Webinar Series 2020Simplify the move to S/4HANA with Partner Conversion Factory Approach

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Except for your obligation to protect confidential information, this presentation is not subject to your license agreement or any other service

or subscription agreement with SAP. SAP has no obligation to pursue any course of business outlined in this presentation or any related

document, or to develop or release any functionality mentioned therein.

This presentation, or any related document and SAP's strategy and possible future developments, products and or platforms directions and

functionality are all subject to change and may be changed by SAP at any time for any reason without notice. The information in this

presentation is not a commitment, promise or legal obligation to deliver any material, code or functionality. This presentation is provided

without a warranty of any kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness for a

particular purpose, or non-infringement. This presentation is for informational purposes and may not be incorporated into a contract. SAP

assumes no responsibility for errors or omissions in this presentation, except if such damages were caused by SAP’s intentional or gross

negligence.

All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from

expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates,

and they should not be relied upon in making purchasing decisions.

Disclaimer

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Digitalization TodayDigitalization today

Technology and speed Customer

expectations

Processes and business models

4

SAP S/4HANA Movement programDrive adoption of SAP S/4HANA in the ERP installed base

Build your

future

Consider your

options

Make your

case

Define your

strategy

Standardized

approach

Intelligent Enterprise

Enterprise transformation

End-to-end business

transformation

Extended enterprise core

New enterprise core and selective

business innovations

New enterprise core

New core with similar scope

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Transition to SAP S/4HANA – Different approaches to move to

SAP S/4HANA

Type Transition path Available for Purpose

Re

us

ing

by i

n-p

lace

co

nvers

ion

Bringing your business processes to the new

platform

New implementation or re-implementation

Enabling the right balance between process redesign and

reuse with possibility of (selective) history migration

Standardized

Customer-

tailored based

on predefined

content and

scenario

Re

en

gin

ee

rin

gw

ith

data

mig

rati

on

SAP S/4HANASAP ERP

system

SAP S/4HANA

SAP S/4HANA

SAP S/4HANA

Cloud

SAP S/4HANA

Cloud, single

tenant edition

SAP ERP or

third-party

system(s)

System

conversion(Tool: Software Update

Manager)

New

implementation(Tool: SAP S/4HANA migration

cockpit)

Selective data

transition(Customer-tailored service based

on predefined content and scenario) SAP ERP or

third-party

system(s)

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Start your move

SAP intelligent tools

▪ Reduced TCI for conversion as well as

new implementation

▪ Based on concrete customer and partner

feedback

Project methodologies

▪ Customers need to decide whether they

want to go with SAP as prime

implementation lead or with an SAP partner.

Supporting services

▪ SAP offers different services that help make the

customer’s transformation project a success.

▪ Offerings are available for all project phases.

Enablement offerings

▪ We offer different enablement sessions in the

context of SAP S/4HANA.

▪ Virtual sessions bring low effort for customers.

Implementation approach and

deployment options

▪ Match your business objectives to

possible transition path and destinations

Prepare

project

Execute

project

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Supporting services

SAP Value AssuranceSAP-qualified partner-

packaged solutionsSAP Model Company Conversion factories

Customer care

program and RIG

▪ Provides systematic approach to accelerating digital transformation with minimal risk

▪ Includes tailorable services packages with long-term, highly accountable, and flexible solutions designed to simplify each phase of the deployment of SAP S/4HANA

▪ Offers license attach package as default for every SAP S/4HANA on-premise deal above €1.5 million to guide customers through the entire planning phase

▪ Provides preconfigured, ready-to-use, and end-to-end reference solutions for different industries or lines of business

▪ Simplifies and accelerates the preparation, exploration, realization, and deployment phases of migration to SAP S/4HANA

▪ Integrated solutions leveraging SAP market-leading software and innovations, together with an SAP partner’s intellectual property

▪ Available for system conversions and new implementations

▪ Help to repeatedly deliver successful system conversions to SAP S/4HANA in high quality

▪ Focus on an affordable, efficient, and scalable partner-delivery model, giving the customer a predictable outcome

▪ Commercially offered as a standardized fixed-price, fixed-scope offering on a country level

▪ The customer care program and regional implementation group (RIG) for SAP S/4HANA support customers in product-related clarifications and share implementation experiences to achieve a successful go-live.

▪ RIG starts with the SAP S/4HANA project planning phase and ends with the project start.

▪ The customer care program begins with the project start and ends one month after the go-live.

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SAP-Qualified Partner-Packaged Solutions

Predictability

Business Relevant, “Instant ROI”

Fixed Scope, Fixed Price

Fast Time to Value

Why Packaging?

Customer Needs

Speed

Clear Value

Affordability

Low Risk

>1100 >400 10 >90%Partner Packages

QualifiedParticipating

Partners

GB Core

Solutions Covered

Customer

Testimonials

Package

Implementation time

<12 weeks

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Customer Benefits

Clear Value: When customers invest in a packaged solution, they are getting a pre-defined, tested and

proven scope. The solution provided is standardized and well documented end to end, giving customers

complete transparency on the project scope, how long it will take and how much it will cost.

Low Risk: A key feature of packages, are that customers will get a predictable outcome of their

projects. As packages are designed for scale and replicability, our partners know exactly what benefits

organizations should realize as result of the implementation and what is the recommended growth

roadmap, taking risk out of the equation.

Speed: Every package leverages methodology, pre-configuration, and accelerators that together with

the predefined scope will secure that customers can go live in a very short timeframe. For Cloud

solutions typically as fast as 9-12 weeks – that’s what we call time to value.

Affordability: All above 3 points will help drive down the cost of your software implementation, thereby

giving customers a faster and better ROI. Secure project success before moving on to the more

advanced bespoke requirements.

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What’s in a SAP-Qualified Partner-Packaged Solution?

Package Core Components

• Standard SAP Software

• Partner services

• Partner add-ons and

extensions

• Live demo system and verified

demo tenant

• Technical Package with pre-

configuration or customization

• Facilitates Remote

Implementations

+

• Go-to-market plan

• Package battle card

• Package fact sheet

• Customer-facing

• presentation

• Customer-facing

• Video

• Landing Page

• Social media

+

Pre-defined Price and scope offering Digital sales motion ready GTM Clear value proposition

and the ability to deliver

Go to Market Materials Qualification Session

Leverage best practices on

Demand Generation and Marketing Playbook

ERP:

LOB:

CLOUD EX 1809 / 1909CLOUD

SAP SuccessFactors SAP Ariba SAP C/4 HANA SAP Analytics CloudSAP Leonardo

ES

Leverage SAP Partner-Packaged Solutions

Playbook, SFSF Appendix and ROI Calculator

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Supporting services

SAP Value AssuranceSAP-qualified partner-

packaged solutionsSAP Model Company Conversion factories

Customer care

program and RIG

▪ Provides systematic approach to accelerating digital transformation with minimal risk

▪ Includes tailorable services packages with long-term, highly accountable, and flexible solutions designed to simplify each phase of the deployment of SAP S/4HANA

▪ Offers license attach package as default for every SAP S/4HANA on-premise deal above €1.5 million to guide customers through the entire planning phase

▪ Provides preconfigured, ready-to-use, and end-to-end reference solutions for different industries or lines of business

▪ Simplifies and accelerates the preparation, exploration, realization, and deployment phases of migration to SAP S/4HANA

▪ Integrated solutions leveraging SAP market-leading software and innovations, together with an SAP partner’s intellectual property

▪ Available for system conversions and new implementations

▪ Help to repeatedly deliver successful system conversions to SAP S/4HANA in high quality

▪ Focus on an affordable, efficient, and scalable partner-delivery model, giving the customer a predictable outcome

▪ Commercially offered as a standardized fixed-price, fixed-scope offering on a country level

▪ The customer care program and regional implementation group (RIG) for SAP S/4HANA support customers in product-related clarifications and share implementation experiences to achieve a successful go-live.

▪ RIG starts with the SAP S/4HANA project planning phase and ends with the project start.

▪ The customer care program begins with the project start and ends one month after the go-live.

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✓ Focus on conversion – Innovation capturing follows after go live.

✓ Deliver successful conversions based on skilled resources andconsistent methodology. This will decrease project risks.

✓ “Off-shoring” of experts required, allows better resource sharing and best practice sharing. 80% Remote Delivery – 20% Customer onside.No project siloed-approach. This will increase efficiency.

✓ Achieve a high degree of automation using tools or specializedresources

✓ Achieve predictability as this will allow to offer fixed price projectsdesigned for specific Markets in right currency and language using SAPQualified Partner Packaged Solutions framework.

GPO: Partner Conversion Factory Approach/ObjectivesPartner Conversion Factories to accelerate efficient & low risk project conversions delivered by partners.

Skilled & sufficient Conversion Resources, repeatable & tool based approach,

high share of remote delivery services, Fix-Price Offerings, References.

Higher automation combined with remote delivery increases efficiency!

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SAP S/4HANA Movement GPO/GB – Conversion FactoriesPartner Conversion Factories to accelerate efficient & low risk project conversions delivered by

partners

Improved scalable enablement on tools and methodology

Improved conversion tools & methodologies

Project Coach (ChatBot) & Customer Care

Continuous sharing of Conversion Best Practices and Conversion Success Stories

Expert to Expert Know-How Sharing

Partner Conversion

Factories

based on skilled

resources using

conversion tool

framework

Partner Conversion

Factories

based on skilled

resources using

conversion tool

framework

Partner Conversion

Factories

based on skilled

resources using

conversion tool

framework.

Fix Price Conversion

Offerings.

GP

O

Org

aniz

ation

Channel M

anag

em

ent

& P

art

ner

Solu

tion C

ente

rs

Joint Move in Motion to fill pipeline & optimize utilization

Customer

References

5

DEAL

CLOSURE &

DEPLOYMENT

15

SAP Qualified Partner-Packaged Solutions Strategyto accelerate efficient & low risk project conversions delivered by partners

Promote

High Level

Value

Proposition

& User

Experience

Conduct

Readiness

Check &

One Day

Assessment

Workshop

Deep Dive

Conversion

Workshop

Customer specifics

like:

Simplification Items

Add On’s (MP)

Code Remediation

(ATC)

CVI

Sizing

Projectplan

Conduct

Test

Conversions

Fix Gaps

Conduct

Test

Conversions

Fix Gaps

Conduct

Test

Conversions

Fix Gaps

Conduct

final Conversion

Business Validation

Go Live

Continuous

S/4HANA Innovation

Adoption

by Countries or

Business Units

Continuous

Innovation Adoption

to Intelligent

Enterprise

Fix priceFix price

based on customer

innovation pace

Attention

& Desire

Assessment &

conversion offeringConversion & Go Live Capture additional

Innovation Potential

Sandbox

Test

Conversion

(SUM)

Adoption Starter

Why? What? How?

Free of charge

Test

Conversion

if necessary

or

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Basis Consultant

Senior technical consultant with experience in OS/DB migrations and upgrades.

Main tasks: technical preparation for system conversion, SUM execution, migration to HANA, Gateway configuration,

FIORI initial configuration).

ABAP Developer

Developer with experience on migration to HANA and ABAP optimization.

Main tasks: check custom code for migration to HANA and simplification items, fix SPAU and SPDD (optional), ATC, adoption of

custom code and interfaces, SAP HANA ABAP programming skills

Finance Consultant

Finance consultant with experience in accounting.

Main tasks: check consistency of finance data, period-end closing activities, posting data snapshot, finance migration to

ACDOCA, customizing migration for SAP Accounting, credit management migration.

Logistic Consultant

Logistic consultant with experience in

Main tasks: Customer Vendor integration, material number extension preparation, material ledger valuation.

Project Manager / Solution Architect

Broad experience in multiple solution components. Ability to design a future customer landscape that goes beyond just

ther ERP system.. . Main tasks: Task planning and coordination, Project Monitoring

SAP Qualified Partner-Packaged Solutions StrategyResources Profile for Conversions – select your team

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SAP Qualified Partner-Packaged Solutions StrategyA couple of examples

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GPO Partner Conversion Factories available – ready to use!45 Partner Conversion Factories Ready covering 33 countries with 111 Packages, 100+ running projects and 130+ Go-Lives -

All-for-One

Austria

Germany

Switzerland

Abeam

Japan

Malaysia

Allgeier ES

Austria

Germany

Switzerland

Altea UP

Italy

DXC

USA

Cognitus

USACON.SE

Italy

Delaware

Belgium

France

GyanSys

USAInnovabee

Austria

Germany

Switzerland

Itelligence

Denmark

France

Germany

India

Netherlands

Norway

Sweden

Switzerland

Turkey

UK

Itelligence

USA

Canada

ITS

Brazil

Meta

Brazil

Seidor

Brazil

Chile

Argentina

SAVIC

Technologies

India

SNP Poland

Poland

Techedge

Italy

Spain

Portugal

Saudi Arab.

Cast

Brazil

Altim

Spain

Stratesys

Spain

Softtek

Argentina

BxTI

Mexico

MQA

Colombia

PasaPas

France

Process

Technologies

Argentina

Link

Technologies

Mexico

Ibermática

Spain

AL BILAD

Saudi Arab.

Kaar

Technologies

Qatar.

(BCI)

Spektrum

Argentina

Brazil

Uruguay

Megawork

Brazil

Compunet

Colombia

Flexso Belux

Belgium

G3G

UK

Biztech

Partners

Korea

ICMs

Italy

Horsa

Italy

Seidor

Spain

South Africa

UAE

Techedge

Colombia

Bristlecone

USA

Fujitsu

Japan

GBM

Panama

Costa Rica

Guatemala

PinkRoccade

Netherlands

SAP Qualified Partner

Packaged Solution Finder

Available Conversion

Package Offerings [HERE]

Detaysoft

Turkey

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Possible already today:

From a customer perspective

Intelligent Enterprise

starts at the Core

Let’s MOVE together

Leveraging more of the newer processes

and capabilities by moving to SAP S/4HANA

Product capabilities ready for mass adoption

and follows industry specific roadmaps

No ERP customer

is left behind!!

We need to support our

customers accelerating the

adoption of SAP S/4HANA

and with this, becoming

intelligent enterprises

Contact information:

Markus Andres

Solution Center MEE

SAP AG

+41 79 251 21 01

markus.andres@sap.com

Thank you.

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any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation,

and SAP SE’s or its affiliated companies’ strategy and possible future developments, products, and/or platforms, directions, and

functionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reason

without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or

functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ

materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, and they

should not be relied upon in making purchasing decisions.

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