Presentation of Cafer Tosun from SAP Innovation Center at Startup Istanbul, organized by Etohum on 30th of September, 2014

1. Cafer Tosun
SAP Strategic Research
and Innovations
Startup Istanbul 2014
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2. wwwww.wsa.spahpahnanaa.c.coomm//ssttaarrttuuppffooccuuss
SAP Startup Focus

3. SAPStartup Program Overview
“The biggest thing we have learned in our 40 years as an enterprise applications
company is that there are not enough applications in the world and that the
problem is looking for imagination far beyond the walls of SAP to the collective
imagination of all of us.”
Vishal Sikka, Former CTO and Member of the SAP Executive Board, SAP AG - March 7, 2012
Launched in 2012 to establish SAP HANA as a viable & attractive platform for startups to
develop new applications on SAP HANA. The program has three driving principles:
1. Make SAP HANA’s breakthrough capabilities easily available to the global startup
community for application development
2. Offer a simple, inexpensive and effective development accelerator to all eligible
participants building on SAP HANA as the platform of choice
3. Work as a one-stop advocacy group to help startups navigate SAP and commercialize
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their SAP HANA-based solutions

4. Startup Focus Program on HANA
57
1500+
120+
22
26
9
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5. SAP Startup Focus - Journey through the program
Outreach & Engagement
 Pro-active & Targeted Outreach
 Education On SAP And HANA
 Access To High Value Network
 Events And Meetups
 HANA Marketing
 Global & Regional Events
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O&E
ENGAGE
Development Accelerator
 Technical HANA Enablement
 Access To Solution Architect
 HANA Coaching
 Architecture & Productive App
DA
ENABLE
Market Enablement
 SAP Knowledge
 Collateral Development,
Marketplace Readiness
 Commercial Model & Pricing
 Deal Execution
ME
SELL
STARTUP FOCUS TEAM MAIN OUTCOME
 MNDA
 Logo & TM
 HANA Solution Description
 Test & Dev HANA Licenses
 Proof Of Concept
 Minimum Viable Product
 ICC Validation
 “Powered by SAP HANA”
 Productive Solution
 GTM
 Direct AE
 GPO
 HANA Marketplace
SAP FEEDBACK / INTERFACE
 HANA Engineering
 Solution Management
 Custom Development
 HANA CoE
 Industry Alignment
 Value Engineering

6. wwwww.wsa.spahpahnanaa.c.coomm//ssttaarrttuuppffooccuuss
Thank You.

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8. Startup Focus Program Overview
Objectives Accelerate SAP HANA adoption and generate net new HANA revenue streams
Outreach & Engage Tech Enablement Mkt Enablement
Technical HANA
enablement
Access to Solution
Architect
SAP Knowledge /
business coaching
Collateral dev,
Mktplace readiness
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Proactive and
targeted outreach
Education on SAP
and SAP HANA
 MNDA
 Logo and Trademark
 HANA Solution
Description
 Test and Dev HANA
Licenses
 Proof of Concept
 Minimum Viable
Product
 ICC Validation
 „Powered by HANA“
 Productive Solution
 GTM Routes: Direct AE, SMB Sol.,
GPO, HANA Mktplace/ SAP Store
Architecture and
productive app
Commercial model &
pricing
Events &
meet-ups
One-on-one
coaching
Access to high value
network
Sales execution
alignment
Program
Offering
Main
Outcomes
Free Unlimited Period

9. © 2013 SAP AG or an SAP affiliate company. All rights reserved. 9
SFP Reference Case

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