S/4HANA Sales- New Functions &

Innovations with 1610 (S4SD1)

& (EKT_S4HANA1610SALES)

S/4HANA
Enterprise Management 1610
2nd December 2016
http://ibm.biz/S4H_Learn1610
IBM Proprietary | © 2016 IBM Corporation 1
Your presenters

Devraj Bardhan Sharmistha Sanyal

Senior Enterprise Architect SAP Sr. Advisory Consultant - SAP
S/4HANA SCM SD
Global Business Services Global Business Services
devraj.bardhan@de.ibm.com | shasanya@in.ibm.com
@devbard (Twitter)

Oluseun Otulaja Vicente Aguilar

Consultant Senior Managing Consultant
Global Business Services Global Business Services
otulaja@us.ibm.com Vicente.Aguilar@us.ibm.com

IBM
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IBM Corporation
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 S/4HANA Sales – New Functions and Innovations

AGENDA

 Overview

 SAP S/4HANA Sales – Simplifications

 S/4 HANA Advanced ATP check

 User Interface and Roles Concept

 SAP Smart Business for Sales Order Fulfillment

 SAP S/4HANA Best Practice: Sale from Stock

IBM Proprietary | © 2016 IBM Corporation 3

S/4HANA Sales – New Functions and Innovations

S/4HANA Enterprise Management

• Order and Contract Mgmt. • Service Mgmt.

• Service Master Data Mgmt.
• Service Parts Mgmt.
DIGITAL CORE • Service Agreement Mgmt.

• Sales Planning and Performance Mgmt. • Billing and Revenue Innovation

(ICM) Mgmt. (BRIM)
PRODUCTS

• SAP Hybris [v] • SAP Hybris [v]

Cloud for Sales S/4HANA Marketing
SUITE

• SAP S/4HANA SALES • SAP S/4HANA SALES • SAP S/4HANA SALES

INDUSTRIES

 SAP S/4HANA Enterprise Management contains all core ERP capabilities.

 Hybris Cloud solutions with separate licenses.
 SAP is investing in enhancing the digital core S/4HANA Enterprise Management by integrating with its cloud solutions.

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S/4HANA Sales – New Functions and Innovations
OLTP based systems
Issues & exceptions are typically identified by working down lists of multiple table & aggregate structures – a time consuming and error-
prone process

V.00 Check Incomplete Sales Documents

VA14L Sales Order Blocked for Delivery
V23 Sales Order Blocked for Billing
V.25 Check Customer Expected Price
V_RA Check Backorders
V_SA Check Logs from Delivery Creation
VKM3 Check Credit blocked sales order Documents
VKM5 Sales Credit Blocked Deliveries
V.00 Check with Production
V23 Check with Purchasing
VFX3 Check Blocked Billing Documents

 Responsible employee has to check multiple reports to get a holistic view of all process related isuues
 Multiple issues in one sales order cannot be detected in one step
 Higher risk of undetected exceptional situations
 Problem-related communication and decisions cannot be tracked in the system
 Reports need to be run multiple times

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Sales Order Management with S/4 HANA

Use Real-time Alerts instead of Ensure resolution of the biggest Check impacts and act on any issue
checking yesterdays’ reports issues first within seconds

Experience Transformation: Sales Order Fulfillment: YouTube VIDEO

Measure SAP ERP with SAP with Improvement
GUI SAP Fiori Factor
Sales Order Sales Order Fulfillment
Fulfillment
Duration 4.15 min 2.20 min 1.9 x
Clicks 70 42 1.7 x
Number of Apps 8 2 4x
Fields filled 14 3 4.6 x

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SAP S/4HANA Enterprise Management – Sales Solution
Simplification

 Business Partner approach replaces ERP SD customer master (SAP Note 2265093).
 New International Trade functionality replaces ERP SD Foreign Trade (SD-FT) (SAP Note 2267310)
 S/4HANA Finance Credit Management replaces ERP SD Credit Management (SAP Note 2270544)
 SAP Settlement Management replaces ERP SD Rebates (SD-BIL-RB)
 SAP Revenue Accounting replaces ERP SD Revenue Recognition (SD-BIL-RR)
 SAP S/4HANA (New) Output Management (SAP Note 2228611)
 SAP S/4HANA Analytics approach – ODATA and Open CDS view replaces ERP LIS/ODP (SAP Note 2228056)
 Cloud for Sales and SAP CRM On-Premise are Recommended for your Field Sales Team
 SD simplified tables .Note 2228098
 Interaction Center CIC0 for basic Call Center is outdated and not available, use CRM on Premise, Cloud 4 Service
or SAP Hybris instead.

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S/4 HANA – Simplification Change – Business Partner

S/4 HANA ECC

 A central entry point provides the single source of truth  Sales Company Code Data: FD01;FD02;FD03;FD05;FD06;FD08
 Sales Data: VD01;VD02;VD03;VD05;VD06
 Web-based UI enables ease of navigation and intuitive
 Sales Contact person: VAP1, VAP2, VAP3
operations  Sales Central Maintenance: XD01;XD02;XD03;XD05;XD06;XD07
 Consolidation of transactions eliminates operational  Invoice recipient: V-04
redundancy  Payer(sales): V-05
 Maximized data sharing leads to streamlined data consolidation  Payer(centrally): V-08
 Increased flexibility enables easy maintenance and improved  Ordering party: V-09
 Consignee: V-06
productivity  Business partner sales activities: V+23

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S/4 HANA – Simplification Change – International Trade Functionality

New International Trade functionality replaces ERP SD Foreign Trade (SD-FT)

 Building on its SAP GTS experience, SAP has selectively developed foreign trade functionalities in SAP S/4HANA. SAP firstly
redeveloped the Intrastat functionalities in SAP S/4HANA. A main advantage is that status updates on international goods
movements can be produced quicker and more precisely.

 Secondly, SAP is currently working toward legally monitoring export activity (Legal Control) before export management is made
available as an SAP S/4HANA functionality for the SAP S/4HANA Cloud Edition. The newly developed foreign trade
functionalities in SAP S/4HANA are grouped together under SAP S/4HANA for International Trade.

 For companies that deploy multiple ERP and logistics systems, SAP GTS will remain the core solution for customs and foreign
trade, since the data stems from various different systems. One of the major strengths and advantages of SAP GTS is that
logistical data can be pulled from multiple ERP and transport management systems, for instance to centralize import and export
announcements within a single system.

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S/4 HANA – Simplification Change – Credit Management

S/4HANA Finance Credit Management replaces ERP SD Credit Management

Traditional Credit management

 External data from credit rating companies is loaded into the Credit Master which enables the categorization of the customer into a
Risk Category.
 Now the credit limit is derived manually. This process needs to occur at set intervals to ensure the customer has the correct Risk
Category.
 We cannot identify the number of times the customer went above the credit limit and how many times the Credit Limit was changed
and whom and when this was requested. 

FSCM Credit management

 Reduction of manual effort , as credit limit can be derived automatically basis internal and external data
 Being able to quickly identify when a customer changes its payment behavior, or repeatedly asks for a Credit Limit increase is
something that you can track within SAP before the customer turns into a bad debt

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S/4 HANA – Simplification Change – Credit Management

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S/4 HANA – Simplification Change – Credit Management

Credit segments are required for calculating the

credit limit and enable you to carry out detailed
checks at business partner level.

Rule for Calculating Credit limit automatically

Credit Limit data

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S/4 HANA – Simplification Change – Credit Management

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S/4 HANA – Simplification Change – SAP Settlement Management replaces
ERP SD Rebates
 Rebate indexes are among the largest tables our
customers have
 If changes in one customers condition occurs , the
table needs to be rebuilt .and while this rebuild is
going on , all rebate data is locked throughout
IBM Proprietary | © 2016 IBM Corporation
 THE solution for subsequent settlement scenarios in SAP S/4HANA
 designed for high performance (delegating functions to Hana)
 base to model new and innovative subsequent settlement scenarios
 Use Central Contract Administration as single point of entry for contract data and
contract related conditions for
 Full support of business volume related scenarios
 Calendar based settlement
 Accrual conditions can be defined independent from settlement conditions
 Intuitive data entry of settlement information with full transparence of involved
documents
 Achieve a detailed Settlement Overview
 on complex settlement scenarios (ALV & graphical view)
 into settlement documents and it‘s FI status
 insights if a contract condition was determined and accruals were posted
14
S/4 HANA – Simplification Change – SAP Settlement Management replaces
ERP SD Rebates

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S/4 HANA – Simplification Change – SAP Settlement Management replaces
ERP SD Rebates

The Configuration of Condition Contract management Comprises of three main steps

 Configure the Pricing including Condition Contracts
 Condition Contract Maintenance
 Condition Contract Settlement

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S/4 HANA – Simplification Change – Output Management – SD Billing
 Output Parameter Determination
 SAP Customizing Implementation Guide -> Cross-Application Components -> Output Control -> Define Business Rules for Output
Determination
 Transaction Code OPD (Output Parameter Determination)
 The objective of Output Parameter Determination is to determine Output type, Printer , Email Set up & Form Template for Cover sheet.
 The Application object BILLING_DOCUMENT represents SD billing document and is used as a key configuration to define output types or
assign channels .

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SAP S/4HANA database & table structures
Prepares your data structures for new real-time requirements, big data and high throughput
Sales
Document
Header incl. Status Item incl. Status Indices Main simplifications of the data model:
Sales Order
VBAK VBAP VAKPA VAPMA  Elimination of status tables
 Simplification of document flow
Delivery LIKP KIPS VLKPA LKPMA
 Field length extensions
Billing
Document VBRK VBRP VRKPA VRPMA  Elimination of redundancies (e.g. document index tables)
Status Info VBUK VBUP Index for Rebates Key benefits:
 Reduced memory footprint
Conditions PRCD_
KONV
ELEMENTS (new) VBOX
 Increased performance of HANA queries
Document
VBFA
Flow VBFA
(simplified)  Functional scope enhancements by extended field lengths

On the fly aggregation and compatibility views for

indices and obsolete tables

PRICING
 A new database table called PRCD_ELEMENTS has been introduced to replace the KONV table's function of storing document conditions.
 All layers above the database layer are still using the classical KONV field properties to ensure compatibility and stability. Therefore, KONV is
continued in all these layers as a structure definition in the data dictionary.

IBM Proprietary | © 2016 IBM Corporation 18

S/4 HANA Advanced ATP
Backorder Processing: One Run fits all. Former
solution requested more subsequent runs.
Flexible and intuitive selection and ranking of sales
order requirements. High performance mass ATP-
check
New FIORI-UIs to set-up BOP-runs.
 New concept for requirement classification:
- Winner
- Gainer
- Redistributor
- Filler
- Looser
 New FIORI-app to display the BOP-result:
The result is displayed on different aggregation
levels and allows an easy identification of (and fast
drill down to) confirmation issues
Product Allocation: Sales order confirmation based
on sales allocations via sales rules, such as fair
share, ranked or prioritized share. Highly flexible
constraint based confirmation algorithm. Scenario
oriented set-up (sales vs capacity constraints)
 Supports the business decision, if a sales order
should be confirmed and if yes to which extent
 This decision can be based on almost every
attribute of the underlying sales order, material,
plant or customer
 Grouping- and aggregation capabilities (collective
allocations) for simplification and ease of
maintenance
IBM Proprietary
* Additional| License
© 2016 IBM Corporation
** Additional Installation & License
ADVANCED ATP
Release for Delivery App: Improved customer
service value and increased on-time delivery
for important sales orders. Reliable and
transparent
confirmation of all sales orders.
 Fiori application to enable timely actions on
short term supply and demand changes
 Manual redistribution of already confirmed
quantities according to the company
prioritization strategy
19
S/4HANA BOP Example ADVANCED ATP

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* Additional| License
© 2016 IBM Corporation 20
** Additional Installation & License
SAP S/4HANA Sales

E2E Business Process: ORDER AND CONTRACT

MANAGEMENT

Solution Capabilities:
SALES ORDER
SALES MASTER SALES CONTRACT CLAIMS, RETURNS & SALES MONITORING
MGMT. & BILLING & INVOICING
DATA MGMT. MANAGEMENT REFUND MGMT. & ANALYTICS
PROCESSING

Leverage simplified data Take immediate action Identify bottlenecks & Settle rebate flexibly using Reduce customer service & Monitor Order-to-Cash
model and central using real-time analytical issues with resolution Condition Contract support cost by Process Performance and
Business Partner results to effectively proposals in the Sales Settlement without any automating and execute Sales Analysis on
approach. manage Sales Contracts Order Fulfillment Cockpit index table. streamlining return the fly and display
Create, modify, or display and Sales Quotations for maximizing “no-touch” Manage Billing Document processes contextual information, or
sales documents with work order rate. Leverage efficiently with seamless analyze your sales
lists, manage sales worklists with smart links integration to related quotation conversion
quotations, orders, credit to related documents and operational transactions rate, or open sales orders
and debit memo requests. transactions to streamline and use Intrastat and deliveries and track
Access documents quickly the flow Processing for Foreign overall O2C performance
Trade activities in your company

Innovation & Highlights:

Manage Sales contracts in just Analyze your Sales Order Use new Condition Contract Close Open Sales quickly and
seconds Conversion Rate Settlement improve overall Performance

IBM Proprietary | © 2016 IBM Corporation 21

 SAP S/4HANA Enterprise Management – Sales Solution
Simplification

1610 Available Fiori Apps

Internal Sales Representative ( SAP_BR_INTERNAL_SALES_REP) Order to Cash Process Manager ( SAP_BR_SALES_PROCESS_MANAGER)

Manages Sales Documents eg captures , changes or cancels orders , Monitors and optimizes sales processes , sales planning and
Prepares Quotations , manages contracts . Monitors, troubleshoots, coordinates with Sales Force
and collaborates on critical open issues from sales order fulfillment
process .

Fiori Apps Fiori Apps

Sales Order Fulfillment Monitor Order to Cash Performance Monitor
Sales Contract Fulfillment Rates Order to Cash Performance Monitor – Time Series
Sales Quotation Conversion Rates Order to Cash Performance – Overview Page
Manage Debit Memo Request
Manage Credit Memo Request
Manages Sales Quotations
Manage Sales Orders
Manage Sales Contracts

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 SAP S/4HANA Enterprise Management – Sales Solution
Simplification

1610 Available Fiori Apps

Billing Clerk ( SAP_BR_BILLING_CLERK) Sales Manager ( SAP_BR_SALES_MANAGER)

Processes Invoices in time , monitors and manages the invoice Monitors and optimizes sales processes , sales planning and
process, works on prioritized worklist ( sorted on Invoice value or coordinates with Sales Force
dates) , creates , releases and send invoice documents .

Fiori Apps Fiori Apps

Schedule Billing Creation Incoming Sales Order
Schedule Billing Output Sales Volume
Schedule Billing Release Sales Volume – Check Open Sales Order
Manage Billing Documents Sales Volume – Profit Margin
Create Billing Documents

Pricing Specialist (SAP_BR_PRICING_SPECIALIST) , Master Data Specialist- Product Data ( SAP_BR_PRODMASTER_SPECIALIST) ,Master Data Specialist – BP
Data ( SAP_BR_BUPA_MASTER_SPECIALIST) , Credit Controller (SAP_BR_CREDIT_CONBTROLLER) ,
Shipping Specialist (SAP_BR_SHIPPING_SPECIALIST) , Order Fulfillment Specialist (SAP_BR_ORDER_FULFILLMNT_SPCLST)

https://fioriappslibrary.hana.ondemand.com/sap/fix/externalViewer/#/home

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 SAP S/4HANA Enterprise Management – Sales Solution
Simplification

1610 Available Fiori Apps

Customer 360O view

Before landing up at the sales call , the sales representative can do a quick check – on what's going on with the customer
 have they placed their usual monthly order
 Any open quotations
 Any customer returns
 Fulfillment issue

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SAP S/4HANA – SAP Smart Business for Sales Order Fulfillment

Objective : Allows key roles to stay on top of their business , making better ,faster and informed decisions by letting end users touch,
analyze , share and act in real time .
SAP Sales Order Fulfillment Monitor :
 Provides KPIs for Sales Order Fulfillment Issues in real time , can be tailored to filter specific business categories ( Sales Area)
 Priority list of sales Orders with insight on its stages … Sales Order issue or delivery or invoice - Monitor
 Provides specific option to resolve issues . Collaborate with internal or external contacts , address issues

Following Issues are captured :

 Incomplete Data
 Unconfirmed Quantities
 Credit Blocks
 Billing Blocks
 Delivery blocks in Sales Orders and
other delivery issues
 Shipping Blocks in deliveries
 Invoice Issues and accounting issues
 Issues in supply , in purchase and
manufacturing orders

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Learning Hub Course on Sales
Read the Learning Hub blogs http://ibm.biz/LH_S4H_LOG on how to
Search, Find and Complete Learning Hub Courses For S/4HANA
Procurement – Search for “1610 Sales”
Or “1610” to list all Early Knowledge Transfer courses (EKT)

Course Name : SAP S/4HANA 1610: Learning Map for Sales Order
and Contract Management
Technical Name : EKT_S4HANA1610SALES

S/4HANA 1511 course is S4SD1(4 hours e-book or flip book)

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SAP S/4HANA 1610 EKT sandbox/early trial via Learning Hub
You need to register via the following link to be able to access the sandbox/early trial:
https://
performancemanager.successfactors.eu/sf/learning?destUrl=https%3a%2f%2fsaplearninghub.plateau.com%2flearning%2fuser%2fdeeplink_redirect.jsp%3flinkId%3dITEM_DET
AILS%26componentID%3dEKT_S4HANA_LA%26componentTypeID%3dLive_Access%26revisionDate%3d1479478320000%26fromSF%3dY&company=learninghub

Or Search for course name:  EKT_S4HANA_LA

How to Guide; https://access.sap.com/AccessPortal/ap_content/SAPEducation_TechnicalManual_CustomerTraining.pdf

A sandbox/early trial landscape is available to provide an opportunity for
a hands-on experience. The sandbox/early trial environment:
helps you to explore the innovations delivered with SAP S/4HANA 1610
acts as a playground to experience the 1610 release
comes preconfigured with a set of logistics, finance and analytics
scenarios
All users have full authorizations to configure and create scenarios as
well as configure the Fiori Launchpad.
Registrations are due one week in advance (open up to 16:00 CET on
the preceding Thursday) to be able to access the following week (as of
Monday morning). Details on how to access will be sent out via email
after registration. The landscape will be refreshed on a weekly basis.
You need to request your ID every week if you want to continue
using the sandbox early trial for longer than one week.

IBM Proprietary | © 2016 IBM Corporation 27

SAP S/4HANA 1610 Next Courses

Session 5 Future Sessions

Friday 9th Dec 2016 S/4HANA Logistic Execution (EWM)
S/4HANA Manufacturing - Functions & Innovations S/4HANA Finance 1610 (S4F01)
SAP S/4HANA Enterprise Management (logistics): Overview S/4HANA Embedded Anayltics (pre-Read S4H400,
SAP S/4HANA Enterprise Management: User Interface and Role Concept S4H410)
SAP S/4HANA Enterprise Management (Planning): Simplifications S/4HANA Fior Deep Dive (Changes, customizations) incl
SAP S/4HANA: Best Practice: The New MRP HCP
SAP S/4HANA: Best Practice: Make-to-Stock
Introduction to PP/DS

Pre-Read: Learning Hub Course S4MA1 (4 hours e-learning)

Playback and Presentations of previous sessions:

http://ibm.biz/S4H_Learn1610
* does not reflect licensing

IBM Proprietary | © 2016 IBM Corporation 28

Backup

S/4HANA
Enterprise Management 1610

IBM
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Where to go for more information

S/4HANA Overview S/4HANA Business Scope Best Practice Scope S4HANA Product Scope Innovation Key Use Cases

Join the S4HANA Community on SCN Use Case Blog on SCN S/4HANA Cookbook SAP S/4HANA Road Map

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Artefacts

S4 HANA Enterprise Management Community on Connections Cloud http://ibm.biz/S4HANA_EM

(updated on a regular basis with the latest content from SAP & IBM)

#S4HANA 1610 Help http://help.sap.com/s4hana_op_1610

#S4HANA 1610 Release information on one page http://go.sap.com/product/enterprise-management/s4han

a-erp/on-premise.details.html

Learning Journey Blogs http://ibm.biz/LH_S4H_LOG

http://ibm.biz/LH_S4H_FIN

Best Practice Explorer https://rapid.sap.com/bp/

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 Your first step toward SAP S/4HANA!
 Learn how SAP S/4HANA enables digital transformation

 Explore innovative financials and logistics functionality

 Understand the technical foundation underlying SAP S/4HANA

advances

Purchase the book and e-book at: www.sap-press.com/4153

 15% discount for IBMers using the code SAPS4HANA15

 Available from 29th November onwards

SAP S/4HANA: An Introduction

Written by: Axel Baumgartl, Dmitry Chaadaev, Nga-Sze Choi, Mark Dudgeon, Asidhara
Lahiri, Bert Meijerink, Andrew Worsley-Tonks, Devraj Bardhan
449 pages | 11/2016 | E-book: $59.99 | Print: $69.95 | Bundle: $79.99

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IBM
IBM Proprietary
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© 2016
2016 IBM
IBM Corporation
Corporation 33