Post on 26-Dec-2019
SAP eXperience DayDigital Engagement in Gaming14 giugno 2018
Agenda9.30 Registrazione e welcome coffe
9.30 Registrazione e Welcome Coffee
10.00 Gaming: Leading innovations and omnichannel experiencesPau Pujol-Xicoy, Industry specialist SAP EMEA
10.30 Case Reference: Intelligent Business Data for the EnterpriseRoberto Capozzo, BGP Management Consulting
11.00 Coffee Break
11.15 Digital Engagement in GamingMarco Vatteroni, Industry Value Engeneering, SAP ItalyMassimo Migliorini, Sales Specialist Success Factors, SAP Italy
12.15 Case Reference: Intelligent Gaming devices monitoringRoberto Capozzo, BGP Management Consulting
13.00 Lunch
Agenda9.30 Registrazione e welcome coffe
13.50 SAP Concur Travel & ExpenseFerruccio Irionè – SAP Concur Presales Specialist
14.15 Innovation Center Tour: IoTDavide Bramati – Technology Solution Presales SAP Italy
14.40 Real time insights for profitability for players: Digital Boardroom for LotteryPau Pujol-Xicoy, Industry specialist SAP EMEA
15.20 Artificial intelligence applied to Gaming Maria Grazia Baragioli BGP Management ConsultingVincenzo Barone, MEAStefano Stravato, MEA
16.20 Closure and networking
Industry trends and challenges in the Gaming Industries
Industry trends Industries Challenges
Increasing Regulation
across Geography
Increasing Competition
and Partner ecosystem
Gaming
Increasingly Complexity :
• in Customer approach
‘going online, mobile, social’
• In Gaming offering, short
GTM and services lifecycle
Increased Revenue Leakage by:• Gamers are not Customers
• Complex revenue sharing models with
gamer producers
• Painful Relationships with Agencies
• Regulatory compliances
Not clear margins perception by:• Multiple and heterogeneous gaming
channels
• Multiple and heterogeneous gaming
services offering
• VLT and AWP complex supply chain and
maintenance
Industry trends and challenges in the Gaming Industries:
The Multi-Side Business Model
Media Partners
App Developers
Content
Developers
Gaming services
Providers
Betting and Lottery
Interactive Gaming and Videogames
Casino
Machine Gaming
Other Gaming
Providers
Pricing,
Billing, and Payment
Settlement Platform
Industry trends and challenges in the Gaming Industries
• Enabling Usage-Based Pricing, Charging & Billing for
Server Based Gaming
• Pay-as-you-go, pay per X, Micropayments
• Subscriptions, price plans, bundles, personalized
offerings
• Try before you buy,
• Conditional discounts and promotions
• Postpaid, prepaid, and hybrid payment models
• Real-time credit and balance checks
• Pricing simulation
• Customer usage analytics
• Multi-currency
• Global taxation
• Multi-entity billing and partner revenue
share/settlement
• Partial payments and adjustments
• Flexible billing cycles
• Inter-company billing, adjustments, and reconciliation
Increasing Regulation
across Geography
Increasing Competition
and Partner ecosystem
Gaming
Increasingly Complexity :
• in Customer approach
‘going online, mobile, social’
• In Gaming offering, short
GTM and services lifecycle
Industry trends Order 2 Cash Challenges
Challenges in the Gaming Industries, the ‘Continuous Engagement’ model
Customer
Intelligent engine
Standalone Sales Transaction
Iteration based on single negotiation and price
CONTINUOUS MONETIZATION: Customer
Experiences + New Services
Iteration based on customer behavior: price per
month, per use, volume tiers, minimum commits,
freemium, per outcome, etc.
Purchaisingstory
social
Payments media: Prepaid, Cash, Credit, Check
Customer scoring
Time of DayPeak hours
Loyalty
LocationsDiscounts
Vouchers
E-billingDistance
Number of group’s gamers
Day of week
Continuous Engagement model : the ‘Circular Quote-to-Cash’
In a Relationship Focused scenario Quote-to-Cash
is a circular process based on 2 main Pillars:
Subscriptions and Usage based Charging
The digital economy has enabled new services
…and changed the way customers buy
Different Gamings scenarios lead to different O2C processes
Interactive gaming Classic casino games (poker on line…)
Videogames (PS,XboX,steam…)
Machine gamingNew slot Machine
Video Lottery (VLT-AWP)
Sports bettingSoccer, Horse racing, Etc…
LotteriesLotto,Totolotto,Bingo, Etc… ‘Digital Goods’
(Instant invoicing)
‘Services Subscription’
(Bulk Invoicing)
‘Classic B2B’
(Order based invoicing)
Gaming Scenarios Order 2 Cash Processes
Different Sales Processes but similar Invoice-to-Cash
Customer registers card details
Customer makes purchases of
digital goods
Payment is authorized
4 Transaction record is created and
goods delivered to customers
Billable Item is loaded into invoicing
Invoice is created in the instant of
the single transaction and sent to
the customer
Receivables are posted to sub-
ledger accounting
Settlement process is triggered
Receivables are cleared
Settlement confirmed in Digital
Payments Add-on
Summaries transferred to GL
1
2
3
4
5
6
7
8
9
10
11
‘Digital Goods’
(Instant invoicing)
A Frame contract is created
A Sales Order is created
A Goods issue document is created
Invoice is created based on Order
and sent to customer
Receivables are posted to sub-
ledger accounting
Payments is received
9 Receivable is cleared
Summaries transferred to GL
1
2
3
4
5
6
7
8
‘Classic B2B’
(Order based invoicing)
‘Services Subscription’
(Bulk Invoicing)
A subscription Contract is created
4
Acquisition of Elementary consumptions
events, containing basics attributes
BITs are transferred in the ‘Invoicing‘ Module
and Billing documents are created
Invoices are created based on Subscription
terms and sent to customer
Receivables are posted to sub-
ledger accounting
Mass payment reconciliation
process is triggered
Receivables are cleared
Summaries transferred to GL
1
2
3
4
5
6
7
8
9
10
Aggregation and correlation of elementary
events , CITs (chargeable Items) creations
CITs are priced and BITs (Billable Item)
are created
Use case for ‘one time’ subscription scenario
Digital paymentsadd-on
SAP Cloud Platform
Paymentauthorization
1
2
3
Paymentauthorization
Usage
Invoicing
Credit card settlement
4
5
8
6
Contract AccountingSub-Ledger
9
11
Purchase of digital goods
Payment Service Providers
Digital Store
Customer registers card details
Customer makes purchases of
digital goods
Payment is authorized
Transaction record is created and
goods delivered to customers
Billable Item is loaded into invoicing
Invoice is created in the instant of
the single transaction and sent to
the customer
Receivable is posted to sub-ledger
accounting (open item created)
Settlement process is triggered
Receivable is cleared (open Item
paired)
Settlement confirmed in Digital
Payments Add-on (payments is
performed)
Summaries transferred to GL
1
2
3
4
5
67
7
8
9
10
10
11
‘Digital Goods’ Sales
Scenario (Instant invoicing)
Different Sales Processes but similar Invoice-to-Cash
Customer registers card details
Customer makes purchases of
digital goods
Payment is authorized
4 Transaction record is created and
goods delivered to customers
Billable Item is loaded into invoicing
Invoice is created in the instant of
the single transaction and sent to
the customer
Receivables are posted to sub-
ledger accounting
Settlement process is triggered
Receivable is cleared
Settlement confirmed in Digital
Payments Add-on
Summaries transferred to GL
1
2
3
4
5
6
7
8
9
10
11
‘Digital Goods’
(Instant invoicing)
A Frame contract is created
A Sales Order is created
A Goods issue document is created
Invoice is created based on Order
and sent to customer
Receivables are posted to sub-
ledger accounting
Payments is received
9 Receivable is cleared
Summaries transferred to GL
1
2
3
4
5
6
7
8
‘Classic B2B’
(Order based invoicing)
‘Services Subscription’
(Bulk Invoicing)
A subscription Contract is created
4
Acquisition of Elementary consumptions
events, containing basics attributes
BITs are transferred in the ‘Invoicing‘ Module
and Billing documents are created
Invoices are created based on Subscription
terms and sent to customer
Receivables are posted to sub-
ledger accounting
Mass payment reconciliation
process is triggered
Receivables are cleared
Summaries transferred to GL
1
2
3
4
5
6
7
8
9
10
Aggregation and correlation of elementary
events , CITs (chargeable Items) creations
CITs are priced and BITs (Billable Item)
are created
‘Services Subscription’ Sales
Scenario (Bulk Invoicing)
Use case for ‘Services Subscription’ subscription scenario
Invoices are created based on Subscription
terms and sent to customer6
A subscription Contract is created11
Acquisition of Elementary consumptions
events, containing basics attributes2
23 Aggregation and correlation of elementary
events , CITs (chargeable Items) creations
3
4 CITs are priced and BITs (Billable Item)
are created
4
BITs are transferred in the ‘Invoicing‘ Module
and Billing documents are created 5
5
Receivables are posted to sub-
ledger accounting
Mass payment reconciliation
process is triggered
Receivables are cleared
Summaries transferred to GL
7
8
9
10
7 9
8 10
SAP Hybris to Connect front-office & back-office
Sales Back Office Platform
WEBAgencies Contact Centermobile
Gaming Channels
Gaming platforms (internal/external)
SAP Hybris Billing
SAP Hybris Commerce and Sales
SAP Hybris Services
SAP Hybris Marketing
SAP S/4HANA
SAP Leonardo
SAP Hybris
Mediation Receivables
and Payment
Handling
Customer &
Partner Financial
Care
Billing and
invoicing,
3P settlement
Charging
Engines
➢ One shot events
➢ Recurring eventsContracts and
Orders mgmt..
➢ Services usage
events
➢ 3Parties services
events
Shops
SAP Hybris Billing summary: modular, integrated and decoupled solutions
SAP Hybris Billing, mediation
by DigitalRoute
SAP Hybris Billing, charging
SAP Hybris Billing, invoicing
DEFINE ANY PRICING MODEL
Innovative pricing models
▪ Build subscription or usage-based pricing logic
▪ Define either easy or complex pricing structure by associating standard graphical components (thresholds, counters, tier tables, …)
▪ Create product pricing and partner settlements with the same decision tree mechanism
MANAGE EFFICIENTLY REVENUE
Defining Transparent Invoices▪ Ability to invoice the way the customer
expects by gathering data easily through different configurations. According with countries 'specific TAX regulation, languages and currencies
Handling easily data
▪ Aggregate, modify and validate data to define basis for new services
▪ Keep track of data modification for monitoring & service consolidation
▪ Use a graphical tool to define easily all the data logic
TRANSFORM AND AGGREGATE
IOT EVENTS
SAP Hybris Billing, customer
financials
Handling Revenue
▪ Handle all needed revenue processes (payments, disputes, collection, clarification, …)
• Pricing and Billing
engine industry
agnostic
• Event based billing
• Billing & Invoicing
flexibility
• Customer Care standard
functionalities (disputes,
collections, dunning,
instalment plan…)
• Manage AR & AP on the
same platform
• Switch from separated
legacy systems to ONE
unified business
platform
• Less revenue leakage
more business
transparency
• Modularity & Open
API
• Combine legacy
systems with new IoT
services
• Process high volume
of data in real-time or
batch
INTRODUCE NEW
SERVICES
LEVERAGE
LEGACY SYSTEMS
RATIONALIZE IT
WITH UNIFIED
PLATFORM
BETTER INVOICING &
FINANCIAL
FLEXIBILITY
Faster Business Model
Innovation
40%Up to
Reduction
in customer support calls
25%Up
to
Lower DSO
27%Decrease in operational
costs
74%
Thank you.
Contact information:
Marco Vatteroni
IVE Services Industries Director
Rome Via Amsterdam 125
Tel. +393356203355