Beruflich Dokumente
Kultur Dokumente
Jennifer Morgan
President, Global Customer Operations Juergen Mueller
Americas & Asia Pacific Japan Chief Technology Officer
Executive Board Member Executive Board Member
Alex Atzberger
President, SAP Customer Experience
Any statements contained in this document that are not historical facts are
forward-looking statements as defined in the U.S. Private Securities Litigation
Reform Act of 1995. Words such as “anticipate,” “believe,” “estimate,” “expect,”
“forecast,” “intend,” “may,” “plan,” “project,” “predict,” “should” and “will” and similar
expressions as they relate to SAP are intended to identify such forward-looking
statements. SAP undertakes no obligation to publicly update or revise any forward-
looking statements. All forward-looking statements are subject to various risks and
uncertainties that could cause actual results to differ materially from expectations.
The factors that could affect SAP’s future financial results are discussed more fully
in SAP’s filings with the U.S. Securities and Exchange Commission (“SEC”),
including SAP’s most recent Annual Report on Form 20-F filed with the SEC.
Readers are cautioned not to place undue reliance on these forward-looking
statements, which speak only as of their dates.
Doubled Addressable Be the most innovative cloud company powered by SAP HANA Intelligent Enterprise
Market
Public Cloud
SAP Business Suite
powered by SAP HANA
UNTIL 2010 2011 2012 2013 2014 2015 2016 2017 2018
10%
0%
$1 B $15 B 10% 50%
Cloud Revenue Operating Margin
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC Sources: Company filings, Factset, Morgan Stanley, Deutsche Bank, Credit Suisse estimates 5
Driving sustainable operating profit growth
Hyperscaler
leverage Higher margin
Services
Hiring discipline
Ecosystem
Increased Cloud
Gross Margin
Keeping the
“Meet or
Exceed”
Promise
X 1.8B
EXPERIENCE MANAGEMENT
experience
DATA
experience
CX EX PX BX touchpoints run
Customer Employee Product Brand on Qualtrics
Experience Experience Experience Experience
DATA MANAGEMENT
Cloud Platform | Data Management | AI
Customer
Experience
Supply Chain
Management
ERP HCM Spend
Management
77%
O
Of the world‘s
transactions across
25 industries touch
operational SAP systems
DATA
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 7
The SAP “Top Ten”
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC Based on financial analyst commentary following disclosure of SAP’s Q4 2018 results 8
DELIVER the
Intelligent Enterprise
Christian Klein (COO) and Juergen Mueller (CTO)
Executive Board Members
Customer
Experience Services Design Plan Manufacturing
Manufacture Deliver Operate
Marketing Sales
& Supply Chain
Employee
Engagement Digital Core
Finance Network & Spend
Management
Machine Internet
Big Data Blockchain
Learning of Things
SAP Leonardo
% % % % % % % % %
Digital Core
Intelligent Suite
SAP Leonardo
Digital Platform
10,500+
Ahead of R/3
Adoption
40%
Net new customer share
132
Accelerated
Cloud Growth
in Finance and Professional Services
2015 2016 2017 2018 2019
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 15
The Intelligent Enterprise
Digital Core
Intelligent Suite
Network & Spend
Customer
Management
Experience Intelligent Technologies
SAP Leonardo
Digital Platform
#BeBold
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 1 Bain 2 Adweek 3 SAP CMI Model 18
CRM has evolved into Customer Experience management platforms
Commerce Sales
Cloud Cloud
Harmonized End-to-End Business and Master Suite Intelligence Platform Extensibility Open Ecosystem
User Experience Processes Data Services and Analytics Services and Integration
Gartner Front Runners for Forrester Wave for B2C Forrester Wave for B2B Forrester Wave for Gartner Magic Quadrant for
Field Services Commerce Suites Commerce Suites Customer Identity Mgmt Multichannel Marketing
IDC MarketScape AI in Gartner Magic Quadrant for Forrester Wave for IDC MarketScape Leader Gartner Magic Quadrant for
Enterprise Marketing Clouds Configure, Price, Quote Configure, Price, Quote Subscription Relationship Sales Performance
Management Management
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 21
Best-of-Suite: Most complete portfolio
Sales Service Marketing Commerce Customer Collaboration Cloud Integration Industries Open Data X Data &
Data Platform Initiative O Data
Digital Commerce1 #1 #3 #4
CRM1 #2 #1 #3
Experience Management2 #1 n/a n/a
Source:
(1) Gartner Enterprise Application Market Share Q12018, May 2018
(2) Qualtrics S1 filing
Public Cloud
SAP Business Suite
powered by SAP HANA
UNTIL 2010 2011 2012 2013 2014 2015 2016 2017 2018
Software &
Service
Service
Cloud
Approaching
Service
2007
€10bn
Support
Software 2018
€25bn
80% 2023
More
Predictable
>€35bn
37%
Software More
Predictable
65% Support
More
Predictable
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 30
All figures based on non-IFRS. Amounts in doughnut charts represent total revenue.
2023 figures based on SAP’s 2023 ambition
Staying our Course, Keeping our Promises
Operating Profit €5.6 – 5.9bn €6.4 – 6.7bn €6.8 – 7.0bn €7.35 – 7.50bn
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC All figures based on non-IFRS, at constant currencies. Outlooks as provided in January of corresponding year, except 2018 (outlook as of April to reflect Callidus acquisition) 31
Increasing Our Ambition
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC All figures based on Non-IFRS. Ambition increases based on intervals’ midpoints. 32
Cash Matters
Restructuring
DSO upside potential
5.0bn
€
Operating Cash
Flow
€ 4.6bn
4.3bn
€ SBC payouts (Qualtrics)
Restructuring
SBC payouts
Tax
Key incremental Tax
effects on cash flow: Interest (Qualtrics)
Insurance Payments
DSO upside potential
Currency
IFRS 16 (re-classification)
Includes:
Stock-based 1.0bn
€
compensation 0.8bn
€
payouts € 0.6bn
2019 Adoption of IFRS 16 (Leases) Capital Expenditure and Free Cash Flow
€5.0bn
Balance Sheet Expansion €4.6bn
€1.7 – 1.9bn Operating €4.3bn
Cash Flow
€3.6bn €3.8bn
Free Cash Flow Unaffected Free €2.8bn
Adjusted SAP Definition previous definition
Cash Flow
adjusted definition
€24.7bn
+29% +11.5%
+7.5 to
+33 to
+11.5% €8.5 – 9.0bn
+39% €8.6 – 9.1bn
€7.2bn
€5.0bn
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC All figures based on Non-IFRS. 2019/2018 growth rates at constant currencies. 2020/2019 growth rates based on midpoints of 2019 outlook and 2020 ambition. 35
2023
Building the Cloud Suite – Achieving Scale >3x vs. 2018
2019
€6.9bn
2018
€5.0bn
2015
€2.3bn
Cloud
2011 Revenue
~€20m
30-35%
IaaS
HANA Enterprise Cloud
Gross Margin
13% (+6pp)
IaaS
2020
€8.9bn
2018 Gross Margin
71%
€5.0bn 60% (+3pp) 70%
63% SaaS/PaaS SaaS/PaaS
SAP SuccessFactors
Gross Margin Qualtrics
78% (+1pp) >80% SAP C/4HANA
SAP S/4HANA Cloud
Business Networks Business Networks SAP Cloud Platform
SAP Concur Dig. Supply Chain
SAP Ariba SAP Analytics Cloud
SAP Fieldglass …
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC All figures based on non-IFRS. Amounts in doughnut charts represent cloud revenue, percentages represent overall cloud gross margins. 37
Percentage points reflect year-over-year expansion. 2020 figures based on SAP’s 2020 ambition
Expanding Gross Margins, Decreasing Expense Ratios
Non-IFRS; in percent 2017 2018 2020e Non-IFRS; expenses as a percentage of total revenue 2018 2020e
▪ The integrated, intelligent suite always wins ▪ “SAP grew cloud subscription at a rate faster than
their main competitors in FY’18”
▪ Only SAP enables companies to build a reliable,
future-proof IT platform for their mission-critical ▪ “SAP offers a good combination of defensive growth,
operations given its exposure to digital transformation and its
high share of recurring revenue”
▪ SAP is end-to-end – on premise, hybrid and cloud
▪ “SAP S/4HANA is SAP’s most significant innovation
▪ Together with Qualtrics, SAP will become the in the core for 20 years”
undisputed leader in the Experience Management
category ▪ “With their broad innovative and competitive portfolio
SAP delivers rapid growth quarter by quarter“
▪ SAP has a resilient, predictable and sustainable
business model ▪ “SAP Leonardo, which helps companies to
orchestrate disruptive capabilities, could be the start
▪ SAP has a strong focus on sustainability of another powerful product cycle”
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC Based on financial analyst commentary following disclosure of SAP’s Q4 2018 results 40