SAP Partner Kick-Off 2015 Welcome!
Agenda de la Journée 9h30 Plénière (Direction générale SAP France, membres du COMEX) 12h Déjeuner 14h Sessions Thématiques 17h Cocktail de clôture 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 2
Agenda de la Plénière Henri van der Vaeren Bilan 2014 MU France et perspectives 2015 Stéphane Gillet & Jean-Michel Jurbert Lancement S/4HANA Fady Sfeir Priorités Global Partner Organisation Christophe Ceze Stratégie et Organisation General Business Véronique Hangard Résultats Indirect et programmes à venir Cathy Daum Conclusions 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 3
Bilan 2014 MU France et Perspectives 2015 Henri van der Vaeren Managing Director France - Region Head France, Belgium & Luxemburg
Lancement S/4HANA Stéphane Gillet Head of Database & Technology Jean-Michel Jurbert Business Developer Manager
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SAP S/4HANA a new business suite for new business outcomes Decision making Business processes Technology Live business insight Role-based experience All devices Real-time processes Digitally connected enterprise Best business practices Simplified data model Choice of deployment Open innovation platform Immediate business impact New profit models Much lower TCO 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 8
Accélération 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 9
Simplification 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 10
Temps Réel 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 11
Expérience 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 12
Innovation 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 13
Cloud 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 14
SAP HANA SAP Business Warehouse powered by SAP HANA SAP Business Suite powered by SAP HANA SAP Simple Finance powered by SAP HANA In-memory platform Real-time analysis Real-time reporting Real-time business OLAP and OLTP together SAP HANA Enterprise Cloud for SAP Business Suite on SAP HANA Instant financial insight No aggregates Single source of truth Simplified data model New user experience 2011 2012 2013 2014 2015 Advanced processing Choice of deployment 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 15
SAP S/4HANA The Next Generation Business Suite 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 16
Roadmap 2015 SAP S/4HANA On-Premise Edition SAP S/4HANA Public Cloud Edition SAP S/4HANA Managed Cloud Edition SAP S/4HANA Public Cloud Edition SAP S/4HANA Managed Cloud Edition Quarterly innovation cycle SAP S/4HANA On-Premise Edition Yearly innovation cycle Q1/2015 Q2/2015 Q3/2015 Q4/2015 Continuous innovations without disruption in 2016 and beyond DISCLAIMER: This map represents SAP s current plan, but subject to change without any prior notification. Certain planning constraints such as regulatory and licensing issues are outside of our control and may impact the timelines 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 17
Customer journey to SAP S/4HANA 3 situations, 3 deployment options Choice of deployment Starting point A New customer On Premise Cloud Hybrid deploy new installation up and running with best practices in two days Starting point B SAP Business Suite on anydb customer Starting point C SAP Business Suite powered by SAP HANA customer On Premise Cloud Hybrid upgrade to latest EHP, migrate database transfer data to the cloud to SAP HANA, deploy exchange innovation On Premise Cloud Hybrid deploy exchange innovation transfer data to the cloud Supported by predefined migration, system conversion in the cloud and deployment packages from partners and SAP Innovation without disruption Compatibility with SAP ERP 6.0 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 18
PLUS qu une plateforme, une stratégie IMPACTE l ensemble de notre écosystème Nécessite une FEUILLE DE ROUTE pour chacun de nos clients 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 19
Priorités Global Partner Organisation Fady Sfeir Head of Ecosystem & Channel
2014 Cloud Innovations Excellence Opérationnelle 22
GB&E France - 2014 Priorities Achieve Budgets and GB&E Best European MU Boost the SAP Cloud business Boost the Innovation Solutions business Boost the MCaaS/OEM innovative routes to market Drive Operational Excellence 2015 SAP SAP SE SE or an or SAP an SAP affiliate affiliate company. company. All rights All reserved. rights reserved. Customer 23 23
GPO France - Priorités 2015 L Art d être Numérique 24
Ce que disent les grands patrons «On est en face d'un véritable tsunami, une révolution exceptionnelle, c'est la révolution numérique» «J ai la conviction que le digital va tout changer» «Nous sommes au cœur de la révolution digitale» 25
Transformational technologies offer significant potential to drive business innovation 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 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 analytic for behavioral and predictive insights 26
Transformation Numérique des Entreprises McKinsey France/ MIT study, 2014
Transformation Numérique des Entreprises Un processus durant entre 1 et 2 ans selon la taille de l entreprise Initiatives de transformation A Multicanal et experience client numérique B Produits et offres enrichies par le numérique C Prise de decision mieux factualisée D Transformation numérique des processus de bout en bout McKinsey France/ MIT study, 2014
Business Digital Transformation PLATEFORME OUVERTE APPLICATIONS INNOVANTES NETWORK ECONOMY BREAKTHROUGH HANA 29
Run Better with Partners 2.0 Drive with Business Digital Transformation Demand Generation Big Value Business Focus Marketing Service Bureau Collaboration for Successful Projects DQB & Secure Success Partner Expertise Recognized Expertise Packaged Solutions Fast 2 Value VAR PCOE & Presales Excellence 30
Partners Programs with Business Digital Transformation 6- Successful BDT Projects from DQB to Secure Success 5- Big Value Joint APM & BDT Design Thinking Partners Expertise & Business Plan 360 1- Business Focus Target Industries/ Audiences 2- BDT Design Thinking workshops for Target Industries/ Audiences 4- Business Focus 2.0 Execution 3- Co-Innovations @ SAP EBC SAP Community BDT Enablement 31
GPO France 2015 5 + 1 Big Value 2.0 Business Digital Tranformation Customers Collaboration with SSI & Influencers in Demand Gen, Sales & Delivery Stronger VARs in BDT & Cloud, in Value Selling, Presales & Packages 100% of GB Accounts & Opportunities with VARs involved Operational & People Excellence 2015 SAP SAP SE SE or an or SAP an SAP affiliate affiliate company. company. All rights All reserved. rights reserved. Customer 32 32
GPO 2015 GPO Director Fady Sfeir Executive Assistant Anne Bouchet Sales Ops Yoann Pinoy Marketing TBD Big Value Team Ass. Murielle Cinquanta Channel Director Véronique Hangard Business Development Associate Jérémy Allouch Key SIs Fady Sfeir PAM Solution BA Franck Bonnamour PAM Solution D&T Jacques Jouanny PAM Solution Cloud Cyrille Malherbe PAM Solution C4P Amélia de Luca Associate Account Executive Alexandre SAMET Recruitment R. Nigoghossian Solution Center J. Gorre Enablement Julien Macé Program M. Fayard PAM VAR Thomas Lenfant PAM VAR Alexis Granier PAM VAR Bernard Guichané PAM VAR TBH PAM VAR Carole Anoufa IPAM Audrey Agasse OEM/ISV Jean Villin OEM Eric Chaudré Ass. Anne Bouchet Key SIs PAM Denis Rousson Key SIs PAM Stève Lejeune Key SIs PAM Anne Valentin Key Influencers & Programs Claire Benoit-Lesieur Key Sis PAM Belux Karel Meyfroots IPAM Mathilde Lucas IPAM Jeremy Davis Strong line reporting Dotted line reporting 2015 SAP SAP SE SE or an or SAP an SAP affiliate affiliate company. company. All rights All reserved. rights reserved. Customer 33 33
SAP France 2015 Exec Assistant Laurence Hamel Managing Director Henri van der Vaeren SCP A. Syrovatski Industries JF. Hénon Industries V. Cancre General Business C. Cèze Business Analytics B. Faure D&T S. Gillet Cloud & LoB G. Rocher Global Partner Organisation F. Sfeir COO Marc Genevois Field Services Michel Ducroizet F&A Emmanuelle Brun- Neckebrock HR Valérie Vézinhet Marketing Christine Coudert Customer Delivery & Satisfaction Director Orlando Appell Services Sales Director Francis Pondard 2015 SAP SAP SE SE or an or SAP an SAP affiliate affiliate company. company. All rights All reserved. rights reserved. Customer 34 34
Stratégie et Organisation General Business Christophe Ceze Head of General Business
Synthèse 2014 Total GB On target 11% de croissance versus 2013 30 NNN (Hors B1 et BI, dont 20 sur Hana), près de 90% en indirect Chanel Mix 76% de deals signés en indirect, amélioration continuelle au long de l année Une marge de progressions sur l alignement des équipes pour les deals NNN en LGB et les Top Accounts en UGB Cloud Très forte croissance +114% versus 2013 Succès significatifs face à SalesForce Innovations Plus de 50% du revenu
GB 2015 Les grands enjeux: Continuer la croissance de l activité General Business Plus de 20% de croissance attendue en 2015 Vers 100% des affaires avec des partenaires engagés Accompagner la transformation digitale de nos clients Innovations / Network / Valeur Accélerer sur le Cloud Solutions: Cloud 4 People (HR), CEC (C4C + Hybris), Ariba, Concur Cloud public et privé Hana S4Hana HCP (Hana Cloud Platform) HEC (Hana Enterprise Cloud) NNN et migration de la base installée
GB 2015 Quelques éléments clés notre réussite: Optimiser la couverture du territoire (Comptes & LoB) Développer l incrémentalité NNN / Installed base Industries et Solutions SAP/Partenaires Parler aux métiers Exploiter l ensemble du portefeuille de solutions Volume business Un modèle qui fonctionne, dont le périmètre s élargie Territory plan avec les partenaires Demand Gen Top deals Target Account Plan (Top 100) Engagement Exec au niveau des COMEX, développer la proximité Etre en capacité de démontrer la valeur business Alignement SAP/Partenaires pour renforcer l efficacité
GB 2015 Organisation: + de présence, + d expertise métier, + ensembles UGB : un renforcement sur les solutions et de l incrémentalité Accélération du focus industries (13 AE, ajout de Média/Sport & Healthcare) 11 Solution Sales dédiés en support (BI, EPM&GRC, Data, Techno, HR, CEC) 100% AE field, de 350 M à 1300 M LGB : une augmentation du territoire et du support solutions 2 équipes Industries (18 ISE), avec des spécialistes NNN et IB 1 équipe Solutions (8 ISE) 1 équipe Cloud dédiée 100% ISE, jusqu à 350 M B1 & ByD : Une équipe dédiée, cross segments Des ISE ByD renforcent le dispositif Top 100 APM 1,3 Md Upper Volume Industrie Solution 1000 comptes Territory Plan LGB : Coverage 100% ISE 17000 Comptes Focus NNN/Base installée 350 M
GB 2015
GB 2015 Points d attention Rapidité de mise en place et d exécution Sécurisation des affaires en cours, importance de la linéarité (Année & Trimestre) Construction du 4RQ pipeline, multi solutions (les affaires de demain ) Territory Plan / Rencontres AE, ISE & Partenaires / Intérêt partagé & priorités (vos Business Plan) Confiance & Alignement des équipes Anticipation Echanges réguliers Construction & closing Investissements Demand Gen: Commerciaux, Avant-vente, Blitz, NNN, Viser les grands projets de transformation, Dry-run avant demo Expertise: Stratégie SAP, Package certifiés intégrant l innovation, REX, Fast To Value en LGB
GB 2015 Vers de nouveaux horizons, encore plus loins Un extraordinaire champ des possibles Des ressources et compétences nombreuses One team, One dream
Résultats indirect et programmes à venir Véronique Hangard Channel Director SAP France
France Ventes Indirectes +33% +21% +32% +39,7% 2010 2011 2012 2013 2014 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 44
France Resell Growth LE LE LE GB GB GB 2012 2013 2014 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 45
Cartographie du réseau en France 60 50 40 30 20 10 0 Number of VARs 14 10 9 20 4 14 14 13 16 17 18 20 6 10 2010 2011 2012 2013 2014 > 1m 300k à 1m 100k à 300k 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 46
Top Revendeurs VAR VISEO (2) SCC (7) PAS A PAS (4) KEYRUS (18) PRIMIS AUGUSTA (5) SOA PEOPLE (20) ITELLIGENCE (4) PM CONSEIL (15) TWIN SOLUTION (16) SI ATOS CAPGEMINI ACCENTURE IBM CSC 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 47
Quels produits? Core 44% D+T 11% Analytics 33% LOB 12% LOB on Premise 6% LOB - Cloud 6% 350% de croissance Cloud 89% des NNN sur GB 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 48
Channel France 2015 5 + 1 Big Value 2.0 Business Digital Tranformation Customers Collaboration with SSI & Influencers in Demand Gen, Sales & Delivery Stronger VARs in BDT & Cloud, in Value Selling, Presales & Packages 100% of GB Accounts & Opportunities with VARs involved Operational & People Excellence 2015 SAP SE. All or rights an SAP reserved. affiliate company. All rights reserved. Public 49 49
Certifications indispensables SAP Recognised Expertise : capacité à délivrer La France est le premier pays en Europe 38 partenaires ayant réussi au moins 1 certification Critère de sélection des partenaires Certifications Verticales et par Produits (Innovation) Learning Hub pour aller plus loin Presales Certification : Capacité à démontrer Axe Innovation renforcé Accès a l infrastructure simplifiée Partenaires Thèmes Nb certifications Certifications CAPGEMINI Business Intelligence 17 20 BearingPoint HR Cloud Solutions France SAS 14 8 Itelligence Life Sciences 13 7 Compagnie IBM France 11 Professional Services 6 CSC 8 HANA 6 Démo Showroom à disposition pour présenter les dernières versions en permanence 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 50
Package et Fast To Value Package : une certification complète intégrant l innovation Hana, Lumira, mobilité 10 nouvelles certifications en 2014 Fast To Value : le programme LGB BAiO RDS Dedicated Partners Cloud & Hana One Team Software Service Content Enablement Simple Flexibl e Compre hensive NNN EBC à votre disposition pour pousser vos innovations 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 51
Lead Generation Vision annuelle, plusieurs canaux de détection Business Focus 2.0 Marketing Service Bureau : catalogue ou à la carte Territory Planning / Target Account Plan Enterprise Extended Sales (E2S) 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 52
Excellence opérationnelle Business Plan & Plan opérationnel Cible, Must Win Deal Deal Registration Management process, pilotage Hebdo, mensuel, trimestriel Net New Name, Innovation, Projets de Transformation 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 53
Innovation Cloud 6 partenaires C4P, 3 Rex 6 partenaires C4C, 1 Rex Hybris, Ariba.. Concur Analytics Infinit Insight : BI Looking Forward Lumira Simple Finance D&T Hana, HCP, Hec, migration, base installée, agnostique Sybase Techno : un réservoir de qualité 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 54
Innovation : agenda Q1 S4 : Sales Presales (100), Consultants (50) : 10 et 11 février CeC : Sales Presales : 17 février Ariba : Presale Bootcamp level 2 : 3 à 5 mars SAP HCM Cloud : Stratégie et clés de succès : 5 mars Mobilité : Inner Circle : 11 mars Realize value : HCM 2015 : 16 et 17 mars (Walldorf) Platform Business Planning : 18 et 19 mars C4C intégration training et développement training : 27 au 30 avril, 11 au 13 mai Lumira en vertical : Date à finalisée Hybris : Presale Bootcamp : Date à finalisée Challenger, Télé-agent, APM, Value Selling, Stratégie Digitale
Partners Programs LGB 6- References 5- Innovation New BI Hana Cloud CeC 4- Deal Registration Partners Expertise & Business Plan 360 1- Recognize Expertise Presale Certification 2- Package Fast To Value 3- Lead Generation Marketing Service Bureau Territory Planning 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 56
Partners Programs UGB 6- References 1- Recognize Expertise Presale Certification 5- Innovation New BI Hana Cloud Techno 4- Deal Registration Partners Expertise & Business Plan 360 3- Lead Generation Marketing Service Bureau Business Focus Target Account Planning E2S 2- Package Fast To Value 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 57
Partners Programs LE 6- References 1- Recognize Expertise Presale Certification 5- Innovation New BI Hana Cloud Techno 4- Deal Registration Partners Expertise & Business Plan 360 3- Lead Generation Business Focus Target Account Planning E2S 2- Package 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 58
2015 Une accélération de la stratégie indirecte du GB Spécialisation, Expertise, Certification Solution innovantes, orientées Business Des contrats plus souples et diversifiés Software And People Une linéarité, à commencer par Q1 Bonnes ventes à tous 2015 SAP SE or an SAP affiliate company. All rights reserved. Public 59
Conclusions Cathy Daum Senior Vice President General Business and Partner Operations EMEA
Agenda de la Journée 12h Déjeuner 14h Certified Appliances for SAP Maps for SAP SAP as a Service for Partners 15h Olivier Demeusy HCP Eric Delattre SAP Strategy BI & RoadMap Jacques Gorre S/4Hana 16h Thierry Pierre Emmanuel Lebot La Stratégie SAP concrétisée - CEC Payment services specialist for SAP Jacques Gorre Fast to value 17h Cocktail de clôture 2015 SAP SE or an SAP affiliate company. All rights reserved. Customer 61