2018 Partner Summit

LoB Finance and Risk

Lane Leskela
Global Business Development
Finance & Risk CoE
Internal
October 2018
 Today’s Agenda

Speaker Time Agenda Runtime Section

ALL 8:30:00 AM Registration, Welcome & breakfast 30 mins Arrival
Lane Leskela 9:00:00 AM 2018 SAP Cloud for Finance and Risk, Partners and the CoE 60 mins Introduction
ALL 10:00:00 AM BREAK #1 15 mins
10:15:00 AM SAP Finance in the Cloud – Solutions and Market Strategy Finance
Russbel Saavedra 10:15:00 AM Central Finance and the Cash Application 30 mins Finance
Russbel Saavedra 10:45:00 AM Treasury and Risk Management 30 mins Finance
Lane Leskela 11:15:00 AM Tax Service, Advanced Compliance Reporting and eDocs 30 mins Finance
ALL 11:45:00 AM BREAK #2 15 mins
12:00:00 PM SAP GRC in the Cloud – Solutions and Market Strategy GRC
Daniel Morfin 12:00:00 PM Identity Access Governance and IAG Bridge 30 mins GRC
Daniel Morfin 12:30:00 AM Three Lines of Defense and Business Integrity Screening 30 mins GRC
ALL 1:00:00 PM Meet your SAP Experts 60 mins One-on-ones
ALL 2:00:00 PM Thank you!

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SAP S/4HANA Cloud Finance and Risk Context
SAP S/4HANA: The Cloud Portfolio

Deployment Options SAP S/4HANA Native Integration

On-Premise (HEC)
Finance
Private Cloud
…
& Risk Applications
(Single Tenant) HANA
Public Cloud IoT
Cloud
(Multi Tenant) Platform Integration

SAP HANA Cloud Platform

SAP HANA Platform

SAP HANA Enterprise Cloud

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Cloud Deployment Options

On Premise Private (Single T) Cloud Public (Multi T) Cloud

Complete coverage Complete coverage with SaaS coverage for
tailored for the enterprise accelerated deployment accelerated innovation

Full scope, all industry solutions Full scope, all industry solutions Standardized processes

Configure, extend within

Configure, extend, modify Configure, extend
boundaries

Customer infrastructure or IaaS SAP infrastructure SAP infrastructure

Yearly innovation cycle Yearly innovation cycle Quarterly innovation cycle

Traditional perpetual licensing Subscription or perpetual Subscription licensing

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SAP S/4HANA deployment options tailored to our customers’ needs

Applications Applications
(S/4HANA Enterprise (BYOL/subscription) ONE ONE Standardized No
Mgmnt., engines,
(users)) SAP HANA
Price Contract Packages Modifications
(BYOL/Subscription)
SAP HANA Application license subscription
(Runtime or
Infrastructure SAP HANA platform subscription
Enterprise Edition)
Infrastructure and Services
Application
Management Service Application Management Service
Cloud Enterprise Support

On Premise Custom HEC S/4HANA Cloud S/4HANA Cloud

On premise deployment of
S/4HANA will continue to
deliver new innovations,
leveraging the potential of
in-memory technology and
new user interfaces
The SAP HANA Enterprise
Cloud (HEC) offers
individually sized
infrastructure and enhanced
managed services as
additional, customer specific
options to software licenses
Private Option
Standardization, TCO and scalability of
the cloud combined with the full functional
scope, extensibility and geographical
reach of the S/4HANA on premise solution
Public Option
Highly standardized, multi-tenant
cloud services covering selected LoB
and industry scenarios and a
comprehensive ERP scope

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Flexible and Non-Disruptive
Deployment models transform finance at customers’ pace
Flexible deployment options Flexible and non-disruptive paths to S/4HANA Finance
Migration New implementation

On Premise
Former S/4HANA
S/4HANA
SAP ERP Finance
Finance

Central Finance Point processes

SAP ERP
Hybrid instant data
replication

S/4HANA Finance
central Instance S4HANA
ERP systems Finance

Migration New implementation

Cloud

S/4HANA
Former S/4HANA
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SAP ERP Finance
The Public Cloud Ecosystem from SAP
SAP S/4HANA Finance and Risk Cloud Capabilities Integrate with SAP Cloud Solutions

S/4HANA Professional
Services Cloud
*

S/4HANA S/4HANA Enterprise

Marketing S/4HANA Finance and Risk Management Cloud
Cloud Cloud Solutions

S/4HANA Manufacturing SAP

Cloud* *

SAP C/4 HANA

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Integration and Extensibility with the SAP HANA Cloud Platform

Object Extensibility
• Custom fields and tables
• Change/add business logic
• Extend analytics

SAP SAP HANA

Application Extensibility
S/4HANA Cloud
Platform • Integrate with SAP Cloud
Cloud Applications and 3rd party
solutions

• Leverage HCP to build new

New App 1 Extension N applications

New App 2 Extension 1

New App N

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Cloud Extensions for SAP S/4HANA Finance
A high speed approach to adopting the latest innovations

▪ Growing number of specialized apps

Versatile extension without disruption

▪ Each one designed to solve a specific business
challenge AAA

BB+

▪ Rapid deployment of new capabilities

▪ Seamless integration to existing system Customer SAP RealSpend Credit
landscapes payments Integration

▪ Cloud approach delivers continuous

innovation
▪ Easy implementation, easy subscription, and
continuous updates
Cloud for SAP Fiori Fin Statement
Analytics Cloud Insights

SAP S/4HANA or
▪ Also ready to use with central finance foundation to central finance foundation*
add value to the SAP system landscape
*prerequisites dependent on solution
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SAP S/4HANA Cloud Partner Business Models
SAP Cloud Commercial Models in the General Business Segment

SAP S/4HANA SAP S/4HANA SAP HANA Enterprise SAP S/4HANA SAP ByDesign
Cloud, Multi T Cloud, Single T Cloud (HEC) On Premise
(SW subscription or BYOL)

S/4 Application Other SAP Applications Other SAP Applications ERP Suite in a Box
(by BOM addition) (BYOL/subscription)
S/4 Application
+ +
SAP HANA Optional: Application Infrastructure and
Optional: Application
+ Management Service SAP HANA Services
Management Service
Infrastructure and +
Services S/4 Application S/4 Application Proactive Application
+ + SAP HANA (BYOL/subscription) Management Service
Proactive Application + HEC Standard +
Management Service SAP HANA Cloud Enterprise
Infrastructure
+ (BYOL/Subscription) Support
+ Proactive AMS
Cloud Enterprise + Cloud Enterprise HEC Infrastructure &
Support Support Service

Y/Y growth +249% +399% +64% +41% +58%

PartnerEdge CCP ✓ ✓ ✓  ✓
PartnerEdge Resell ✓ ✓  ✓ ✓
Focus Customer
UGB UGB UGB UGB, LGB LGB
Segment
Partner add-ons ✓ ✓ ✓ + custom modifications ✓ + custom modifications ✓
SAP
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How Partners Make Money in the SAP Cloud

20%+ 30%+ 30%+ 15% Current

Benchmark
Recurring
Intellectual Margins
Customer Subscription Services Other
Property
Revenue
for Life
Program, BPR & Develop and
Revenue from
On initial sale change market one
3rd party apps
management offs

Develop
Business case &
On upsell formal add
project strategy
ons

Integration & Data

On renewal
migration

Training and key

user support

Land & Expand

Premium support,
App. Mgt.,
Cont. Validation
SAP
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The Right Fit for Your Customer or Prospect
Starting point

Begin with public cloud (SaaS) as the best

option for a digital future
▪ Lowest TCO

Cloud ERP
SAP S/4HANA Cloud (SCP)
▪ Fastest time-to-value
▪ Shortest innovation cycle

Continue with private edition as a full cloud

offering with more flexibility SAP S/4HANA Cloud,
private edition (Single T)
▪ Low TCO
▪ More flexibility
▪ Customer-influenced innovation cycle
SAP S/4HANA
Progress to next option in order to meet (Private cloud managed by SAP)
customer needs (consider capability and
policy requirements)

SAP S/4HANA
(On-premise managed by cloud
providers or customers)

SAP
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s/4HANA Cloud Partner Nomination
Partner Profiles

Required Partner Profile Investment in S/4HANA Cloud / CPE practice

■ Must have strong S/4HANA On Premise scope expertise with S/4HANA ✓ Typical S/4HANA Customer engagement team:
product authorizations/certifications  0,5 marketing manager
 1 sales / presales rep
■ Believes and understands cloud business model  1 customer engagement manager
■ Understands SAP HEC specific terms and conditions and the difference ✓ Dedicated cloud delivery team with S/4HANA Experience:
to a full SaaS model  Min. 3 dedicated, fully trained consultants (Finance,
Logistics, either PP or Service)
■ Can explain included (Proactive AMS and EMS) Services
 Min. 1 dedicated CEE role - customer engagement executive
■ Can manage entire customer life cycle from Select, Onboard, Utilize, ✓ Partners with S/4 on premise packages willing to qualify
Optimize and Renew and keep customer satisfaction at high level. packages for CPE
Needs dedicated partner role (partner customer engagement executive)
■ Ability to generate leads and manage the sales cycle
■ Dedicated and fully committed Cloud sales & pre-sales team, and PartnerEdge Requirements
dedicated core Consulting team ▪ PartnerEdge Sell Partner Status with valid PE agreement and signed
CCP Amendment
■ S/4HANA on-premise sales, demo and service experience and Silver +
level business performance ▪ S/4HANA Cloud, private edition / SAP HEC Sales and Presales
Authorization
■ Accepts Resell and CCP Partner Edge Models
▪ Cloud Addendum signed / Payback option addendum signed (CCP
■ Ability to provide implementation services / support S/4HANA Cloud, addendum)
private edition (CPE) ▪ Cloud Choice Profit (partner edge) and Resell program
knowledgeable
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SAP Finance and Risk Center of Excellence
SAP S/4HANA Schematic

Customer Workforce
INDUSTRY
Experience Engagement

Digital Core
MACHINE
APIs
LEARNING

Business Intelligent
Transactions Insights

BLOCKCHAIN Finance SECURITY

& Risk

IoT Spend
& Supply Chain Management
SAP HANA SAP Cloud Platform

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A Comprehensive Portfolio for the CFO
Covering all Business areas across all Finance roles

Finance and Risk Chief Financial Officer

Vice President, Head, Corporate Head, Finance Head, Corporate Risk, Compliance
& Audit Officer
CISO, CIO
Finance Reporting Operations Treasury

Financial Planning Accounting Finance Treasury Enterprise Risk Cybersecurity

& Analysis & Financial Close Operations Management & Compliance & Data Protection

Planning, Budgeting, Payments and Bank Enterprise Risk Access Governance and
Financial Accounting Record to Report
and Forecasting Communications Management Identity Management
Profitability and Cost Cash and Liquidity Controls and Compliance
Entity Close Order to Cash Single Sign-on
Management Management Management
Debt and Investment Automated Monitoring and
Management Reporting Corporate Close Procure to Pay Access Monitoring
Management Screening
Financial Risk Policy Lifecycle
Financial Reporting Indirect Tax Management Data Loss Prevention
Management Management
Risk Management for
Direct Tax Management Real Estate Management Audit Management
Commodities
Financial Close Travel and Expense International Trade
Treasury Governance
Governance Management Management
Financial Shared Service
Management
Financial Process
Governance

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Finance & Risk Global Center of Excellence

Kevin McCollom
Palo Alto/Ann Arbor

Americas APJ / GCN EMEA / MEE Incubation Executive Assistant

Lane Leskela Thomas Frenehard Evelyne Salie Elisa Silva

Team Lead, FIN/GRC Team Lead, FIN/GRC Team Leads Regensdorf, CH Palo Alto
Bellevue, WA, US Melbourne, AU Walldorf

Murali Narayana Murthy Nishi Prakash

Jennifer Buko Birgit Starmanns
FIN/GRC GRC
FIN/GRC Palo Alto
Mumbai Regensdorf, CH
US

Daniel Morfin Hong Xiao David Ormerod

GRC FIN/GRC FIN
Mexico City GCN London

Fernando Martinez Villada

FIN Regional CoE Leads:
Regional CoE Leads:
Buenos Aires, AR APJ: Sarah Wirk
EMEA-N: Chris Johnston
GCN: Ben Shu
EMEA-S: Andreas Krause
MEE: Florian Decker
Regional CoE Leads:
LAC: JP Fortes
NA: Stephanie Miller

Russbel Saavedra
Mexico City

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CoE Services
On-boarding + sales
enablement -
Sales and partner Newsletter Creation &
Sales Enablement Curriculum Global sales boost calls
assets Promotion contribution
development &
Execution

„Embedded“ Global & regional SAP External global & Global sales Plays & Customer Events and
Demand Generation Events regional Events regional Adoption workshops

Maintain and promote

Partner enablement in Coordination of
Strategic Partner internally a network of
addition to GSSP selected Solex Joint partner GTM
Engagement strategic solution
engagement partnerships
partners

Provide internal
Deal support for large Executive meetings in
Key Deal Support network to accelerate Sales promotions
accounts SAP Offices
deals

Thought
COE Collaboration & Pipeline recovery Solution, GTM & Customer advisory
Leadership, GTM &
alignment programs budget planning councils
Special Projects

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2018 Finance & Risk Strategy

Global Finance
Transformation
2018 Finance GTM Pillars:
GDPR and IFRS
- Large-BOM S/4H Finance Transformations
- Key compliance requirements esp. GDPR, IFRS
- Build sustainable cloud business
- Increase scale via partners
Accelerate the Cloud
Source: Finance 2018 GTM Operating Model

Strategic Partnering
Initiatives

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2018 Strategic Finance Partnering Initiative

Purpose
To deepen partnership and engagement with key partners, moving beyond S/4 and into
the extended areas of the LoB Finance portfolio that complement S/4.
Drive more business and continuity of business with our customers as a result.

2018 Key Focus Areas

Identity
IFRS 16 and
GDPR and Data Global Trade Management and
Lease
Protection Services Access
Accounting
Governance

Treasury
Indirect Tax Central Finance
Management

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Joint Partner and SAP CoE Commitments

Partner Commits to the Following: SAP Commits to the Following:

 GTM initiative/play with the required positioning  Work with the partner on the initiative definition
deck and ownership and GTM approach
 Solution Demo and POC capability  Engage regional SAP sales and COE
 Joint Target planning stakeholders
 Participation in Joint Marketing and Thought  Joint target planning
leadership activities  Participation in Joint Marketing and Thought
 KPIs such as closed deals, influenced revenue leadership activities
and customer go lives and success stories  Support for building customer success stories
 Customer Stories and Testimonials  Regular Executive Cadence

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 QUESTIONS?

Gracias!
Lane Leskela
Director, SAP Finance and Risk
Global Center of Excellence
Lane.Leskela@sap.com

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