Positioning

1. INTERNAL and PARTNERS ONLY
How to grow in 2023
Positioning, packaging, and GTM with S/4HANA Cloud
Markus Rosemann
Solution Management S/4HANA Cloud
David Yawalkar
Solution Management S/4HANA Cloud

2. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
“ I want to focus on change management
and not on an ERP project”
CIO of services company, South Africa
“26 ways to order a pencil”
in a large O&G company, US
vs.

3. What are we talking about?

4. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
Cloud ERP for every business need
SAP S/4HANA Cloud
Value Propositions
Public
Clear differentiation

5. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
RISE with SAP

6. What are we selling?

7. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
SAP S/4HANA Cloud, public edition – what we’re selling
Ready-to-run cloud ERP that delivers the latest industry best practices and continuous innovation
Run on the industry
standard
to deliver results right away
and quickly tackle your top
business priorities.
▪ Modern UX + integrated collaboration
▪ Preconfigured industry best practices
▪ Rapid implementation methodology and tools
▪ Full cloud ERP that grows with your business
Accelerate business
growth
by maximizing the top line and
bottom line
▪ Built-in business model innovation
▪ End-to-end best practices for standard and
industry business processes
▪ Intelligent ERP technologies for insight, speed
and efficiency
▪ Streamlined acquisitions and reorganizations
Keep innovation
moving
by always being on the latest
and by extending the solution to
differentiate your business
▪ Full SaaS ERP
▪ Continuously upgraded without disruption
▪ Extensibility to enable differentiation
▪ Delivered SAP and partner integrations
▪ Open to integrate 3rd party solutions

8. 8
INTERNAL – SAP and Partners Only
Public Edition
•
•
•
•
•
Public Edition, Base
Public Edition, Premium
Group Reporting
(25 entities)
Digital Access
(Flat Entitlement 100K docs)
Group Reporting
(50 entities)
Digital Access
(Flat Entitlement 500K docs)
Advanced Fin Close
(50 entities)
Cash Management
(5 Users)
Receivables Management
(5 users)
RISE with SAP, Public Edition | 2023 Packaging
CPEA Credits
(1% net acv /2K Eur min, 16k max)
Process Automation
(20 standard, 2 adv, 1 unattended)
Process Automation
(20 std, 2 adv, 1 unattended)
Build Apps
(25 users)
CPEA Credits
(1% net acv /2K Eur min, 16k max)
Build Work Zone
(1 )
Build Work Zone
(1 user per S4HC user )
Contract Supplement contains entitlements in detail:
RISE with SAP S/4HANA Cloud Supplement

9. Who are we selling to?

10. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
Net New Names
• No SAP “legacy” or affiliation
• Cloud native / SaaS ERP expectations
• Mid-market firms, especially those with high growth potential, needing ERP
• New economy firms (Fintech, Giga factories)
Existing Customers – Greenfield
• Installed base open to greenfield approach
• Desire to leave customized legacy behind
• Innovators with a cloud mindset looking to transform with modern cloud ERP
• Traditional firms wanting to simplify and shed IT costs using out-of-the-box best practices
Existing Customers – Two-Tier ERP
• Large Enterprise installed base
• Desire a gradual move to cloud ERP by moving specific divisions, companies within the
enterprise, or specific processes
• Want to enable rollouts of new acquisitions, divestitures, joint ventures or new business
models on cloud ERP.
S/4HANA Cloud, public edition
Who are we selling to?

11. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
• Travel and Transportation (Airports; Hospitality & Transportation
Service Provider (TSP); Ports & Terminals; Passenger Transit)
• Professional Services (Staffing)
• Oil and Gas (Oil Field Services; Upstream; Lubricants)
• Mining (Mining Service; Mining Exploitation)
• Mill Products (Asset-Intensive Mill Process Manufacturing)
• Chemicals (Specialty Chemicals; Agrochemicals, Basic Chemicals)
• Automotive (Mobility)
• Aerospace and Defense (Tier 3+ Supplier without Maintenance,
repair and Operations (MRO); OEM subsidiaries + comp service
providers without MRO)
• Wholesale Distribution (Industrial & Construction; High Tech)
• Agribusiness (Basic Agribusiness)
• Retail (Grocery, drug stores; Hard Goods, Do-It-Yourself (DIY),
Consumer Electronics; Specialty)
• Consumer Products (Durable Goods; Home & Personal Care;
Beverage, Food excl.Meat/Dairy) 1
• Mill Products (Mill Discrete)
• IM&C (Component Manufacturer;
Automation and Control Solutions)
• High Tech (Non-Semiconductor
Components)
• Automotive (Automotive Supplier -
simple to mid-complex; National Sales
Company)
• Professional Services (Consulting, Audit, Tax; Business
Services incl. Facility Mgmt.; IT Service/Business
Process Outsourcing)
• Media (Media Agencies; Broadcasters; Entertainment;
Premium Publishers)
• Engineering, Construction and Operations (Construction
Management; Commercial Real Estate)
• Public Sector (US State & Local ERP incl. Grants &
Funds Management; outside US State & Local ERP
NGOs excl. Grants & Funds capabilities)
• Higher Education and Research (in US ERP incl. Grants
& Funds capabilities; outside US ERP excl. Grants &
Funds capabilities)
• Banking (Wealth & Asset Mgmt.; FinTechs and Payment
Providers; Retail and Commercial Banks)
• Insurance (Insurance Service Providers)
• High Tech (Software Providers)
SAP S/4HANA Cloud, public edition
2023 Go-to-Market View – Industries (as of Jan.16th 2023)
Finance-Led ERP
• All industries
Operational ERP
DDA will provide guidance automatically.
IBU review will apply for install-base
customers or if localization is missing.
1. Minimum Viable Scope planned for release 2308.

12. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
All Industries
▪ Simplified, ONE domain model
▪ Purpose-built Integration supporting E2E
intercompany processes
▪ Simplified data aggregation & reporting
▪ Purpose-built Integration supporting E2E
intercompany processes
▪ Shared support desk and harmonized end-user
security
▪ Group reporting, advance finance closing, payment
factory, financial planning & consolidation for
management & visibility across organizations
Industries:
Differentiation:
Going to Market with Existing Large Enterprise Customers
Two-Tier ERP allows large enterprises to move to SaaS cloud at their own pace and scale
Innovators
Leapfroggers
Acquisitions Autonomous
Divisions
or or
and
Incubations
Divestitures
Subsidiaries
Pace Keepers
majority of customers
Tier 1
ECC Installed Base
Tier 2
Three distinct profiles
Existing ERP customers who have
Tier 2 scenario requirements due
to need for agility or step based
transformation to the public
cloud
Run dated ECC system
with keep-the-lights on
strategy (Leapfrog to
Public Cloud) and too
small for PCE
Running ECC but strong
strategy/vision to move
to cloud. Committed to
transformation with
standardization
Running ECC with
desire to lift and shift
into cloud. Focus on
evolution to a clean
core and modular cloud
Five distinct profiles

13. What are we selling?

14. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
Cloud ERP for every business need
SAP S/4HANA Cloud, private edition
Solution Overview
Public

15. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
Run on your own standard
Maximize your differentiation by
tailoring business processes to your
unique requirements
Protect your investment and move to the
cloud at your speed
Keep the control
Manage the pace of change by rolling
out innovations on your timeline
Choose the cloud infrastructure based
on your landscape and preferences
Modernize your business
Achieve bottom-line growth with proven
business processes for your industry
Deliver green-line growth by building
sustainability directly into your business

16. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
|
Private Edition
•
•
•
private edition, base
Tiers | FUEs
1-2 | 60 – 550 FUEs
3-5 | 551 – 4k FUEs
6-7 | 4k – 12k FUEs
8 | 12k – 25k FUEs
9 | 25k+ FUEs
CPEA Credits
1% net ACV/
€10K min (prev.
4k) / €20K max
(prev. 16k)
Update from
Launchpad
Per FUE allocation
to Active Users
Pre-RISE phase
*Starter Pack for Build Apps
**Tier 1 Standard users match quantity in the RISE Public Edition | Advanced users & Bots allotment is higher to allow anticipated automations
Process Insights:
1 data load
(within 50 GB)
Process Manager: 3 users
Collaboration Hub: 10 users
Active Use
private edition, premium
Active Use
25 users* [1 environment]
50 users [2 environments]
100 users [3 environments]
150 users [3 environments]
300 users [3 environments]
20 Standard users** + [5 Advanced users] + [1 Attended + 2 Unattended Bots]
50 Standard users + [10 Advanced users] + [2 Attended + 4 Unattended Bots]
100 Standard users + [20 Advanced users] + [4 Attended + 8 Unattended Bots]
150 Standard users + [75 Advanced users] + [4 Attended + 8 Unattended Bots]
300 Standard users + [100 Advanced users] + [5 Attended + 10 Unattended Bots]
New New
scales with customer size to meet use scenarios
Starter Pack for all Tiers: Extend

17. Who are we selling to?

18. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
Target Market
Installed Base
Sales Category
Target
Criteria
Mid Market Key Accounts / GSS
Customers on ECC ERP & S/4HANA On-Prem
Further Classification & Profile based on
1. Regions 2. Industries

19. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
• ​​​​​​​Mainstream maintenance for SAP ERP 6.0 without enhancement package (EhP), as well as
SAP ERP 6.0 with EhP 1 to 5, will end after December 31, 2025.
• Mainstream maintenance for SAP ERP 6.0 with EhP 6, 7, and 8 runs until December 31, 2027,
followed by an optional extended maintenance phase until December 31, 2030.
* Not available for SAP ERP, private cloud edition

20. SAP INTERNAL
© SAP SE or an SAP affiliate company. All rights reserved. ǀ
AnyDB or SAP HANA
(Unicode)
SAP ERP 6.0, EHP 0-8
SAP HANA
SAP S/4HANA
A system conversion is technically feasible from SAP ERP 6.0 and above.
An interim transition to SAP ERP on SAP HANA is not required and not recommended.
SAP
Business Suite
SAP
S/4HANA

21. INTERNAL and PARTNERS ONLY
Go-to-Market Strategy for
SAP S/4HANA Cloud