The document discusses how businesses are becoming connected and transforming their revenue models. It highlights how analyzing customer usage data from connected devices and applications provides insights that fuel new product and service ideas. The presentation promotes SAP Hybris revenue solutions for powering connected businesses and driving the engagement economy by helping companies meter customer events, discover insights, and create new offers. It demonstrates a smart driving experience using SAP Hybris and IoT to track driving behavior and provide usage-based insurance billing.

1. Nick Milani, VP Strategy & Solution Management, SAP Hybris
October17,2017
Transform Revenue Management
for the Connected Business

2. The Connected Business

3. Engagement Economy
Industrial Economy
Consumer Economy
Digital Economy

4. 4PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
User Expectations:
Fast & Instantly Gratifying
Personalized
Right Price
Social

5. 5PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Users minutes per day on mobile (USA)
Source: Flurry Analytics, comScore,Facebook,NetMarketShare. Note: US, Dec 2016
300
8%
Browser
251
9%
Browser
220
10%
Browser
162
14%
Browser
158
20%
Browser
Q1 2013 Q1 2014 Q2 2015 Q4 2015 Q4 2016

6. 6PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
A connected business keeps up with innovation
1400 1450 1500 1550 1600 1650 1700 1750 1800 1850 1900 1950 2000 2050
Telescope
Printing press
Steam engine
Car
Man on moon
Personal computer
Internet
Google
Re-usable rocket
Driverless
car
AC Power
Nuclear weapons

7. 7PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
…and leverages the speed of commerce to drive valuation
20
8.1
6.2 5.9
5.1
4.4 4.3
3.4
2.8
2.3
1.7
0
5
10
15
20
25
Typical
Fortune 500
Google Facebook Cloudera Tesla Average
Unicorns
Uber CloudFlare AirBnb Snapchat Xiaomi
Years
Source: Accenture
Time to 1B$ valuation

8. 8PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Every business is becoming a connected one
TransportationSportswear GPS and
Navigation
Retail
Hardware EnergySoftwareMedia &
Entertainment
Consumer
Products
Food & Beverage

9. 9PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Pillars of Success for the connected business
Customer Obsession
Strategy TechnologyProcess People & Culture

10. 10PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Customer
Friend Network
Experience
A connected business has customer engagement at the center of it
Omni-Channel
Payments
Sentiment
Milestones
Subscriptions
Autonomy
Purchases
Service

11. 11PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Business Model transformation
One time sale
e.g. $999 one time fee
Subscriptions
e.g. $99 per month
Usage
e.g. 0.10c per event
Personalized bundles
e.g. $29 one time fee
+ $9.99 per month
+ 0.05 per event
+ Promotional discounts
+ Loyalty discounts
Etc.
Then Now

12. 12PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Meter every event
Record usage frequency
Discover most commonly used features
See how/where/when customers engage
Combine with other data sources
Manage and accept payments from any channel
Learn and become intelligent.
ENGAGE. ANALYZE. REACT
Connected usage behaviors give new insights

13. 13PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Ideas for new offers and business
ventures are created through this data-
driven value chain
• Create distinct offers
• Targeted experiences
• …and even completely new products
or services from your new insights
Data is the fuel of the connected business

14. 14PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
At current churn rate, 75% of the S&P 500 will be
replaced by 2027.
Source: https://www.innosight.com/insight/creative-destruction-whips-through-corporate-america-an-innosight-executive-briefing-on-corporate-strategy/
Not all companies will become truly connected

15. 15PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Consumer Industries
Analyzing purchasing behavior along with
data from connected apps and devices fuels
the consumer insight engine that when
leveraged, drives every business to new
heights.
Data Fuels New Products &
Services

16. 16PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
IM&C Companies Are Moving To Outcome
Based Business Models, Combining Smart
Connected Products With Digital Services
Physical and Digital
Products as a Service
Industrial Manufacturing &
Components

17. 17PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
By 2020, Companies will spend
9.5 Billion $ on agile monetization
systems to re-invent their business
models and drive growth
*MGI Research
Now
The time
to act is

18. SAP Hybris Revenue
solutions
Powering Connected Businesses
Driving The Engagement Economy

19. 19PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Simplified Front Office With SAP Hybris
Experience Management
Platform, Infrastructure, Integration
Commerce Sales
Data Management
Product | Customer
Marketing ServiceRevenue
Web Mobile In Store/
Branch
Contact
Center
Market-
place
IOT Social SMS/
Notification
Search
Ads/SEO
Digital
Ads
Email PrintDigital
Goods

20. 20PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
SAP Hybris Revenue Solutions In Context
Sales Force
Automation
Commerce
End-
Consumers
End-B2B
Buyers
Salespeople
SAP Hybris Revenue Solutions
Service
Marketing
Service Reps
LoB Head, CSO, CRO, CEO Operations
CFO
ERP
Finance
Business model
design
Subscription and
usage billing
Customerfinancials

21. Demo

22. 22PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Innovate or renovate your business models
Win With SAP Hybris
Become Agile
The connected business is here! Don’t be left behind.

23. Thank you.
Contact information:
Nick Milani
VP Strategy & Solution Management, SAP Hybris
3410 Hillview Ave, Palo Alto, CA 94304
nicholas.Milani@sap.com
https://www.linkedin.com/in/nickmilani/

24. 24EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Demo
Smart Driving Experiance using
SAP Hybris Revenue Cloud
Jan Gabriel, SAP SE

25. 25EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Showcase Setup
via Virtual Reality
Smart Driving
Featured by SAP Hybris Revenue Cloud and Internet of Things

26. 26EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
SAP Hybris Innovation Lighthouse
Smart Driving

27. 27EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
SAP Hybris Innovation Lighthouse
Smart Driving

28. 28EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
At the end, the
driver receives
invoice via thermal
printer
SAP Hybris Innovation Lighthouse
Smart Driving

29. 29EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
... and PDF of course

30. 30EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
OEM view powered
by SAP Hybris Revenue
Cloud

31. 31EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Cloud Platform
Solution (CF)
Micro Service
Architecture
Business
Model
e.g. Smart
Insurance
Ecosystem
SAP Hybris Innovation Lighthouse
Smart Driving

32. 32EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Demo
Driver Scoring Enhancement by msg global ag

33. 33EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
IoTA – Internet of Things
Analyzer
www.msg-global.com

34. 34EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Interactive electric
toothbrush with impact
on insurance fees

35. 35EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Architecture
Overview
SAP Hybris Innovation Lighthouse
Smart Driving

36. 36EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Desktop
R
R
Thermo Printer
Driver
Race Simulation
SAP Hybris Innovation Lighthouse – Smart Driving
Supported by Cloud Foundry and Microservice based architecture

37. 37EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Desktop
R
R
Thermo Printer
Driver
Race Simulation
SAP Cloud Platform
SAP Vehicle
Insights
SAP Hybris
Revenue Cloud
SAP Hybris as a Service
Customer Accounts
Package
Persistence
Package
SAP Hybris Innovation Lighthouse – Smart Driving
Supported by Cloud Foundry and Microservice based architecture

38. 38EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
R
Desktop
R
Exhibitor
R
Thermo Printer
Driver
Smart Driving Showcase on SAP Cloud Platform
R
R
R
R
Race Simulation
R
Revenue Cloud
Facade
Vehicle Insights
Facade
R
Registration Client
R
Rules Service
Challenge Service
R
SAP Cloud Platform
SAP Vehicle
Insights
SAP Hybris
Revenue Cloud
SAP Hybris as a Service
Customer Accounts
Package
Persistence
Package
SAP Hybris Innovation Lighthouse – Smart Driving
Supported by Cloud Foundry and Microservice based architecture

39. 39EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
R
SAP Cloud Platform
R
SAP Cloud PlatformDesktop
R
Exhibitor
R
Thermo Printer
Driver
R
Driver
SAP Vehicle
Insights
SAP Hybris
Revenue Cloud
Smart Driving Showcase on SAP Cloud Platform
R
R
R
R
Race Simulation
R
Revenue Cloud
Facade
Vehicle Insights
Facade
R
Registration Client
R
SAP Hybris as a Service
Rules Service
Challenge Service
Customer Accounts
Package
Persistence
Package
R
Insurance Scoring
Dashboard
Internet of Things
Analyzer
Insurance
R R
SAP Hybris Innovation Lighthouse – Smart Driving
Supported by Cloud Foundry and Microservice based architecture

40. 40EXTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
SUMMARY IN 77
SECOND
https://youtu.be/oHsJawHQQrY