1. GPO Global Partner Operations and SAP
Deliver Value to Your Constituents Through Transformation
GPO with SAP Point of View
Werner Hansen
eLI, 2015, KICD
Nairobi/Kenya

2. Table of Contents
Executive Summary #
Our Understanding #
The SAP Solution #
Business Benefits #
Why GPO and SAP? #
Next Steps #
GPO and SAP proprietary and confidential | 2

3. Business Benefits
The potential business benefits of moving to a single,
integrated platform are significant. An estimated $XX million+
in annual recurring benefits will provide for a dramatic ROI
and payback.
Why SAP?
GPO and SAP can support Educational Institutions in
achieving these benefits with:
• A network of organizations in the global education,
research and healthcare market
• Standard software developed for those institutions core
businesses, including Learning and Collaboration facilities
and tools, Administrative (e.g. HR and Finance) and
Logistics support,
• Solution options in the cloud
• GPO and SAP consultants specialized in the Educational
and higher education and research industry to support
• Value engineering methodology, including benchmarking
with peers/competitors and performance measurements,
to support organizational process and KPI improvement
GPO and SAP will assist Educational Institutions to ensure
that the transformation follows a value-focused approach and
that new innovative capabilities deliver immediate institution
value (whether on premise or in the cloud) and ongoing
simplification, at a minimal TCO.
Next Steps
• Understand and agree upon program scope
• Finalize terms and conditions
• Establish joint program governance
• Obtain executive approval for program and investment
• Sign contract and execute program
Executive Summary
Our Understanding
SAP understands the unique challenges faced by
universities and research institutions: shifting economic
structures, dramatic movements (off-campus to online
learning environments), new social learning channels, and
changing faculty, student and/or pupil expectations for
service and success.
GPO Global Partner Operations and SAP is committed to
partnering with Educational Institutions to realize its vision to
become an education and/or research institution that:
• Is ranked as high as possible
• Demonstrates the best capability for our Kenyan Partners
• Makes faculty, students, and staff proud of being part of
the organization and the unique ecosystem
The SAP Solution
We believe that GPO and SAP can play an important role in
helping Educational Institutions transform its operations,
stay competitive, and deliver against its institutional
imperatives. By moving to a single, integrated, on-premise
or cloud technology platform, our solution offering will:
• Gain real-time insights into the most efficient and
effective utilization of resources
• Increase revenue potential by improving learning and
research outcomes to drive superior reputation and
ranking
• Improve risk management through improved end-to-
end financial control and budgeting
• Leverage a proven platform that supports expansion
to your region or country for alternate educational
channels
Executive Summary
GPO and SAP proprietary and confidential | 3

4. 30%
Lower SG&A expenses
where majority of processes, which can be standardized, are
standardized between operating units and/or locations
34%
Lower audit cost
where user access administration and change management is
automated with approval notification and mandatory compliance
verification
18%
Lower overdue accounts receivables
where students are billed electronically and can view their account/
payment status
Source: SAP Performance Benchmarking
Leading Education and Research institutions are utilizing
SAP technology and software to increase operational
efficiency, achieve funding goals, and tightly manage
academic support solutions to enhance reputation and
ranking.
Executive Summary
GPO and SAP proprietary and confidential | 4

5. The Current Market Reality
Many Education and Research Institutions (e.g. schools, universities ) all over the world are
facing economic distress, with four principal market developments and institution-specific
forces:
Siloed Academic
Support Systems
• Support systems are not
integrated
• Redundant operating
environments
• Resource management
systems with gaps in
tracking and reporting
Changing
Demographics
• Lack of integrated mobile
platforms
• Increasing demand for off-
campus e-learning options
• Escalating complexity with
bring your own device
requirements
Funding
Constraints
• Diminishing public grants
and endowments
• Resistance to escalating
student tuition and fees
• Overall reduction in
student base
• Demands for alternate
tuition funding models
Research
Challenges
• Limited institutional
resources
• Competing research
priorities with increasing
expectations for success
• Increasing administrative
and compliance burdens
Our Understanding
“With faculties and departments that each have their own established way of
working, a central solution that enforces a defined rule structure across the
university is invaluable.”
David Cowling, Head, SAP and Finance Systems, The University of Warwick
GPO and SAP proprietary and confidential | 5

6. Complex, country-specific rules and regulations and limited research funding conspire to disrupt the
higher education and research landscape. Leading Education and Research Institutions must rise to
meet these challenges, streamline their operations, while continuing to innovate.
Challenges in (Higher) Education and Research
Our Understanding
• Students, teaching, and learning:
Recruitment and retention remain
challenging, with consistent failure
rates and students seeking alternate
off-campus education channels
• Commercial and non-commercial
research: Resource limitations coupled
with administrative and compliance
burdens limit the mission focus of
research and thought leadership
• Education funding and income:
Diminishing public grants and private
endowments are driving up student
tuition and fees and forcing the need to
acquire new funding
Teachers
Student
Administration
Shared
Services
Students
Donors/
Alumni
Researchers
Government
Agencies
Students,
Teaching, and
Learning
Education
Funding and
Income
Commercial
and Non-
Commercial
Research
Human Resources
Budget and Finance
Procurement
Technology and Platform
Information Technology
GPO and SAP proprietary and confidential | 6

7. Our Understanding
Our Understanding of Educational Institutions Priorities
Education and Research
Institutions seek to become the
top academic institutions in
various countries all over the
world and the best service
provider in the market by
selectively targeting strategic
segments of education and
research. Focusing on speed and
momentum in delivering solutions
to the education markets, each of
them aims to become a
recognized expert in each of the
sectors in which it operates.
Strategic Priorities
36%
Higher operating margin where organizations use IT to enable strategic and competitive advantages
Source: SAP Performance Benchmarking
Operational
Efficiency
Diversification
Profitable
Growth
Customer
Service
• Adopt lean and scalable back-office processes
• Function as an integrated institution leveraging
cross-departmental channels
• Leverage existing institutional network
• Adapt to changing off-campus learning
environments
• Drive alternate learning with social and
collaborative channels
• Leverage all alternate channels to drive funding
• Adapt and protect assets thorough risk
management procedures
• Improve constituent experience by offering multiple
and integrated interaction channels
• Shift from institution focus to constituent focus
Adaptive
Learning
• Evolve for changing learning environments
including e-learning
• Incorporate social learning channels
• Enable real-time mobile support
GPO and SAP proprietary and confidential | 7

8. “Today’s employees and consumers are networked and on the
move. Great products alone are no longer enough to earn
their loyalty. Businesses have to provide a next-generation
experience, tailored completely to the individual. SAP is
driven by a relentless passion to help our customers innovate
to win. We deliver the industry solutions and the real-time
platform for enterprises to run like never before.”
Bill McDermott, CEO, SAP

9. “Rapid, random, and radical changes will create fundamental change in the Education and
Research industry. Survival means institutions must reduce costs, increase agility, and
improve service.”
Nicole Engelbert, OVUM Industry Analysis, February 2014

10. The SAP Solution
How GPO and SAP Can Help Education and Research
Institutions Achieve Its Vision
Students, Teaching, and Learning
Operational Efficiencies with Integrated Analytics
Education Funding and Income
GPO has identified four areas
where value can be created for
Education and Research
Institutions .
1
2
3
We believe that GPO and SAP can play an important role in helping Education and Research
Institutions transform its operations, stay competitive, and deliver against its institution
imperatives by managing the lifelong student cycle, containing the cost of education, and
driving efficiency and safety through the entire research lifecycle.
Commercial and Non-Commercial Research4
GPO and SAP proprietary and confidential | 10

11. The SAP Solution
Each Education and Research Institution has an opportunity to enhance education and
learning, to offer compelling courses, and manage students’ academic lifecycle to ensure
advancement.
Solution Capabilities Benefits
A fully integrated constituent-facing platform that is adapted for
individual needs and powered by analytics for better academic
oversight and real-time management to improve student success
through graduation:
• Student lifecycle management: Create engaging opportunities,
extend beyond the classroom, and embrace lifelong learning
• Teaching and learning: Plan scalable and adaptable courses,
delivered via multiple channels
• Learner achievement measurement and tracking: Analyze
student performance and provide clear and timely information
• Analytics for educational performance: Adjust plans and
resources to accommodate changing expectations and
academic situations
• Provide real-time academic monitoring and
management
• Customize user interface for personalized self-
service
• Integrate course registration and scheduling
• Enable stronger student-to-student and student-
to-faculty social interaction
• Increase student retention and graduation rates
• Enhance reputation and ranking
• Provide platform for lifelong learning
Students, Teaching, and Learning
1 2 3
“With the SAP software, we streamlined and automated our recruiting processes. Now we can
communicate more effectively with prospects.”
Uri Erlich, CIO, University of Haifa
4
GPO and SAP proprietary and confidential | 11

12. Students Lifecycle, Teaching, and Learning
Fully integrated student information system
The SAP Solution
1 2 3 4
Comprehensive
Oversight
• Curriculum management
• Student administration
• Academic services
• Account management
Key Features
• Student is at center of solution
• From recruitment to alumni
• Self-services provided for
student and university
employees
• Web Portal and Mobile Access
GPO and SAP proprietary and confidential | 12

13. Operational Efficiencies with Integrated Analytics
The SAP Solution
1 2 3 4
Each institution in the Education and Research Market has an opportunity to drive change,
integrate smart operations, and leverage advanced analytics to transform the organization to
focus on the core academic mission.
Solution Capabilities Benefits
Empower universities and research institutions with fully
integrated operations that advance the transparency of
operations to maximize the utilization of resources and delivery
of constituent service.
• Analytics: Increase the value of data with real-time analytics
• Data management: Find the right information, optimize critical
data, and ensure scalability
• Application development and integration: Develop applications
and innovation rapidly in mobile, cloud-scale applications
• Enterprise mobility: Unwire the campus and enable mobile
access
• Constituent experience: Streamline applications, analytics,
planning, and predictive analytics
• SAP HANA platform: Provide real-time analytics for seamless
decision making
• Leverage academic best practice processes
• Increase operational efficiency and agility with
in-memory computing
• Improve usability in order to increase
productivity and adoption while reducing error
rates and training costs
• Operate a modern IT platform with higher value
and lower TCO
“We are no longer in the business of data movement – now we’re in the business of using
information to make better decisions.”
Stephen Burr, Business Intelligence Lead, University of Kentucky
GPO and SAP proprietary and confidential | 13

14. Quickly create and execute
many more targeted
fundraising campaigns
Integrate detailed demand
signals into planning and
execution
Detailed segmentation and
constituent behavior analysis
THE CHALLENGE: 10x Constituent Segments, 3x Services
Operational Efficiencies with Integrated Analytics
Optimize financials and fundraising campaigns with the SAP
Business Suite powered by SAP HANA
The SAP Solution
1 2 3 4
Faster and more detailed campaign
reporting and segmentation
calculations
Simpler analysis with all
constituent data in one place
Cockpits to select constituent
and campaign targets
Role-BasedFaster Analytics
GPO and SAP proprietary and confidential | 14

15. Education Funding and Income
The SAP Solution
1 2 3 4
Education and Research Institutions have the opportunity to increase visibility into revenue
generation and funding and enhance service delivery.
Solution Capabilities Benefits
• Increase funding generation
• Improve transparency in service delivery and
ROI on grantor and donor outreach
• Lower audit cost where user access
administration and change management is
automated with approval notification and
compliance verification
• Lower overdue accounts receivable where
students are billed electronically and can view
their account/payment status
“By enabling Tecnologico de Monterey to take full advantage of its information resources, the SAP
BusinessObjects software helped us take our decision making processes to a whole new level”
Luis Caraza, CIO, Tecnologico de Monterey
Integrated customer service and financial
operations that track outreach and responses,
customized for personalized preferences and
coupled with adapted receivables processes to
maintain account integrity.
• Grants Management for Grantee – Manage grant
billings to streamline receivables and collections
• Donation Management – Enable a 360-degree
view of donors to develop targeted, personalized
efforts
• Learner Fee Management – Account for and
collect student fees providing complete visibility
to students
• Grants Management for Grantor – Manage grant
money effectively with real-time availability
checks and tolerance profiles
GPO and SAP proprietary and confidential | 15

16. Education Funding and Income
The SAP Solution
1 2 3 4
Ensure only reimbursable
expenses are posted to
sponsored funds
Aggregate and analyze
grant postings
Role-based access to key
costing activities
THE CHALLENGE: Visibility into research funding and
reduction of time to close
Faster sponsor billings to minimize
cash flow requirements
Review all grant postings for
sponsor indirect cost/overhead
recovery and rates
Enforce sponsor rules and
minimize audit findings
ReduceFaster Reporting
GPO and SAP proprietary and confidential | 16

17. Commercial and Non-Commercial Research
The SAP Solution
1 2 3 4
Each Education and Research Institution has the opportunity to drive an integrated operational
platform to focus on core research and outcomes and to promote transparency.
Solution Capabilities Benefits
Comprehensive management solution from proposal
development through research results, with real-time research
account and personnel tracking, compliance requirement
monitoring, and KPIs to assess utilization rates and resource
allocation.
• Research planning and execution: Organize and manage
sponsored research proposals and funding and maximize
resource allocation
• Researcher visibility: Increase visibility into research funding
and execution while maintaining regulatory compliance and
safety requirements
• Lower lifecycle management costs where new
research projects are managed by a
documented process that outlines all steps from
theory to conclusion
• More time spent on data analysis where BI
system has the ability to support historic,
current, and predictive analysis
• Reduced administrative burden
“Globalized higher education produces an even greater need for the
decision support function of institutional research; however, it needs to
be debated in what form, shape, or orientation it should occur.”
Angel Calderon and Karen L. Webber, Wiley Periodicals, Inc., May 17, 2013
GPO and SAP proprietary and confidential | 17

18. Commercial and Non-Commercial Research
The SAP Solution
1 2 3 4
SAP offers a comprehensive, end-to-end solution for research planning through execution and
reporting.
Proposal
Management
Reviews and
Monitoring Reporting
Proposal
Details
Budgeting and
Resources
Compliance
Research and
Collaboration
Resource
Availability
Confirm
Compliance is
Fulfilled
Review Research
Results
Approve Budget
and Resources
Confirm Proposal
Details
Track
Success rate
Compliance
Tracking
Master Data
Plan Budget
and
Resources
Document
University
and Sponsor
Requirements
Record and
Share
Research Work
GPO PARTNER and SAP proprietary and confidential | 18

19. 71%
More time spent on
data analysis
where BI system has the ability to
support historic, current, and
predictive analysis
24%
Higher availability of
real-time/predictive
insights into processes
where BI system provides access to
advanced analysis tools as required
by specialist positions

20. Why SAP and GPO Global Partner
Operations ?
SAP’s vision is to help the world run better and improve people’s lives. It’s
mission is to help every customer become a best-run operation – this is what
SAP and GPO bring to your Institution .
SAP is the market leader in enterprise application software, with more than
253,000 customers across 180 countries. SAP solutions and services are today’s
business enablers, and SAP continuously works with customers to help them
address the needs of tomorrow.
SAP’s Education and Research solution portfolio provides:
• A comprehensive, end-to-end solution on a modern architecture
• Deep industry experience and customer base
• Excellent customer references with tangible results
• Platform for the 21st century: innovations to support your business model today
and in the future
Our inspiration: “We remain focused on the success of our
customers – they are at the heart of our ambitions. The passion of
SAP employees has brought amazing momentum…our best-ever
financial results…are testament to our strategic direction, our
customer orientation, and our world-class employees.”
Bill McDermott, CEO, SAP
Why SAP and GPO
GPO and SAP proprietary and confidential | 20

21. Our Place in the Education and Research Market
7,000,000 students managed on
a unified platform
7,300+ education customers
worldwide
Leading Peer Institutions
MIT
Cambridge University
Stanford University
Oxford University
University of Tokyo
National University of Singapore
University of Toronto
Kyoto University
LMU Munich
Duke University
ETH Zurich
Johns Hopkins
Heidelberg University
6 continents
30+ countries reached
World’s leading
education and
research institutions
run SAP solutions
93 of the
Top 100
Source: Times Higher Education Supplement
Why SAP and < GPO ?
GPO PARTNER and SAP proprietary and confidential | 21

22. SAP’s Integrated Solution
The SAP single, integrated platform, SAP for Education &
Research, provides a comprehensive, end-to-end solution
that:
• Supports all operations and lines of business
• Aligns and accelerates activities across all academic and
financial support systems
• Supports internal and external growth
• Supports a modular implementation approach
• Minimizes total cost of ownership
With 15 years of operational innovation, SAP offers a
complete higher education and research suite – all under a
single platform, enabling the customer the choice of one or
more modules to address the operational and constituent
requirements.
We believe our strategy and solutions will provide the
enabling platform to support transformation objectives.
Industry Value Map for Higher Education and Research
Corporate Functions > Human Resources | Procurement | Budget and Finance | Information Technology
Students, Teaching, and Learning
Commercial and Non-Commercial
Research
Education Funding and Income
• Student lifecycle management
• Teaching and learning
• Learner achievement measurement
and tracking
• Educational performance analytics
• Research planning and execution
• Researcher visibility
• Grants management for grantee
• Donation management
• Learner fee management
• Grants management for grantors
Technology > Big Data | Analytics | Enterprise Mobility | Cloud Solutions
Why SAP and GPO ?
GPO and SAP proprietary and confidential | 22

23. SAP Innovations for Higher Education and Research
The SAP portfolio is based on the higher education and research industry’s most innovative
technology foundation and is aligned with the top education imperatives.
• Student progression: Tightly manage and
coordinate real-time student monitoring to
remove challenges and ensure success
• Alternative learning environments: Expand
learning forums beyond the campus
• Lifelong learning: Develop long-term
relationships between students and faculty for
continued community education
Superior Research Results
Efficiency without compromise
Academic Excellence
Recruitment to graduation
• Focused resources: Maximize asset utilization for
targeted research productivity
• Reduced administration: Simplify and centralize
processes that adhere to regulation while reducing
burden
• Enhanced reputation: Leverage all institution and
media resources to promote success and increase
ranking
Financial Integrity
Growth with risk mitigation
• Alternative funding: Leverage all public and private
grants and donations while minimizing increases in
student fees
• Integrated finance and budgeting: Tightened
reporting and tracking with real-time information to
limit waste and maximize treasury returns
• Risk management: Carefully weigh maximum
investment with integrity and transparency
Why SAP and GPO ?
GPO and SAP proprietary and confidential | 23

24. GPO Study and Prototype
Digital Campus of Kenya Universities
In 2014 GPO and partners worked out a case study for Kenyan
and East Africa Universities with a digital school, open
learning system and SAP integrated solution.
Each with a total of several thousands of students, several hundreds of
employees and annual budget of more than US$100 million. The
universities are established to groom students as business management,
engineering, medical, educational and legal professionals for all kind of
sectors.
Significant
reduction in
processing cycle
time
Huge
cost savings from
insourcing payroll
services
Real Time
saved by
eliminating
manual processes
and big data
analytics
“The develop a move to a consolidated cloud and SaaS system (e.g. SAP
JAM with SAP HANA real time integration) can generate higher levels
Virtual Campus engagement with employees and empower the
administration with a uniform and consistent platfom to implement, run and
analyze most innovative technology aligned with the top education
imperatives.”
W.Hansen, GPO and Dr. Penina Lam, Talents
Why SAP and GPO?
GPO PARTNER and SAP proprietary and confidential | 24

25. GPO International Competitive Bid
KENYA School of Monetary Studies
Request for the supply, implementation and maintenance of an
integrated academic system at the Kenya School of Monetary
studies (KSMS).
E-Campus
Functionality and
system
E-Learning
Quality and easy to
use
Library
Content and
Integration
Functional requirements included E-Campus, E-Learning and a Library
System 1500 concurrent users. The proposed system was outlined in the
bidding document by:
W,Hansen GPO, P.Mugo/W.Clurman DDD, Vudur Anand Tech Mahindra
Why SAP and GPO?
GPO PARTNER and SAP proprietary and confidential | 25

26. eLearning and Innovations 2015
Next Steps
Recommended next steps for a KCID transformation journey at the
Digital School presented at eLI conference 2015 (KICD/Nairobi2015):
• Thought leadership workshop with GPO Partners operations and IT
executives to identify key value areas
• Connect KICD with other education and research institutions to
exchange best practices and experiences
• Leverage the GPO Value Engineering with SAP/SF JAM cloud and
SAP HANA platform approach to identify use cases for a Virtual
Classroom as part of a Digital School
• Proof of concept design and development against a specifically
designed use case
GPO PARTNER and SAP proprietary and confidential | 26
The “Digital Classroom” Model includes a Collaboration and Social Learning
System in the Cloud (mobile App) outlined as a Curriculum and Virtual
Classroom Model.

27. The Value of Partnering with GPO Global Partner
Operations and SAP
SAP and GPO bring unparalleled experience and a proven track record in higher education and
research to assist your Institution in its operational business and IT transformation. Whether
your organization needs solutions in applications, cloud, mobile, analytics, or database and
technology areas, SAP and GPO can deliver.
Tightly Integrated, Complete Solutions
SAP offers the most comprehensive portfolio for higher
education and research, enabling a total constituent
experience from recruitment to graduation – integrated, yet
modular and adaptable by design.
Proven Time to Value in Implementations
The world’s leading higher education and research
institutions, across the global academic and research field,
continue to rely on SAP to enable them to offer a
comprehensive constituent experience.
Key Breakthrough Innovations
The SAP portfolio is based on the industry’s most innovative
technology foundation – including SAP HANA, mobile
solutions, analytics, and cloud solutions – to deliver business
process optimization and efficiency at the lowest possible
cost.
Delivering Value to Education Institution’s Constituents
Most of the world’s leading higher education and research
institutions across every segment are reaping the benefits
and running better with SAP software and services.
Why SAP and GPO ?
GPO PARTNER and SAP proprietary and confidential | 27

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