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Expand your Business to the Cloud with SAP HANA Cloud

Platform and SAP API Management


David Sacks, Senior Director, ISVs, SAP
Vinod Chandran, Director, Product Management, GTM & Partner Relationship, SAP

May 5, 2016

Meet your Speakers

David L Sacks
Senior Director, ISVs, SAP

2016 SAP SE or an SAP affiliate company. All rights reserved.

Vinod Chandran
Director, Product Management,
GTM & Partner Relationship,
SAP

Agenda for Today

Digital Economy

SAP HANA Cloud Platform

API Management

Partnering with SAP to Monetize Your IP using HCP

Q&A

2016 SAP SE or an SAP affiliate company. All rights reserved.

Digital Economy

Digital Business is Here to Stay


Disruption and Business Opportunities are Everywhere
Digital business models are disruptive.
The rules have changed.
Under Armour is not just selling shirts and shoes. They
are connecting 38 million people on a digital health
platform

Leaders are Emerging from Nowhere


90% of CEOs believe the digital economy will impact their
industry, but less than 15% are executing on a digital
strategy*

Early Adopters are Winning


Early adopters are achieving +9% revenue creation, +26%
impact to profitability, and +12% market valuation.*

Industry Boundaries are Blurring


Every company is expanding beyond traditional industry
boundaries and also becoming a technology company

Facebook is not just a social network, it is the largest


media company even though it doesnt create content

Uber is not just another taxi company, it is transforming


into an urban logistics company with 200,000 drivers,
roughly double the size of the UPS delivery workforce
Siemens is not just an industrial powerhouse. They are a
software company connecting their industrial assets in the
cloud and enabling customers to generate new revenue
streams by selling services, not products
Alibaba is not just the largest e-commerce company,
they are also a financial services and technology company
blurring industry lines

Source: * MIT Sloan and CapGemini, 2013,

2016 SAP SE or an SAP affiliate company. All rights reserved.

Complexity is an Obstacle to Digitization


Complexity is a Barrier to Simplification, Innovation and Transition to Digital
In a digital economy, speed and agility matters more than ever. While standardization remains a key pillar to
successful use of technology, simplification & business innovation need to be added to the business agenda.

$50B

81%

36

Incremental revenue available


through simplification in U.S., UK,
and Germany combined.
Source: S+G Global Brand
Simplicity Index 2013

believe simplification is important


for their organization and 88%
admit IT investment is important to
achieve simplification
Source: SAP Benchmarking

Enterprise apps per billion $ in


revenue for the average
company. This is driving most
of the technical complexity.
Source: SAP Benchmarking

2016 SAP SE or an SAP affiliate company. All rights reserved.

Competitive Advantages of SAP Portfolio and Platform


Size, depth, and breadth

Largest competitive installed base:


Core data
Extended business processes

Cross Enterprise:
Innovation at the digital core
Business networks for connectivity
Reimagine work and business processes
Omnichannel
Cloud Platform integration

Uniquely monetizing business network IP

2016 SAP SE or an SAP affiliate company. All rights reserved.

SAP HANA Cloud Platform

S/4 HANA and SAP HANA Cloud Platform are THE Enablers for
Simplification and Innovation in the Digital Era

Business Network

Run Simple on a

SOLID
CORE
AGILE
INNOVATION
on SAP HANA
Cloud Platform

Enabled

SAP HANA Cloud Platform

2016 SAP SE or an SAP affiliate company. All rights reserved.

ECOSYSTEM

SAP PartnerEdge for Application Development


~400 partners developing on HCP
~1.000 HCP apps in SAP HANA App Center
9

You Can with SAP HANA Cloud Platform

Empower
the Line of
Business

Connect Your
Enterprise to the
Digital Economy

2016 SAP SE or an SAP affiliate company. All rights reserved.

Deliver Open,
Agile, Flexible
Apps

Personalize S/4
HANA for New
Business Needs

10

SAP HANA Cloud Platform is SAPs in-memory Platform-as-aService offering to build and run business cloud applications
ONE CLOUD INFRASTRUCTURE MANY OPPORTUNITIES
Runtimes /
Programming
Models

XSJS

Business
Services
(BETA)

Loyalty Management*

Application
Services
Mobile

Billing*

Commerce

Portal

Analytics Collaboration

IoT

Security Integration

Database
Services
Transactions

Analytics

Streaming

Predictive

Spatial

Text Mining

* planned innovations / future direction


2016 SAP SE or an SAP affiliate company. All rights reserved.

11

SAP HANA Cloud Platform offers broadest Capability and Data


Access
The resources, knowledge, and speed to make your cloud dreams a reality

Broadest
end-to-end Capability

Access
to broadest set of data sources

2016 SAP SE or an SAP affiliate company. All rights reserved.

SAP HANA
Portal
Collaboration
App Development
Standards
(Web & Java)
Data Integration

API Management
Mobile
UX
App Extensions
Analytics
Security & IDM
Management

Extensibility beyond CRM


SuccessFactors
Other SAP Cloud Applications
3rd-party apps
Social Data
SAP HANA Enterprise Cloud

Fastest
path to the best app

12

SAPs Cloud Application Extensions Strategy for Partners


SAP HANA Cloud Platform is the center piece of SAPs
application extension strategy in the cloud
SAP is dedicated to build, enable and nurture a rich
application ecosystem on the SAP HANA Cloud Platform

Extend

Integrate

Build

Cloud/On Premise Apps

with SAP Apps

New Digital Apps

2016 SAP SE or an SAP affiliate company. All rights reserved.

13

Innovation and Simplification Opportunities for Partners along various Use


Cases based on SAP HANA Cloud Platform

Extend

Integrate

Build

Cloud/On Premise Apps

with SAP Apps

New Digital Apps

Extend On Premise solutions


(SAP incl. S4 / HANA, hybris or legacy)

Renovate user experience with SAP


Fiori

Mobile Consumption

Extend Cloud solutions


(Successfactors, Cloud for Customer,
Ariba*, Fieldglass*, Concur**,
Anywhere**, other)

2016 SAP SE or an SAP affiliate company. All rights reserved.

Integration-solution, HCI-based

SAP HANA-based Analytical


applications
SAP HANA-based IoT solution
Enterprise Collaboration

* H1, 2016 ** H2, 2016

14

SAP API Management


Exposing Data and Processes using APIs and Leveraging API Management

Agenda
Digital Economy API Management Point of View
API Management
Introducing SAP API Management
Summary

2016 SAP SE or an SAP affiliate company. All rights reserved.

16

Digital Economy

The Digital Economy

CONSUMERS

2016 SAP SE or an SAP affiliate company. All rights reserved.

BUSINESS PARTNERS

EMPLOYEES

18

Industry Disrupters

Master exploiters of managed APIs

2016 SAP SE or an SAP affiliate company. All rights reserved.

Cloud-first companies

19

API Economy in Action Uber in other apps


Spotify on Uber

Uber in UA App

2016 SAP SE or an SAP affiliate company. All rights reserved.

Uber in Opentable

Other App integrations with Uber include

Google Maps

TripAdvisor

Starbucks

Hyatt Hotels

Microsoft Outlook

Pebble Smartwatch

Expensify (travel expenses)

Many More

20

Adapt or Perish

New markets

New products

New growth/revenue

Digital media & financial

Media

Largest music retailer in the world

Cloud services &


home entertainment

Devices

* http://www.businessinsider.com/chambers-40-of-companies-are-dying-2015-6#ixzz3chS1oVF0

2016 SAP SE or an SAP affiliate company. All rights reserved.

1/3 of businesses
today will not
survive the next 10
years*
John Chambers, former Cisco CEO

21

Obstacles to API Transformation

Existing investments in IT infrastructure


Fear of disrupting critical business processes
Difficulty aligning existing resources to new roles
Concerns around scalability
Fear of slow onboarding

2016 SAP SE or an SAP affiliate company. All rights reserved.

22

API Management

API Management Why should it matter?


Business Benefits
Standardization

Secure and Stable

Developer Friendly

API Management helps CIOs, COOs and line of business professionals to


Make advances in their digital initiatives
Be innovative in their developments around Cloud, Mobility, IoT and Big Data.

Using API management serves as the entry point to sell PaaS, Mobile Backend as
a Service, predictive analytics and more.

2016 SAP SE or an SAP affiliate company. All rights reserved.

24

Introducing SAP API Management

For more info: http://apigee.com/about/press-release/apigee-announces-partnership-sap

2016 SAP SE or an SAP affiliate company. All rights reserved.

25

SAP API Management Solution and Benefits


SAP API Management is the platform that helps customers share their digital assets and processes beyond
traditional applications and websites as APIs, enabling developers to consume with ease in new channels,
devices, experiences promoting innovation and supporting new revenue streams.

SIMPLE

SCALABLE

SECURE

API Provisioning & Publishing

Seamlessly scale to billions of


API calls

Access Control

Discovery & Consumption

Developer Services

2016 SAP SE or an SAP affiliate company. All rights reserved.

Role-Based Security
High Availability and Distributed
Deployment
Full-Scale Auditing & Monitoring

26

API Based Architecture - The 4 layers

Browser-based
applications

Mobile
devices

Enterprise
software

Cloud

API
consumption
(Apps)

Social

OData / REST, SOAP

SOAP, REST

API

management
OData / REST

OData / REST, SOAP

SAP Process Orchestration

OData / REST, SOAP

SAP HANA Cloud Integration

OData / REST
SAP Mobile Platform 3.0
API

implementation
(optional)
REST/OData, SOAP, JDBC, JPA

ODC

Managed-Cloudas-a-Service

Platformas-a-Service

Line-of-Business
Apps

2016 SAP SE or an SAP affiliate company. All rights reserved.

CRM SRM SCM PLM ERP

API
runtime

27

Summary

SAP API Management - Summary

SAP API Management helps make APIs scalable and manageable.

Modern enterprises are steadily moving from being software enabled to being API enabled. They
form an interesting ecosystem of APIs that create opportunities for new business ventures.

SAP API provides instant access to the full power of SAP HANA including best-in-business
historical and predictive analysis.

API management allows enterprises to selectively externalize their assets not just via the traditional
browser-centric model but also over mobile devices and other channels.

API Management can be used to expose SAP Successfactors employee data (ODATA APIs) securely
for open integration, app development and Ux extensions

A good internal and external API management strategy and architecture is key to building ecosystem

2016 SAP SE or an SAP affiliate company. All rights reserved.

29

SAP API Management | Trial


Get started with
SAP API Management on HCP Trial

Register and enable SAP API Management


via HCP Trial account

Connect public and own services via fully


funcational SAP API Management

http://scn.sap.com/community/apimanagement/blog/2016/02/02/free-trial-of-sap-apimanagement-on-hana-cloud-platform-is-available-now

http://scn.sap.com/community/apimanagement/blog/2016/02/10/how-to-use-sap-apimanagement-on-hcp-trial
2016 SAP SE or an SAP affiliate company. All rights reserved.

30

Expand your digital business with SAPs API Management, Mobility, and
SAPUI5 on SAP HANA Cloud Platform

Date: June 21-23, 2016


Venue: SAP Labs, LLC. Palo Alto, CA
Registration:
Go to: http://bit.ly/api-workshop-q2 or scan QR code below:
For more inquiries, please email:

SAPAPIManagementInfo@sap.com

2016 SAP SE or an SAP affiliate company. All rights reserved.

31

Partnering with SAP to


Monetize Your IP using HCP

SAP PartnerEdge for Application Development


the Build - engagement model within the SAP PartnerEdge program

SAP PartnerEdge for


Application Development

Volume-ready via
standardization/automation

Focus on HCP and HANA,


but also offering other
mature technologies,

Attractive fees / risk-sharing

Right-touch

2016 SAP SE or an SAP affiliate company. All rights reserved.

Strategic
(by invitation only)

Build

Run

Easy and appealing

Sell

Committed

Service

Explorative

Open Ecosystem

33

SAP PartnerEdge for Application Development provides THE


encompassing Engagement Model to leverage the Opportunity
A vibrant ISV Ecosystem

Industry-leading innovation and quick value realization via SAP HANA Cloud
Platform (HCP)
Volume Program with market traction: 1.400+ partners (~400 on HCP), 500+ listed
apps (~280 deployable on HCP)
Majority of partners net new to SAP
Program Benefits
Global and comprehensive end-2-end partner engagement framework
Access to SAP HANA Cloud Platform developer resources
Effective onboarding and enablement support
Solution certification (option)
Partner Apps published on SAP HANA App Center

Attractive license and monetization options via SAP Digital, revenue share-based
embedded PaaS, Co-sell
How do you engage?
All partner-related info: www.sapadpc.com
2016 SAP SE or an SAP affiliate company. All rights reserved.

All Apps: sapappcenter.com

Status: April 2016


34

MONETIZE

Innovate and monetize your business solutions leveraging


SAP PartnerEdge for Application Development - part of SAP PartnerEdge - Build
Sell
SAP HANA App Center

NEW
for
HCP

Embed SAP technology*

INNOVATE

Choose your innovation packs and options


SFSF

C4C

Attractive
annual fee

Jam

HCI

Base Fee:
2000
HCP-/HCIPack: 1500 ea

SAP HANA Cloud Platform


On-Premise Technologies

On-Premise
packs: 500 ea

DISCOVER

Partner with SAP globally

Explore technology as an Open Ecosystem member / Developer

Free
1 year

* for SAP HANA Cloud Platform via revenue-share based model, for on-premise technologies via separate OEM program and contract
2016 SAP SE or an SAP affiliate company. All rights reserved.

35

Embedded PaaS Completes Business Model Options for Cloud-ISVs


HCP Partner Business Models supported by SAP PartnerEdge for Application Development
Custom Dev

Develop customer-specific
cloud applications

Packaged App

Develop and sell packaged


cloud applications

App IP

Customer

ISV: Embedded Platform-as-aService (ePaaS)


Develop packaged cloud application
and sell app as SaaS including
embedded HCP resources

Partner APP
SAP
HANA
CloudPlatform

Customer

SaaS
App IP

Customer

App IP

Customer
HCP
Instance

SAP
App

Custom
App

HCP

Customer
HCP
Instance

SAP
App

Partner
App

HCP

Partner
HCP
Instance

Partner
App

HCP

Enable go-to-market as self sufficient cloud service provider

Fulfilling our
partners asks

Simple and transparent pricing for embedded HCP in line


with market best practices
No upfront commitments and risk/reward-sharing by SAP
Multi-tenancy deployment possible

2016 SAP SE or an SAP affiliate company. All rights reserved.

36

Introducing SAP HANA Cloud Platform


embedded Platform-as-a-Service (ePaaS)

Partner APP
SAP
HANA
CloudPlatform

Highlights

Allows embedding of SAP HANA Cloud Platform (HCP) into partner app for true SaaS experience

Risk/Reward model: priced at 25% of the net cloud subscription revenue received from customer

Low minimum fees and high governor limits, unambiguously determined by app category

Available to all SAP partners building applications with innovation pack for HCP

Partner Benefits

Enables SaaS delivery of your app at your commercial terms

True cloud experience: no need to optimize resource consumption


of app or commit revenue upfront

Easy to plan, decoupled from HCP-pricelist

Supports all sales motions and customer buying preferences


including land-and-expand

Single and Multi-tenancy deployment of apps supported

Simple Order Form under SAP PartnerEdge for Application


Development contract

2016 SAP SE or an SAP affiliate company. All rights reserved.

Subscription
Partner Share

75%

Customer
Subscription
Revenue to
Partner
SAP Royalty
for HCP ePaaS

25%

37

Three App Categories are covering all relevant HCP Use Cases
Storage architecture of app determines minimum fee for 25% royalty and governor limits
App Categories

Typical Use Cases

Partner APP
SAP
HANA
CloudPlatform

Select Governor Limits* Minimum Fee**


(/HCP-instance/app/month)
Single-tenant

App uses advanced


SAP HANA database
services

- Side-by-side Analytics
- Predictive (XS), GeoSpatial
- Data focus

- 64 GB SAP HANA
DBaaS
- 6 Compute Units

App uses standard


database services

- Standalone apps
- SAP Cloud and OnPrem
extensions
- Transactional focus

App does not use


structured storage

UI modernization, Fiori UX
Lightweight extensions
Mobile consumption
User-interaction focus

multi-tenant

990

1485

- 32 GB SAP HANA
DBaaS
- 3 Compute Units

490

735

- 2 Compute Units
- 300k Portal Visits p.a.

290

435

* For more details, please visit partneredge.sap.com


** Minimum fee credited against 25% revenue share
2016 SAP SE or an SAP affiliate company. All rights reserved.

38

SAP PartnerEdge for Application Development


An end-2-end engagement framework which delivers value !
SAP Partner Status

Global

SAP Partner Logo Branding Support and Assets

SAP Partner Edge Build Partner

SAP Partner Service Advisor

Enablement & Build

Go-To-Market
SAP Digital

Developer Resources:

25 Developer Users per Innovation Pack

Cloud Resources
SAP Enterprise Support (or equivalent)

Marketing Support

Enablement:

Access to best-in class and proven enablement assets

Power Week Workshop & Technical Coaching by invitation


Optional certification (SAP Certified Solution)

Intellectual Property:

Partner owns IP for built solutions

Promotion at SAP & Industry Events


Customer Webinars
Customer Success Stories

Go-To-Market Options

2016 SAP SE or an SAP affiliate company. All rights reserved.

Publishing of Partner Solution on SAP HANA Apps


Center for customer discovery
Lead Generation and Promotion

Revenue-share based embedding of SAP HANA Cloud


Platform for creating self-sustained cloud services
Demand generation support
Participation in ISV-2-VAR Initiative: AppTrade Shows

* upon invitation; for apps built on SAP HANA or SAP HANA Cloud Platform

39

Broad Partner Adoption Proves the SAP HCP Value Proposition

2016 SAP SE or an SAP affiliate company. All rights reserved.

* only sample shown

40

Making Employee Recognition Easy for Semos


Empower organizations to implement recognition and
reward programs easily
Enable executives and HR managers to gain insights
and analyze performance trends
Integrate with existing HR business processes

Boosted
employee engagement,
and feedback

Reduced
employee turnover

Improved
SAP HANA XS
native development
paradigm

Leveraged Portal,
Identity, Integration
and Collaboration
Services

2016 SAP SE or an SAP affiliate company. All rights reserved.

Straightforward
integration with SAP
HCM and other
applications

job satisfaction
Extension to
SuccessFactor

41

Sodales Delivers Open, Agile, Flexible Apps 29 listed so far

Build 21st century


apps using open
standards and the
skills you already
have

Build new employee and customer-facing apps based on open


standards with SAP HANA Cloud Platforms Java, and JavaScript
capabilities
Build apps with SAP HANA Cloud Platform knowing that SAP is
integrating Cloud Foundry and OpenStack technologies into HCP along
with new developer tools
Build enterprise-ready web applications for all devices running on the
browser of your choice with HCPs OpenUI5

When we moved to HCP, it was a fresh breath of air. On HCP we didn't have to do
ANY configuration for each type of search. We also didn't have to manually
configure library files and functions. Saves a lot of time.
Sana Salam, CEO, Sodales Solutions
2016 SAP SE or an SAP affiliate company. All rights reserved.

42

Summary: Three reasons to join or expand


SAP PartnerEdge for Application Development - part of SAP PartnerEdge - Build

Expand your business and customer reach

Differentiate yourself through accelerated innovation

in alignment with SAPs open platform strategy

based on SAPs comprehensive Platform as a Service

Benefit from SAPs comprehensive development


and demand generation services
provided under one simple partner program globally

Visit the partner center


and sign up now!
2016
SAP
SESE
or or
anan
SAP
affiliate
company.
AllAll
rights
reserved.
2016
SAP
SAP
affiliate
company.
rights
reserved.

www.sapadpc.com
43

Act now!
Turn the cloud trend based
on SAPs PaaS into new
sales opportunities

44

Visit the partner center


for more details now!

www.sapadpc.com
44

Register for API


Management Workshop!

2016 SAP SE or an SAP affiliate company. All rights reserved.

http://bit.ly/api-workshop-q2
44

Q&A
To submit a question click on the Ask a question button

Thank you
David Sacks
david.sacks@sap.com
To contact us, please visit
https://www.sapappsdevelopmentpartnercenter.com/en/signup/

2016 SAP SE or an SAP affiliate company. All rights reserved.