Join the S/4HANA Movement Start de Journey to ... - sap.com file50% of SAP Installed Customer Base...

PUBLIC

Bobby Vetter

January 10th , 2019

Join the S/4HANA MovementStart de Journey to the Intelligent Enterprise

PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ 2ǀ

The SAP S/4HANA customer momentum is strong

9,500+ Licensed Customers

4,500+Deployment Projects

2,200+ Live Customers (1st thousand in 2 years 7 months,

2nd thousand in 10 months)

25Industry solutions

Cloud (SaaS)IaaS, on-premise

Organizationsup to 200,000 users, databases

up to 49TB

160Available in 160 countries

38languages available


S/4HANA Movement Objectives - GB Installed Base is huge.

Lot’s of smaller ECC / R/3 customers which require affordable & partner centric

approach.

50% of SAP Installed Customer Base are in General Business.

Huge Potential to capture additional revenues.

Thereof 90% are active customers

with no S/4HANA license.

Opportunity to sell licenses & projects

services

Thereof 10% are shelf-ware

customers. Opportunity to sell

projects services

65% are Indirect Accounts :

45% Upper GB - 55% Lower GB

70 Key Partners with 50% on GB installed base


✓ Solution S/4HANA is now very mature - 5th release GA in 2018

✓ S/4HANA will be entrance to “Intelligent Enterprise”

Huge Business Opportunity to up-sell and cross-sell

✓ Protect our Customers - Competition entering our Installed Base

✓ There are many S/4HANA references, new-installs and conversions

✓ The volume of customers and business requires a immediate start

to be get the job done by 2025

Join the S/4HANA Movement

Compelling Event for Partners & Customers

WHY NOW?


Brasil Indirect Direct Total

U-GB 78 43 121

L-GB 353 118 471

Total 431 161 592

LAC North Indirect Direct Total

U-GB 341 102 443

L-GB 356 66 422

Total 697 168 865

LAC South Indirect Direct Total

U-GB 152 17 169

L-GB 373 66 439

Total 525 83 608

Mexico Indirect Direct Total

U-GB 116 23 139

L-GB 351 100 451

Total 467 123 590

S/4HANA Movement LAC:

GB On Premise ERP Installed Customer BaseNumber of GB Customer on old releases (ECC & R/3)

LAC Indirect Direct Total

U-GB 687 185 872

L-GB 1,433 350 1,783

Total 2,120 535 2,655



GB GTM Approach – Focus - Scalable – Partner friendly – Efficiency

S/4 Adoption

Starter(WHY? WHAT? HOW?)

or

(Quick Readiness

Check only

What? How?)

Efficient Conversions

Packaged Solutions

Awareness &

Demand

Generation.

Start the Journey

to the Intelligent

Enterprise

• Increase efficiency and lower

risk of conversions

• Optimized enablement for partners

and execute efficient conversions

• Best Practice Sharing and

improved communication of

success

• Promote Adoption Starter. Scalable

approach of Selling Why, What and

How.

• Promote Quick Readiness check for What

and How only

• Focus on regional Top Partners

Business

Innovation

Adoption

QualificationDecision

to move

• Continuous Awareness

• Partner Adoption

Planning

• Industry POV’s

• Move in Motion

• Customer

Innovation

Adoption

• Create

references

S/4 HC Brand Guardian & Cloud Activate Deployment Process

Greenfield, project based on localized Partner

Packaged Solutions , add HEC


Join the S/4 HANA Movement

Adoption Starter – Scope & Packages

Key answers to

Why? Business view

Innovation Case

Efficiency Case

Innovations

New Capabilities

Value Driver & Aspiration

Benefit Case

Baseline + Potential

Effort Estimate

What? Technical view

Target Products

Target Instances

Target Architecture

Product Recommendation

Consolidation Opportunities

How? Transformation viewSequence &

Approach

Transitions and Approach

Start Point / Migration Path

Conversion vs. Greenfield

Readiness to start

Relevant Accelerators

Next Level Services to plan for

Packages (Tools/Services applied)

Foundation

(mandatory)

1. Scoping Digital

Core

2. Transformation

Navigator

3. Innovation

Scenario

Check

Business

4. Opportunity

Check

5. Quick Value

Assessment

6. Effort Estimate

Transformation

7. Readiness Check

8. Conversion vs.

Greenfield

9. Start Point /

Migration Path



Adoption Starter – Elevator Pitch

The typical customer questions*.. ..mapped to tools and checklists.. ..in a fix sequence..

..with efficient delivery model**.. ..to create a pre-defined output.. ..for a customer decision proposal

9IN T E R N A L© 2 0 1 8 S A P S E o r a n S A P a f f i l ia te c o m p a n y . A l l r ig h ts r e s e r v e d . ǀ

Foundation (m

andato

ry)

n Prework (Solman, Plugin, S-User, Role identification, Data Collection)

n Kickoff Meeting, Process Explanation

n Scoping

n Scoping Digital Core

n Transformation Navigator**

n Innovation Scenario Check

Busin

ess n Opportunity Check

n Quick Value Assessment

n Effort Estimate

Tra

nsfo

rmation

n Readiness Check

n Conversion vs. Greenfield

n Start Point / Migration Path

n End of Analysis

n Synthesis Workshop

n Plan 1.0 available

EGI=Expert-Guided Implementation* SAP Participation in Pilot-Phase, tbd after Pilot

** Includes Innovation Check

Scoping Analysis / DiscoveryAlignment/

ConsolidationPreparation

Foundation (m

andato

ry)

S/4HANA Adoption Starter – 90-day schedule

Busin

ess

Tra

nsfo

rmation

2 m onths 2 w eeks2 w eeks

Transform ation D esign v 1.0 agreed

Scope D efined

D raft T ransform ation D esign

Process Explained

D ata C ollection

R eadiness C heck R eview

R eview

R eview

1. Scoping Digital Core

2. Transformation Navigator

3. Innovation Scenario Check

4. Opportunity Check

5. Quick Value Assessment

6. Effort Estimate

7. Readiness Check

8. Conversion vs. Greenfield

9. Start Point / Migration Path



n Scoping


2. Transformation Navigator**




6. Effort Estimate

7. Readiness Check



n End of Analysis




Foundation (m

andato

ry)



n Scoping




Busin



n Effort Estimate

Tra

nsfo

rmation

n Readiness Check



n End of Analysis



Customer only, SAP support on demand

1:n interaction between SAP and customer

1:1 interaction between SAP and customerEGI=Expert-Guided Implementation

* SAP Participation in Pilot-Phase, tbd after Pilot




Foundation (m

andato

ry)


Busin

ess

Tra

nsfo

rmation

2 m onths 2 w eeks2 w eeks

*


Scope D efined

D raft T ransform ation D esign

Process Explained

Innovation Check

N avigator R eviewQ&A Q&A

O pportunity C heck R esults

D ata C ollection

R eadiness C heck R eview

EG I 1-3

R eview

R eview

Q&A Q&A

Q&A Q&A






6. Effort Estimate

7. Readiness Check





n Scoping






6. Effort Estimate

7. Readiness Check



n End of Analysis




Foundation (m

andato

ry)



n Scoping




Busin



n Effort Estimate

Tra

nsfo

rmation

n Readiness Check



n End of Analysis





Customer only, SAP support on demand

1:n interaction between SAP and customer

1:1 interaction between SAP and customerEGI=Expert-Guided Implementation

* SAP Participation in Pilot-Phase, tbd after Pilot


Foundation (m

andato

ry)


Busin

ess

Tra

nsfo

rmation

*


Scope D efined

D raft Transform ation D esign

Process Explained

Q&A Q&A

EG I 1-3

Q&A Q&A

Q&A






6. Effort Estimate

7. Readiness Check





n Scoping






6. Effort Estimate

7. Readiness Check



n End of Analysis



H alf T im e check point

2 m onths 3 w eeks1 w eek

1 2 3

4 5 6

* derived from catalyst customers, signed off by DSAG ** hence can be offered for free under enterprise support contract

➢ 1:1, 1:N, customer only

➢ separation of tour guide

and content expert role


https://support.sap.com/en/tools/upgrade-transformation-tools/s4hana-adoption-starter.html


Adoption Starter Engagement - Official external landing page




Joint the S/4HANA Movement - S/4HANA Adoption Starter Engagement

Official external landing page – Regional Availability

NA / LAC Classes

available from

March 2019

MEE/ EMEA Classes

available from

January 2019 Weekly

in German/English

GC/APJ Classes

available from

March/April 2019






Framework GB Partner Conversion Excellence to accelerate efficient & low risk

project conversions delivered by partners

Improved scalable enablement on tools and methodology

Improved conversion tools & methodologies

No/Low Touch Services for Tier2 Partners (ChatBot)

Customer Care Program

Continuous sharing of Conversion Best Practices and Conversion Success Stories

Partner Conversion

Factories

based on skilled

resources using

conversion tool

framework

Partner Conversion

Factories

based on skilled

resources using

conversion tool

framework

Partner Conversion

Excellence

based on trained,

skilled resources

using conversion tool

framework

GP

O

Org

aniz

ation

Channel

Manag

em

ent

& P

art

ner

Solu

tion C

ente

rs


2. Custom Code Adaptation

Simplifying the process of

remediation and obsolete code

removal, while applying analytics

to efficiently structure your project


Emphasize reductions in TCI through relevant tools

4. Improved Data Migration

more ready-to-use business

objects and object modeling

capabilities

5. Reduced integration efforts

Additional content targeted

between late 2018

to early 2019

While SAP continues to improve

these tools, customers should

note that most of these tools are

available now.

3. Downtime Optimized

Conversion

for shorter system cut-over

1. Planning & Execution

Reducing some of the largest

projects costs, while helping

understand the effort drivers and

plan mitigations


Basis Consultant

Senior technical consultant with experience in OS/DB migrations and upgrades.

Main tasks: technical preparation for system conversion, SUM execution, migration to HANA, Gateway configuration,

FIORI initial configuration).

ABAP Developer

Developer with experience on migration to HANA and ABAP optimization.

Main tasks: check custom code for migration to HANA and simplification items, fix SPAU and SPDD (optional), ATC, adoption of

custom code and interfaces, SAP HANA ABAP programming skills

Finance Consultant

Finance consultant with experience in accounting.

Main tasks: check consistency of finance data, period-end closing activities, posting data snapshot, finance migration to

ACDOCA, customizing migration for SAP Accounting, credit management migration.

Logistic Consultant

Logistic consultant with experience in

Main tasks: Customer Vendor integration, material number extension preparation, material ledger valuation.

Project Manager / Solution Architect

Broad experience in multiple solution components. Ability to design a future customer landscape that goes beyond just

ther ERP system.. . Main tasks: Task planning and coordination, Project Monitoring

Join the S/4HANA Movement - GB Framework Partner Conversion Excellence

Resources Profile for Conversions – select your team


S/4HANA Customer Care Program S/4HANA RIG Architectural Guidance

The S/4HANA Customer Care Program will

help to make your SAP S/4HANA

go-live project a success by offering:

Engage an expert for a remote session with

customers in their S/4HANA project

planning phase.

• A named Project Coach serving as a remote

contact to share best practices and collect feedback.

• A Development Angel Team facilitating the

access to the SAP S/4HANA Development organization.

• Management Sponsors from the SAP development team.

The expert from the Regional Implementation Group (RIG) shares best

practices and learnings from system conversion and new

implementation projects.

This offer complements regular pre-sales or consulting.

The offer is free of charge.

To nominate please send an e-mail to

[email protected].

Priority will be given to existing SAP ERP customers who transition to

SAP S/4HANA 1809 and are willing to act as a reference.

The offer is free of charge, and available for existing SAP ERP

customers (direct and indirect channel).

SAP account teams and the SAP partner organization can nominate

their customers by sending an e-mail to Rupert Lange (EMEA), Lars

Rueter (APJ), Arne Schmidthals (Americas).

Increased Capacity in 2019

New in 2019


MOVE with confidence – extended customer care program

mailto:[email protected]?subject=S/4HANA Customer Care Program Nomination

mailto:[email protected]?subject=S/4HANA RIG Architectural Guidance




Join the S/4HANA Movement – SAP Qualified Partner-Packaged Solutions

New Installs/Greenfield Projects Conversion Projects

S/4HANA On-Premise Packages Packages for Conversion to S/4HANA

All existing packages available on the SAP.com Partner-Package Finder.

• SW (Mandatory) & Partner Services

• GTM assets describing Scope and

Industry Value

• Demo verified

• SW (Optional) & Partner Services

• GTM assets describing Scope and Effort /

Outcome

• Min. 1 completed ECC to S4 Conversion Live

>200 Existing Packages + ~30 New in 2019 ~40 New Conversion Packages in 2019

Introducing SAP Qualified Partner Packaged Solution for Conversion to S/4HANA

https://www.sap.com/partner/partner-package-finder.html


Join the S/4HANA Movement - GB Tools & Enablement View

S/4 Adoption

Starter(Why? What How?)

Improved Tools /

Fast ConversionsCapture

Innovations

Qualification

Decision

to move

S/4 HC Brand Guardian & Cloud Activate Deployment Process

Greenfield project

Readiness

CheckATC

Maintenance

PlannerSUM

Migration

Cockpit

Most important Tools GB Partner Enablement

10Steps2S4 5Steps2Fiori

5Steps2FioriData

Migration WS

Partner

Packaged

Solutions

* SAP Transformation Navigator used if necessary

*

Awareness &

Demand

Generation.

Start the Journey

to the Intelligent

Enterprise


• Set your Target Accounts to Move to S/4H in 2019• SAP Installed Base Accounts that you control and influence

• Drive a solid engagement with the Customers • Leverage all the Tools that SAP offers in building Business Case & Accelerating Closures

• Leverage ‘Adoption Starter’ program to drive focused engagement with Key customers

• Build your Capacity and Capability• Ensure your ERP Consultants are Certified on S/4HANA

• Leverage SAP Enablement Tools – openSAP, 10Steps2S4H, Demo21 and other programs

• Strengthen your capabilities on ECC to S/4HANA Conversion

• Drive Customer Success• Try to secure a lot of customer references

• Ensure that SCP is positioned to accelerate Innovation adoption by the Intelligent Enterprise

Join the S/4HANA Movement : Call to ActionMove Program should be a Key Pillar in your 2019 GTM with SAP

Appendix


2019 Schedule: Preparation for Global Scale and Upcoming Classes – Global view

2019 - Q1 2019 - Q2 2019 - Q3 2019 - Q4 20 - Q1

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan

2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 2 3

runprepare for global scale

12

34

56

78

910

1112

Delivery model: Global team with 30 FTEs split across WDF (12), Dublin (9) and Bangalore (9)

1314

1516

1718

1920

Eu

rop

e

123

45

67

89

1011

12

Am

eri

ca

sG

CN

/AP

J 1

23

45

67

8

S/4HANA Adoption Starter

Thank you.

Join the S/4HANA Movement Start de Journey to ... - sap.com file50% of SAP Installed Customer Base...

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