APJ S/4 HANA MOVE 2.

0
Driving with the Partner Ecosystem

Ben Corser, SVP, Partners & Channels, APJ

Paul Marriot, SVP, Digital Core & Industry Solutions, APJ
Lagnajit Patnaik, SAP S/4HANA CoE, APJ

CONFIDENTIAL
APJ MOVE 2.0.
Agenda

▪ Program Charter & Objectives

▪ Methodology & Approach
▪ Install Base MOVE 2.0 methodology
▪ Partner Enablement Plan
▪ Call to Action
▪ Appendix

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Program Charter &
Objectives
APJ MOVE 2.0.
Program Charter & Objectives

• APJ has less than 25% conversion rate of ECC install base customers – not on track to convert all by 2025
What is driving the • High risk of competitive customer churn or maintenance dilution to competition due to significant shelf ware
need for change? • Low volume of S/4HANA customer references in region

• TWO key program goals (1) protect the installed base of SAP ERP customers by doubling the conversion rate and (2) zero shelf ware
What is MOVE 2.0, • Licensed S/4HANA Customers in 2018 (sell)
and how will it help? • Successful S/4HANA Projects in 2018 (deploy)
• Convert 100% SAP APJ install base customers to S/4 HANA by 2022 (with 52% deployment) and 100% adoption by 2025.

• 14Bn€ Revenue Opportunity in the next 5 years across just S/4 HANA Implementation Services
What’s in it for the • Increased number of S/4HANA customer references in the region
Partners & • Additional monetization opportunity through industry/LoB specific Partner IP including preconfigured packages, solution extensions and
Innovation use cases leveraging SAP Leonardo
Ecosystem?

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 Global Status
Partners are leading the S/4HANA market for SAP
Growing Impact across all KPIs over Past 3 Years

S/4 HANA Typical Partner Service Portfolio S/4 HANA Influence & Impact : Top 17 GSSP partners

Services Intellectual Other

Property

Develop and
Assessment, BPR & market one Revenue from 3rd
Business offs
Consulting partyapps

Business case Develop

formal add
Project strategy ons
PMO

Core Implementation
Services

Training and key

user support

Premium support &

App. Mgt.

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APJ MOVE 2.0.
Program Charter & Objectives – Addressing the Common Questions / Concerns

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S/4HANA GTM Initiatives with Partners
Packaged Domain Expertise, Reference Architectures and Deployment Accelerators

Indicative Partner Packages and Service Offerings (currently available from Partners)

▪ Finance Lab and Accelerator to jumpstart Finance Transformation on S/4 HANA

▪ Rapid Start Preconfigured solution packages based on Model Company
▪ Cognitive and Machine Learning extension packages to S/4
▪ S/4 HANA Business Case and Impact Assessment tools & services
▪ A day in the life experience for CFO
▪ Agile Finance and Agile Supply Chain offering
▪ Liquid Studio (Innovation)

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ 7

MOVE 2.0
Methodology & Approach
APJ MOVE 2.0.
Install Base MOVE 2.0 Methodology – 1 Methodology II 2 Variants

1 Methodology II SCOPE & TARGET EFFORT & VAT &

2 Variants APROACH SEGMENT TIMELINE RESOURCES

E2E VALUE ROADMAP

High Touch E2E (S/4 + LOB + Innovation)
Value and Adoption
• E2E S/4 & LoB value
proposition & roadmap
• Innovation Scenarios – ML,
Data Science, Leonardo,
etc.
• Business Case & ROI
• Executive POV &
Presentation
Digital • License & Contract
MOVE
Readiness Simplification.
Scenario ?
Level
Direct Key Enterprise / SCP
• Active Accounts
• Nominated 424 Key and SCP
accounts with highest revenue
potential (HSAV)
4-6 Weeks including preparation
time
Direct Engagements with SAP
• Executive Sponsor
• Sales: GAD / IAE / SAM / GSSP
• COE: S/4, DSC, LOB
• Presales: PSCM, Enterprise
Architect
• IVE : Industry Lead, Design
Thinking Coach, Value Engineer
• DBS: Migration Factory
Services
• Commercial: GSI, Pricing

S/4 QUICK CHECK

S/4 Value and Adoption
• S/4 specific solution value
proposition & roadmap
• Quick Value Assessment -
Business Case & ROI
Light Touch • Executive Presentation
• S/4 HANA Contract
Conversion & Shelf ware
Upper GB 2-3 Weeks including preparation Partner Led Engagements
• Active Accounts time • Sales: GB AE / PBM / Partner
• Top 626 GB Accounts across Sales
APJ • Presales: GB, S/4 HANA Public
Cloud presales
• Partner: Presales, Design
Thinking, Partner Solution
Center

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APJ MOVE 2.0.
Install Base MOVE 2.0 Methodology – E2E Value Roadmap (High Touch)

1 2 3 4

EXECUTIVE VALUE VALIDATION & VALUE

ALIGNMENT ASSESSMENT EXECUTION READINESS DELIVERY
On Time, On Budget, On
Top-to-Top Alignment Why & What? How?
Value

Executive Alignment Value Assessment Validation & Execution Readiness Value Delivery
Sets the direction and expected Identifies areas of opportunities, Identify System, Landscape, and Realize customer’s digital agenda on
outcome of the engagement develops value proposition, sol. Technical readiness along with scoping time, on budget, on value
roadmap and governance model and implementation approach

Digital Business Strategy E2E Value Discovery & Solution

Detailed Functional and
Deep Dive (S4H, LoB, Innovation) S/4 HANA Readiness Check Technical Scoping

E2E Business Roadmap and

Deployment Strategy
Executive Innovation Experience
HANA Sizing & Technical Technical and Commercial
S/4 HANA Live Business Architecture Proposal and Bid Submission
Simulation (ERP Sim)
• Guided Executive Design Thinking >
Vision
Art of the Possible /
Design2Value Innovation Migration Planning & Optional : DBS Factory Services
• L1 S/4 Executive Pitch Implementation Strategy for DBS led Delivery
Discovery Workshops
including ROM
• S/4 Powered Innovation Demos >
Impact Collaborative Value Assessment
(CVA) , and/or TCO Analysis Optional : DBS Value Assurance
• Agree on engagement scope, Commercial Stream : License (Planning and Safeguarding
timeline & outcomes and Contract Simplification Services) for Partner led Delivery
Executive POV & Presentation

Prep Timeline : 2 Weeks Prep Timeline : 3-4 Weeks Prep & Delivery Timeline: Based
Delivery Timeline: 2 Days Onsite Delivery Timeline : 3-4 Days Onsite Workshops on Actual Scope (6m – 1.5yrs)
GAD / IAE / SAM Solution Experts (S/4 COE, DSC COE, other LOB COE) DBS – Delivery Lead
Industry Lead Presales, Enterprise Architect, PCSM, IVE Value Engineer, Partner Delivery Consultants
Design Thinking Coach DBS Factory Services, Technical Architects Customer Care
Innovation Office GSI & commercial SWAT team RIG Support

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ 10

APJ MOVE 2.0.
Install Base MOVE 2.0 Methodology – S/4 Quick Check (Low Touch)

1 2 3 4

EXECUTIVE VALUE VALIDATION & VALUE

ALIGNMENT ASSESSMENT EXECUTION READINESS DELIVERY
On Time, On Budget, On
Top-to-Top Alignment Why & What? How?
Value

Executive Alignment Value Assessment Validation & Execution Readiness Value Delivery
Sets the direction and expected Identifies areas of opportunities, Identify System, Landscape, and Realize customer’s digital agenda on
outcome of the engagement develops value proposition, sol. Technical readiness along with scoping time, on budget, on value
roadmap and governance model and implementation approach

S4 L1 Executive Pitch S/4 HANA Value Discovery & Detailed Functional and
Solution Deep Dive S/4 HANA Readiness Check Technical Scoping

Deployment Strategy
Executive Innovation Experience
HANA Sizing & Technical Technical and Commercial
S/4 HANA Live Business Architecture Proposal and Bid Submission
Simulation (ERP Sim)
• Guided Executive Design Thinking >
Vision
Art of the Possible Innovation Migration Planning & Optional : Partner Solution
• L1 S/4 Executive Pitch Discovery Workshops Implementation Strategy Packages for Delivery
including ROM
• S/4 Powered Innovation Demos >
Impact Quick Value Assessment Optional : DBS Value Assurance
• Agree on engagement scope, Commercial Stream : License (Planning and Safeguarding
timeline & outcomes and Contract Simplification Services) for Partner led Delivery
Executive POV & Presentation

Prep Timeline : 2-3 Days Prep Timeline : 1-2 Weeks Prep & Delivery Timeline: Based
Delivery Timeline: 0.5 Days Delivery Timeline : 2 Days Onsite Workshops on Actual Scope (3m – 6m)
Onsite
Solution Experts (S/4 COE) Partner Delivery Consultants
GB Sales/IAE/Partner CSM
GB Presales, Partner Presales ,DBS Factory Services, Technical Architects DBS Delivery Services (Optional
S4 Presales – Partner and/or
APJ Pricing & Commercial Team Value Assurance Services)
SAP

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APJ MOVE 2.0.
Install Base MOVE 2.0 Methodology – SAP Tools, Assets, & Accelerators
1 2 3 4

EXECUTIVE VALUE DISCOVERY VALIDATION & VALUE

ALIGNMENT WORKSHOPS EXECUTION READINESS DELIVERY
Business Process Optimization Value Proposition
Top-to-Top Alignment On Time, On Budget, On Value
Business Model Innovation

Executive Alignment VD Workshops Validation & Execution Readiness Value Delivery

Identifies areas of opportunities and

Sets the direction and expected Achieves customer buy-in on the Realize our customer’s digital agenda
develops value proposition, solution
outcome of the engagement recommendation on time, on budget, on value
roadmap, and governance model

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APJ MOVE 2.0.
Methodology Deliverables : E2E Value Roadmap Process (High Touch)

PREPARATION

EXECUTION

FOLLOW-UP

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MOVE 2.0.
Partner Enablement Plan
 Available for All Available only for
Partners GSSP

APJ MOVE 2.0.

Partner Enablement : 2018 H2 Focus Areas

1 2 3 4

EXECUTIVE VALUE VALIDATION & VALUE

ALIGNMENT ASSESSMENT EXECUTION READINESS DELIVERY
On Time, On Budget, On
Top-to-Top Alignment Why & What? How?
Value

RIG Delta Training – 1809 / 1808

S/4 HANA Live Simulation 10 Steps2S/4
(1 Day – also included as part of
(1 day – part of PSC Conversion (1 Week)
PSC Conversion boot camp
boot camp schedule)
schedule)

S/4 HANA Conversion Bootcamp Demo21 Virtual Delivery

(3 days : Scheduled across APJ – run by PSC, CoE & RIG) (2 weeks)

S/4HANA Customer Adoption Acceleration GSSP Roadshow Series in 2018

(1 day : available in Tokyo & Sydney in 2018) S4HC L3 Deep Dive
(3 days)
S/4HANA Integration & Conversion GSSP workshops
(4 days deep dive / also available as 1 day) : available in Bangalore in Dec 2018)

Partner Enablement Focus : L2 Level Sales & Presales Partner Enablement Focus : L3 Level
Key Objectives of the Enablement : Delivery/Consultants
✓ Develop a compelling business case for S/4 HANA from a functional/business angle Key Objectives of the Enablement :
✓ Develop a personalized S/4HANA transformation roadmap & enterprise architecture for the customer ✓ Delivery / Implementation deep dive
✓ Design tailored implementation strategy and project roadmap ✓ Migration Factory Services
✓ Make best use of Own or available SAP tools in different phases of sales opportunities
✓ Adapt packaging as the new revenue generator
© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ 15
APJ MOVE 2.0.
Partner Enablement : H2 Calendar
2018 H2 Partner Enablement Calendar (Class Room)
3-Day S/4 HANA
S/4HANA S/4HANA Customer Demo21
Conversion S4HC L3 Deep
Market Unit CoE Enablement Integration & Adoption Acceleration 10 Steps2S/4 Virtual
Bootcamps Dive
Conversion (GSSP) GSSP Roadshow Series Delivery
(PSC/RIG)
ANZ ▪ 11,12 Sep ▪ Sydney : EY : 17-Sep ▪ 14-26 July ▪ 23-27 July
▪ Completed for ▪ Over 20
▪ Business Case 19 APJ APJ
Japan Training (1 day) : ▪ Tokyo : EY : 30-Oct partners partners
October TBC ▪ Over 200
consultants
▪ Manila : 15-17 Aug enabled
▪ ERP Sim events –
▪ Bangkok : 5-7 Sep
SEA Manila, Bangkok
▪ Jakarta : 28-30
and Jakarta (Aug)
Aug

▪ Mumbai : 21-Aug ▪ 5 day boot

▪ Bangalore : 3-6
India ▪ Bangalore : 23,24 camp (July
December
Aug 23-27)

▪ 1809 and 1808

Korea Field Enablement (1
day) : 21-Sep (TBC)

▪ Extending SAP S/4HANA Cloud and SAP S/4HANA

https://open.sap.com/courses/s4h7
ALL (OPEN
SAP Course
– Remote) ▪ System Conversions (Course will commence Oct 10th and run through to Nov 15th 2018)
https://open.sap.com/courses/s4h11

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APJ MOVE 2.0.
Partner Enablement : 3 Day S/4HANA Conversion Bootcamp Agenda
Day 1 : Selling the WHY & HOW ?
S/4HANA - Different Deployment Options ( OP ,
Cloud, HEC, Private option )
S/4HANA - Building Business case using
Transformation navigator and VLM
S/4HANA - Tools for different stages of sales
cycle
S/4HANA - Readiness check tool in detail
S/4HANA - Migration cockpit ( including demo )
S/4HANA - Sizing the right way
S/4HANA - ACTIVATE Methodology
S/4HANA - PACKAGING - A win-win for ALL
© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Day 2 : SHOW & Tell : Hands On S/4
Day 3: RIG Enablement : Value Delivery
HANA Live Simulation
S/4 HANA as the Digital Core
▪ Intelligent Enterprise S/4HANA – Executing a S/4HANA Migration project ( Project
▪ Key Building Blocks – Data Model, User Management / Key milestones /Preparation/handling
Experience, Functional Innovations exceptions )
▪ High Level Demos on User Experience with SAP
FIORI
S/4HANA - Net New Implementation ( Best Practices, Model
Introductions, Navigation, and team set-up
Company, Activate Methodology, Data Migration, including
demo scenarios for Activate and Migration )
Intro to SAP system (login, navigation) for Round 1
Round 1 & De-Brief
S/4HANA- Handling customizations in conversion projects (
Introduction and demo of tools for handling customizations ,
Intro to SAP system (login, navigation) for Round 2 during prepare and actual execution phases )
Round 2 & De-Brief
S/4HANA- Activating Fiori ( Authorisations and demo of Fiori
Intro to SAP system (login, navigation) for Round 3 activation )
Round 3 & De-Brief
Closing Q&A
17
What do our customers think of it?

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Call to Action
APJ MOVE 2.0.
Call to Action for Partners

Join the S/4 Movement !

▪ PLAN Joint business planning with your Partner Business Manager (PBM’s)

▪ GET ENABLED on latest SAP tools & methodologies

▪ EXECUTE
✓ 1-M Demand Generation
✓ 1-1 Deal Execution
✓ Regular Cadence

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Appendix
APJ MOVE 2.0.
Appendix – Methodology Deliverables : E2E Value Roadmap Tools (High Touch)

1 2 3 4

EXECUTIVE VALUE VALIDATION & VALUE

ALIGNMENT ASSESSMENT EXECUTION READINESS DELIVERY
On Time, On Budget, On
Top-to-Top Alignment Why & What? How?
Value

Executive Alignment Value Assessment Validation & Execution Readiness Value Delivery

Customers recognizes
Opportunities

the need for innovation.

Interested in how
All S/4

S/4HANA can help them

innovate and compete.

Requires a business case

to convince their
stakeholders to move to
S/4HANA and remove
typical objections.
Opportunities
Select S/4

Sets the direction and expected Identifies areas of opportunities Achieves customer buy-in on Realize our customer’s digital
outcome of the engagement and develops value proposition, the recommendation agenda on time, on budget, on
solution roadmap, and value
governance model

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ 22

APJ MOVE 2.0.
Appendix – Methodology Deliverables : E2E Value Roadmap Agendas (Onsite)

Time Agenda topic Facilitator Time

09.00 – 09.15 Welcome & introduction All 15 min
• Agenda overview, expectations and objectives
09.15 – 10.00 Customer situation SAP, Customer 45 min
• Shared view on current situation and requirements of customer
10.00 – 10.45 Digital imperative – enable the digital enterprise with SAP S/4HANA SAP 45 min
• SAP S/4HANA as new digital core
Time Agenda topic Facilitator Time
10.45 – 11.00 Coffee break 15 min
09.00 – 09.15 Welcome & introduction All 15 min
11.00 – 13.00 Core Finance – Accounting and Financial Close • Agenda overview, expectations and objectives SAP, Customer 60 min
• Key characteristics, changes for the user, system consideration, business benefit, impact on value drivers
• Evaluation by Customer 09.15 – 10.30 Plan to product SAP, Customer 75 min
• Key characteristics, changes for the user, system consideration, business benefit, impact on value drivers
13.00 - 14.00 Lunch break • Evaluation by Customer regarding current situation 60 min
14.00 – 15.30 Core Finance – Cost Management and Profitability
10.30 – 10.45 Analysis
Coffee break SAP, Customer 90 min 15 min
• Key characteristics, changes for the user, system consideration, business benefit, impact on value drivers
• Evaluation by Customer 10.45 – 12.00 Plan to product (ctd) Time Agenda topic SAP, Customer 75 min Facilitator Time
15.30 – 15.45 Coffee break 12.00 – 13.00 Lunch break 09.00 – 09.15 Welcome & introduction 15 min 60 min All 15 min
13.00 – 14.30 Order to Cash • Agenda overview, expectations and objectives SAP, Customer 90 min
15.45 – 16.15 Core Finance (ctd.) SAP, Customer 30 min
• Key characteristics, changes09.15
for the– user,
10.15system consideration,
Readiness business
for SAP S/4HANAbenefit, impact on value drivers SAP, Customer 60 min
16.15 – 17.00 Heat map, summary & planning for day 2 • Evaluation by Customer All 45 min
• Prerequisites to move to SAP S/4HANA
14.30 – 14.45 Coffee break 10.15 – 10.30 Coffee break SAP, Customer 15 min 15 min
14.45 – 16.15 Procure to pay 10.30 – 11.30 Transition scenarios SAP, Customer 90 min SAP, Customer 60 min
• Key characteristics, changes for the user, system
• consideration, business
Migration options benefit,
to move to SAPimpact on value drivers
S/4HANA
• Evaluation by Customer
11.30 – 12.30 Architecture & integration SAP, Customer 60 min
16.15 – 17.00 Heat map, summary & planning for day 3 SAP, Customer
• Necessary architecture adjustments and integration into solution landscape 45 min

12.30 – 13.30 Lunch break 60 min

13.30 – 14.30 Implementation SAP 45 min
• Implementation approach for SAP S/4HANA
14.30 - 15.00 Roadmap SAP, Customer 30 min
• SAP S/4HANA related roadmap for business and IT
15.00 – 15.15 Coffee break 15 min
15.15 – 16.30 Roadmap (ctd) SAP, Customer 45 min
16.30 – 17.00 Wrap up SAP, Customer 45 min
• Summary of all results and decision points
• Coordination of next steps

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ 23

APJ MOVE 2.0.
Appendix – Methodology Deliverables : E2E Value Roadmap Agendas (Onsite)

Time Topic Duration

S/4 HANA as the Digital Core

0900 - 1015 ▪ Key Building Blocks – Data Model, User Experience, Functional Innovations 75 mins Recommended Participant Profile
▪ High Level Demos on User Experience with SAP FIORI
❑ CXO - CEO / CFO / COO
❑ Head of Finance
1015 - 1030 Tea Break 15 mins
❑ Head of Procurement
1030 - 1100 Introductions, Navigation, and team set-up 30 mins
❑ Head of Sales/Marketing
1100 - 1110 Intro to SAP system (login, navigation) for Round 1 10 mins ❑ CIO/ Head of IT
1110 - 1130 Round 1 & De-Brief 20 mins

1130 - 1140 Intro to SAP system (login, navigation) for Round 2 10 mins

1140 - 1200 Round 2 & De-Brief 20 mins

Pre-Requisites
1200 - 1215 Tea Break 15 mins
❑ Laptop with IE browser (mandatory)
1215 - 1230 Intro to SAP system (login, navigation) for Round 3 15 mins
❑ IPAD (preferred option)
1230 - 1300 Round 3 & De-Brief 30 mins
❑ SAP Experience not mandatory for
1300 - 1400 Lunch Break 60 mins Business Users

1400 - 1430 Extend the Digital Core with Innovation Use Cases – SAP Cloud Platform 30 mins

1430 - 1500 Run your Digital Core in the Cloud – Deploying S/4 HANA on SAP HANA Enterprise Cloud 30 mins

1500 – 1530 Wrap Up and Feedback 30 mins

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ 24

APJ MOVE 2.0.
Appendix – Detailed Approach & VAT Alignment Model for 1-1 Deal Execution
SAP VAT team Owner / GB
Workstream Sales Tactics Customer Audience Structure and Desired Outcome Tools / Accelerators
Resource (Low Touch)

▪ Introducing and positioning the Digital Core story to CXO ▪ L1 Golden Decks
▪ IAE, S4HC SS, S4H
Digital Core Strategy Briefing ▪ Interest and Awareness building ▪ Whiteboard Partner Led
COE, GB AE
▪ Showcasing the Art of the Possible with WOW Demos ▪ L1 Ipad Demos
CXO – CEO, CIO,
CFO
▪ Mapping C-Level Vision , and IT/ Digital Transformation agenda
CXO Strategy and Visioning ▪ Outside In and
▪ IVE, S4HCOE ▪ Securing executive sponsorship for Value and Consultative Not Applicable
Workshop Benchmarking Service
Engagement

LoB Customer ▪ 2-3 days detailed S/4 HANA Value Discovery and Functional ▪ Transformation Navigator
S/4 HANA Value Discovery
Stakeholders – Fin, ▪ S4H Presales workshops – Finance, Logistics ▪ Presales Discovery Partner Led
Workshop
Procurement, etc. ▪ Getting LoB Buy In into S/4 HANA capabilities and business value Templates

Programmatic 1-
CXO, LOB
Experience S/4 HANA Live ▪ Executed as a 1-1 Experience workshop for C Level and LoB ▪ Hands-On ERP Sim Many DG by
Customer ▪ S4H Presales, COE
Workshops (ERP Sim) Management Workshops partner and/or 1-
Stakeholder
1

▪ S4H COE
▪ Extend and Enrich the S/4 HANA / ERP conversation to Innovation
▪ DDM COE
and cross LOB Use cases :
▪ Office of Finance ▪ Data Science Workshops
LOB Customer ▪ Machine Learning and Data Science Use cases
Digital Innovation Workshop COE, Presales ▪ Art of the Possible / ML Not Applicable
Stakeholder ▪ IOT, Mobile Use cases
▪ DSCM COE Workshps
▪ LOB extensions for strengthening E2E functional business
▪ Ariba COE
case– ARIBA, Digital Supply Chain and Office of Fin
▪ Leonardo COE

Quick value
LOB Customer ▪ Detailed Collaborative Business Case with clear articulation of
Business Case and ROI model ▪ IVE Value Advisor ▪ VLM assessment by
Stakeholder Functional and Innovation business benefits along with quantification
Partners

▪ Compelling multi year TCO model to showcase IT simplification, cloud ▪ HANA, and Cloud TCO
TCO Reduction Assessment CIO, IT Department ▪ MU S4H COE deployment cost reduction, license and contract simplification led Models Partner driven
TCO benefits

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ 25

APJ MOVE 2.0.
Appendix – Detailed Approach & VAT Alignment Model for 1-1 Deal Execution
SAP VAT team Owner / GB
Workstream Sales Tactics Customer Audience Structure and Desired Outcome Tools / Accelerators
Resource (Low Touch)

▪ Introducing and positioning the Digital Core story to CXO ▪ L1 Golden Decks
▪ IAE, S4HC SS, S4H
Readiness Check ▪ Interest and Awareness building ▪ Whiteboard Partner Led
COE, GB AE
▪ Showcasing the Art of the Possible with WOW Demos ▪ L1 Ipad Demos
CXO – CEO, CIO,
CFO ▪ Mapping C-Level Vision , and IT/ Digital Transformation agenda
CXO Strategy and Visioning ▪ Outside In and
▪ IVE, S4HCOE ▪ Securing executive sponsorship for Value and Consultative Not Applicable
Workshop Benchmarking Service
Engagement

LoB Customer ▪ 2-3 days detailed S/4 HANA Value Discovery and Functional ▪ Transformation Navigator
S/4 HANA Value Discovery
Stakeholders – Fin, ▪ S4H Presales workshops – Finance, Logistics ▪ Presales Discovery Partner Led
Workshop
Procurement, etc. ▪ Getting LoB Buy In into S/4 HANA capabilities and business value Templates

Programmatic 1-
CXO, LOB
Experience S/4 HANA Live ▪ Executed as a 1-1 Experience workshop for C Level and LoB ▪ Hands-On ERP Sim Many DG by
Customer ▪ S4H Presales, COE
Workshops (ERP Sim) Management Workshops partner and/or 1-
Stakeholder
1

▪ S4H COE
▪ Extend and Enrich the S/4 HANA / ERP conversation to Innovation
▪ DDM COE
and cross LOB Use cases :
▪ Office of Finance ▪ Data Science Workshops
LOB Customer ▪ Machine Learning and Data Science Use cases
Digital Innovation Workshop COE, Presales ▪ Art of the Possible / ML Not Applicable
Stakeholder ▪ IOT, Mobile Use cases
▪ DSCM COE Workshps
▪ LOB extensions for strengthening E2E functional business
▪ Ariba COE
case– ARIBA, Digital Supply Chain and Office of Fin
▪ Leonardo COE

Quick value
LOB Customer ▪ Detailed Collaborative Business Case with clear articulation of
Business Case and ROI model ▪ IVE Value Advisor ▪ VLM assessment by
Stakeholder Functional and Innovation business benefits along with quantification
Partners

▪ Compelling multi year TCO model to showcase IT simplification, cloud ▪ HANA, and Cloud TCO
TCO Reduction Assessment CIO, IT Department ▪ MU S4H COE deployment cost reduction, license and contract simplification led Models Partner driven
TCO benefits

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ 26

 Tool List

What Collection of notes describing detailed elements that
need to be considered in an implementation /
migration project from SAP ERP 6.X to SAP
S/4HANA
Self Service tool combining data from several sources
to help visualize and list overall system readiness
based on compatibility, simplifications, custom code,
and sizing.
Maintenance Planner checks if Add-ons, Active Business
Functions and Industry Solutions are supported for the
conversion. If there is no valid conversion path for any of the items
listed above (for example, an add-on is not released for the
conversion yet), the Maintenance Planner prevents the conversion.
A precheck report has to be run to identify
important steps to take to make system
compatible with conversion process.

S/4HANA yes yes yes yes

specific

Target Install base - S/4HANA Conversion Install base - S/4HANA Conversion Install base - S/4HANA Conversion Install base - S/4HANA Conversion
Customer

Who Customer Customer self service Implementation Partner Implementation Partner

Solution Engineers Implementation Partner
Implementation Partner

When Validation and Execution Readiness Validation and Execution Readiness Delivery phase if doing a conversion (Prepare phase) Delivery phase if doing a conversion (Prepare
Delivery (Prepare phase) phase)

Input Maintenance Planner (MP) Customer profile data via Solution Manager Program/notes running in customer landscape.
Pre-check (PC)
Customer Code check (CCC)

Sources SAP Notes Product Availability Matrix Simplification Database

Also a simplification DB Application Development Partner Directory

Output PDF document published in help.sap.com Dashboard and Results document: Summary highlighting Add-ons, Active Business Functions and Errors/messages which need to be mitigated or
Incompatible add-ons and business functions (MP) Industry Solutions preventing migration. acknowledged
Custom Code analysis (high level CCC)
Recommended FIORI Apps
Simplification Items (PC), Sizing

Customer Free Free Free Free

Investment

Contacts • Robert Hernandez

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ • Ranjeet Panicker 27
• Patrick Broome - SS
 Tool List

What the simplifications are loaded into the Custom Code
Migration tool. After you run the tool, you get a list of
instances where your custom code does not comply
with the scope and data structure of SAP S/4HANA.
SAP Process Mining by Celonis is a software solution
that helps organizations to improve their bottom line and
increase the efficiency of core business processes by 20-
30%*. Using SAP HANA, the solution analyzes vast
amounts of transactional data in real-time, learns how
business processes are really executed and detects
where and how to improve them.
SAP STAR (Solution Transformation Assessment & Code remediation tool.
Realignment) is a tool-based services approach that
delivers a system scan of how an SAP system is set up smartShift can eliminate Custom Code as a barrier to
and used based on a one time collection of application selling new HANA licenses
data. Furthermore, a 2—3 day workshop help guide the
customer on finding the right roadmap to improve
business processes and develop his SAP landscape.

S/4HANA yes Yes No Yes

specific

Target Install base - S/4HANA Conversion Customers with SAP HANA Full Use license ECC and R/3 customer Demonstrate that custom code could be eliminated as a
Customer Suite on HANA Customers risk for the project and enable the license team to move
Customers that have bought S/4 but not yet implemented towards proposal and close the deal

Who Implementation Partner Run by Celonis Presales IVE smartShift can integrate directly in to the SAP services
BTS team to show one project team to the client
Implementation Partners
smartShift will contract through SAP paper which allows
for ease of contract consumption to the end client

When Delivery phase if doing a conversion (Prepare phase) Support Every phase of the S/4 Transition Value Discovery Value Discovery
Validation and Execution Readiness Validation and Execution Readiness

Input Customer system information On-time extract form SAP ERP with the Celonis SAP Custom Program from Partner includes System usage Migration workshops
TableLoader and upload of the data into the Celonis SAP profile from workload monitor (ST03N)
HANA Cloud NOT dependent on Solution Manager

Other Simplification Database VLM

Sources

Output Analyzes your custom ABAP code with the Final presentation of analysis results (incl. Business End to end assessment of true thumbprint of current We will deliver a Fix Bid / Fixed Time proposal to
Simplification Database and finds out which objects Case) Provisioning of analysis results ECC, with Digital Supply Chain and other Suite eliminate project overruns and budgetary impacts
need to be changed to get adapted to SAP HANA Application, and S/4 HANA transformation
and SAP S/4HANA.

Customer Free $$$ $$ $$

Investment

Contacts • Jack Mason • Windie Wilson • Robert Hernandez

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ • John Fiske • Margaret Anne McPhee • Ranjeet Panicker 28
• Ira Berk • Heiko Hecht – IBIS • Patrick Broome - SS
 Tool List

What The SAP Fiori apps reference library enables you to The Business Scenario Recommendations report will Solution Explorer allows customers to browse the SAP Value Lifecycle Manager
explore, plan and implement SAP Fiori, the new user use your current SAP usage information to help you solution portfolio, organized by industry and LOB. Well established tool. Primary benchmarking and
experience for SAP software. identify the most valuable digitized business scenarios Includes solution description and links to marketing business case builder tool.
for your enterprise, focused on S/4HANA innovations. assets.

S/4HANA No yes No no
specific

Target Install base - S/4HANA Conversion ERP Install base – All ALL
Customer Customer showing interest in S/4HANA

Who Customer Customer + SAP Enterprise Support to create output Customer self service IVE
Solution Engineers BTS
Implementation Partner Implementation Partners

When Value Discovery Value Discovery Executive Alignment Value Discovery

Value Discovery

Input System usage profile from workload monitor (ST03N) System usage profile from workload monitor (ST03N) Customer data based on survey: KPI and Best
Or Manual Practices data

Other Enterprise Support VLM benchmark data

Sources

Output FIORI App recommendations: List of all recommended Business Scenario Recommendations report – includes Information on webpage Benchmarking Analysis, Quick value assessment or Full
FIORIs categorized by relevance and provides FIORI value drivers by business scenario and areas of Business Case
description and benefits improvement, and a migration path

Customer Free Free Free Free

Investment

Owner • Steffen Thiem • Wiebke Thelo • Claudia Mandelli

• Pattabhi Peddinti • Regional IVE VPs
• Matt Walsh

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ 29

 Tool List

What The "SAP Innovation and Optimization Pathfinder for SAP
ERP" is a report, which helps a CIO identify opportunities for
his/her core ERP-system around: Innovations (EHP, Fiori,
Cloud, S/4HANA) Business process improvements (e.g.
improve liquidity, perfect order fulfilment)
IT TCO improvements. Covers full portfolio.
Self-service tool to browse delivered and planned
innovations, organized by LOB or industry, with strong
focus on S/4HANA and User Experience.
Tool to help customers to choose the right SAP products
and solutions for your digital transformation journey, and
highlight value of innovation
Value Advisor
Self-service tools for customer to discover S/4HANA
value. Self-Service tool based on VLM to be used garner
interest and door opener
Very short series of questions, taking just a minute or two
at the most.

S/4HANA No No No, but heavy S/4 focus Yes

specific

Target ERP Install base – All Install base All

Customer Lots of ERP optimization recommendations. Covers more
than S/4. Ideal for dormant accounts

Who Customer + SAP to create output Customer self service Customer self service Customer
EA / SE

When Value Discovery - door-opener for a discussion with the Value Discovery Value Discovery Early in sales cycle when customer is in discovery mode.
customer, which can be detailed out using tools such as the Validation and Execution Readiness
Business Scenario Recommendations, the Innovation
Discovery or the Enterprise Support opportunity report.

Input System usage profile from workload monitor (ST03N) Manual Selection Customer Profile in Maintenance Planner Customer scope and business driver parameters
Requires Early watch alert from Solman 7.1 SP12 or later Manual input

Other Innovation Discovery Roadmap VLM

Sources VLM
Industry Value Maps
Reference Architecture

Output SAP Innovation And Optimization Pathfinder report (PDF) Excel list of delivered and planned innovations by Set of documents (Business Guide, Technical Guide, PDF report highlighting value drivers and beenfits.
solution. Transformation Guide). Customer specific output
includes target solutions.

Customer Free Free Free Free

Investment

Owner • Wasilius Lolas • Tracy Rodgers

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
• Christian Oehler • Tilman Goettke 30
 New tools
Tool List

What The purpose of the Brand Guardian Process is to ensure each
prospect we sell to is in the best position to succeed with our
solutions. With Brand Guardian 2.0 we are introducing faster
ways to qualify, collaborate, and report on S/4HC opportunities.
A principle driver behind this acceleration is the concept of
breaking the qualification process into two stage gates: Quick
Qualifier, Detailed Assessment.
The SAP Asset Intelligence Network (SAP AIN) brings It is easy to find the appropriate SAP Best Find the innovations and features that
together the following types of customers: Practices™ and SAP Rapid Deployment Solutions™ you can turn into tangible value for your business
• Operators: Large scale companies from various for you.
industries
• Manufacturers: Industrial asset manufacturers t
• Distributors & Service Providers: Companies that
operate close to the operators

S/4HANA Yes No No No
specific

Target S/4HANA Public Cloud

Customer (Net New, 2-Tier strategy etc.)

Who Cloud AE

When Deal Qualification

Input Customer Information and Scope

Other Enterprise Architecture Explorer SAP Best Practices Explorer Innovation Discovery (customer-facing)
Sources

Output The opportunity passes the required threshold and the AE can
continue with the opportunity without requiring a Brand Guardian
Review
The opportunity does not obtain the required threshold – a
workflow will be automatically triggered to schedule a Brand
Guardian Review.

Customer Free
Investment

Owner
© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Victor Cebanu 31
© 2017 SAP SE or an SAP affiliate company. All rights reserved.

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