloud Platform: SAP HANA Cloud is a platform-as-a-service designed to help customers, ISV's and partners rapidly create innovative software applications to succeed in a world increasingly characterized by mobility and always-on social and collaborative business networks.  SAP HANA Cloud is based on SAP HANA, which means it is the only cloud platform that can help customers analyze data at the speed necessary to sense and respond to changes in their business networks.  SAP HANA Cloud is characterized by an open approach, a focus on enabling business processes with seamless integration to on premise, and providing the key services required to create mobile, social, and analytical applications. Business Network: The Ariba Business Network is the preferred network for buying, selling, and/or managing cash. Over 730,000 businesses, doing business in 186 countries around the world, are connected in the cloud through industry-leading technology, proven process expertise, and community-shared best practices. As customers look to extend and automate inter-company business processes, the Ariba Business Network gives companies the transparency and capabilities they need to execute as efficiently and cost-effectively as possible across their entire value chain; from finding and serving new customers to organizing and managing supply to optimizing cash flow. Infrastructure & Lifecycle Management: Intended specifically for customers who have invested significantly in on-premise SAP landscapes to run their mission critical applications, SAP Virtualization and Cloud Management solutions are designed to protect existing investments and minimize disruptions, while providing a staged journey into the cloud.  These solutions enable customers to unlock the direct cost savings and management efficiencies possible through virtualization and private clouds.  Additionally, customers will have the option to deploy complete, traditional on-premise, SAP test environments directly into public clouds, such as Amazon – providing speed and savings in updating SAP landscapes, while fully protecting production systems. For customers that want to deploy their internal HANA-based applications in the cloud, SAP and our partners offer a wide choice of hosting capabilities that provide highly secure environments with the advantage of cloud economics

8 SAP Cloud Integration Services
SAP Cloud Lösungen SAP HANA Cloud Integration Services Real-Time Process Integration iFlows (Prepackaged Integrations) Community und Marktplatz Daten Integration Drittlösungen Integrations Plattform Option SAP HANA Cloud Integration Option Direkte Integration Option SAP NW PI Bevorzugte Option SAP On-Premise Drittlösungen On-Premise Cloud Lösungen Von Drittanbietern

9 Kundenbeispiele mit hybriden Szenarien (OnPremise und Cloud) Schneller ROI durch den komplementären Einsatz integrierter cloud Lösungen SAP ERP Eine enorme Verbesserung für die Vertriebsteams Echtzeitsynchronisation mit dem SAP Erp-System (hier: Kundendaten und Materialstämme) SAP NetWeaver Business Warehouse (BW) Reports für Vertriebsvorgänge, Rechnungen und offene Bestellungen werden in der Cloud Lösungen angezeigt SAP Customer OnDemand SAP NetWeaver BW Das SAP HR system liefert die Mitarbeiterdaten Für gebuchte Reisen werden Reiseabrechnungen automatisch vorab angelegt Abrechnungen werden direkt auf FI Konten verbucht Kreditkartenabrechnungen werden direkt eingespeist Automatisierter Freigabeprozeß SAP ERP (Finance) HR SAP Travel OnDemand Mehrere SAP und Drittsysteme waren anzubinden Eine zentrale SAP Customer OnDemand Instanz über alle Divisionen hinweg Integration zu Drittsystemen ist für Phase 2 geplant SAP Customer OnDemand SAP ERP (Division 1) SAP ERP (Division 2) Legacy (Division 3) Legacy (Division 4) Some examples of customers, who have reached fast ROI based on integration between SAP cloud and OnPremise. We call it a “side-by-side approach” and ensure sustainable architecture with data and processes in synch.

10 (Cloud-)Lösungen werden von den Fachbereichen angenommen, wenn …
Key message: cloud is driven by Viral Adoption First of all SAP provides a consumer-grade user experience. Simply put, customers are now experiencing a kind of people-centricity they had never experienced before. End-user oriented design thinking goes hand-in-hand with social capabilities, allowing for easy and effective collaboration in business. The end user design approach in mind is the paradigm shift we are performing for exponential adoption rates. We at SAP do see viral adoption as key to success. There are several aspects of viral adoption, we made it foundation and design principles: Every application in the SAP cloud will leverage a SMART Foundation: S=Social: to make the right people aware of things that matter, when they matter (relevant expertise, new content, recent updates/activities/notifications, new insights derived from analytics, etc); Imagine. This is not just to transfer communication from individual mailboxes to collaboration in context M=Mobile: Every SAP cloud application extends to mobile devices – iPhone, iPad, Android, and more. In fact, we even design mobile user interfaces first before extending to browser UIs. We understand that immediate access leads to maximum business agility and much better adoption in business. Think of further trends like BYOD (Bring Your Own Device). The cloud´s central processing and thin client technology enables BYOD instantly. This ensure people are able to take action where and when they need to…anytime, anywhere. In fact, for many of our applications we’re now taking a “mobile first” approach, where we design new capabilities to first work on mobile devices (example: absence management in EC). A=Analytics-Driven: Powered by HANA in-memory computing and real-time analytics to deliver instant visibility and insight across your business; what might otherwise take weeks to understand, can now take minutes… R=Relevant: Designed for the ENTIRE workforce; we’re not looking at these as “Line of Business” applications designed for LOB power users…we’re designing these as Workforce applications that can (and should!) be used by everyone…this means that we’re putting things in a “business language” that people in a variety of roles can understand—managers, employees, line of business leaders, administrators, etc. Breaking down the “lines” in “lines of business” through experiences that are relevant to the entire workforce, empowering end users, etc. T=Toy Like: Intuitive, Fun, and easy to use…this is how applications are designed for the consumer world, and it’s how people expect them to work in the business world… Benutzerfreundlich Relevant für MICH Schnell Mobil

11 Security bleibt ein wichtiges Thema in der cloud
28 March 2017 Security bleibt ein wichtiges Thema in der cloud Rechenzentrum - Datensicherheit Wo liegen meine Daten Übertragbarkeit von Daten Security Data security Where is my data Data portability Cost and Reputation loss associated with security breach Data privacy IT-Security Business continuity Kontinuität HP Confidential

12 Zusammenfassung Fokussierung auf Fachbereichslösungen und eine Suite in der Cloud. Kunden adaptieren nach eigenen Prioritäten Intregrationsszenarien als Bestandteil der Lösungskonzepte Externe Kollaboration: Ariba Network Externe Kollaboration: SAP Jam The pieces need to fit together. In the center of our strategy we delibver 20+ Apps in the cloud as SaaS. Social is the new key in Enterprise productivity, therefore we deliver SAP Jam for internal collaboration to increase productivity. Jam is an corss layer which today applies for the cloud solutions and will continue to grow alos into our onPremsie Busienss Suite to ensure collaboration in context of business objects. This context also applies to the external supply chain. People need to talk and exchange information. Mail is not the preferred option anymore as it relies on indviduals. Information is not available to the collective who needs have that information. And is not related to the contextual business object. Jam allows to connect to the whole supply chain members (customers/Suppliers). The cloud foundation is our HANA Cloud platform; aTfansformative Platform for Continuous Innovation SAP’s platform - SAP HANA Cloud, is designed to help customers, ISVs and Partners rapidly create innovative software applications at the pace required to succeed in a world increasingly characterized by mobility and always on, social, and collaborative business networks SAP HANA Cloud is differentiated by being the only cloud platform built on HANA, which means it is the only platform that can help customers rapidly, sense, analyze and respond at the speed required to changes in their business networks. SAP HANA Cloud is characterized by an open approach, a focus on enabling business processes with seamless integration to on premise, and providing the key services required to create mobile, social, and analytical applications. •Some of the applications offered in SAP Cloud are not built on SHC. •SAP has no plans to refactor existing applications that are not built on the above platform. •SAP has chosen to embrace industry standard web-interfaces, such as REST, in our portfolio of cloud applications, this in-turn enables us to utilize this platform new platform as the preferred platform to extend ALL non-SHC based applications. Another important benefit of the platform is the integration architecture, because SAP does not follow a “rip and replace” strategy. We give our customers choice and allow to adopt at own pace and following customers´own business proirities. This makes a robust integration foundation a must have to ensure process and data integrity. This applies to SAP´s cloud offering as well as On Premise integration. In addition the world is heterogenous and we use this technology to integrate with 3rd party cloud and NON-cloud solutions. People Customers Money Suppliers Business Interne Kollaboration: SAP Jam Plattform und Integration Mit der SAP HANA Cloud eine Cloud-Plattform mit zentralen Services Virtualisierung und IaaS-Technologie um “Private cloud” zu unterstützen Kunden Apps Partner Apps ISV Apps

13 Vielen Dank! www.sap.com/cloud Bert O. Schulze Cloud Strategy SAP AG
@BeSchulze

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