Explore the business model transformation within the professional services industry. Up until recently, professional services models have been simple and linear, but digitization has disrupted this approach. Find out how services firms can evolve their offerings and create new revenue streams. SAP Hybris solutions can help provide online alternatives to the traditional, physical marketplace and offer dynamic, subscription-based solutions for clients' digital needs.

1. PUBLIC
Nitesh Saini, Prashant Kumar
Industry Principal, ProfessionalServices Industry
Create New Professional Services Revenue
Streams

2. 2PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Evolving Market Dynamics and Digitalization
SAP Hybris Solutions in a Professional Services Context
SAP Hybris Commerce Solution for Professional Services
Why Professional Services Companies Should Choose SAP Hybris Solutions
Agenda

3. 3PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Commoditized
services
Business-to-
customer-like
experiences
Globally
consistent
solutions
Digital
expertise
Automated service
delivery
Multichannel
engagement
Everything is turning digital
1. Outcome-based engagement
Transforming business models; combining services, projects, and
products into new offerings – often including the extended partner
network
2. Multichannel customer interaction
Becoming more customer-centric; delivering a consistent digital
experience across all aspects of business
3. Knowledge-as-a-service delivery model
Achieving operational excellence; streamlining the services portfolio;
leveraging standardized, automated end-to-end processes on a
global scale
Digital imperatives leading the change from
traditional linear business model to nonlinear growth model
Changed professional services landscape

4. 4PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Automate service delivery and standardize billing experience
Create reusable productized services
Move to new pricing models and personalized selling
Design and sell solutions for outcome based-clients
Digital transformation drivers aligned to
key professional services business processes
Deal
qualification
Sales
collaboration
Opportunity
management`
Project plus
services
estimates
Proposals
Contracts
Client
insight
Lead
management
Sales
analytics
Relationship
management
Billing
Time and
expense
Forecasting
Project
setup
Resource
request
Service
design
Project
financial
planning
Order
management
Contract
management
Billing Resource
request
Execution,
confirmation
time, expense,
and parts
Request
resources
Accept, reject
resources
Search for
qualified
resources
Offer
resources
Monitor
staffing
Hard book
resources
Skills and
certifications
Performance
management
Recruiting
Career
planning
Learning
Identify
contingent
workers
Off-board
Track
and pay
Evaluate
Negotiate and
contract
Search and
identify
On-board
Projects
Services
Business development, services sales Service delivery Talent management Contingent workforce management

5. 5PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Digital transformation drivers aligned to
key professional services business processes
DEAL
QUALIFICATION
SALES
COLLABORATION
OPPORTUNITY
MANAGEMENT`
PROJECT +
SERVICES
ESTIMATES
PROPOSALS
CONTRACTS
CLIENT
INSIGHT
LEAD
MANAGEMENT
SALES
ANALYTICS
RELATIONSHIP
MANAGEMENT
BILLING
TIME AND
EXPENSE
FORECASTING
PROJECT
SETUP
RESOURCE
REQUEST
SERVICE
DESIGN
PROJECT
FINANCIAL
PLANNING
ORDER
MGMT.
CONTRACT
MGMT.
BILLING RESOURCE
REQUEST
EXECUTION /
CONFIRMATION
T&E, PARTS
RESOURCE
REQUEST
ACCEPT/REJECT
RESOURCES
SEARCH FOR
QUALIFIED
RESOURCES
OFFER
RESOURCES
MONITOR
STAFFING
HARD BOOK
RESOURCES
SKILLS &
CERTIFICATIONS
PERFORMANCE
MANAGEMENT
RECRUITING
CAREER
PLANNING
LEARNING
IDENTIFY
CONTINGENT
W ORKERS
OFF-BOARD
TRACK
& PAY
EVALUATE
NEGOTIATE &
CONTRACT
SEARCH &
IDENTIFY
ON-BOARD
PROJECTS
SERVICES
BIZDEV AND SERVICES SALES SERVICE DELIVERY TALENT MANAGEMENT CONTINGENT WORKFORCE MGMT.
DEAL
QUALIFICATION
SALES
COLLABORATION
OPPORTUNITY
MANAGEMENT`
PROJECT +
SERVICES
ESTIMATES
PROPOSALS
CONTRACTS
CLIENT
INSIGHT
LEAD
MANAGEMENT
SALES
ANALYTICS
RELATIONSHIP
MANAGEMENT
BILLING
TIME AND
EXPENSE
FORECASTING
PROJECT
SETUP
RESOURCE
REQUEST
SERVICE
DESIGN
PROJECT
FINANCIAL
PLANNING
ORDER
MGMT.
CONTRACT
MGMT.
BILLING RESOURCE
REQUEST
EXECUTION /
CONFIRMATION
T&E, PARTS
RESOURCE
REQUEST
ACCEPT/REJECT
RESOURCES
SEARCH FOR
QUALIFIED
RESOURCES
OFFER
RESOURCES
MONITOR
STAFFING
HARD BOOK
RESOURCES
SKILLS &
CERTIFICATIONS
PERFORMANCE
MANAGEMENT
RECRUITING
CAREER
PLANNING
LEARNING
IDENTIFY
CONTINGENT
W ORKERS
OFF-BOARD
TRACK
& PAY
EVALUATE
NEGOTIATE &
CONTRACT
SEARCH &
IDENTIFY
ON-BOARD
PROJECTS
SERVICES
Business development, services sales Service delivery Talent management Contingent workforce management
é Project profitability
é On-time and on-budget
projects
é Project team productivity
SAP S/4HANA,SAP Jam
ECM BY OPENTEXT | FSB
é Billable utilization
é Customer satisfaction
ê Time2staff
ResourceManagement
forProfessional Services
or
SAP S/4HANA
é Compensation
in % of revenue
é Billable utilization
é Time2hire, time2bill
ê Contingent workforce spend
ê Time2fill
é Compliance
Create reusable productized services
Move to new pricing models and personalized selling
Design and sell solutions for outcome-based clients
é Revenue and sales FTEs
é Profitable bids
é User adoption
Commerce
Marketing
Cloud forSales
SAP S/4HANA
Billing
Cloud for
Service
é Service and solution
profitability
é Acceleratedtime to market
é Operational excellence
Automate service delivery and standardize billing experience

6. 6PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
SAP Hybris solutions address disruption from a
front-office perspective
Nonlinear business models.
Client acquisition.
Client relations.
Greater revenue generation from
existing clients.
Global collaboration.

7. 7PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
A few benefits of SAP Hybris solutions for professional services companies… (Cintas*,Aramark**, SAP***, T Systems|,Movento#
, Swisscom1
)
Our customers speak for us, like Cintas:
§ Digital transformation is very important to us. We have to embrace change. With the SAP Hybris Commerce solution
integrated into our back-end software, we have a platform that enables us to give our customers exactly what they
want: 24x7 availability, mobile access, and a seamless e-commerce experience.
How professional services companies benefit from
SAP Hybris solutions
Commerce
§ 40% increase in
incoming orders through
mobile devices*
§ 255% increase in sales
in 2 years**
§ 50% reduction in catalog
production costs**
Billing
§ 15% reduction in total
cost of ownership|
§ Reduction in manual
efforts for billing and full
control over billing and
invoicing process for
usage services1
Marketing
§ 92% faster response
processing time***
§ 50% reduction in
campaign preparation
time***
§ 40% higher lead
creation***
Sales and service
§ Over 95% reduction in
time lag for entering
leads into the system#
§ Higher quality of contact
information,
conversations, and
follow-ups#
§ Closer relationships with
prospects and
customers#

8. Thank you.
Contact information:
Nitesh Saini
Industry Principal
nitesh.saini@sap.com
+91 80 4329 3286
Prashant Kumar
Industry Principal
prashant.kumar05@sap.com
+49 152 56467-647