The Business Value of SAP Cloud Platform
Steve Gouveia, SAP
March, 2019
ExternalSMB Innovation Summit 2019
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How can we innovate? How can we create
the best experience?
How can we derive value?
How can we keep up
with technology?
How can we
respond faster?
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60s – 70s 80s – 90s 2000s Today
Industrial
Automation
Business Process
Automation
Digital
Transformation
Era of
Intelligence
Digital Era Intelligent Era
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Intelligent Enterprise
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effectively using
data and technology
responding to
individual needs
engaging talent
in new ways
creating disruptive
business models
Intelligent Enterprise
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Intelligent Technologies Digital PlatformIntelligent Suite
Intelligent Enterprise
1 2 3
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AI +++ ML +++ Big Data +++
IoT +++ Analytics +++ Blockchain
Intelligent
Technologies
People
Engagement
Network & Spend
Management
Customer
Experience
Digital
PlatformIntelligent Suite
Manufacturing
& Supply Chain
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Digital
Platform
SAP Cloud
Platform
Data
Management
Data Integration
SAP HANA
Data
Management
Suite
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SAP HANA
Data
ManagementBuild &
Extend
Integrate
Experience
SAP Cloud
Platform
Digital
Platform
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SAP Cloud
Platform
SAP HANA
Data
Management
Digital
Platform
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Foundation for the Intelligent Enterprise
How do we move our Partners, to the
SAP Cloud Platform?
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SAP Cloud Platform Licensing Options for SAP Business One Partners
Develop, test and demo extensions to SAP Business One on SAP Cloud Platform
▪ Starter packs available on Partner TDD Price List: “Innovation pack for SAP Cloud Platform“ (in the Neo
environment) or “Multi-cloud starter pack for SAP Cloud Platform“ (in the Cloud Foundry environment),
▪ Starting from €89 p.m.
Inn
ovate
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SAP Cloud Platform Licensing Options for SAP Business One Partners
Embedded Platform-as-a-Service (ePaaS)
• Partner sells extension as SaaS including embedded SAP
Cloud Platform resources (single or multi-tenancy).
• Simple pricing - revenue share of 10% of partner app
subscription revenue (minimum fees per instance, starting from
€220 p.m.).
• Each App/Extension/Solution must be registered with SAP
(free of charge “App Readiness Check“).
• 1:n approach – fits best to SSPs or VARs with own
standard solutions.
Ru
n t
ime /
Co
mm
erc
iali
zati
on
Partner share
SAP royalty for
SAP Cloud Platform
(ePaaS)
Customer
subscription
revenue to
partner
Subscription
90%
10%
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ePaaS Base Bundles
*For more details, please visit partneredge.sap.com
RoyaltiesBundle
CategoryDescription Material
Minimum Royalties
per monthePaaS Bundle contents
10%Of net cloud
subscription revenue
ACloud Application
does not use
structured storage
8004129 €220
SAP Cloud Platform with 2 Java servers (small), 10GB Document service,
512GB/month bandwidth, 1 custom domain, mobile service for development
and operations: 2500 concurrent Mobile Users OR Portal: 25 000 site
visits/month incl. 3 portal administrator Users, 3000 Logon Requests/month
Identity Authentication
B
Cloud Application
uses standard
database services
8004130 - HANA €490SAP Cloud Platform with 3 Java servers (small), 10GB Document service,
512GB/month bandwidth, 1 custom domain, mobile service for development
and operations: 3500 concurrent Mobile Users OR Portal: 40 000 site
visits/month incl. 3 portal administrator Users, 3000 Logon Requests/month
Identity Authentication. SAP HANA service, base edition (32GB) OR SAP
ASE service (40GB). 8004826 – ASE €490
C
Cloud Application
uses advanced SAP
HANA platform
services
8004131 €990
SAP Cloud Platform with 6 Java servers (small), 300GB Document service,
1024GB/month bandwidth, 3 custom domains, mobile service for
development and operations: 5000 concurrent Mobile Users OR Portal: 60
000 site visits/month incl. 3 portal administrator Users, 3000 Logon
Requests/month Identity Authentication. SAP HANA service, platform edition
(64GB).
Multi-Cloud
(“MC”)
Cloud Application
runs in the Cloud
Foundry environment
8005812 €290
SAP Cloud Platform with 4GB Application Runtime on SAP Cloud Platform,
100GB Object Store on SAP Cloud Platform, 128GB/month bandwidth, 1
custom domain, 3000 Logon Requests/month Identity Authentication. Other
backing services for structured storage to be added à la carte at increased
BCS Minimum Royalties
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SAP Cloud Platform Licensing Options for SAP Business One Partners
Embedded Platform-as-a-Service (ePaaS)
• Partner sells extension as SaaS including embedded SAP Cloud Platform resources (single or
multi-tenancy).
• Simple pricing - revenue share of 10% of partner app subscription revenue (minimum fees per
instance, starting from €220 p.m.).
• Each App/Extension/Solution must be registered with SAP (free of charge “App Readiness
Check“).
• 1:n approach – fits best to SSPs or VARs with own standard solutions.
Ru
n t
ime /
Co
mm
erc
iali
zati
on
Develop, test and demo extensions to SAP Business One on SAP Cloud Platform
▪ Starter packs available on Partner TDD Price List: “Innovation pack for SAP Cloud Platform“ (in the Neo
environment) or “Multi-cloud starter pack for SAP Cloud Platform“ (in the Cloud Foundry environment),
▪ Starting from €89 p.m.
Inn
ovate
Examples
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Example of a Lean Manufacturing Solution:
▪ Managing ‘Make-to-Order’ and ‘Make-to-Stock’ production processes, with
inventory, routings, activities, etc.
▪ SAP Cloud Platform with standard SAP HANA services (32GB)
▪ With multi tenancy
▪ Integrating with SAP Business One via Service Layer and with Mobile/Desktop
users via OData
Prices
▪ Per User – 40 € / month.
▪ Average customer – 20 users
▪ 5 customers in the platform
▪ Revenue per customer – 800€ / month
▪ Total Revenue – 4,000€ / month
▪ Royalties to SAP CP (10%) – 400€ /month (< than the minimum of 490€) so
the invoice is for 490€
SAP Cloud Platform: Vertical Solution
TLS tunnel
SAP cloud
connector
Internet
REST/OData
OData
Mobile Users
Cu
sto
mer
On
Pre
mis
e
(or
Cu
sto
me
r in
SA
P B
usin
es
s O
ne C
lou
d)
Cu
sto
me
rS
AP
Clo
ud
Pla
tfo
rm
HTTPS
Firewall
Firewall
SAP Business One Companies
SAP Business One Service Layer
Desktop Users
3rd party cloud
apps
SCP Services
Vertical
Solution
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Example of a Beer Tap Maintenance solution:
▪ Managing van stock, and service management operations via mobile
▪ SAP Cloud Platform with standard SAP HANA services (32GB)
▪ With multi tenancy
▪ Integrating with SAP Business One via Service Layer and with Mobile/Desktop
users via OData
Prices
▪ Per User – 40 € / month.
▪ Average customer – 50 users
▪ 5 customers in the platform
▪ Revenue per customer – 2,000€ / month
▪ Total Revenue – 10,000€ / month
▪ Royalties to SAP CP (10%) – 1,000€ /month (> than the minimum of 490€)
SAP Cloud Platform: Mobile Extension
TLS tunnel
SAP cloud
connector
Internet
Mobile app
configuration
OData
OData
SAP Fiori UX
browser-UX Mobile devices
(native/hybrid)
SAP Cloud
Platform
Mobile
Services
Cloud back end
Cu
sto
mer
On
Pre
mis
e
(or
Cu
sto
me
r in
SA
P B
usin
es
s O
ne C
lou
d)
Cu
sto
me
rS
AP
Clo
ud
Pla
tfo
rm
HTTPS
Firewall
Firewall
SAP Business One Companies
SAP Business One Service Layer
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ESP Edge
Example of a Transportation solution:
▪ Managing location, consumption, type and state of each of the transportation options (multiple sensors).
▪ SAP Cloud Platform with Advanced SAP HANA services (64GB)
▪ With multi tenancy
▪ Integrating with SAP Business One via Service Layer and with Mobile/Desktop users via OData
▪ Using technologies such as Java, Ruby, Python, .Net, JavaScript and many others.
Prices
▪ Per device – 10 € / month.
▪ Avg. # of transports – 50 options
▪ Avg. # of devices / transport – 5 devices/sensors
▪ 5 customers in the platform
▪ Revenue per customer – 2,500€ / month
▪ Total Revenue – 12,500€ / month
▪ Royalties to SAP CP (10%) – 1,250€ /month (> than the minimum of 1.198€ → 290€ + 628€ + 5*34€+10*11€)
SAP Cloud Platform: IoT solution based on SAP HANA
IoT applications
Internet
Machine, devices, things
MobiLink suite client
SAP SQL Anywhere
Local store
and forward
SAPUI5
InternetTLS tunnel
Remote dev. mgmt
Msg mgt svc
Remote data sync
Cu
sto
mer
devic
es
Cu
sto
me
rS
AP
Clo
ud
Pla
tfo
rm
HTTPS
SAP HANA
Firewall
Firewall
*Run time and design time
IoT requires the devices 5 x 100 devices + IoT
Application Enablement Application Services of
10 blocks of 100Mi dataStreams per month
Thank you.
Contact information:
Steve Gouveia
Gamification Challenge Code
BAN4v2sBy entering this SAP Breakout Session
code you will be granted 10 points
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