Should you pivot to the enterprise?

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A presentation we gave at #sosatlv for startups - Should you go for the enterprise market?

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Should you pivot to the enterprise?

  1. 1. Should you pivot to the enterprise? Yariv Zur, Director Solution Management & SAP Mentor, SAP Labs Israel / @vlvl June 2014
  2. 2. 2© 2014 SAP AG or an SAP affiliate company. All rights reserved. Enterprise customers are not easy for a small, agile, startup.
  3. 3. 3© 2014 SAP AG or an SAP affiliate company. All rights reserved. We would like to convince you of the value of trying…
  4. 4. 4© 2014 SAP AG or an SAP affiliate company. All rights reserved. 74% of the world’s transaction revenue touches an SAP system.
  5. 5. 5© 2014 SAP AG or an SAP affiliate company. All rights reserved. SAP touches $16 trillion of consumer purchases around the world.
  6. 6. 6© 2014 SAP AG or an SAP affiliate company. All rights reserved. SAP customers represent 86% of Global Fortune 500 companies.
  7. 7. 7© 2014 SAP AG or an SAP affiliate company. All rights reserved. Our customers produce 77% of the world’s beauty and fragrance products.
  8. 8. 8© 2014 SAP AG or an SAP affiliate company. All rights reserved. Our customers distribute more than 78% of the world’s food.
  9. 9. 9© 2014 SAP AG or an SAP affiliate company. All rights reserved. SAP provides solutions to 58% of United Nations member governments to help improve citizen services.
  10. 10. 10© 2014 SAP AG or an SAP affiliate company. All rights reserved. Our customers distribute more than 76% of the world’s healthcare products.
  11. 11. 11© 2014 SAP AG or an SAP affiliate company. All rights reserved. Our customers produce more than 82% of the world’s medical devices.
  12. 12. © 2014 SAP AG or an SAP affiliate company. All rights reserved. 12Public Our customers produce 85% of the world’s pet food.
  13. 13. 13© 2014 SAP AG or an SAP affiliate company. All rights reserved. Our customers produce more than 82% of the coffee and tea we drink each day.
  14. 14. © 2014 SAP AG or an SAP affiliate company. All rights reserved. 14Public Our customers produce more than 79% of the world’s chocolate.
  15. 15. © 2014 SAP AG or an SAP affiliate company. All rights reserved. 15Public Our customers produce more than 86% of the world’s athletic footwear.
  16. 16. 16© 2014 SAP AG or an SAP affiliate company. All rights reserved. Our customers produce more than 77% of the world’s beer.
  17. 17. 17© 2014 SAP AG or an SAP affiliate company. All rights reserved. Over 40% of the companies that were at the top of the Fortune 500 in 2000 were no longer there in 2010. Change Source: Brian Solis’ Future of Business
  18. 18. 18© 2014 SAP AG or an SAP affiliate company. All rights reserved. The amount of time parents spend with their children continues to go up in the US. Fathers have nearly tripled their time with children since 1965. Mothers’ time with children has also increased, and today’s mothers spend more time with their children than mothers did in the 1960s. Source: Pew Research Center, 2013 Resources
  19. 19. 19© 2014 SAP AG or an SAP affiliate company. All rights reserved. E-commerce is dominated by business-to-business (B2B) sales - roughly 90% of the value of e-commerce transactions is from B2B and this has been nearly constant over the last ten years. Source: OECD “Electronic and Mobile Commerce,” 2013 © OECD Networks
  20. 20. 20© 2014 SAP AG or an SAP affiliate company. All rights reserved. Business in the cloud is not proven F A C T M y t h The Ariba Business Network connects companies transacting in commerce. 1.5M $0.5T *a new company joins the Ariba Network every 2 minutes. Transaction revenue approximately 2X that of eBay
  21. 21. 21© 2014 SAP AG or an SAP affiliate company. All rights reserved. S • You are faster than the enterprise vendors • You have DNA they don’t. W • Ent. Clients like to buy from Ent. Vendors. • Regulations • Scale! T • Ent. Vendors copying you. • The one big customer. O • Biggest customers on the planet • Customers are used to pay for software • The market is in transition!
  22. 22. © 2013 SAP AG. All rights reserved. 22 Key Takeaways: • Enterprises are tuned to technology trends, their customers expect that. • Some technology trends are at the very core of the Enterprise Strategy (e.g. Cloud) • The Enterprise ecosystem can be a huge leverage to scale your innovation • Targeting your solution to the enterprise requires different attention (only cool and for free vs. supportable, scalable, *able) • Easier to disrupt from outside (the innovators dilemma) The Local Angle – All the big enterprises are HERE.
  23. 23. 23© 2014 SAP AG or an SAP affiliate company. All rights reserved. So should you pivot to Enterprise?
  24. 24. 24© 2014 SAP AG or an SAP affiliate company. All rights reserved. Thank You
  25. 25. © 2014 SAP AG or an SAP affiliate company. All rights reserved. Thank you Contact information: Yariv Zur Director Solution Management, SAP Labs Israel @vlvl / yariv.zur@sap.com

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