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On-Premise (HEC)
Finance
Private Cloud
…
& Risk Applications
(Single Tenant) HANA
Public Cloud IoT
Cloud
(Multi Tenant) Platform Integration
Full scope, all industry solutions Full scope, all industry solutions Standardized processes
Applications Applications
(S/4HANA Enterprise (BYOL/subscription) ONE ONE Standardized No
Mgmnt., engines,
(users)) SAP HANA
Price Contract Packages Modifications
(BYOL/Subscription)
SAP HANA Application license subscription
(Runtime or
Infrastructure SAP HANA platform subscription
Enterprise Edition)
Infrastructure and Services
Application
Management Service Application Management Service
Cloud Enterprise Support
On Premise
Former S/4HANA
S/4HANA
SAP ERP Finance
Finance
SAP ERP
Hybrid instant data
replication
S/4HANA Finance
central Instance S4HANA
ERP systems Finance
Cloud
S/4HANA
Former S/4HANA
©2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PARTNER Finance 7
SAP ERP Finance
The Public Cloud Ecosystem from SAP
SAP S/4HANA Finance and Risk Cloud Capabilities Integrate with SAP Cloud Solutions
S/4HANA Professional
Services Cloud
*
Object Extensibility
• Custom fields and tables
• Change/add business logic
• Extend analytics
BB+
SAP S/4HANA or
▪ Also ready to use with central finance foundation to central finance foundation*
add value to the SAP system landscape
*prerequisites dependent on solution
©2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PARTNER 10
SAP S/4HANA Cloud Partner Business Models
SAP Cloud Commercial Models in the General Business Segment
SAP S/4HANA SAP S/4HANA SAP HANA Enterprise SAP S/4HANA SAP ByDesign
Cloud, Multi T Cloud, Single T Cloud (HEC) On Premise
(SW subscription or BYOL)
S/4 Application Other SAP Applications Other SAP Applications ERP Suite in a Box
(by BOM addition) (BYOL/subscription)
S/4 Application
+ +
SAP HANA Optional: Application Infrastructure and
Optional: Application
+ Management Service SAP HANA Services
Management Service
Infrastructure and +
Services S/4 Application S/4 Application Proactive Application
+ + SAP HANA (BYOL/subscription) Management Service
Proactive Application + HEC Standard +
Management Service SAP HANA Cloud Enterprise
Infrastructure
+ (BYOL/Subscription) Support
+ Proactive AMS
Cloud Enterprise + Cloud Enterprise HEC Infrastructure &
Support Support Service
PartnerEdge CCP ✓ ✓ ✓ ✓
PartnerEdge Resell ✓ ✓ ✓ ✓
Focus Customer
UGB UGB UGB UGB, LGB LGB
Segment
Partner add-ons ✓ ✓ ✓ + custom modifications ✓ + custom modifications ✓
SAP
©2018 SAP SE or an SAP affiliate company. All rights and Partner
reserved. Internal
ǀ PARTNER 12
How Partners Make Money in the SAP Cloud
Develop
Business case &
On upsell formal add
project strategy
ons
Cloud ERP
SAP S/4HANA Cloud (SCP)
▪ Fastest time-to-value
▪ Shortest innovation cycle
SAP S/4HANA
(On-premise managed by cloud
providers or customers)
SAP
©2018 SAP SE or an SAP affiliate company. All rights and Partner
reserved. Internal
ǀ PARTNER 14
s/4HANA Cloud Partner Nomination
Partner Profiles
Customer Workforce
INDUSTRY
Experience Engagement
Digital Core
MACHINE
APIs
LEARNING
Business Intelligent
Transactions Insights
IoT Spend
& Supply Chain Management
SAP HANA SAP Cloud Platform
Vice President, Head, Corporate Head, Finance Head, Corporate Risk, Compliance
& Audit Officer
CISO, CIO
Finance Reporting Operations Treasury
Planning, Budgeting, Payments and Bank Enterprise Risk Access Governance and
Financial Accounting Record to Report
and Forecasting Communications Management Identity Management
Profitability and Cost Cash and Liquidity Controls and Compliance
Entity Close Order to Cash Single Sign-on
Management Management Management
Debt and Investment Automated Monitoring and
Management Reporting Corporate Close Procure to Pay Access Monitoring
Management Screening
Financial Risk Policy Lifecycle
Financial Reporting Indirect Tax Management Data Loss Prevention
Management Management
Risk Management for
Direct Tax Management Real Estate Management Audit Management
Commodities
Financial Close Travel and Expense International Trade
Treasury Governance
Governance Management Management
Financial Shared Service
Management
Financial Process
Governance
Kevin McCollom
Palo Alto/Ann Arbor
Russbel Saavedra
Mexico City
„Embedded“ Global & regional SAP External global & Global sales Plays & Customer Events and
Demand Generation Events regional Events regional Adoption workshops
Provide internal
Deal support for large Executive meetings in
Key Deal Support network to accelerate Sales promotions
accounts SAP Offices
deals
Thought
COE Collaboration & Pipeline recovery Solution, GTM & Customer advisory
Leadership, GTM &
alignment programs budget planning councils
Special Projects
Global Finance
Transformation
2018 Finance GTM Pillars:
GDPR and IFRS
- Large-BOM S/4H Finance Transformations
- Key compliance requirements esp. GDPR, IFRS
- Build sustainable cloud business
- Increase scale via partners
Accelerate the Cloud
Source: Finance 2018 GTM Operating Model
Strategic Partnering
Initiatives
Purpose
To deepen partnership and engagement with key partners, moving beyond S/4 and into
the extended areas of the LoB Finance portfolio that complement S/4.
Drive more business and continuity of business with our customers as a result.
Treasury
Indirect Tax Central Finance
Management
Gracias!
Lane Leskela
Director, SAP Finance and Risk
Global Center of Excellence
Lane.Leskela@sap.com