SAP Cloud Day - Customer Experience

with SAP C/4HANA with focus on Lead2Cash

July 17, 2019

Prasad Venkatesan
SAP CX Portfolio Lead, APJ&GC
Partner Solution Center
 SAP
Intelligent Enterprise Suite

© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC

SAP’s Intelligent Enterprise suite – Foundation for an integrated L2C Process

Network & Cloud

Spend Management Platform

People
Engagement
Intelligent
Technologies Digital
Platform
Digital Core
Intelligent Suite AI
Machine Learning
Analytics
IoT
Manufacturing
& Supply Chain

Customer
Data
Experience
Management

© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC

Intelligent Suite: Deliver intelligence across value chains

Out-of-the-box integration leveraging SAP Best-in-class UX with Modular, making Easy to extend, allowing Intelligence embedded
Cloud Platform, the SAP Analytics Cloud consistent experience it easy to consume and customers and partners to in the applications making
solution, and a common data foundation with across the entire portfolio cost-effective to operate. customize solutions quickly the workflows smarter
SAP HANA and SAP DataHub
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC
 Marketing SAP Service
Cloud Cloud
C/4HANA
5 Clouds and 7 Suite Attributes

Commerce Sales
Cloud Cloud

Customer Data Cloud

Harmonized End-to-End Processes Business and Suite Platform Extensibility Open Ecosystem
User Experience Master Data Intelligenceand Services and Integration
Services Analytics
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC
SAP Sales Cloud Portfolio

 SAP Sales Cloud CRM (Cloud for Customer)

 SAP Intelligent Sales Execution
 SAP Retail Execution
Sales Automation

 SAP CPQ
 SAP CPQ, intelligent add-on (CLM, AI, Analytics)
 SAP Subscription Billing
 SAP Entitlement Management
Quote to Cash
 SAP Data Mediation
 SAP Revenue Recognition

 SAP Commissions
 SAP Commissions, intelligent add-on (Territory &
Quota, AI, Analytics, Workflow, External Integration)
Sales Performance  SAP Producer Pro
Management
 SAP Direct Selling Pro
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL ǀ 8
SAP Sales Cloud – Sales Automation
Create a Connection
Productivity & Personalization Sales Marketing Account & Territory Management
 Flags  Quick Creates  Map Views
 Tags  Field Extensions  Graphical Views • Target Segments, Email Campaigns  Account & Contact Update, Merging, Relationship
 Shelf  Workflow • Promotion Calendar View management
• Mass Activity & Lead Generation  360 Customer Intelligence, Change history
 Territory management & Alignment
Groupware Integration
 Full-Featured support for MS Outlook , Google Opportunity Management & Insight
Gmail and Lotus Notes, Server side via
partner (e.g. Office 365)  Easy Lead, Opportunity, Activity Management & timeline
 Tailored sales methodology, Guided Selling
Integration  Competitor insight, Partner Management
 Notes History
 Pre-built integration to SAP ERP & CRM, SAP JAM
 Partners like InsideView, Xactly & more
 Mashups with most other apps Visit Management & Execution
 Complete Activity and Task Management
Visit and Route Planning and Execution, Map Views
Collaboration & Social 
 Survey Design and Execution
 Feeds, Followers and @mentions
Internal, Customers, Partners

 Deal Sites, Social Selling
Quote & Order Management
 Integrated pricing and transactional document
creation with SAP ERP or CRM
Real-Time & Predictive Analytics  Mobile online & offline order capture
 Embedded & Custom Dashboards, Forecasting  CPQ through partners
 Mash-ups with SAP BW & Business Objects  Signature Capture
KPIs, embedded & ad hoc reporting

 Broadcasting Mobility
 Local & Global Administration Platform  Complete mobile apps, no extra cost
 Real-time, scalable, powered by SAP HANA  Support for iPad, iPhone, Android, Windows Tablet, Apple
 Simplified enhancement tools for power users Watch
 Easily extended for tailored UX and business processes  Responsive UI with Off-line support
 Business Card Scanner
 SAP Sales Cloud - Sales Automation – Licensing Editions
8005238

SAP Cloud SAP Cloud for Sales, service Option

for Sales,
ENTERPRISE

(8003187)
user
(8001003) SAP Cloud for Customer, B2B Industry Material Official Branding
User, Option (8001007) Code
SAP Jam
3rd Party
Collaboration
SAP Cloud for Customer, Advanced User 8004949 SAP Signature Management by DocuSign
(8004016) Add-Ons
Option (8001006)
iCRM Deal Finder, Influencer Map 8004934 SAP Sales Cloud, imaging intelligence add-on, first 1000

8005237 8004935 SAP Sales Cloud, imaging intelligence add-on, above 1000
PROFESSIONAL

SAP Cloud SAP Cloud for Sales, service Option

for Sales, (8003187)
8003186 SAP Sales and Service Cloud, limited access
user Infrastructure
(8001003) & Technology 8000800 SAP Cloud Platform Integration for SAP cloud applications
Add-Ons
SAP Jam
Collaboration
8000567 SAP Sales and Service Cloud, test tenant
(8004016)
8000568 SAP Sales and Service Cloud, add’l storage
8005236
8000981 SAP Sales and Service Cloud, private edition
SAP Cloud
STANDARD

for Sales,
user
(8001003)

For materials and prices please refer to the

pricing app
SAP Sales Cloud – Sales Automation - Editions Overview
Sales Capability Standard Professional Enterprise Limited
Account and Contacts, Persons ✔ ✔ ✔ ✔
Lead & Opportunity Management ✔ ✔ ✔ ✔
Activity & Visit Management ✔ ✔ ✔ ✔
Collaboration and Feeds ✔ ✔ ✔ ✔
Sales Analytics ✔ ✔ ✔ ✔
Groupware Integration
✔ ✔ ✔ ✔
(Client side)
Mobility ✔ ✔ ✔ ✔
Surveys ✔ ✔ ✔ ✔
Sales Target Planning ✔ ✔ ✔ ✔
Price and Discount Lists ✔* ✔ ✔ ✔
Quotation Management ✔* ✔ ✔ ✔
Integration API's ✔* ✔ ✔ ✔
Territory Management ✔* ✔ ✔ ✔
Sales Forecasting ✔ ✔ ✔ ✔
Service Tickets ✔ ✔ ✔
Buying Center ✔ ✔ ✔
Route Planning and Execution ✔ ✔ ✔
Cloud Application Studio (SDK) ✔ ✔ ✔
Order Capture ✔ ✔ ✔
SAP Jam Collaboration ✔ ✔ ✔
Offline ✔ ✔ ✔
Groupware Integration (Server) ✔
Deal Finder ✔ ✔
Influencer Map ✔ ✔
Contracts ✔ ✔
Installed Base View ✔ ✔
Industry Option ✔ ✔
* Limitations: 1. Integration API’s: For Standard edition only B1 integration permitted. 2 Pricing/Quotation: Only standalone in SAP Sales Cloud. 3. Territory Management: No Rules based re-alignment
 SAP Solution Extensions and 3rd Party Add-Ons

Solution Extension Scenario 3rd Party SAP public link Integration available?

SAP Knowledge Central Knowledge management MindTouch SAP App Center Yes, to C4C Service

SAP Sales Cloud, Imaging Intelligence add-on Planogram Compliance Ricoh Yes, to C4C Sales Retail Execution

SAP Signature Management Electronic Signatures DocuSign SAP.com Yes, to C4C Sales

SAP Digital Documents Document automation (sales quote documents) OpenText SAP.com Yes, to C4C Sales

SAP Extended Enterprise Content Management (ECM) Document & Record Management OpenText SAP.com Yes, to C4C Sales

Link to 3rd Party Add-Ons

SAP Sales Cloud - Quote to Cash (CPQ)

SAP CPQ guides sales people to configure complex

products quickly. It provides a quote with the right
product combination for the customer, and at the right
price to win the deal. Then generates a proposal that
drives the customer to buy.

CalidusCloud CPQ capabilities:

 Optimize Product bundles & Offers:
Increase cross-sell & upsell
 Configure Complex Products:
Eliminate errors
 Optimize Pricing and Discounting:
Increase revenue & margins
 Generate Proposal/Offer:
Create compelling offers fast
 Negotiate smarter:
Approvals processes drive discipline
 Designed for the Business User:
Avoid waiting for IT help
SAP Sales Cloud - Quote to Cash (CPQ)

What the solution does What the business value is to customer

• A tool for sales reps that automates the configuration  Increase revenue via more “closed won” deals, faster
of complex products and bundles that have multiple
elements.  Increase realized margins via rules on pricing/discounting
• Automates the pricing, promotions and discounting
 Increase deal velocity with quicker quotes and bundles
of these products.
• Automatically generates proposals.  Onboard new salespeople faster via automated tool
• Through configuration and pricing rules, it provides
optimal product combinations and pricing to protect  Improve product mix (cross-selling) through guided selling
margins, and win the deal.
 Improve reaction time to market changes, including pricing
• Handles all the back end integration required from ERP
and CRM systems.  Reduce errors and improve the quality of quotes and proposals
• Supports all channels, including direct sales, partners,
distributors, eCommerce & Internet of Things  Get new products generating revenue faster
transactions.  Grow channel and partner revenue
• AI-based suggestions improve deal outcomes
SAP Sales Cloud - Quote to Cash
For materials and prices please refer to the
pricing app
Material Code Official Branding
8006205 SAP CPQ
8006206 SAP CPQ, test tenant
8007014 SAP CPQ, intelligent add-on
8006207 SAP CPQ, extra storage
8007057 SAP CPQ, edition for variant configuration, test tenant
8006140 SAP Subscription Billing
8006359 SAP Entitlement Management
8007689 SAP Data Mediation by DigitalRoute
8000568 SAP Sales and Service Cloud, add’l storage
8000981 SAP Sales and Service Cloud, private edition

Material Code Solution Price

8005854 SAP Signature Management by DocuSign Please refer to the SAP Pricing App or the
Master Price List for specific pricing information.
SAP Sales Cloud – Sales Performance Management

SAP SPM, with Commissions at its core,

is a complete solution that can manage an entire sales
incentive compensation process from sales order to
payment for a direct and indirect sales force.

SPM capabilities:
 Model and develop plans rapidly with
pre-configured compensation plan logic
 Automate comp plan distribution
 Easily manage hierarchies
 Automate dispute management
 Provide visibility via sales dashboards,
reporting and analytics
 Manage territories & quotas, flexibly change them
 Motivate reps via gamification and badging
SAP Sales Cloud - Sales Performance Management

What the solution does What the business value is to customer

 Achieve corporate goals by aligning individual incentives throughout the
organization
• Commissions is at the core of the SPM solution.
It automates the creation and execution of sales
incentives.  Design and adjust effective incentive plans to increase revenue, boost
targeted products
• It enables incentive compensation plan design and
calculates incentives based on transaction data.  Save time and money by automating the complete sales comp process
• Automatically credits and pays out sales reps and  Reduce errors and overpayments
other payees like agents or partners.
• It automates the Dispute Management and Plan  Manage and measure multiple, complex plans
Communication processes.
• Includes dashboards for visibility: reps see payouts;
 Decrease disputes, and speed plan acceptance.
and sales ops analyze plan performance.
• Territory and Quota is another module in SPM, it is a
prescriptive tool that helps sales ops design quotas  Provide visibility into quota attainment, and commissions payouts. End
“shadow accounting”
and territories
• Artificial Intelligence and Analytics optimize plans
 Easily change quotas, territories and rates throughout year.
SAP Sales Cloud - Sales Performance Management

For materials and prices please refer to the

pricing app

Material Code Official Branding

8006202 SAP Commissions
8006993 SAP Intelligent Sales Execution
8006204 SAP Commissions, extra storage
8007639 SAP Producer Pro
8006992 SAP Commissions, intelligent add-on

Material Code Solution Price

8005854 SAP Signature Management by DocuSign Please refer to the SAP Pricing App or
the Master Price List for specific pricing
information.
SAP Service Cloud Portfolio

 Omni-channel Service
 Collaboration
 Analytics
 Solution Finder
Service
 Mobility
Automation
 Integration, Productivity …

 Service Request in Real Time

 AI Powered Fields Service Management
 Access to Crowd Service
Field Service

 Omni-channel Engagement
 Self-Service
 Interaction Handling,
 Communication as a Service
Customer
Engagement  Service Ticketing
Center
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL
 Business Process Integration
ǀ 19
SAP Service Cloud – Holistic Customer Service
Collaboration
Omni-Channel Service • Contextual social collaboration
with integrated feed
Solution Finder
• Email
• Phone (CTI)* • Real Time Communicator • SAP Knowledge Central by MindTouch*
Video/Chat* • SAP Jam*
• Chat*
• Integrate with existing knowledge base
• SMS/Chat bot*
• Web Self-Service Portal* • Context-sensitive recommendations
• Easily share content with customers
• Branded Communities*
• Social Media (Twitter, FB, Youtube,
Instagram*)
• CTI Integration/Embed Toolbar Widgets* Productivity
• Service Request Management
Analytics • E-mail Response Management
• Real-time service • Routing and escalation rules
performance with pre-built • Approval, Workflow, Notification
dashboards • Follow-up (Quote/opportunity/…)
• Embedded reports response • Skill Based Resource Scheduling
times, handle times, priority • Field Service Execution
and escalation trends

Personalization Integration
Mobility
• Flags • Quick Creates • Manage service & work requests • Native integration with SAP
• Tags • User-Defined Fields on mobile devices– anytime, solutions
• Shelf • Favorites anywhere, online, offline • OData/Open API
*Additional license required (may be SAP or Partner solution)
 SAP Service Cloud - Service Automation For materials and prices please refer to the
8005241 pricing app
SAP Cloud SAP Cloud for Service, sales Option
ENTERPRISE

for Service,
(8003188)
user
(8001004) SAP Cloud for Customer, Advanced User Material Official Branding
Option (8001006)
Code
SAP Cloud for Time recording, Stock, , Resource Scheduling, Contracts
3rd Party
Social Engmnt, SAP Jam 8003086 SAP Knowledge Central by Mindtouch-Base
user (8001005) Collaboration B2B Industry User, Add-Ons
(8004016) Option (8001007) 8003085 SAP Knowledge Central by Mindtouch- Ext Srv

8005240 8003084 SAP Knowledge Central by Mindtouch-User

PROFESSIONAL

SAP Cloud SAP Cloud for Service, sales Option

for Service,
(8003188) SAP Cloud Platform extensions or app services
user (8001004)
8004743 SAP Cloud Platform Extensions or App services are needed to
SAP Jam Infrastructure 8004744 implement Partner Channel Management (HCP/Partner Portal) with
Collaboration
SAP Cloud for
& Technology 8004745 SAP Sales Cloud on SAP Cloud Platform
(8004016)
Social Engmnt, Add-Ons or * Refer to SAP Cloud Platform Pricing and leverage regional SAP SC
user (8001005) 8004746 Contacts to determine the required materials since the package is
dependent on the customer’s specific requirements
8005239

SAP Cloud
STANDARD

for Service,
user (8001004)
SAP Service Cloud – Service Automation - Editions Overview
Key Features Standard Professional Enterprise
Account and Contact, Persons ✔ ✔ ✔
CTI Adapter ✔ ✔ ✔
Interaction Management ✔ ✔ ✔
Skills Management ✔ ✔ ✔
Routing ✔ ✔ ✔
Queue Management ✔ ✔ ✔
Service Ticket ✔ ✔ ✔
Service Analytics ✔ ✔ ✔
Service Level Agreements ✔ ✔ ✔
Surveys ✔ ✔ ✔
Products ✔ ✔ ✔
Mobility ✔ ✔ ✔
Collaboration and Feeds ✔1 ✔1 ✔1
Integration API's2 ✔ ✔ ✔
Groupware Integration (Client side) ✔ ✔ ✔
Data Privacy Management ✔ ✔
Leads ✔ ✔
Quotes ✔ ✔
Orders ✔ ✔
Installed Base ✔ ✔
Social Engagement ✔ ✔
SAP Jam Collaboration ✔ ✔
SAP Cloud Applications Studio (SDK) ✔ ✔
Self Service Accelerators ✔ ✔
SAP Sales and Service Cloud, Private Edition $ $
SAP Cloud Platform extensions $ $
SAP Knowledge Central by Mindtouch $ $
SAP Jam Communities for Service Cloud $ $
SAP Signature Management by DocuSign $
Industry Options ✔
Time Recording ✔
Service Contracts ✔
Maintenance Plans ✔
Work Tickets ✔
Resource Scheduling ✔
SAP Sales Cloud3 ✔
* Limitations: 1. Integration API’s: For Standard edition only B1 integration permitted. 2 Pricing/Quotation: Only standalone in SAP Sales Cloud. 3. Territory Management: No Rules based re-alignment
SAP Field Service Management
Real-Time Service & IoT
• Initiate real-time service requests
by simply scanning a QR Code
• Products initiate service requests
automatically via IoT
Field Service Operations
• Automated skill, availability and
location based best technician
match, assignment and scheduling
• Plan parts, equipment, work
instructions, attachments
• Manage skills, resources, tools, and
equipment
• Workflow & Business Rules including
review and approval of service
orders before sent to ERP for
invoicing
Crowd Service
• Extend resource pool to include
partners and freelancers
Mobile Execution
• Integrated mapping directs resource
to client location
• Guided workflow, work instructions,
and attachments ensure all
information is available to fix it right
the first time (On or Offline).
• Remote peer to peer assistance and
AR* Business Process and Master
• Capture inspection, process, and Data Integration
EHS data with checklists & smart • Integrated with systems SAP ERP,
forms S/4HANA**, SAP Customer Service
• Capture customer sign-off, rating, Management (C4C**)
and new opportunities
*via Partner Sightcal
** Roadmap H12019l
SAP Field Service Management
For materials and prices please refer to the
pricing app

Material Code Official Branding

8006272 SAP Field Service Management
8006273 SAP Field Service Management, test tenant

Material Code Solution Price

8005854 SAP Signature Management by DocuSign Please refer to the SAP Pricing App or the
Master Price List for specific pricing information.
SAP Customer Engagement Center
Omnichannel Engagement*
• Phone , Text and video chat, Email
• Real-time intelligent routing for all
channels with presence, skills, and
queues
Communications as a Service
 Built-in cloud communications stack
based on WebRTC
Modern User Interface
• Agent UI based on SAP Fiori
• Multiple simultaneous sessions
Self-Service
• API-based microservices provided for
service ticket creation, conversations
and AI/bots
Interaction Handling
• Customer identification, interactions
and interaction history, commerce
orders
• Interaction transfers with context
• Chat transcripts and canned
responses
Service Ticketing
• Low-touch ticketing capabilities
including different ticket types
• Classification, categorization and
status management Business Process Integration
• Internal and customer-visible notes • Integrated with transactional systems
such as SAP ERP + IS-U, S4/HANA
• Referencing of objects and processes based on SAP HTML GUI,
knowledge articles SAP Customer Service Management
• High-touch ticketing handover (C4C) for high-touch ticketing, SAP
Commerce for B2C, SAP Knowledge
Center by MindTouch and Chatbot
* WebRTC-capable browser needed for phone and video support
(Recast.AI).
SAP Customer Engagement Center
For materials and prices please refer to the
pricing app

Material Code Official Branding

8005981 SAP Customer Engagement Center
SAP Marketing Cloud

Key capabilities

 Lead and account-based marketing: Spotlighting accounts/accountprofile

− Get an instant, comprehensive, and visual overview of the account base to target the relevant, high-value
accounts.

 Lead and account-based marketing: Web tracking integration with Google Analytics
− Integrating with Google Analytics and Google Analytics 360 allows marketers to analyze Web site visits of
consumers and B2B contacts in detail.

 Segmentation, campaigns, and journeys: Integration with Ruum by SAP

− In 1902, SAP Marketing Cloud customers can upgrade their task and project management processes with our
new collaboration tool, Ruum.

 Segmentation, campaigns, and journeys: Landing page integration with Adobe Experience
Manager
− With the newly released Adobe Experience Manager Forms Plug-In, customers using Adobe Experience Manager
as their content management system can easily create forms as they are used to.

 Cross scenarios: Wizard for easy configuration

− The new Set Up Your Marketing Solution app guides customers through the process of setting up their SAP
Marketing Cloud instance.
 SAP Marketing Cloud Material Codes & Details

Included HANA Included Emails

Contacts
Memory per Month
Material Code Material Up to 2M 256G 0.5 M
2M to 10M 1TB 2M
8005242 SAP Marketing Cloud, standard edition 10M+ 2TB 5M
Core
Editions 8005243 SAP Marketing Cloud, professional edition
Does your customer need to buy more?
8005244 SAP Marketing Cloud, enterprise edition
Find out with the Cloud Sizing guides,
8004481 Add 512G memory extension, up to 2TB install size available here: https://help.sap.com/mkt
Infrastructure
& Technology 8004482 Add 512G memory extension, above to 2TB install size
Add-Ons These infrastructure add-on material codes
8004433 Add concurrent sessions (250 addn’l sessions)
are blocked on the price list . They are
8004107 Add more SAP Analytics Cloud users available by exception only.
Additional
Users 8004156 Add more Jam Collaboration users To request an exception for your deal,
please contact Pavlina Pesavova
Service Add SAP Mobile Services Email <pavlina.pesavova@sap.com>
Additional
Services Service Add SAP SMS

Contact:
DL DBS Digital Interconnect SAPADDONS
SAP Marketing Cloud Editions Overview

Capability Standard Professional Enterprise

Customer and Consumer Profiling ✓ ✓ ✓
Segmentation ✓ ✓ ✓
Campaign Execution ✓ ✓ ✓
Marketing Analytics ✓ ✓ ✓
Marketing Lead Management ✓ ✓ ✓
Recommendations & Offers X ✓ ✓
Commerce Marketing X ✓ ✓
Planning & Budgeting X X ✓

Email included – Included volume based on how many contacts licensed. ✓ ✓ ✓

SAP Cloud Platform Integration (formerly HCI)* ✓ ✓ ✓
Included SAP Analytics Cloud users* 5 20 50
Included SAP Jam Collaboration users* X 20 50
*for use directly with SAP Marketing Cloud

Add any SMS messages $ $ $

Add more Email $ $ $
Add more memory $ $ $
Add more concurrent sessions $ $ $

Metric Definition

”Contacts means the number of unique records of customers, prospects, employees, business
partners, and constituents within the context of the Cloud Service.”
In plain language, the Contacts metric is the unique identities loaded into SAP Marketing Cloud, after all the matching and merging across channels and
sources is complete. This includes all known and any unknown/anonymous contacts that are loaded.

Deeper details on the editions are in the Feature Scope Description docs on help.sap.com/mkt
SAP Commerce Cloud
A modern platform, designed for modern business
Basic commerce capabilities
 Cart and checkout
 Product recommendations and promotions
 Payment
 Wish list
 Storefront templates for various industries
 Customer account and self-service
Product content management
 Content and catalog management
 Workflow and collaboration tools
 Product classification and categorization
 Intuitive, multilingual product cockpit
Integration
 Data hub for data aggregation and validation
 Open omnicommerce connect API
 Third-party and partner solutions on
SAP App Center
Mobility Customer service
 Responsive design templates  Integration with SAP Service Cloud, including
 iOS and Android mobile app SDK ticketing system
 Mobile-optimized Web sites  Assisted service mode
 Native customer support cockpit for basic
Order management service environments
 Real-time inventory management across entire
Experience management or Web content
organization
management
 Sourcing and allocation
 Page templates for all channels
 Order versioning, order routing, and
 SmartEdit UI
order replenishment
 Preview mode including device context preview
 Pick, pack, and dispatch
 Drag-and-drop editing of components and slots
 Omnichannel fulfillment, including buy online,
pick up in store, and return in store
 Shipping carrier integration
Platform
 Java based
 Agile, flexible, and extensible
 Flexible cloud deployment
Accelerators
 SAP Commerce Cloud - Editions
Capability
Channels
Web Presence
Mobile Channel (inc. SDK)
Customer Service
Omni Channel Connect
Functionality
PCM
Customer Experience (CX)
Personalization
Cart and Checkout incl OMM
Commerce Accelerator for B2C
Commerce Accelerator for B2B
China Accelerator
Cross Selling
Promotions & Coupons
Search & Navigation
Payment
B2B Punch Out
Assisted Service Module
Bundling & Subscriptions
Order Orchestration
Context-Driven Services
SCP Extension Factory
Standard Professional
Metrics (GMV or Orders)
Unlimited Unlimited
✔ ✔
✔ ✔
✔ ✔
For Online For Omni-Channel
✔ ✔
✔ ✔
✔ ✔
✔ ✔
✔ ✔
✔ ✔
✔ ✔
✔ ✔
✔ ✔
✔ ✔
✔ ✔
✔ ✔
✔ ✔
✔ ✔
X Optional (€)
Optional (€) Optional (€)
Standard Professional Enterprise
Enterprise Capability
Metrics (GMV or Orders)
Platform
Self-Service Portal ✔ ✔ ✔
Unlimited
✔ Internationalization ✔ ✔ ✔
✔ Workflow & Collaboration ✔ ✔ ✔
✔ User & Access Management ✔ ✔ ✔
Flexible Rules Engine ✔ ✔ ✔
For Omni-Channel Web Services API (OCC) ✔ ✔ ✔
✔ Advanced Security ✔ ✔ ✔
✔ Import & Export ✔ ✔ ✔
✔
Reporting ✔ ✔ ✔
✔
✔ Data Hub - SAP Cloud Platform
Optional (€) Optional (€) Optional (€)
Integration
✔
✔ Build Server (CI/CD) ✔ ✔ ✔
✔ Logging and Monitoring ✔ ✔ ✔
✔ Application Performance Monitoring ✔ ✔ ✔
✔ Cloud Readiness Check ✔ ✔ ✔
✔ Platinum Upgrade X ✔ ✔
✔
Basic DR ✔ ✔ ✔
✔
✔ Premium Disaster Recovery (Q3 ’18) X ✔ ✔
✔ Technical Add Ons
✔ add’l development environment X Optional (€) Optional (€)
add’l staging environment X Optional (€) Optional (€)
add’l production environment X Optional (€) Optional (€)
add'l DC zone X Optional (€) Optional (€)
add'l VPN gateway X Optional (€) Optional (€)
add'l storage X Optional (€) Optional (€)
 SAP Commerce Cloud Tiers, Material Codes and Block Sizes
SAP Commerce Cloud
Volume Tiers
Material Code Product
Min Max
8006061 SAP Commerce Cloud, standard edition, GMV (Tier 1 - €10M) Upto €10M
8006061 SAP Commerce Cloud, standard edition, GMV (Tier 2 €10M to €30M) €10M €30M
8006061 SAP Commerce Cloud, standard edition, GMV (Tier 3 €30M to €50M) €30M €50M
8006061 SAP Commerce Cloud, standard edition, GMV (Tier 4 €50M to €80M) €50M €80M
8006061 SAP Commerce Cloud, standard edition, GMV (Tier 5 €80M and above) Above 80M Euro
8006052 SAP Commerce Cloud, professional edition, GMV (Tier 1 - €10M) Upto €10M
8006052 SAP Commerce Cloud, professional edition, GMV (Tier 2 €10M to €30M) €10M €30M
8006052 SAP Commerce Cloud, professional edition, GMV (Tier 3 €30M to €50M) €30M €50M
8006052 SAP Commerce Cloud, professional edition, GMV (Tier 4 €50M to €80M) €60M €80M
SAP Commerce Cloud, professional edition, GMV (Tier 5 €80M and above) Above 80M Euro
Minimum Volumes
8006052
SAP Commerce Cloud, standard edition, Orders (Tier 1 100k orders) Upto 100K Orders
8006053 • GMV - €10 Million
8006053 SAP Commerce Cloud, standard edition, Orders (Tier 2 100k to 250K orders) 100K 250K
8006053 SAP Commerce Cloud, standard edition, Orders (Tier 3 250k to 500K orders) 250K 500k • Orders – 100,000 Orders
8006053 SAP Commerce Cloud, standard edition, Orders (Tier 4 500k and above) Above 500K Orders
8006054 SAP Commerce Cloud, professional edition, Orders (Tier 1 100k orders) Upto 100K Orders
8006054 SAP Commerce Cloud, professional edition, Orders (Tier 2 100k to 250K orders) 100K 250K BLOCK SIZES
8006054 SAP Commerce Cloud, professional edition, Orders (Tier 3 250k to 500K orders) 250K 500k
8006054 SAP Commerce Cloud, professional edition, Orders (Tier 4 500k and above) Above 500K Orders • GMV - €5 Million
8006055 SAP Commerce Cloud, additional VPN Gatewway 1 Infinite
8006056 SAP Commerce Cloud, additional DC Zone 1 Infinite • Orders – 25,000 Orders
8006057 SAP Commerce Cloud, development environment 1 Infinite
8006058 SAP Commerce Cloud, staging environment 1 Infinite • Additional Storage – 500 GB
8006059 SAP Commerce Cloud, production environment 1 Infinite
8006060 SAP Commerce Cloud, additional storage 1 Infinite
 SAP Commerce Cloud Tiers, Material Codes and Block Sizes

SAP Commerce Cloud Minimum Volumes

Material Code Product
• GMV - €10 Million
8006128 SAP Commerce Cloud, context-driven services
8006241 SAP Commerce Cloud, telco and utilities accelerator, orders • Orders – 100,000 Orders
8006242 SAP Commerce Cloud, travel accelerator, orders
8006243 SAP Commerce Cloud, citizen engagement accelerator, orders
8006244 SAP Commerce Cloud, financial services accelerator, orders
8006245 SAP Commerce Cloud, telco and utilities accelerator, GMV BLOCK SIZES
8006246 SAP Commerce Cloud, travel accelerator, GMV
8006260 SAP Commerce Cloud, data hub • GMV - €5 Million
8007007 SAP Commerce Marketplace Management by Mirakl, basic edition
8007008 SAP Commerce Marketplace Management by Mirakl, premier edition • Orders – 25,000 Orders
8007009 SAP Commerce Marketplace Management by Mirakl, add. Marketpl. variation
8007801 SAP Qualtrics CX for Commerce, orders • Additional Storage – 500
8007802 SAP Qualtrics CX for Commerce, GMV GB
SAP Customer Data Cloud
SAP Customer Data Cloud solutions from Gigya

SAP Customer Identity

Registration as a service Social login Federation and single sign-on

SAP Customer Consent

Communication preferences Self-service Consent

and opt-in management preference center management

SAP Customer Profile

Data transformation and

unification Orchestration and governance

Customer insights Profile, preferences, and consent

data store
Sell the Full SAP Customer Data Cloud Portfolio: Material Codes

SAP CUSTOMER IDENTITY (material code: 8005873)

Identify and engage customers across channels and devices

SAP CUSTOMER CONSENT (material code: 8005874)

Build trusted customer relationships based on transparency and control

SAP CUSTOMER PROFILE (material code: 8005875)

Power trusted digital experiences with customer data
SAP Customer Data Cloud Pricing by Contacts

Tiers Contact (or Users)

Tier I 1M-5M €
Tier 2 6M-20M
1 Million Contact
Tier 3 21M-50M
Increments
Tier 4 51M+

• SAP Customer Identity, Consent and Profile is priced by number of contacts

 Lead2Cash
with
SAP C/4HANA

© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC

Key business challenges in Lead to Cash

Disparate, siloed processes

Inconsistent customer experience
(products, services, platforms)
across channels

Lack of comprehensive
Lost sales opportunities
Cumbersome and reporting
manual process steps

Compliance risks (revenue Siloed status information

recognition standard ASC 606 …)

Inconsistent master data

Entitlement management and control

© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC

Lead to Cash
Integrating the Front Office with the Digital Core

Unidentified Contract /
to Identified Customer Order
Lead Opportunity Quote Order Fulfillment Invoicing*
Contact Management

SAP C/4HANA + SAP S/4HANA + SAP Leonardo + SAP Analytics Cloud

End to End Customer Experience

© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC * Agile billing solution in C/4HANA
LEAD TO CASH PROCESS | HIGH LEVEL SOLUTION MAPPING

Contact to Lead Lead to Opportunity

Customer
Interaction is Marketing Marketing hands over
Marketing creates engages,
captured and scored, retargets lead to sales, potential is
campaign on new registers, gives
Marketing Lead is customer to remind qualified and lead is
offer consent and views
created them about offer converted to opportunity.
information

SAP Marketing Cloud SAP Marketing Cloud

SAP Commerce Cloud SAP Marketing Cloud SAP Marketing Cloud
SAP Customer Data Cloud SAP Sales Cloud

Opportunity to Quote/Cart Quote to Order

Salesperson creates a
Quote is presented
Opportunity Customer visits quote with real-time Customer accepts
Customer to Customer,
scores high and website and is prices, delivery time, quote and signs
requests negotiated with
Salesperson is guided to build gets cross-sell / upsell online. Customer
quote Salesperson and
assigned shopping cart recommendations, order is generated.
terms finalized
suggested discount and
SAP Commerce Cloud
SAP Sales Cloud SAP Commerce Cloud SAP Commerce Cloud predicted commission SAP Commerce Cloud
SAP Sales Cloud
SAP Sales Cloud

Order to Cash
Customer Order incl. Customer confirms Customer gets
product has been Technician installs combined invoice Salesperson views
products, services & Subscription commission payout.
delivered and is informed products, customer and tracks usage&
subscriptions is dispatched Billing charges for Revenue is booked and
that provisioning is confirms installation. spending
to provisioning and recurring and posted to Finance, BU
completed, and Customer Customer views
fulfillment systems, Service usage charges. manager sees business
subscription lifecycle uses service and pays combined
Request is planned, results
Customer sees real-time starts. bill for solution
status SAP Sales Cloud SAP Sales Cloud
SAP Service Cloud
SAP Sales Cloud
SAP Commerce Cloud SAP Commerce Cloud
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC
 V20170825

Partner Qualified Packaged Solution Program

Why Packaging?

Customers seek faster ROI, than ever before

Fast time to value & short implementation is critical for adoption

and customer retention

The Cloud business model requires lower Customer Acquisition Costs

for partners to achieve high profitability

© 2017 SAP SE or an SAP affiliate company. All rights reserved. 46

 What is in for Partners?
1. Get Full Internal Visibility with SAP GCGB Sales Teams 2. Get Full External Visibility with SAP.com Publication

3. Leverage the New Official Logo in Your GTM 4. Be Fully Aligned to the Digital Sales Motion of SAP
Commercial Sales

© 2017 SAP SE or an SAP affiliate company. All rights reserved. 2018 Q1 Campaigns 100% MDF Reimbursable 47
What does an SAP-Qualified Partner-Packaged Solution consist of?

Qualification Session

+ + =
Digital Sales Motion Ready GTM

Fixed Scope Fixed Price Offering Clear Value Proposition

& Ability to Deliver

Leveraging one or more of the following SAP Software Solutions (more to come):

ERP:
CLOUD Private Cloud Option 1610 / 1709

LOB: SAP C/4HANA

© 2017 SAP SE or an SAP affiliate company. All rights reserved. 48
 What’s in it for partners?

Total support from partner Dedicated Coaching Support

manager on Packaging from Partner Solution
strategy Plan Center(Identify packages for
Identify/
addressable market
Build

Leveraging MSB Agency to develop

Customer Reference to digital sales motion strategy and

Win
Showcase customer success Package GTM assets

Simplified and streamlined

More support from SAP on process to collaborate with
Demand Generation, Partner Demand SAP sales team for joint GTM
Package Finder at sap.com Generation GTM

© 2017 SAP SE or an SAP affiliate company. All rights reserved. 49

 Questions?

© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC

Thank you.
Contact information:
Prasad Venkatesan
prasad.venkatesan01@sap.com
+91-9900025301
 Lead2Cash with SAP C/4HANA
Roadmap

© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC

 Build the Intelligent Enterprise – Lead to Cash Roadmap Excerpt
Functional Enhancements Functional Enhancements
Functional Enhancements
• Campaign Management in SAP Marketing Cloud • Cart management physical, service a
• Lead Handover from SAP Marketing Cloud to SAP products in SAP Commerce Cloud • Customer order management for physical,
Sales Cloud • User and identity management in SAP Customer Data subscription, and service products (integration via
• Quote request in SAP Commerce Cloud with Cloud with integration to SAP Marketing Cloud and SAP Distributed Order Management)
handover to SAP Sales Cloud Commerce Cloud • Quote to Order for physical and subscription products
• Customer order management for subscriptionand • Calculate and payout sales commission for own sales (different variants)
physical products using SAP Commerce Cloud force
• Quotation Management for physical products in SAP • Quote to Order for subscription products w/oCommerce
Sales Cloud w/o Distributed Order Management (basicfunctionality)

One Master Data One Master Data

One Master Data
• Omnichannel PromotionPricing business service • Product Master
• Customer Order Sourcing business service Customer Master business service (lookup,
extensibility and distribution across B2B and B2C) • Order Management

TODAY 2019 2020 2021

Seamless UX Seamless UX Seamless UX

Harmonized look and feel forSAP C/4HANA Harmonized look and feel for SAP C/4HANA Harmonized look and feel for all
Clouds: first deliveries for sales rep and Clouds: continued delivery for further personas SAP C/4HANA Clouds
marketing managerpersonas (e.g. service technician)
Intelligence &Analytics
Intelligence & Analytics Intelligence &Analytics
Further intelligent scenarios for all
• Embedded analytics and native iPhone app for SAP SAP C/4HANA products
• SAP Enterprise Chatbot for SAP Commerce Cloud
Sales Cloud
• AI-recommended territory optimization and
compensation plans for SAP Sales Cloud • SAP Analytics Cloud UI integration for SAP Sales Cloud
• Improved productivity for complex ticketing • Next - generational Service Cloud Integration Excellence
scenarios in SAP Service Cloud Prebuilt application connectivity with all
Integration Excellence SAP C/4HANA products and SAP
Integration Excellence Cloud additional SAP solutions
• SAP Commerce Cloud Cockpit
Platform Extension Factory • SAP C/4 HANA
• Open sourcing of project “Kyma” • SAP C/4HANA provisioning
©© 2019
2 0 1 9SAP
S A SE
P SorEano SAP
r a naffiliate
S A P acompany.
f f i l i a t eAllc rights
o m p reserved.
a n y . A l lǀ r iPUBLIC
ghtsreserve 17