SAP Corporate Education Session Fuqua Marketing Club October 2015

© 2014 SAP SE or an SAP affiliate company. All rights reserved. 1Internal
SAP Fast Facts
See how SAP helps companies all
over the world Run Simple

Run Simple.

SAP Corporate Education Session
Duke University Fuqua School
SAP Team
October 2015

Agenda
 SAP Fast Facts
 SAP Run Simple
 An Introduction to SAP
 SAP Program Highlights and Case Studies:
• SAP & the Digital Economy and the Internet of Things
• Millenials and the SAP GCO University Program
• SAP Thought Leadership
 Follow-up from the Fuqua Marketing Forum: Navigating Innovation Technologies
 SAP On-Campus Recruiting at Fuqua
 Discussion and Q&A

Public
The answer is Simple.
The answer is SAP HANA

For the world For business For you
74% 98% 97%
of the world’s transaction
revenue touches an
SAP system
SAP customers represent 98%
of the top 100 most valued
brands in the world
Mobile solutions from SAP reach
97% of the world’s mobile
subscribers via text messaging
For More than 40 Years, SAP Has Helped the World Run
Better and Improve People’s Lives

Source: SAP Corporate Fact Sheet 1/2015
THE cloud
company
powered by
SAP HANA
Fastest-
growing
database
vendor
Fastest-
growing
company
at scale
in the cloud
Market leader
for mobile apps
for business
Market leader
in products
for business
analysis
SAP HANA
is the market
leading platform
for real-time
computing
We are the World’s Largest Provider of Enterprise
Application Software

Customers
87%
of Forbes
Global 2000
98%
of the 100
most valued
brands
Financials
€14.87B
(+6%) software
and software-
related services
revenue
€5.5 B
(+4%)
software and
cloud revenue
100%
of Forbes top
sustainability
companies
80%+
are SME
companies
€17.5 B
(+4%)
Total revenue
Solutions
25
Industries
11
Lines of
business
Employees
74,406
employees
EMEA: 33,340
Americas: 22,071
APJ: 18,995
79%
Employee
Engagement
Index
SAP HANA
5,800 SAP HANA customers
1,800 startups
8,500 trained partners
120+
nationalities
worldwide
70%
Business Health
Culture Index
Source:
SAP Corporate Fact Sheet 1/2015; SAP Integrated Report 3/2015
Delivering Outstanding Results to Our Customers and
Stakeholders

Industry’s
largest base of
Cloud users
Industry’s most
comprehensive
Cloud portfolio
The leading
social business
platform
The largest,
most global and
comprehensive
business
Network
Largest
business Cloud
deployments
Annualized run
rate in SAP
Cloud business
More business
professionals use
Cloud solutions from
SAP than from any
other vendor on the
planet.
Market-leading
public apps (#1 in
HCM, Procurement,
Business Networks
and Social
Collaboration) covering
all lines
of business
More users than
Chatter, Yammer
1.6 million connected
companies in 190
countries transacting
over $600B in
commerce annually
Some with about
2 million users.
Public, private and
managed service
offerings
Over 40%
year-over-year growth
in the cloud
44M 30+ 15M+ $600B+ ~2M $1.7B+
The Fastest Growing Enterprise Cloud Company at Scale

Source:
KPIs Includes Ariba, Quadrem, Bprocess, FieldGlass and exclude OnPremise
1.5+
Million
Trading Partners
74%
Of world
Transactions
$730+
Billion
In Commerce
108+
Million
Documents
(P.O. + Invoices)
11+
Million
Timesheets
Processed
Joins the network
every 1.2 minutes
165+
Million
Catalog Items
17
Million
Leads sent
to sellers
6.7
Million
Users
1 new
company
And Run the World’s Largest Business Network

SAP Offers the Only End-to-End Digital Business Solution
SAP HANA Enables Digitization Across 5 Business Pillars

SAP Service & Support: Defining and Delivering Superior
Customer Experiences through Simplified Engagement
Assess Re-imagine Orchestrate
& Prototype
Deploy Accelerate
SAP Service & Support Simplified Engagement
 Across all SAP
technologies, +800
business transformation,
& +1400 custom
development consultants.
 Influencing SAP
development, front-row
seat for customers: SAP
Cloud, SAP HANA, and
S4HANA.
 Covering all lines
of business, 25
industries, 60
countries…

SAP, the Digital Economy
and the Internet of Things
Dinesh Sharma,
VP Marketing, SAP SE

About Dinesh Sharma
 Vice President, Portfolio Marketing @
SAP Global Marketing
 25+ years high-tech experience in
Silicon Valley
 Career spans (in a nice convenient
arc) from integrated circuit design all
the way through to enterprise
software
 Founded 3 startups, sold 2
 Grew up and graduated from
University of Liverpool, UK
 Lives on the beautiful San Francisco
Peninsula with his wife (Oracle exec
– boo!) and two small children

Leading SAP’s Messaging on Digital Economy
 Responsible for driving SAP’s
corporate positioning and
messaging across all assets
relating to digital economy
 Part of SAP’s portfolio
marketing team
 Build thought leadership and
awareness for SAP’s PoV on
digital transformation across
all dimensions
 Active blogger, tweeter and
speaker worldwide

Digital Economy
in a Hyperconnected World
SAP Breakout
11:10 AM to
12:00 PM
Geneen
Auditorium

Millenials and the SAP GCO
University Program
Mary Lange,
Global Vice President, Pre-sales for SAP GCO University

SAP Academy for Early Talent
Transforming Early Talent Into The Next-Generation of
Sales Leaders

About Mary Lange
 10 years of leadership at SAP – local, regional and global
teams in the sales arena
 Currently Global VP responsible for the SAP Academy for
Presales – 400+ Academy graduates per year
 Career spans 25+ years in technology (PeopleSoft,
Oracle)
 Early career days – implementation consultant, trainer,
presales
 Fell in love with the art/science of creating memorable
customer presentations
 Atlanta, GA based but a New Englander at heart (Go
Patriots!)
 Endlessly pursuing birdies and the perfect chocolate chip
cookie

SAP Academy for Early Talent
At a Glance
 Founded in 2014 – Dublin, CA
 600+ Associates graduated
 9 or 12 month program
 44% Female Diversity Rate
 50+ Countries
 30+ Languages Spoken
Relevant, Interactive Curriculum
 Global best practices and innovative
instruction
 Case method emphasized
 Digital Economy, Social Selling, Design
Thinking
 Feedback, feedback and more feedback
Skills for life
• Superb communicator
• Keen negotiator
• Global business mindset
• Innovation unleashed
Life After the Academy
• Experienced mentor assigned
• Continuous executive investment
• Active Alumni community

Duke/Fuqua Association of Women in Business (AWIB)
and Duke MBA Tech Club Breakfast
Breakfast Event:
8:30 AM to 9:30 AM before
Fuqua Tech Symposium
“Tech Empowers”
Panel Discussion:
SAP and Mary Lange,
Global Vice President,
Pre-sales for SAP GCO
University

SAP Thought Leadership
Fred Isbell
Senior Director, SAP Global Service & Support Marketing

About Fred Isbell
 Senior Director, Thought Leadership, Planning
and Demand Management for Services
Marketing
 Joined SAP 2000 as Director North America
SMB Channels Marketing 2000-2004
 Senior Director NA Marketing Services
Marketing 2004-2012
 Solutions and Services Marketing Compaq
Computer/Digital Equipment Corporation 1988-
2000
 Senior Consultant, Burke Marketing Services
and IRI 1985-1988
 BA Economics & Political Science Yale and
MBA Marketing Duke Fuqua School of
Business; Fuqua Scholar and recipient of 2015
Fuqua Alumni Exemplary Leadership Award

SAP GSSM Thought Leadership Two-Minute Drill
Thought Leadership Sits at the Pinnacle of a
Successful Content Marketing Strategy
Source: Forrester 2013
“Thought leadership is not a one man
show .. it is a virtual team and not a
formal organizational structure”
Thought leadership takes a team of the best
minds in the organization (and beyond)
Source: Sirius Decisions
Develop a Thought Leadership Platform
Source: Forrester
SAP Programs Model IDC Buyers Journey Forrester Customer Life Cycle
Thought Leadership is great storytelling
delivered across the buyers journey and
customer lifecycle w/ focus early on and
mostly in a digital and/or off-line format

SAP Thought Leadership: The Digitalist
Social Media and Digital Transformation
 SAP platform for Thought
Leadership and
Executive Research
 BLOG contributions from
internal and external
thought leaders
 New Executive Quarterly
tablet magazine
 Executive Research
including white papers,
infographics and more
 All shared & promoted
through social media
marketing
 4.5M+ page views in 2014 Executive Research
Executive
Quarterly
Thought Leadership BLOGS
www.digitalistmag.com
Social Media Sharing

Navigating Innovation
Technologies

My Information Technology (IT) Journey & Navigation
IBM 3270
Terminal
c.1982
Compaq
“Portable”
c. 1983
Tech
Stack
c.2015
Desktop,
Laptop &
iPAQ PDA
c. 1998

Navigating The Third Platform
 1st -Mainframe and
terminals
 2nd - LAN/Internet and
Client/Server and PCs
and fueled last 25
years of growth
 3rd - Mobile, Social,
Big Data and Cloud
 New solutions will be
built on this platform
which is the source of
new growth
Source: IDC
Users
Devices
Applications
Data &
Content
The Third Platform is all about Scale:
From thousands to millions to trillions!

Cloud
Abundance of cost-
effective computational
power and storage
Mobile
The new de facto
standard in business
interaction
Social
Connected business
and social networks
Big
Data
Real-time analytics
for behavioral and
predictive insights
More than 60% of CEOs expect 15-50% of their
earnings growth in the next 5 years to come from
technology-enabled business innovations.
– McKinsey study, 2013
”
“
Innovation Technologies Will Drive
Digital Transformation

Innovation Technologies:
Cloud Computing
 Software as a Service (SaaS)
 Platform as a Service (Paas)
 Infrastructure as a Service (IaaS)
 Business Process as a Service
(BaaS)
 Public Cloud and Private Clouds
 Collaboration & Business
Networks

Mobile Solutions
 Where’s the growth?
Not in Laptops and PCs
-- in Tablets and Mobile
Devices
 Major trends include the
“Consumerization of IT”
and “Humanization of
IT”
 “Bring Your Own
Device” (BYOD)
 A growth engine of the
Internet of Things (IoT)
and Big Data &
Analytics
50,000+
SAP employees equipped
with internal apps
Mobile for Everyone

Social Media and Digital Transformation
 Metcalfe’s Law: the value of a
network is proportional to the square
of the number of connected users (a
network’s value grows exponentially)
 A variation Reed’s Law speaks
specifically to the utility obtained
from scaling social networks
 Pull versus Push
 Best Practices: Learn, Observe,
Listen, Jump in and Actively
Participate
 Blurs the line between work and
private life, get used to it, it’s not
going away!
“Social media spending is currently 11% of
marketing budgets and is expected to grow
to 14% in the next 12 months and 24% in
the next five years”
Source: Duke CMO Study 2015

Big Data and Analytics
 Navigating the Data and
Information Explosion
 Business Intelligence
 Rise of the Information
Worker
 Real-Time Information
Access
 Big Data on top of Next-
Generation In-memory
Database Technology is the
new “Killer App”
 Dashboards & Predictive
Analytics
 “Brave New World” of Sports
Mr. Data
Brent Spiner
“Father of BI”
Howard Dresner

Customers Case Studies from SAP Projects

Marketing Technology: A Definition
Source: ITSMA 2015

Navigating the Marketing Technology Landscape
Focus your Learning
upon:
 Customer Relationship
Management (CRM)
 Marketing Automation
 Marketing Dashboards
 Digital Media
 Big Data, Analytics &
Visualization
 Predictive Analytics
Source: Scott Brinker @chiefmartec
http://www.chiefmartec.com and Lumascape

SAP is Uniquely Qualified to Master Complexity
For Over 40 Years, SAP Has Led at Every Major Economic Inflection Point
Simplifying Decisions
Enable 3M rows of shopping data per
minute; 1000+ users; 94% responses in
less than 2 sec. each on “Black Friday”
Retailer with 245M customers
per week across 11K stores
Simplifying Technology
Converted 38TB of data to 8TB in-memory with
SAP HANA to unlock the power
of real-time
Consumer goods firm serving
2B customers worldwide
Simplifying Processes
Coordinate a supply chain of 4 million parts from
1500 suppliers across 30 countries to build one
airplane
Aerospace Manufacturer serving
billions of passengers per year
By solving the worlds most complex business problems
1972 Data Processing 1979 Globalization 1991 Internet 2015 Digital
SAP R/1
SAP R/3
SAP S/4HANA
SAP R/2

More Information
SAP.com – www.sap.com and
www.sap.com/services
SAP Services Hub --
www.sapserviceshub.com/h/
SAP Digitalist Magazine --
www.digitalistmag.com

What is SAP IMPACT?
“The Impact program builds a
solid business foundation and
provides accelerated career
opportunities for top-performing
MBA grads, developing your
leadership to prepare you for a
key role at SAP.”
 Bill McDermott sponsored one-year Rotational Leadership Program initiative
 Created to attract & develop SAP’s next-generation leaders
 Consists of MBA Graduates with 5+ years of experience
Rotation
Locations

SAP IMPACT Recruitment Process
OFFER
Executive
Business
Interview
Leadership
Assessment
Initial
Interview
Oct 20th through Nov 21st Early Dec Dec 17-23
Office Hours October 8thSAP Info Session October 7th
Register and attend the corporate
presentation this Wednesday,
October 7th at 6 PM in the
Davis Meeting Room, C203
Register for SAP office hours which
will be held this Thursday, October
8th between 9 AM – 12 PM in team
room 14

© 2014 SAP SE or an SAP affiliate company. All rights reserved.
Thank You!
Fred Isbell
Senior Director,
SAP Service & Support Marketing
fred.isbell@sap.com
www.sap.com/services
Twitter: Fmisbell
Facebook: Fred M Isbell
Linked In: www.linkedin.com/pub/fred-
isbell/0/827/903Edit

SAP Corporate Education Session Fuqua Marketing Club October 2015

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SAP Corporate Education Session Fuqua Marketing Club October 2015