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IR SYMPOSIUM SAPPHIRE 02 Lisbon Sept. 5 2002

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R/3 Enterprise enables customer to move seamlessly into the e-business world with my SAP.com. SAP R/3 is the trusted foundation for our customers enterprise ... – PowerPoint PPT presentation

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Title: IR SYMPOSIUM SAPPHIRE 02 Lisbon Sept. 5 2002


1
IR SYMPOSIUM SAPPHIRE 02 Lisbon Sept. 5 2002
2
Executing in Uncertain Times
  • Hasso Plattner Co-Chairman CEO, SAP AG

3
The Leadership Challenge
  • CEO Leading the High Performance, Adaptive
    Enterprise

Strategy
Measure Evaluate Impact
Align Priorities
Management Departments Users
Sales
Product Development
Marketing
Manu- facturing
Services
Finance, HR, Operations
IT
Execute
  • CIO Managing a high performance information
    platform to support fast evolving strategies AND
    ever more efficient operations for all departments

4
The CIO Challenge
From CEO through to hourly employees
From smallest subsidiary to the centralized
headquarter
From solving complex issues to managing the
unexpected
Adaptability x Usability x Scalability TCO
Performance
Implementation, Setup Integration,
Operation Maintenance, Evolutions
5
Adaptability The SAP Advantage Empowering the
User
Example Operations of a Service Department
Roles (VP, Manager, Engineer)
Blueprints
Portal
New Service Launch
Solution Map
CRM SCM
Office
Internet Services
Business Intelligence
Organization
Processes
Exchange Infrastructure
HR
Fin
CRM
SCM / SRM
PLM
CAD, CAM
Legacy
3rd Party
Spare Parts Procurement Scheduling
Call Center Service Contracts
Product Information
Design Specs
Taxation
Identification of Personnel
6
SAP Delivers the High Performance IT Platform
7
Achieving Business Excellence is About Doing this
Repeatedly … and Profitably
  • Support "agile" strategies
  • Tightly link strategy and operations monitor
    and execute
  • Improve performance while reducing TCO
  • Full mastery of an adaptive IT environment will
    make the difference between winning and losing
    the game.

8
Scalability SAP Supports the Global Enterprise
Headquarter
mySAP.com
Distributor
  • Worlds leading business solution
  • Full integration across value chain

SAP All-in-One
Factory
Exchange Infrastructure
  • Full functionality
  • Pre-configured
  • Single Database

SAP R/3 Enterprise
Sales Subsidiary
  • All core functionalities
  • Integration up down

SAP Business One
  • Necessary functionality up to 100 users

9
SAP Smart Business Solutions
  • SAP Business One
  • Small enterprises and subsidiaries
  • Off-the-shelf product
  • Easy to customize
  • Wide range of innovative functionality
  • Immediate impact
  • Easy to use / running in a few days
  • Low cost of entry and ownership
  • Low maintenance
  • Over 800 customers
  • mySAP All-in-One
  • Midsize companies and subsidiaries
  • Complete functionality
  • Easy to get started
  • Pre-configured, single database
  • Adaptable
  • Industry templates configurable
  • Partner network with
  • Proven solutions and expertise
  • Proven ROI and over 2000 customers

10
SAP R/3 Enterprise Strategy Exceeding Customer
Requirements
  • Continuity
  • Deploy all new, available functions
  • Integrate new, available technology
  • Truly Global
  • Languages, measures formats
  • Legal requirements processes
  • Flexibility and Optimization
  • Flexible upgrade strategy
  • Phased deployment of new functionality
  • Stability and performance optimization
  • Transition into e-Business
  • Seamless integration of enterprise and
    collaboration capabilities

11
SAP Supports the High Performance Adaptive
Enterprise
  • World Class Technology
  • Lowest Cost of Ownership
  • Open standards
  • Scalable
  • Secure
  • Reliable
  • World Class Applications
  • Create value for your organization
  • Empower every employee
  • For every size of business
  • Appropriate functionality
  • Collaboration
  • Industry expertise

12
(No Transcript)
13
Strategic Initiatives at SAP
  • Wolfgang Kemna Executive Vice President Member
    of the Extended ManagementBoard, SAP AG

14
Overview Strategic Initiatives (1)
  • Beginning of 2001 creation of Strategic
    Initiatives to increase efficiency in our go to
    market strategy
  • Focus on solutions from development side and
    ensure customer satisfaction
  • Mid 2002 Foundation of an umbrella organisation
    as a corporate function under executive
    leadership to strive for industry leadership
  • Strategic Initiatives concept is designed to grow
    business value by aligning field, development and
    marketing efforts
  • Enhanced ERP offering and extended e-business
    applications enable SAP to meet needs of existing
    customers, reach new customers and industry
    segments
  • Three Initiatives have proven success by a strong
    field execution
  • Global CRM Initiative Global SCM Initiative,
    R/3 Enterprise Initiative
  • SAP strategic initiatives focus on our customers
  • Profitability, productivity, ROI
  • Time to market
  • Overall higher customer satisfaction

15
Overview of Strategic Initiatives (2)
  • Global CRM Initiative
  • Analysts predict that the CRM sector will be the
    the biggest market for Enterprise Applications by
    2002
  • Gartner SAP is the fastest growing CRM vendor
    worldwide
  • SAP comes in second in the CRM market in 2002
  • SAP wins the CRM space because of the
    multifacetted market focus
  • Global SCM Initiative
  • Achievements Gartner ranked mySAP SCM no. 1 in
    their leading quadrant
  • Vision of Adaptive Supply Chain Networks has made
    SAP the market leader in SCM
  • Targeted Supply Chain Solutions throughout the
    vertical industry sectors is the area which shows
    appreciable growth
  • Global R/3 Enterprise Initiative
  • SAP is the market leader in the ERP space
  • SAP continues to be first choice for enterprises
    looking for a reliable ERP solution
  • R/3 Enterprise enables customer to move
    seamlessly into the e-business world with my
    SAP.com
  • SAP R/3 is the trusted foundation for our
    customers enterprise

16
mySAP CRM - Reaching for Market Leadership
  • Over 1700 mySAP CRM customers worldwide
  • In Q2 2002, mySAP CRM related software revenues
    reached 175 m YTD (19 of total license
    revenues)
  • 1 within SAPs installed base
  • 2 in the world- wide CRM market

17
mySAP CRM - Case Study Tyrolit Group
… a sales and marketing version of supply
chain management, making a seamless value chain
beginning from end users, through (our) customer,
all the way back to working capital…
TYROLIT GROUP
  • Implementation of mySAP CRM resulted in 83
    Return on Investment through
  • 25 improvement to bottom-line
  • Reduced labor costs by 80
  • Reduced rework order entry error
  • Increased cash flow through better management of
    open orders against receivables
  • Improved delivery cycle time against customer
    delivery needs

18
mySAP SCM - Thought Leader in Supply Chain
Management
  • Marketleader since 2001
  • Leader in Gartners Magic Quadrant
  • Over 6000 mySAP SCM customers worldwide
  • Growth of our of live installations from Q1 2001
    to Q1 2002 by 321
  • mySAP SCM contributed (21) to total license
    revenues in Q2 2002

19
mySAP SCM is Delivering Value to Our Customers
  • Reduced inventory days on hand in the range of 9
    to 20
  • Inventory reduction by 20 for finished products
    subcomponents
  • Capacity utilization--20 improvement
  • 13 increase in cash flow through improved
    planning cycle times
  • Increased forecast accuracy from 40 to 80
  • Improved on-time shipments to customers by 41 as
    inventory was reduced by 26

20
mySAP SCM Leader in the Gartner Magic Quadrant
2Q 2002
… we do see some positive movement in ability to
execute, lifting two vendors from positions in
the Visionaries Quadrant, SAP and Manugistics…
Gartner Group, 2002
21
R/3 Enterprise - SAPs R/3 Strategy Based on ur
Customers Requirements
  • Continuity Deploy all new functions as they
    become available and integrate new technology
    when available

Continue enhancing SAP R/3! When is 4.7 available?
  • Flexibility and Optimization More flexible
    upgrade strategy, allowing deployment of new
    functionality in phases on the one hand,
    stability and optimization (e.g. performance) on
    the other hand.

I need to optimize and expand my SAP R/3 into new
areas and want to do this in a more flexible way
I want to move from SAP R/3 landscape into a
complete e-business solution!
  • Transition into e-Business Bringing enterprise
    and collaboration together to form a seamless
    e-business environment

22
SAP R/3 Enterprise Architecture
SAP R/3 Enterprise is built along the principle
of optimizing the stable and mature core
processes and infrastructure and making new
enhancements optional and deployable as needed.
Tuned core, optimized for performance bases on
4.6C (SAP R/3 Enterprise Core)
Optional new Functional Enhancements (SAP R/3
Enterprise Extensions)
Newest version of mySAP.com Technology
technologies and infrastructure enhancements (SAP
Web Application Server)
23
Proof of Success with R/3 Enterprise
  • UNICEF, the United Nations Childrens Fund, has
    been using SAP R/3 since 1999 and plans to go
    live with the new enterprise solution over the
    coming months.
  • We are having a very smooth upgrade to SAP R/3
    Enterprise, SAPs carefully managed ramp-up
    process has allowed us to resolve upgrade issues
    quickly, thereby lowering our total cost of
    ownership. SAP and UNICEFs shared interest in
    making this project a success has further
    strengthened our partnership
  • André Spatz CIO of Unicef
  • Press Release SAPPHIRE Lisbon 2002

24
(No Transcript)
25
SAP Smart Business Solutions
  • Hans-Jürgen Uhink SVP Global Field SMB

26
Agenda - SAP Smart Business Solutions
SAP Smart Business Solutions
Actual Status
Next Steps
27
The SMB Market in Europe Presents a Considerable
Opportunity
Number of employees
2000
117 000
250
50
10
Type of industries
A
B
C
D
Mainly other services, small retailers and
project oriented industries
Industrial business services, medium HORECA,
utilities, construction
Car dealers, wholesale trade and medium sized
retailers
Heavy industry, automotive, mail order, banks
insurance
28
SAP Now Offers to 80 of the Overall Market
SAP Announced at Cebit 2002 Smart Business
Solutions Program for Small and Medium Sized
Businesses (SMBs)
  • Three different offerings from SAP for the
    different segments
  • mySAP All-in-One vertical solutions for the
    sophisticated SMBs, configured by partners,
    based on specific mySAP.com versions
  • New solution for Advanced SMBs SAP Business
    One - The simple but powerful solution mainly
    for trade and service
  • SAP is offering solutions to companies with more
    than 10 employees
  • New global SMB organization announced in August
    2002

29
SAP Approaches SMBs Through a Tiered Structure …
30
Agenda - SAP Smart Business Solutions
SAP Smart Business Solutions
Actual Status
Next Steps
31
Actual mySAP All-in-One Status
  • More than 2000 mySAP All-in-One customers sold by
    our channel partners
  • More and more mySAP All-in-One solutions
    qualified (actually about 200 solutions)
  • More than 200 channel partners
  • SAPs mySAP All-in-One development offers a solid
    support for partner solutions and solution
    attractiveness
  • Channel partners getting better sales and
    implementation performance in using their
    vertical knowledge
  • Solution Roll-out within partner network

32
Their Success Could be Your Success
The Claverham Experience of Ascent SAP
33
Actual SAP Business One Status
  • First new country versions are being rolled out
    as announced at Cebit
  • First new partner contracts signed
  • Channel cooperation agreement signed with HP
  • First new live customers in Germany with the
    new country versions
  • Legal requirements
  • Local best practices
  • Successful sales of the existing country versions
    (800 cstmrs.)

34
Our customers wants ease-of-use
Ergonomics is the number one feature …
First criterion when choosing a product
Price
Ease of use, ergonomics
Evolutivity
Maintenance, upgrades
Business specialization
Adaptability to needs of SMBs
Technical support
  • Source BCG research, Germany, France, 2002

35
SAP Business One - Countries, Languages,
Availability
  • Languages available today
  • German (DE, AT, CH)
  • English (US, SGP)
  • French (CH)
  • Norwegian
  • Hungarian
  • Danish
  • Dutch
  • Finish
  • Italian
  • Serbian
  • Polish
  • Spanish (Panama)
  • Hebrew
  • Cyprus (English UK)
  • Country Version 1st availability
  • Israel
  • Germany 09/2002
  • Austria 10/
  • Switzerland 10/
  • Norway 10/
  • Finland 10/
  • Denmark 10/
  • Netherlands 10/
  • US 12/
  • Poland available
  • Cyprus
  • Serbia
  • Singapore
  • Panama

36
SAPs Approach Serves the Entire Market
  • Up to 40 of all SMBs are subsidiaries of large
    customers
  • SAP Exchange Technology serves as Integration
    Hub
  • Facilitate commerce communities between
    corporations of all sizes
  • SAP Exchange Technology enables Supply Chain
    completion

37
Agenda - SAP Smart Business Solutions
SAP Smart Business Solutions
Actual Status
Next Steps
38
(No Transcript)
39
SAPs IT Value Chain Offering
  • Henning Kagermann Co-Chairman CEO, SAP AG

40
Evolution of SAP
  • SAPs
  • Business
  • Infrastructure
  • Solutions
  • Multi-Suite in heterogeneous environments
  • Multi-Platform in heterogenous environments
  • Multi-Industry-
  • with specific
  • customer defined solution
  • mySAP.com
  • One-Step-
  • Business
  • Multi-Solution
  • Multi-Platform
  • Multi-Industry
  • NDA
  • Multi-Product
  • Multi-Platform
  • Multi-Industry
  • R/3
  • Client/Server
  • One Product
  • Multi-Platform
  • Multi-Industry
  • R/2
  • Mainframe
  • One Product
  • Multi-Platform

41
Trusted Advisor Across Entire Lifecycle
Discover Evaluate -
Implement - Operate
CEL
CEL
Business Software
Infrastructure Software
42
Trusted Advisor Across Entire Lifecycle
Discover Evaluate -
Implement - Operate
CEL
CEL
Business Software
System Support
Out- sourcing
Infrastructure Software
Infrastructure Support
Technical Support
43
Trusted Advisor Across Entire Lifecycle
Strategic Consulting
Discover Evaluate -
Implement - Operate
CEL
CEL
Business Software
Business Consulting
System Support
Out- sourcing
Infrastructure Consulting
Infrastructure Software
Infrastructure Support
Technical Support
44
Trusted Advisor Across Entire Lifecycle
Strategic Consulting
Discover Evaluate -
Implement - Operate
CEL
CEL
Business Software
Business Consulting
System Support
Out- sourcing
Infrastructure Consulting
Infrastructure Software
Infrastructure Support
Technical Support
Hardware OS, DB, ...
45
SAP as a Trustworthy Business Partner
Strategic Consulting
Discover Evaluate - Implement
- Operate
CEL
CEL
Business Software
Business Consulting
System Support
Out- sourcing
System Integration
Application Layer
Infrastructure Consulting
Infrastr. Software
Infrastructure Support
Middleware Layer
Technical Support
Hardware OS, DB, ...
IT Layer
46
Extended Range of Service
  • Solutions
  • SAP Solution Management
  • SAP Hosting
  • Global Customer Development Services
  • Benefits
  • Single cockpit for operation
  • Alleviate adaptation pain
  • SAP operations development expertise

With SAP Solution Manager we can fully manage a
state-of-the-art e-Business solution.
Service Marketplace
Solution Manager
System Landscape
47
Support Service
Maintenance Offerings
  • MaxAttention Onsite
  • MaxAttention ServiceLevel
  • 2 Full Time Equivalents onsite
  • MaxAttention ServiceLevel
  • Standard Support
  • Safegurading for up to 2 mission critical
    projects
  • Named SAP Active Global Support contact
  • Back office support for self services
  • Service Level Agreement

Standard Support
  • Up to 2 SAP EarlyWatch Checks
  • SAP Early Watch Alert
  • SAP GoingLive Check or
  • SAP GoingLive Functional Upgrade Check or
  • SAP OS/DB Migration Check
  • Worldwide Support 24 x 7
  • Support and Maintenance for SAP Software
  • Integrated Support for mysap.com solutions and
    partner products
  • SAP Solution Manager
  • Access to the SAP Service Marketplace

48
Ensure Reliable Operations
  • Solution SAP Hosting
  • Implementation hosting
  • Ramp-up hosting
  • Upgrade Hosting
  • Application hosting
  • Remote technical operations
  • Benefits
  • A la carte services
  • SAP expertise
  • Build on partner expertise
  • Typical Deal
  • Customer Profile
  • Public and Private Companies in all Industries
  • Annual Sales 0.53.0 M
  • Deal Characteristics
  • Term 36 months
  • License Revenue 0.55.0 M
  • SAP Hosting Rev. 0.53.0 M

49
Right Solutions for the Right Needs
  • Solution Global Custom Development Services
  • Functional Enhancements Expansions
  • Development of Intensive Integration
  • Project Management Services
  • Development Maintenance Outsourcing
  • Development Coaching Audit Services
  • Benefits
  • Accelerated delivery for unique requirements
  • Ensure quality of custom solutions
  • Access to SAP Resources and Best Practices
  • Mediate risk of in-house development

Working with Custom Development Services enabled
Kimberly Clark to further leverage our investment
in SAP as an infrastructure platform.
50
GPSO Complements SAPs Strategy to become a
Global Solution Provider
SAP Strategy
  • Consulting is a key enabler for SAP
  • GPSO is ...
  • a strong and focused service arm
  • ensuring consistent and professional services
  • fuelling global SAP consulting initiatives
  • leveraging industry capabilities for clients

Global Professional Services
51
(No Transcript)
52
Global Field Operations
  • Léo Apotheker President, Global Field Operations
  • Member of the Executive Board, SAP AG

53
SAPs IT Value Chain Offering
G F O
Business Software
System Support
Out- sourcing
Business Consulting
Infrastructure Consulting
Infrastructure Software
Infrastructure Support
Technical Support
54
Addressing Changing Market Needs The Selling
Environment I
  • Customer purchasing behavior is changing
  • Deals shifting from a few large deals to multiple
    smaller deals
  • Companies staggering buying pattern buying in
    increments as they go
  • Smaller deals does not mean less strategic deals.
  • Smaller deals may lead to less price pressure
  • Customer C-Level involvement in deals requires
    SAP Executive involvement
  • Customers leveraging existing software
  • Looking for new purchases to enhance existing
    systems with easily integrated applications
  • Sales people need to position a business solution
    not a product
  • Evaluating ROI before making additional purchases
  • Low cost of ownership
  • Faster ROI
  • Need to address local needs in a customer-centric
    organization

55
The Selling Environment II
  • Need to deliver consistent, high quality
    solutions and services to all types of customers
  • WE DO WHAT WE SAY WE SAY WHAT WE DO
  • Delivering the appropriate solutions for
    delighted customers (GLOCAL)
  • Global customers have global priorities and want
    worldwide high quality execution
  • Local customers need local attention (importance
    of local accounts and local key accounts for
    SAP)
  • Looking for the long-term partner
  • Not just a simple purchase looking for
    after-sales service, enhancements, and support
  • Deliver solutions with commitment
  • Customer prefer well-established vendors, that
    will be around for sometime.
  • Strategic mega deals still exist where a
    customer goes with SAP for everything.

56
Addressing Changing Market Needs Global Field
Operations
  • SAPs worldwide sales force realigned around the
    needs of its customers, prospects and partners,
    yielding
  • Consistent processes
  • Seamless operations across geographies
  • Customer-centric sales approach
  • Improved North American and Latin American sales
    efficiency

57
A Customer Perspective Waldemar Nickel, Postbank
  • Waldemar Nickel is the Program Director, IT at
    Deutsche Postbank
  • In this role, Waldemar is responsible to provide
    leadership and direction to deliver a corporate
    wide SAP solutions roll out to enahce the core
    banking offering.
  • Deutsche Postbank 7.4 B Organization with
    10,400 employees
  • In his presentation, Nickel will focus on the
    Core Banking at Postbank - Decision in Favor
    of SAP

58
(No Transcript)
59
SAPs Global Professional Services Organization
(GPSO)
  • Dick Stewart
  • Senior Vice President, Global Professional
    Services Organization, SAP AG

60
Why GPSO?
  • Customers desire one throat to choke
  • Increased reliance on SAP services
  • Rationalized services strategy and related
    governance model

Hosting
GPSO
Support
EdServe
GPDS
61
SAP GPSO - Open for Business as of January 1st,
2002
Our Mission … … is to provide best in class
services for innovative business IT-solutions
helping our customers around the globe to achieve
competitive advantage together with our partners
and other SAP units.
62
GPSO compliments SAPs strategy to become a
Global Solution Provider
  • SAP remains primarily a software company
  • Consulting is a key enabler for SAP
  • Sector Support
  • Global PSO
  • SAP SI
  • GPSO is ...
  • … a strong and focused service arm
  • … ensuring consistent and professional
    services
  • … driving global SAP initiatives
  • … leveraging industry capabilities for clients
  • …delivered on a regional and global basis
  • Close cooperation with Partners remains a vital
    success factor

63
GPSO leverages global capabilities for our
customers, partners and SAP
  • Global
  • Leverage global capabilities for customers
  • Professional
  • Development of critical expertise
  • Deployment of tools methodologies
  • Establish and share best-practices
  • Professional consulting career development
  • Services
  • Development and deployment of service offerings
  • Specialized offerings around
  • global industries
  • strategic solutions
  • strategic customers

64
Our customers and partners can expect geographic
reach, quality, speed and business impact
GPSO promises to external stakeholders
  • Ensure solution design and implementation
    world-wide
  • Increase implementation quality and speed
  • Maximize IT impact and competitive
    differentiation
  • Engage professionally and continuously

Customers
Partners
  • Faster build-up and transfer of knowledge
  • Align with partners
  • Increase partner sales

65
SAPs IT Value Chain Offering
Strategic Consulting
System Support
Out- sourcing
Business Software
Business Consulting
Infrastructure Consulting
Infrastructure Software
Infrastructure Support
Hardware OS, DB, ...
Technical Support
66
SAPs IT Value Chain Offering
Strategic Consulting
System Support
Out- sourcing
System Integration
Business Consulting
Business Software
Infrastructure Consulting
Infrastructure Support
Infrastructure Software
System Integration
System Integration
Hardware OS, DB, ...
Technical Support
67
Q A
68
IR SYMPOSIUM SAPPHIRE 02 Lisbon Sept. 5 2002
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