SAP PartnerEdge Build Building Business Success for the Future

Transcription

1 SAP PartnerEdge Build Building Business Success for the Future Platform Partner Ecosystem, SAP SE

2 Software is eating the world Marc Andreessen ^ (and business model innovation) Market Valuations in $US Billion Kodak invented the digital camera in 1965, but by 2012, the company was bankrupt. It owned 90% of the photo category in AirBnB Hyatt Uber BMW Facebook Pearson Source: Bloomberg, February

3 Key business drivers for digital transformation 3

4 Digitalization: Your customers become a software-driven company by: Collaboration Integration Mobile Microservices Intelligently connecting people, things, and businesses Machine learning UX IoT Integration Real-time analytics APIs 4

5 Digital transformation requires both stability and agility Bimodal IT How to steer your company? How to engage? Mode 1 Mode 2 How to run your company? How to sense? Setting the foundation How to decide? 5

6 SAP provides the right foundation for bimodal IT 15K + SAP partners Open and standards based 330K+ SAP customers Solid Core End-to-end comprehensive processes supported by SAP Cloud Platform and SAP S/4HANA 75% of global transactions 6

7 Impacts of the move to the cloud and the apps-on-platform model 40% Decrease in dev time 100% Adoption/usage within 180 days of app go-live 1.3x Revenue per employee 1.6x More gross profit 2x 4x Higher revenue multiple for apps on platform Platform Apps Cloud 7

8 Cloud Resale Focus On premise Cloud Your best path to evolving your business Opportunities include: Maturity Model: (Gartner): Resale- Hybrid-Native Cloud/ hybrid VAR/SI Cloud native with cloud IP Resell cloud Package IP Drive P2P model Developmentfocused model: Requires strong suite-relevant market understanding Reseller /services provider Reseller /SI/ISV with on-premise IP Custom Packaged IP Focus Packaged 8

9 SAP Cloud Platform is at the Core of SAP s Modular Suite SAP Fiori SAP Cloud Platform Integration SAP Cloud Applications SAP Analytics Cloud & SAP Digital Boardroom Marketplace Customer Specific and 3 rd Party Applications SAP S/4HANA APIs SAP BW/4HANA Integration Services Security Services Mobile Services UX Services Business Services Collaboration Services Big Data Services Open Source Runtimes (e.g. Java, Python, R, Go, Scala) SAP Cloud Platform Machine Learning Services IoT Services SAP HANA Open Source Storage (e.g. PostgreSQL, Mongo, Redis, ) SAP Vora 9

10 SAP Cloud Platform Business results in the cloud start here Deliver modern user experience to any user on every device Acquire insights and intelligence with analytics Connect, transform, and reimagine with the Internet of Things Unlock knowledge and maximize productivity through collaboration Free your apps and data from silos with cloud and on-premise integration 11

11 Why SAP Cloud Platform? SAP SAP is committed to the enterprise, is market leader in enterprise application software, and is a leader in cloud with over 30 solutions and 120 million subscribers. Comprehensive PaaS SAP Cloud Platform provides the capability of extending LoB applications from SAP, SAP software landscapes, and third-party solutions all from a single PaaS. Open solution SAP Cloud Platform leverages the best of open source (Cloud Foundry), open languages (HTML5, SWIFT, JavaScript, Java), and open web technologies (REST, JSON, odata). Ecosystem SAP Cloud Platform has a broad set of partners, ISVs, and developers that are building everything from LoB extensions to full solutions on the platform. Strategy SAP Cloud Platform simplifies the complexity associated with today s multicloud world. It provides a comprehensive platform to innovate, extend, and build applications. 12

12 SAP Cloud Platform The platform as a service powering enterprise business 6,500+ ~ SAP Cloud Platform customers Partners building apps on SAP Cloud Platform SAP enterprise applications delivered on SAP Cloud Platform SAP Cloud Platform apps available on SAP App Center Status: February

13 Innovation and simplification opportunities for partners along use cases based on SAP Cloud Platform Agile Extend cloud and on-premise apps Optimized Integrate your apps and data Digital Build new digital cloud apps Extensions for on-premise solutions (SAP S/4HANA, SAP Hybris solutions, legacy software) User experience evolution with SAP Fiori Mobile consumption Extensions for cloud solutions from SAP (SAP SuccessFactors solutions, SAP Hybris Cloud for Customer, others) Integration solution Analytical application based on SAP HANA* IoT solution based on SAP HANA* Enterprise collaboration *Leveraging cloud foundry services 14

14 SAP S/4HANA and SAP Cloud Platform are the enablers for simplification and innovation in the digital era Ability to Run Simple on a Solid core Agile innovation on SAP Cloud Platform Enabled Eco-system ~750 partners are members of the Build engagement model based on SAP Cloud Platform 500+ SAP Cloud Platform apps in SAP App Center Status: February

15 Run SAP PartnerEdge Build: Engagement model to leverage the cloud-apps opportunity Build Program Benefits Global and comprehensive Effective onboarding and enablement Solution qualification and (optional) certification App listing on SAP App Center (sapappcenter.com) Attractive commercial and monetization options at standardized terms*: SAP App Center, embedded PaaS, joint selling Market Traction Service Sell ~ 750 Partners building apps on SAP Cloud Platform 1,100+ Partner apps available on SAP App Center Open Ecosystem, Startup Focus program How do you engage? All partner-related info: Sign up now: * Negotiated terms for bundling and embedding available via separate OEM agreement 16

16 Sell Service Build Innovate and monetize your business solutions leveraging SAP PartnerEdge Build SAP App Center Commercialize Embedded Platform as a Service for SAP Cloud Platform* Attractive fees for Build engagement: Set your price List on SAP App Center Reach out to SAP customers Leverage GTM services from SAP Offer services Multi-Cloud Add-On SAP SuccessFactors SAP Cloud Platform Innovate SAP Jam Other options Integration services options SAP Cloud Platform Integration Additional resources options Cloud packs starting at 1,068 p.a. each On-premise technologies Development licenses Enterprise support (or equiv.) Cloud resources Enablement Application readiness check Partner with SAP SAP partner status Partner management For Build: One global agreement Your add-ons your IP Explore partnership as an Open Ecosystem member Developer licensing possible as for partners Base enablement Proof of concept (PoC) Focus: development On-premise licenses: from 0 Common SAP PartnerEdge base fee 2,000 p.a. Free * bundling and embedding for other technologies and under negotiated terms available via separate OEM agreement 17

17 Embedded PaaS as default licensing option for partner selling SAP Cloud Platform Partner Business Model Options supported by SAP PartnerEdge - Build Embedded Platform-as-a- Service (epaas) Develop packaged cloud application and sell app as SaaS including embedded SAP Cloud Platform resources SaaS App IP Partner App SAP Cloud Platform Customer Packaged App* Develop and sell packaged cloud applications App IP Customer App App App SAP Cloud Platform Partner instance of SAP Cloud Platform Partner app SAP Cloud Platform Customer instance of SAP Cloud Platform Partner app SAP Cloud Platform Ability to go to market as self-sufficient cloud service provider ( land and expand ) Simple and transparent pricing for embedded SAP Cloud Platform via revenue share No up-front commitments and risk/reward sharing by SAP Possibility of multitenancy and multiapp deployment Sell app to customers already equipped with SAP Cloud Platform Use when introduced to account by SAP field or when SAP field is assisting in account * Developer rights include custom development, eg, for PoC 18

18 Introducing SAP Cloud Platform Embedded Platform as a Service (epaas) Highlights: Ability to embed SAP Cloud Platform into partner app for true SaaS experience Risk/reward model: priced at 25% of the net cloud subscription revenue received from customer Low minimum fees and high governor limits, unambiguously determined by app category Availability to all partners of SAP PartnerEdge Build, with innovation pack for SAP Cloud Platform or multi-cloud starter pack for SAP Cloud Platform Partner benefits: SaaS delivery of your app at your commercial terms True cloud experience: no need to optimize resource consumption of app or commit revenue up front Ease of planning, decoupled from price list for SAP Cloud Platform Support of all sales motions and customer buying preferences including land-and-expand All deployment options supported: Dedicated SAP Cloud Platform instance per customer and app for maximum security, but also multiple tenants and/or multiple apps per instance. Simple order form under contract for SAP PartnerEdge Build Customer subscription revenue to partner Subscription Partner share SAP royalty for SAP Cloud Platform (epaas) Partner App SAP Cloud Platform 75% 25% 19

19 SAP PartnerEdge Build An end-to-end engagement framework that delivers value! Global SAP PartnerEdge Build SAP Partner Status SAP partner logo branding support and assets SAP partner service advisor Enablement and Build Developer resources: Seperately contracted, eg, 25 Developers & resources with SAP Cloud Platform innovation pack SAP Enterprise Support (or equivalent) Enablement: Access to best-in-class and proven enablement assets Power Week Workshop and Technical Coaching by invitation Application Readiness Check or optional certification ( SAP Certified Solution ) Intellectual property: Partner ownership of IP for built solutions Go to Market SAP Digital Publishing of partner solution on SAP App Center for customer discovery, trial and enterprise-ready purchasing Lead generation and promotion Marketing support Promotion at SAP and industry events Customer Webinars Customer success stories Go-to-market options Revenue-share-based embedding of SAP Cloud Platform for creating self-sustained cloud services Demand-generation support 20

20 SAP App Center The digital enterprise marketplace Regardless of which SAP technology a partner solution extends, the SAP App Center is THE one-stop shop for customers to discover partner solutions. End-to-end enterprise marketplace for listing, transacting, and managing partner applications Enterprise-class procurement Modern digital infrastructure and flexible workflow 21

21 Broad Partner Adoption Proves the Value Proposition *Only sample shown 22

22 Semos business model: Engagement suite of extensions of SAP SuccessFactors solutions on SAP Cloud Platform Empower organizations and integrate with existing HR business processes Boosted employee engagement and feedback SAP SuccessFactors Talent solutions and SAP SuccessFactors Employee Central Recognition and rewards Surveys and feedback Health and wellness SAP Cloud Platform Mentoring and networking Total rewards hub Reduced employee turnover SAP HANA extended application services: native development paradigm Leveraging of portal, identity, integration, and collaboration services Straightforward integration with SAP HCM and other applications Extensions to SAP SuccessFactors Improved job satisfaction 23

23 Sodales Solutions Inc. delivers open, agile, flexible apps Build 21 st -century apps using open standards and the skills you already have Build new employee and customer-facing apps based on open standards with Java, as well as with JavaScript capabilities of SAP Cloud Platform Build apps with SAP Cloud Platform knowing that SAP is integrating Cloud Foundry and OpenStack technologies into SAP Cloud Platform along with new developer tools Build enterprise-ready Web applications for all devices running on the browser of your choice with the OpenUI5 of SAP Cloud Platform When we moved to SAP Cloud Platform, it was a fresh breath of air. On SAP Cloud Platform we didn't have to do ANY configuration for each type of search. We also didn't have to manually configure library files and functions. Saves a lot of time. Sana Salam, CEO, Sodales Solutions 24

24 Tools, assets, and services are at your fingertips Get Started Use Training and Enablement Go to Market and Sell Partner Application Development Center OpenSAP Platform Courses SAP App Center Power Week Development Workshops Success Stories SAP Cloud Platform Free Trial Personalized Enablement Webinar GTM Enablement Services 25

25 Summary: Three reasons to join SAP PartnerEdge Build Expand your business and customer reach in alignment with SAP s open platform strategy Differentiate yourself through accelerated innovation based on our comprehensive platform as a service Benefit from our comprehensive development and demand-generation services provided under one simple partner program globally Visit the partner center and sign up now! 26

26 Act now! Turn the cloud trend based on SAP s PaaS into new sales opportunities Visit the partner center and sign up now! 27

27 Backup

28 SAP Cloud Platform (1/2) Innovation / multi-cloud packs (prices as of September 6, 2017) Innovation pack for SAP Cloud Platform 1500 per year SAP Cloud Platform Tools, i.e. SAP Cloud Platform SDK, SAP Cloud Connector, SAP Mobile Platform SDK, and SDK for ios SAP Web IDE development environment for SAPUI5-based UIs SAP Cloud Platform mobile service for development and operation: 25 named user licenses Java Server (x-small): 2 pieces SAP Cloud Platform Bandwidth: 10 GB Document service: 10 GB SAP Cloud Platform Portal administrators: 2 SAP Cloud Platform Portal: 5000 site visits per year Structured storage (shared DB) for Java dev: 1 GB SAP Internet of Things (IoT) services (10 devices) Identity authorization: 200 logon requests p.m. Full access to online learning material and webinars SAP Cloud Services support Workflow (incl. Business Rules): 10 user API Management: 10,000 API calls per month Multi-Cloud starter pack for SAP Cloud Platform SAP Cloud Platform (relevant for new SAP Cloud Platform Partners) 1068 per year SAP Cloud Platform tools, i.e. SDKs Web IDE Multi-Cloud Application Runtime (Cloud Foundry): 2 GB 10 GB bandwidth per month Object Store: 10 GB SAP Fiori Launchpad (incl. Portal): 1000 visits per month Portal administrator: 1 named user term licenses Document Service: 10 GB Identity Authentication: 200 logon requests per month Workflow (incl. Business Rules): 10 users API Management: 10,000 API calls per month SAP Enterprise Support Cloud Edition Full access to online learning material and Webinars Multi-cloud add-on pack for SAP Cloud Platform (relevant for existing SAP Cloud Platform Partners) 500 per year SAP Cloud Platform tools, i.e. SDKs Web IDE Multi-Cloud Application Runtime (Cloud Foundry): 2 GB Object Store: 10 GB SAP Fiori Launchpad Innovation pack for SAP Cloud Platform Integration 1500 per year SAP Cloud Platform Integration, developer edition (incl. PI & DI) 10 connections 10 GB bandwidth for development and testing 29

29 SAP Cloud Platform (2/2) Additional SAP Cloud Services ( *) prices of additional resources in EUR p.m. as of January 24, 2018) Infrastructure *) SAP Cloud Platform Java server x-small (1 core, 2GB) Small (2 cores, 4GB) Medium (4 cores, 8GB) Large (8 cores, 16GB) SAP Cloud Platform Virtual Machine x-small (1 Unit = 1 core, 2 GB RAM, 20 GB Store) Small (1 Unit = 2 cores, 4 GB RAM, 40 GB Store) Medium (1 Unit = 4 cores, 8 GB RAM, 80 GB Storage) Large (1 Unit = 8 cores, 16 GB RAM, 160 GB Storage) X-Large (1 Unit = 16 cores, 32 GB RAM, 320 GB Storage) SAP Cloud Platform Custom Domain SAP Cloud Platform Bandwidth (10 GB) 2.40 SAP Cloud Platform Remote Data Sync Svc (2 cores, 4GB) Application Runtime on SAP Cloud Platform (1-100 GB memory) CF) SAP Leonardo machine learning foundation, nodes/hour CF)1)2) (1 Node = 2 CPU cores, 1 GPU, 5GB RAM) 4.35 Database *) SAP Cloud Platform, SAP HANA service, platform edition for partners (64GB)/(128GB) Incl. SAP Cloud Platform Predictive service / SAP Cloud Platform SAP ASE service (x-small) (40GB) SAP Cloud Platform Document service (10 GB) 6.92 SAP Cloud Platform Internet of Things service (500 devices) Additional SAP Cloud Platform account (innovation pack for SAP Cloud Platform) SAP Cloud Platform Streaming Analytics (small) To be used for HANA service 64GB - 128GB Objectstore on SAP Cloud Platform CF) incl Read- / Write Ops per Block of 100GB storage Mongo DB on SAP Cloud Platform (x-small) CF) (3 nodes (1 Master, 2 Slaves)) per node: 2 CPU, 4GB Memory, 40GB Diskspace PostgreSQL on SAP Cloud Platform for partners CF) (20GB) RabbitMQ on SAP Cloud Platform (x-small) CF) (3 nodes (1 Master, 2 Slaves)) per node: 1 CPU, 1GB Memory, 10GB Diskspace Redis on SAP Cloud Platform (x-small) (3 nodes (1 Master, 2 Slaves)) per node: 1CPU, 2GB Memory, 4GB Diskspace Application *) SAP Cloud Platform portal administrator user SAP Cloud Platform Portal (1000 visits pa) 8.75 SAP Cloud Platform mobile service for development and operation (1 user) 3.00 SAP Jam Collaboration, developer edition On request SAP Cloud Platform Identity Authentication (10 blocks of 100 logons) SAP Document Center (5 user & 10 GB) SAP Cloud Platform API Management (1 Mio API calls) SAP Fiori Cloud, standard and base (incl. 100 users) 2 BUILD (Splash) Admin User included / Odata Provisioning included SAP Cloud Platform Gamification Blocks of API calls SAP Cloud Platform Forms by Adobe Blocks of forms/requests SuccessFactors Employee Central Test Tenant (Extension package included) On request SAP Hybris Cloud for Customer dev/test tenant Translation hub 8.00 Localization hub, tax service SAP Cloud Platform Workflow (incl. SAP Cloud Platform Business Rules) (1 User) 1.80 IoT add-on pack for SAP Cloud Platform 1 (500 devices for SAP Cloud Platform Internet of Things service 4.0; mio data streams for SAP IoT Application Enablement) CF) Cloud Foundry based (prerequesite: multicloud-pack subscription) 1) Partner must have purchased the Innovation pack for SAP Cloud Platform OR the multi-cloud add-on pack for SAP Cloud Platform OR the mulit-cloud starter pack for SAP Cloud Platform prior to ordering additional SAP cloud Services 2) Use of SAP Leonardo machine learning foundation is subject to the SAP Leonardo machine learning foundation Supplemental Terms and Conditions SAP Cloud Platform Integration Options *) : SAP Cloud Platform Integration, developer edition Additional Connection SAP Cloud Platform Bandwidth (10 GB)

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