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