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Guidelines for Using SAP Net Margin Analysis for
Interactive, Graphical Analysis of Profit and Margins
Henner Schliebs
SAP
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 1
Disclaimer
This presentation outlines our general product direction and should not be relied on in making a
purchase decision. This presentation is not subject to your license agreement or any other agreement
with SAP. SAP has no obligation to pursue any course of business outlined in this presentation or to
develop or release any functionality mentioned in this presentation. This presentation and SAP's
strategy and possible future developments are subject to change and may be changed by SAP at any
time for any reason without notice. This document is provided without a warranty of any kind, either
express or implied, including but not limited to, the implied warranties of merchantability, fitness for a
particular purpose, or non-infringement. SAP assumes no responsibility for errors or omissions in this
document, except if such damages were caused by SAP intentionally or grossly negligent.
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 2
Agenda
Introduction and Background
What is SAP Net Margin Analysis?
SAP Net Margin Analysis – Solution Details
Rapid Deployment Solutions
Wrap-Up
Introduction and Background
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 4
Increased Globalization
§  Expansion into new markets
§  Global process standardization
§  Localization requirements
Economic Volatility
§  Volatility in markets
§  Decreased stock valuation
§  Slow economic growth
Pressure on Margins
§  Profitability by segments
§  Decreased budgets and spending
§  Cost to serve, Shared services
Focus on Risk
§  Financial risk and fraud
§  Enterprise & Operational risk
§  Social sentiment affects brand value
New Business Models
§  Product/service mix
§  Internet-based business models
§  Third-party partnerships
Regulatory Changes
§  Increasing disclosure requirements
§  Country-specific regulations
§  Industry-specific disclosures
CFOs Need Help to Navigate a Changing Environment
Internal and External Pressures on Finance Organizations
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 5
Solution Explorer and Solution Explorer for Finance (https://rapid.sap.com/se/executive)
Financial Planning and
Analysis
Develop and
Translate Strategy
Profitability
and Cost
Management
Planning,
Budgeting, and
Forecasting
Monitoring
and Reporting
Accounting
Accounting and
Financial Close
Corporate
Close
Entity Close
Reporting and
Disclosure
Financial Close
Governance
Treasury and Financial
Risk Management
Payments
and Bank
Communications
Debt and
Investment
Management
Cash and Liquidity
Management
Financial Risk
Management
Commodity Risk
Management
Collaborative Finance
Operations
Receivables
Management
Travel
Management
Collaborative
Invoice to Pay
Financial Shared
Services
Enterprise Risk and
Compliance
Management
Risk Management Fraud Management
Controls and
Compliance
Audit Management
Achieve Financial Excellence
SAP Solutions Address Key Requirements
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 6
SAP Offers a Broad Range of Relevant Finance Solutions
Accounting and
Financial Close
Treasury and
Financial Risk
Management
Financial
Planning and
Analysis
EPM Unwired
Integrated
Business Planning
Collaborative
Finance Operations
Consolidation
& Disclosure
Collections
Disputes
Controlling
Payments &
Cash Mgmt
Planning
Forecasting
Budgeting
Profitability
Management
Strategy
Management
Electronic
Invoicing
Bank Comm. &
In-House
Banking
Process
Control
Accounting
Financial
Closing
Cockpit
A/P, A/R
Finance Innovations Advanced Finance Core Finance
Reporting
Financial Results Insight
Fraud Management
Commodity Risk and
Hedge Management
Cash Mgmt
on HANA
Financial Services
Network
Shared Services
Framework
Invoice Automation
TwoGo
Cloud for Travel &
Expense
Treasury &
Risk Mgmt
Audit Mgmt
Enterprise Risk and
Compliance
Management
Smart Accounting
Net Margin
Analysis
Access
Control
Global
Trade
Services
Risk
Mgmt
Visualizations
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 7
The following key Finance companies have already realized value through business transformation enabled by SAP
Customer Goal Highlights
Delivering	
  a	
  high-­‐performing	
  and	
  agile	
  
financial	
  model	
  with	
  SAP	
  solu;ons	
  
•  200x	
  improvement	
  in	
  performance	
  of	
  audit	
  trail	
  analysis	
  with	
  real-­‐;me	
  repor;ng	
  
•  Faster	
  planning	
  and	
  consolida;on	
  processes	
  using	
  the	
  power	
  of	
  in-­‐memory	
  technology	
  
•  Fewer	
  data	
  points,	
  allowing	
  for	
  more	
  agile	
  planning	
  and	
  instant	
  insights	
  into	
  relevant	
  informa;on	
  
Improve	
  financial	
  transparency	
  with	
  SAP	
  
Business	
  Planning	
  and	
  Consolida;on	
  
•  66%	
  faster	
  prepara;on	
  of	
  consolida;on	
  reports	
  (6	
  to	
  2	
  weeks)	
  
•  50%	
  fewer	
  data	
  errors	
  
•  50%	
  reduc;on	
  in	
  headcount	
  required	
  for	
  consolida;on	
  ac;vi;es	
  
Managing	
  risk	
  with	
  SAP	
  solu;ons	
  for	
  
governance,	
  risk,	
  and	
  compliance	
  
•  15%	
  reduc;on	
  in	
  risk	
  and	
  loss	
  events	
  
•  15%	
  increase	
  in	
  efficiency	
  of	
  central	
  risk	
  and	
  control	
  management	
  processes	
  
•  50%	
  reduc;on	
  in	
  the	
  average	
  ;me	
  required	
  for	
  loss	
  documenta;on	
  
Payment	
  efficiency	
  with	
  SAP	
  Treasury	
  
•  400%	
  ROI	
  on	
  a	
  5-­‐year	
  project	
  
•  Efficient	
  processing	
  of	
  payments	
  
•  Full	
  FTE	
  savings	
  by	
  automa;ng	
  rejected	
  payment	
  processing	
  
•  92.9%	
  faster	
  transfer	
  of	
  material	
  ledger	
  data	
  (7	
  hours	
  to	
  30	
  minutes)	
  
•  3	
  days	
  reduc;on	
  to	
  month-­‐end	
  forecas;ng	
  cycle	
  
•  4	
  and	
  8	
  week	
  implementa;ons	
  of	
  profitability,	
  finance,	
  and	
  controlling	
  solu;ons	
  (respec;vely)	
  
Improving	
  financial	
  business	
  
processes	
  with	
  SAP	
  HANA	
  
•  Instant	
  access	
  to	
  real-­‐;me	
  ERP	
  back-­‐end	
  data	
  for	
  cost	
  centers	
  and	
  internal	
  orders	
  
•  10	
  minutes:	
  Time	
  taken	
  to	
  train	
  an	
  end	
  user	
  to	
  navigate	
  the	
  product	
  func;onality	
  
•  3-­‐day	
  implementa;on	
  of	
  the	
  enterprise	
  resource	
  planning	
  (ERP)	
  back-­‐end	
  add-­‐on	
  and	
  ac;va;on	
  of	
  SAP	
  RealSpend	
  	
  
Makes	
  be^er-­‐informed	
  decisions	
  on	
  the	
  
go	
  with	
  the	
  SAP	
  RealSpend	
  mobile	
  app	
  	
  
•  85%	
  reduc;on	
  in	
  ;me	
  to	
  complete	
  expense	
  reports	
  (US	
  $750,000	
  in	
  annual	
  savings)	
  
•  90%	
  less	
  ;me	
  required	
  for	
  managers	
  to	
  approve	
  expense	
  reports	
  (US	
  $500,000	
  in	
  annual	
  savings)	
  
•  $3.35m	
  overall	
  annual	
  savings	
  with	
  no	
  reduc;on	
  in	
  travel	
  volume	
  
Saving	
  millions	
  on	
  travel	
  expenses	
  with	
  
SAP	
  Cloud	
  for	
  Travel	
  and	
  Expense	
  
SAP Drives Value for Finance Organizations
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 8
Products
Customers
Net
Profitability
Channel
Companies Struggle With ...
Providing the insights to
enable cost reduction
Differentiating customers: The
customers with the highest
revenue are not always the most
profitable
Understanding the best
product/channel mix
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 9
Vendor
Process
OrderProcessing
… But Need to Shift the Paradigm to Understanding True
Profitability
Gross Revenue Net Revenue
DiscountoffInvoice
Sustainability
ChargesOff
Invoice
Distribution
COGS
SellingCost
FreightDirectOI
Net Margin
Marketing
Gross Margin
Returns&Warranty
Surcharge&ChargeInv
Financial
Management
Marketing
Campaigns
DiscountonInv
General
Administration
Profit	
  crea*ng	
  vs.	
  profit	
  destroying	
  
and	
  
Knowledge	
  of	
  “bo:om	
  line”	
  contribu*on	
  by	
  mul*ple	
  dimensions	
  
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 10
Old Way: Profit Makers Against Each Other?
“My team hit their
sales targets”
Increase Sales
Right
Product portfolio
“I launched the
new range with the
higher gross
margin”
“I increased
customer retention
– and hit my target
for new customers”
Increase
Marketing Awareness
Delight Customers
“We achieved
every fulfillment
and customer
satisfaction target
we were set”
+ + + =
“Nobody knew how
our decisions
impacted the
bottom line!’”
INDIFFERENT
PROFITABLITY
?SalesBuyer Marketing Operations
þþþþ ý
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 11
New Way: Drive Net Margin Across Your Enterprise
Text
Finance Product ManagementOperations Sales/Marketing Maximize Profitability
Optimizing manufacturing
cost, product mix/
alternatives requires a
sound understanding of
operational margins
Deep insight into the cost
structure and drivers of
(activity/process) cost for
optimization initiatives
Breakdown of net margin
to allow focus on
optimization and changes
to business practices/
incentives
Focused target market
management for profit
(net margin) and growth
optimization
Shared insight for active,
continuous net margin
improvement+ + + =
What Is SAP Net Margin
Analysis?
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 13
What Does SAP Net Margin Analysis Do?
Turning Profit Destruction into Profit Creation
Expose
§  Identify net margin improvement opportunities by customer and product
§  Uncover cost reduction potentials
Explore
§  Develop tactical/strategic transformation
initiatives to improve profitability
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 14
What Is SAP Net Margin Analysis?
A New Analytical Application for Margin and Cost Analysis
Analytical Application
Ÿ  Predefined – Includes data service, data model,
reports, and dashboards
Ÿ  Purpose-built for margin and cost analysis
Single source of cost data
Ÿ  ERP CO-PA Profitability Analysis
Ÿ  PCM data
Ÿ  BW or any external cost data
Built on SAP HANA
Ÿ  End-to-end HANA business process
Ÿ  High performance for high data volume
Ÿ  Direct impact and business outcome
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 15
Data Sources for Planned and
actual Cost
SAP Net Margin Analysis, powered by HANA
Solution Architecture
Application layer
Presentation layer
SAP BusinessObjects
Simulations
Data layer
SAP HANA
SAP Profitability &
Cost Management
(Optional)
SAP ERP CO-PA
(Actual & Plan)
Export using SLT
Non-SAP data
(Optional)
SAP BusinessObjects
Universe
Export using data services
SAP Net Margin Analysis
Actual + Target (Plan)
SAP BusinessObjects Web Intelligence –
Desktop and Mobile
SAP BusinessObjects
Explorer for ad hoc
analysis
Cost Element
Hierarchy
Performance Index
model
External Configuration Files
Localizations stored hereSingle source of all cost metrics
Model is extendable and
configurable
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 16
Why SAP Net Margin Analysis?
Analytics “Pay Back $10.66 for Every Dollar Spent”
An investment in analytics represents one of the richest
investment opportunities (NUCLEUS Research)
Focus on revenue-related data
Ÿ  The more analytics was used to learn about revenue drivers,
including who the customers are, what they buy, and their price
sensitivities, the more line-of-business managers were able to
increase their top lines
Focus on cost-related data
Ÿ  By gaining more knowledge about margins of the different products
and services within a company’s offering, the better able an
organization was to dedicate efforts towards higher-margin activities
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 17
Extend Your Analytics Capabilities Where You Want to Be!
Sense & Respond Predict & Act
Raw
Data
Cleaned
Data
Standard
Reports
Ad Hoc
analysis &
OLAP
Generic
simulation and
Predictive
Analytics
Predictive
Modeling
Optimization
What happened?
What action can I take?
What will happen?
What is the best that could
happen?
CompetitiveAdvantage
Analytics Maturity
The key is unlocking data to move decision making from sense and respond to predict and act
How and why did it happen?
SAP Net Margin Analysis —
Solution Details
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 19
SAP Net Margin Analysis
Understand Your Net Margin and Drive Profitability
ECC
FI CO PA
HANA
COPA	
  Accelerator	
  
ERP	
  Opera*onal	
  Repor*ng	
  
Net	
  Margin	
  Analysis	
  
Analytical application powered by SAP HANA
Ÿ  Predefined – Includes data service, data model, reports/
dashboards, ad hoc analysis, and simulations
Ÿ  Purpose-built for margin and cost analysis
Single repository of cost allocations from:
Ÿ  ERP CO-PA Profitability Analysis and PCM
Ÿ  BW or any external cost data
Ÿ  Works seamlessly with Finance Accelerator and other
operational reports
Business Value
•  Help stakeholders discover cost structure issues
across customer, product, and channel
•  Reduce indirect costs through optimizing business
practices
•  Simulate tactical or strategic cost-saving initiatives
across the company
•  Boost profits by transforming profit destroyers and
leveraging profit creators
CO	
  Accelerator	
  
ML	
  Accelerator	
  
FI	
  Accelerator	
  
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 20
SAP Net Margin Analysis
Full Cost Analysis of Margin and Profitability
Enterprise view of margins and profit across customer, product,
service, and channel. What are the year-over-year trends in each
of these metrics?
Margin Summary Profit Waterfall analysis
What are the cost components causing margin erosion? Where
can I find the most effective cost-savings potential?
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 21
SAP Net Margin Analysis
Understand Profit Creation and Destruction
•  Who are the most profitable customers? Who are the profit destroyers?
•  What are the top 10 costs for the profit destroyers that erode margins? And how do they compare
to those of creators?
Whale Curve Analysis
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 22
SAP Net Margin Analysis
Simulations to Drive Profit
•  Select a cost that needs to be controlled and see the effect of
each cost influencer, like order size, sales channel, etc.
•  Perform what-if analysis to identify steps that would maximize
the cost savings
Cost savings simulator Transform non-profitable customers
•  Classify your least profitable customers into four segments and
compare to the winner
•  Identify actions to transform each customer into a winner by
controlling costs and driving revenue
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 23
Operational Cost Analysis — Ad Hoc Analysis into All Costs
Across All Dimensions
•  Drill down into the cost details for each customer, cost, or even one day
•  Identify root-cause across all the dimensions – Product, customer, sales organization, distribution
channel, and profit center
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 24
In the System
P&L Reports
Ÿ  Detailed Profit & Loss components for financial reports by customer and customer segment
Ÿ  Profit waterfall displays individual cost components leading to net margin
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 25
SAP Net Margin Analysis
Configuring Cost Model to Your Business
•  Ability to completely configure the cost
components in a three-level hierarchy
that aligns with the configurability of
SAP CO-PA as well as additional
sources of costs
•  All customers across various industries
will be able to get visibility into their
costs based on their unique scenarios
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 26
Demonstrating SAP Net Margin Analysis
Rapid Deployment Solutions
How Soon Can My Business Users Get This?
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 28
Blueprint
up to 95% savings
Ÿ  Business blueprint ready to use
Ÿ  Best practice processes modeled and
described
Realization
up to 50% savings
Ÿ  Best practices processes already configured
and documented
Ÿ  High degree of business configuration
automation
Ÿ  Education material included
Testing
up to 30% savings
Ÿ  Test case template supplied
Ÿ  Operations support template
available
Rapid Deployment Solution Implementation Methodology
Go-Live in 12 Weeks with SAP Net Margin Analysis!
Go-liveTestingRealization
0 10 20 30 40 50 60 70 80 90 100
Traditional
Project
Rapid
Deployment
Solution
Preparation
Business
blueprint
At least – 40% time and
effort compared to similar scope
of traditional projectDiscover Deploy RunStart
Shorter time to start, deploy, and run through best practices
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 29
New Technologies Help CFOs Better Address Their Challenges
MobilityCloudIn-Memory
FINANCE ANALYTICS
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 30
Faster Insight into Financial Performance and Results with
In-Memory Computing
Before in-memory With in-memory
13 seconds
77 minutes
Please refer to the latest SAP HANA Hardware sizing for the latest certified hardware sizes for maximum storage size of SAP HANA 1.0.
Above tests were done in the SAP Lab with customer datasets.
Runs
355x
faster
0.04 seconds
analysis response time
On any device
anywhere, anytime
70
retailers
460
billion records
50
terabytes of data
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 31
Empowering More Efficient Finance with SAP on HANA
The Most Modern Platform for Real-Time Financial Excellence
Real-Time Financial
Close
Real-Time
Finance
Operations
Real-Time
Treasury
Management
Real-Time
Compliance
Real-Time
Performance
Management
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 32
Mobile Finance Is Already a Reality Today
Payment
approvals
Manage departmental spend
Customer credit and
payment information
Dashboard analysis,
including net margin
Travel expenses
Approve system access
Manage KPIs and
strategic initiatives
Wrap-Up
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 34
Where to Find More Information
Analytics applied to Finance: www.sap.com/analytics
Experience it yourself at our new CFO and Finance Leadership Center by visiting:
www.sapcfo.com
And subscribe to our monthly newsletter:
www.sap.com/finance-newsletter
Follow us: https://twitter.com/sapanalytics
Follow me: https://twitter.com/hschliebs
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 35
SAP Net Margin Analysis — sap.com/solutions
www.sap.com/pc/analytics/applications/software/net-margin-analysis/index.html
http://service.sap.com/rds-nma-hana *
* Requires login credentials to the SAP Service Marketplace
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 36
Product Video — sap.com/solutions
www.sap.com/asset/index.epx?id=8ed40d62-b216-42bb-aba6-55e790c433be
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 37
7 Key Points to Take Home
1.  Help your CFO love you – Net Margin Management is one of the best ways to outperform your
financial goals
2.  Help your product/service teams appreciate you – Visibility and guidance support making their
area profitable
3.  Help your sales teams reach out to you – Either have them turn around unprofitable customers or
drop them and focus on new customers
4.  Help your Payroll department feed you – A successful project might end in lots of $$$
5.  Help your IT department forget you – You can manage this solution all by yourself
6.  Help your Financial Planner call you – Your employee stocks most likely will increase value
7.  Help your favorite solution provider (SAP off course) – Send me your feedback and any ideas of
improvement
©  2014 SAP AG or an SAP affiliate company. All rights reserved.
Henner	
  Schliebs
Analytics Audience Marketing
	
  	
  
@hschliebs
henner
henner.schliebs@sap.com
hschliebs
Thank you
©  2014 SAP AG or an SAP affiliate company. All rights reserved. 39
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG or an SAP affiliate company.
SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG (or an SAP affiliate
company) in Germany and other countries. Please see http://global12.sap.com/corporate-en/legal/copyright/index.epx for additional trademark information and notices.
Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors.
National product specifications may vary.
These materials are provided by SAP AG or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP AG or its
affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP AG or SAP affiliate company products and services
are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an
additional warranty.
In particular, SAP AG or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or
release any functionality mentioned therein. This document, or any related presentation, and SAP AG’s or its affiliated companies’ strategy and possible future
developments, products, and/or platform directions and functionality are all subject to change and may be changed by SAP AG or its affiliated companies at any time for
any reason without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or functionality. All forward-
looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to place
undue reliance on these forward-looking statements, which speak only as of their dates, and they should not be relied upon in making purchasing decisions.

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Net Margin Analysis for Interactive, Graphical Analysis of Profit and Margins

  • 1. Guidelines for Using SAP Net Margin Analysis for Interactive, Graphical Analysis of Profit and Margins Henner Schliebs SAP
  • 2. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 1 Disclaimer This presentation outlines our general product direction and should not be relied on in making a purchase decision. This presentation is not subject to your license agreement or any other agreement with SAP. SAP has no obligation to pursue any course of business outlined in this presentation or to develop or release any functionality mentioned in this presentation. This presentation and SAP's strategy and possible future developments are subject to change and may be changed by SAP at any time for any reason without notice. This document is provided without a warranty of any kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness for a particular purpose, or non-infringement. SAP assumes no responsibility for errors or omissions in this document, except if such damages were caused by SAP intentionally or grossly negligent.
  • 3. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 2 Agenda Introduction and Background What is SAP Net Margin Analysis? SAP Net Margin Analysis – Solution Details Rapid Deployment Solutions Wrap-Up
  • 5. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 4 Increased Globalization §  Expansion into new markets §  Global process standardization §  Localization requirements Economic Volatility §  Volatility in markets §  Decreased stock valuation §  Slow economic growth Pressure on Margins §  Profitability by segments §  Decreased budgets and spending §  Cost to serve, Shared services Focus on Risk §  Financial risk and fraud §  Enterprise & Operational risk §  Social sentiment affects brand value New Business Models §  Product/service mix §  Internet-based business models §  Third-party partnerships Regulatory Changes §  Increasing disclosure requirements §  Country-specific regulations §  Industry-specific disclosures CFOs Need Help to Navigate a Changing Environment Internal and External Pressures on Finance Organizations
  • 6. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 5 Solution Explorer and Solution Explorer for Finance (https://rapid.sap.com/se/executive) Financial Planning and Analysis Develop and Translate Strategy Profitability and Cost Management Planning, Budgeting, and Forecasting Monitoring and Reporting Accounting Accounting and Financial Close Corporate Close Entity Close Reporting and Disclosure Financial Close Governance Treasury and Financial Risk Management Payments and Bank Communications Debt and Investment Management Cash and Liquidity Management Financial Risk Management Commodity Risk Management Collaborative Finance Operations Receivables Management Travel Management Collaborative Invoice to Pay Financial Shared Services Enterprise Risk and Compliance Management Risk Management Fraud Management Controls and Compliance Audit Management Achieve Financial Excellence SAP Solutions Address Key Requirements
  • 7. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 6 SAP Offers a Broad Range of Relevant Finance Solutions Accounting and Financial Close Treasury and Financial Risk Management Financial Planning and Analysis EPM Unwired Integrated Business Planning Collaborative Finance Operations Consolidation & Disclosure Collections Disputes Controlling Payments & Cash Mgmt Planning Forecasting Budgeting Profitability Management Strategy Management Electronic Invoicing Bank Comm. & In-House Banking Process Control Accounting Financial Closing Cockpit A/P, A/R Finance Innovations Advanced Finance Core Finance Reporting Financial Results Insight Fraud Management Commodity Risk and Hedge Management Cash Mgmt on HANA Financial Services Network Shared Services Framework Invoice Automation TwoGo Cloud for Travel & Expense Treasury & Risk Mgmt Audit Mgmt Enterprise Risk and Compliance Management Smart Accounting Net Margin Analysis Access Control Global Trade Services Risk Mgmt Visualizations
  • 8. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 7 The following key Finance companies have already realized value through business transformation enabled by SAP Customer Goal Highlights Delivering  a  high-­‐performing  and  agile   financial  model  with  SAP  solu;ons   •  200x  improvement  in  performance  of  audit  trail  analysis  with  real-­‐;me  repor;ng   •  Faster  planning  and  consolida;on  processes  using  the  power  of  in-­‐memory  technology   •  Fewer  data  points,  allowing  for  more  agile  planning  and  instant  insights  into  relevant  informa;on   Improve  financial  transparency  with  SAP   Business  Planning  and  Consolida;on   •  66%  faster  prepara;on  of  consolida;on  reports  (6  to  2  weeks)   •  50%  fewer  data  errors   •  50%  reduc;on  in  headcount  required  for  consolida;on  ac;vi;es   Managing  risk  with  SAP  solu;ons  for   governance,  risk,  and  compliance   •  15%  reduc;on  in  risk  and  loss  events   •  15%  increase  in  efficiency  of  central  risk  and  control  management  processes   •  50%  reduc;on  in  the  average  ;me  required  for  loss  documenta;on   Payment  efficiency  with  SAP  Treasury   •  400%  ROI  on  a  5-­‐year  project   •  Efficient  processing  of  payments   •  Full  FTE  savings  by  automa;ng  rejected  payment  processing   •  92.9%  faster  transfer  of  material  ledger  data  (7  hours  to  30  minutes)   •  3  days  reduc;on  to  month-­‐end  forecas;ng  cycle   •  4  and  8  week  implementa;ons  of  profitability,  finance,  and  controlling  solu;ons  (respec;vely)   Improving  financial  business   processes  with  SAP  HANA   •  Instant  access  to  real-­‐;me  ERP  back-­‐end  data  for  cost  centers  and  internal  orders   •  10  minutes:  Time  taken  to  train  an  end  user  to  navigate  the  product  func;onality   •  3-­‐day  implementa;on  of  the  enterprise  resource  planning  (ERP)  back-­‐end  add-­‐on  and  ac;va;on  of  SAP  RealSpend     Makes  be^er-­‐informed  decisions  on  the   go  with  the  SAP  RealSpend  mobile  app     •  85%  reduc;on  in  ;me  to  complete  expense  reports  (US  $750,000  in  annual  savings)   •  90%  less  ;me  required  for  managers  to  approve  expense  reports  (US  $500,000  in  annual  savings)   •  $3.35m  overall  annual  savings  with  no  reduc;on  in  travel  volume   Saving  millions  on  travel  expenses  with   SAP  Cloud  for  Travel  and  Expense   SAP Drives Value for Finance Organizations
  • 9. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 8 Products Customers Net Profitability Channel Companies Struggle With ... Providing the insights to enable cost reduction Differentiating customers: The customers with the highest revenue are not always the most profitable Understanding the best product/channel mix
  • 10. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 9 Vendor Process OrderProcessing … But Need to Shift the Paradigm to Understanding True Profitability Gross Revenue Net Revenue DiscountoffInvoice Sustainability ChargesOff Invoice Distribution COGS SellingCost FreightDirectOI Net Margin Marketing Gross Margin Returns&Warranty Surcharge&ChargeInv Financial Management Marketing Campaigns DiscountonInv General Administration Profit  crea*ng  vs.  profit  destroying   and   Knowledge  of  “bo:om  line”  contribu*on  by  mul*ple  dimensions  
  • 11. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 10 Old Way: Profit Makers Against Each Other? “My team hit their sales targets” Increase Sales Right Product portfolio “I launched the new range with the higher gross margin” “I increased customer retention – and hit my target for new customers” Increase Marketing Awareness Delight Customers “We achieved every fulfillment and customer satisfaction target we were set” + + + = “Nobody knew how our decisions impacted the bottom line!’” INDIFFERENT PROFITABLITY ?SalesBuyer Marketing Operations þþþþ ý
  • 12. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 11 New Way: Drive Net Margin Across Your Enterprise Text Finance Product ManagementOperations Sales/Marketing Maximize Profitability Optimizing manufacturing cost, product mix/ alternatives requires a sound understanding of operational margins Deep insight into the cost structure and drivers of (activity/process) cost for optimization initiatives Breakdown of net margin to allow focus on optimization and changes to business practices/ incentives Focused target market management for profit (net margin) and growth optimization Shared insight for active, continuous net margin improvement+ + + =
  • 13. What Is SAP Net Margin Analysis?
  • 14. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 13 What Does SAP Net Margin Analysis Do? Turning Profit Destruction into Profit Creation Expose §  Identify net margin improvement opportunities by customer and product §  Uncover cost reduction potentials Explore §  Develop tactical/strategic transformation initiatives to improve profitability
  • 15. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 14 What Is SAP Net Margin Analysis? A New Analytical Application for Margin and Cost Analysis Analytical Application Ÿ  Predefined – Includes data service, data model, reports, and dashboards Ÿ  Purpose-built for margin and cost analysis Single source of cost data Ÿ  ERP CO-PA Profitability Analysis Ÿ  PCM data Ÿ  BW or any external cost data Built on SAP HANA Ÿ  End-to-end HANA business process Ÿ  High performance for high data volume Ÿ  Direct impact and business outcome
  • 16. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 15 Data Sources for Planned and actual Cost SAP Net Margin Analysis, powered by HANA Solution Architecture Application layer Presentation layer SAP BusinessObjects Simulations Data layer SAP HANA SAP Profitability & Cost Management (Optional) SAP ERP CO-PA (Actual & Plan) Export using SLT Non-SAP data (Optional) SAP BusinessObjects Universe Export using data services SAP Net Margin Analysis Actual + Target (Plan) SAP BusinessObjects Web Intelligence – Desktop and Mobile SAP BusinessObjects Explorer for ad hoc analysis Cost Element Hierarchy Performance Index model External Configuration Files Localizations stored hereSingle source of all cost metrics Model is extendable and configurable
  • 17. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 16 Why SAP Net Margin Analysis? Analytics “Pay Back $10.66 for Every Dollar Spent” An investment in analytics represents one of the richest investment opportunities (NUCLEUS Research) Focus on revenue-related data Ÿ  The more analytics was used to learn about revenue drivers, including who the customers are, what they buy, and their price sensitivities, the more line-of-business managers were able to increase their top lines Focus on cost-related data Ÿ  By gaining more knowledge about margins of the different products and services within a company’s offering, the better able an organization was to dedicate efforts towards higher-margin activities
  • 18. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 17 Extend Your Analytics Capabilities Where You Want to Be! Sense & Respond Predict & Act Raw Data Cleaned Data Standard Reports Ad Hoc analysis & OLAP Generic simulation and Predictive Analytics Predictive Modeling Optimization What happened? What action can I take? What will happen? What is the best that could happen? CompetitiveAdvantage Analytics Maturity The key is unlocking data to move decision making from sense and respond to predict and act How and why did it happen?
  • 19. SAP Net Margin Analysis — Solution Details
  • 20. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 19 SAP Net Margin Analysis Understand Your Net Margin and Drive Profitability ECC FI CO PA HANA COPA  Accelerator   ERP  Opera*onal  Repor*ng   Net  Margin  Analysis   Analytical application powered by SAP HANA Ÿ  Predefined – Includes data service, data model, reports/ dashboards, ad hoc analysis, and simulations Ÿ  Purpose-built for margin and cost analysis Single repository of cost allocations from: Ÿ  ERP CO-PA Profitability Analysis and PCM Ÿ  BW or any external cost data Ÿ  Works seamlessly with Finance Accelerator and other operational reports Business Value •  Help stakeholders discover cost structure issues across customer, product, and channel •  Reduce indirect costs through optimizing business practices •  Simulate tactical or strategic cost-saving initiatives across the company •  Boost profits by transforming profit destroyers and leveraging profit creators CO  Accelerator   ML  Accelerator   FI  Accelerator  
  • 21. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 20 SAP Net Margin Analysis Full Cost Analysis of Margin and Profitability Enterprise view of margins and profit across customer, product, service, and channel. What are the year-over-year trends in each of these metrics? Margin Summary Profit Waterfall analysis What are the cost components causing margin erosion? Where can I find the most effective cost-savings potential?
  • 22. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 21 SAP Net Margin Analysis Understand Profit Creation and Destruction •  Who are the most profitable customers? Who are the profit destroyers? •  What are the top 10 costs for the profit destroyers that erode margins? And how do they compare to those of creators? Whale Curve Analysis
  • 23. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 22 SAP Net Margin Analysis Simulations to Drive Profit •  Select a cost that needs to be controlled and see the effect of each cost influencer, like order size, sales channel, etc. •  Perform what-if analysis to identify steps that would maximize the cost savings Cost savings simulator Transform non-profitable customers •  Classify your least profitable customers into four segments and compare to the winner •  Identify actions to transform each customer into a winner by controlling costs and driving revenue
  • 24. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 23 Operational Cost Analysis — Ad Hoc Analysis into All Costs Across All Dimensions •  Drill down into the cost details for each customer, cost, or even one day •  Identify root-cause across all the dimensions – Product, customer, sales organization, distribution channel, and profit center
  • 25. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 24 In the System P&L Reports Ÿ  Detailed Profit & Loss components for financial reports by customer and customer segment Ÿ  Profit waterfall displays individual cost components leading to net margin
  • 26. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 25 SAP Net Margin Analysis Configuring Cost Model to Your Business •  Ability to completely configure the cost components in a three-level hierarchy that aligns with the configurability of SAP CO-PA as well as additional sources of costs •  All customers across various industries will be able to get visibility into their costs based on their unique scenarios
  • 27. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 26 Demonstrating SAP Net Margin Analysis
  • 28. Rapid Deployment Solutions How Soon Can My Business Users Get This?
  • 29. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 28 Blueprint up to 95% savings Ÿ  Business blueprint ready to use Ÿ  Best practice processes modeled and described Realization up to 50% savings Ÿ  Best practices processes already configured and documented Ÿ  High degree of business configuration automation Ÿ  Education material included Testing up to 30% savings Ÿ  Test case template supplied Ÿ  Operations support template available Rapid Deployment Solution Implementation Methodology Go-Live in 12 Weeks with SAP Net Margin Analysis! Go-liveTestingRealization 0 10 20 30 40 50 60 70 80 90 100 Traditional Project Rapid Deployment Solution Preparation Business blueprint At least – 40% time and effort compared to similar scope of traditional projectDiscover Deploy RunStart Shorter time to start, deploy, and run through best practices
  • 30. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 29 New Technologies Help CFOs Better Address Their Challenges MobilityCloudIn-Memory FINANCE ANALYTICS
  • 31. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 30 Faster Insight into Financial Performance and Results with In-Memory Computing Before in-memory With in-memory 13 seconds 77 minutes Please refer to the latest SAP HANA Hardware sizing for the latest certified hardware sizes for maximum storage size of SAP HANA 1.0. Above tests were done in the SAP Lab with customer datasets. Runs 355x faster 0.04 seconds analysis response time On any device anywhere, anytime 70 retailers 460 billion records 50 terabytes of data
  • 32. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 31 Empowering More Efficient Finance with SAP on HANA The Most Modern Platform for Real-Time Financial Excellence Real-Time Financial Close Real-Time Finance Operations Real-Time Treasury Management Real-Time Compliance Real-Time Performance Management
  • 33. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 32 Mobile Finance Is Already a Reality Today Payment approvals Manage departmental spend Customer credit and payment information Dashboard analysis, including net margin Travel expenses Approve system access Manage KPIs and strategic initiatives
  • 35. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 34 Where to Find More Information Analytics applied to Finance: www.sap.com/analytics Experience it yourself at our new CFO and Finance Leadership Center by visiting: www.sapcfo.com And subscribe to our monthly newsletter: www.sap.com/finance-newsletter Follow us: https://twitter.com/sapanalytics Follow me: https://twitter.com/hschliebs
  • 36. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 35 SAP Net Margin Analysis — sap.com/solutions www.sap.com/pc/analytics/applications/software/net-margin-analysis/index.html http://service.sap.com/rds-nma-hana * * Requires login credentials to the SAP Service Marketplace
  • 37. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 36 Product Video — sap.com/solutions www.sap.com/asset/index.epx?id=8ed40d62-b216-42bb-aba6-55e790c433be
  • 38. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 37 7 Key Points to Take Home 1.  Help your CFO love you – Net Margin Management is one of the best ways to outperform your financial goals 2.  Help your product/service teams appreciate you – Visibility and guidance support making their area profitable 3.  Help your sales teams reach out to you – Either have them turn around unprofitable customers or drop them and focus on new customers 4.  Help your Payroll department feed you – A successful project might end in lots of $$$ 5.  Help your IT department forget you – You can manage this solution all by yourself 6.  Help your Financial Planner call you – Your employee stocks most likely will increase value 7.  Help your favorite solution provider (SAP off course) – Send me your feedback and any ideas of improvement
  • 39. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. Henner  Schliebs Analytics Audience Marketing     @hschliebs henner henner.schliebs@sap.com hschliebs Thank you
  • 40. ©  2014 SAP AG or an SAP affiliate company. All rights reserved. 39 © 2014 SAP AG or an SAP affiliate company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG or an SAP affiliate company. SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG (or an SAP affiliate company) in Germany and other countries. Please see http://global12.sap.com/corporate-en/legal/copyright/index.epx for additional trademark information and notices. Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors. National product specifications may vary. These materials are provided by SAP AG or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP AG or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP AG or SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty. In particular, SAP AG or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP AG’s or its affiliated companies’ strategy and possible future developments, products, and/or platform directions and functionality are all subject to change and may be changed by SAP AG or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or functionality. All forward- looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates, and they should not be relied upon in making purchasing decisions.