License and Consumption-Based Models Commercial Path in the Cloud

SAP Cloud Platform License and consumption-based models Commercial path in the Cloud

Milena Könn | SAP Cloud Platform Product Management Disclaimer

The information in this presentation is confidential and proprietary to SAP and may not be disclosed without the permission of SAP. Except for your obligation to protect confidential information, this presentation is not subject to your license agreement or any other service or subscription agreement with SAP. SAP has no obligation to pursue any course of business outlined in this presentation or any related document, or to develop or release any functionality mentioned therein. This presentation, or any related document and SAP's strategy and possible future developments, products and or platforms directions and functionality are all subject to change and may be changed by SAP at any time for any reason without notice. The information in this presentation is not a commitment, promise or legal obligation to deliver any material, code or functionality. This presentation is provided without a warranty of any kind, either express or implied, including but not limited to, the implied warranties of merchantability, fitness for a particular purpose, or non-infringement. This presentation is for informational purposes and may not be incorporated into a contract. SAP assumes no responsibility for errors or omissions in this presentation, except if such damages were caused by SAP’s intentional or gross negligence. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates, and they should not be relied upon in making purchasing decisions. SAP Cloud Platform – Elevate Your Enterprise Experience Accelerate Integrations. Simplify Extensions. Expand Business Value.

Cloud On-Prem

Non-SAP SAP SAP Non-SAP Extension Suite

Integration Suite

Multi-cloud Foundation

Best Run Vibrant Methodologies Enterprise Grade Ready-to-use Partner Ecosystem Tools & Services Business Content

SAP SuccessFactors Development SAP S/4HANA S/4 Efficiency Digital Business Application Digital Process SAP C/4HANA C/4 Experience Studio Automation Extension Factory SAP Fieldglass Mobile iBPM Low Code Tools Portal iRPA SAP Concur Prog Models/ Fiori Runtimes Live Process Content SAP Ariba Work Zone DevOps Process Mining Conversational AI Enterprise Messaging … and more Best Run Enterprise-Grade Practices & Guidelines Intelligent Technologies Ready-to-Use Business Services & Apps

© 2020 SAP SE or an SAP affiliate company. All rights reserved. 4 SAP Cloud Platform Extension Factory Development tools Overview Multiple Administration UIs ▪ SAP Cloud Platform Cockpit SAP SuccessFactors ▪ LoB Admin Cockpits 1, e.g. SAP SuccessFactors Extension Center SAP S/4HANA Cloud + ▪ … S/4 On Premise 1

Central Management Plane SAP C/4HANA C/4 ▪ Secured App Connectivity ▪ Central Apps APIs & Events Registry 1 SAP Fieldglass Secured & Managed ▪ Standardized Service Mgmt & Extension Factory Consumption Connectivity 1

1 SAP Concur Runtime of choice ▪ Kyma runtime 1 1 ▪ Serverless runtime 1 SAP Ariba ▪ Application Runtime (CF) ▪ ABAP runtime

SAP Enterprise Core 1 Components ECC Business Event Bus

1 SAP Graph Infrastructure of choice ▪ Google Cloud Platform 1 ▪ Amazon Web Services 3rd Party Solutions ▪ Microsoft Azure ▪ others

… Open APIs Events non- SAP ECC ECC SAP SAP API Business Hub Discover process blueprints, SAP SuccessFactors one domain model, APIs, events, integration packs Governments Integration Hubs SAP S/4HANA S/4 SAP Graph API Management Harmonized APIs for Expose your data as APIs, SAP manage API lifecycle e2e SAP CX CX 3rd Party Apps and Data Integration Advisor Cloud Integration Data Intelligence SAP Fieldglass AI-based integration, End-to-end process Data integration, and metadata mgmt integration orchestration and AI

SAP Concur Enterprise Messaging Open Connectors Serverless Runtime Sense and respond to Accelerate connectivity Functions to respond to business events to 3rd party apps & data events SAP Ariba B2B Partners Process Integration Domain Model & Metadata | Master Data Integration Data Integration EDIFACT … ASC X12 Qualtrics EANCOM VDA Fully managed multi-cloud TRADACOM ODETTE SAP Master Data MDG Governance SAP Process Orchestration Cloud Connector SAP Data Services and Data Integration tools On-premise Ground-to-cloud secure Accelerate and expand the flow middleware connectivity of data across the enterprise

Subscription offering

Create your own BoM

▪ You plan and pay in advance for every service separately (high touch),

whether you use it or not cost1 ▪ You commit for certain services

▪ Certain contract duration (typical three years) cost2 ▪ Coarse granularity for capacity (blocks of e.g. 100 users, 5.000 visits) ▪ New service = new contract contract duration

Commercial aspects ▪ Cloud credits are a pre-paid commitment for the consumption of SAP Cloud Services in a defined time period → unused cloud credits expire at the end of the phase and contract year ▪ Cloud credits are subject to discount ▪ Purchasing of top-up cloud credits at any point of time

Usage aspects ▪ Cloud credits entitle you to flexible usage of all consumption-based services in the portfolio, as well as future (yet to be introduced) services ▪ Service usage is “debited” from the cloud credits ▪ Excess usage (“overage”) is invoiced

▪ You get access to all eligible services, without quotas or limitations ▪ Self-service activation and de-activation (“low touch”) ▪ Only pay for what you use

Explore Scale Innovate Pilot

Buyer Buyer

Explore CP Scale New Ideas Innovate Small–Scale Pilot Services ▪ Start small and ▪ Innovate with ▪ Deploy, learn ▪ Start easy, grow as you go new developed from small pilot without pre- services before global roll- defined BoM ▪ Pay only for what out ▪ Explore services you used ▪ Prove market viability with SAP CP cloud services

Commercial aspects

▪ Use eligible services with no upfront cost, no minimum usage requirement or contract term obligation ▪ No financial obligation ▪ Monthly billing only for services used ▪ Contract auto-renews every 3 months ▪ Consuming on a higher, non-discountable prices

Service Usage aspects ▪ Sign up for an account and get started in your production environment quickly and easily ▪ You get access to all eligible services, without quotas or limitations ▪ Self-service activation and de-activation (“low touch”) ▪ Only pay for what you use usage

Explore Test Prove-Out Pilot

Buyer Buyer

Explore CP Test New Ideas Proofs-of Concept Small–Scale Pilot Services ▪ Test out use case ▪ Develop ▪ Deploy, learn ▪ Get started hypotheses prototype from small pilot quickly, even ▪ Use tools, ▪ Prove technical before global roll- without a firm use services to test viability using out case in mind new ideas actual services ▪ Prove market ▪ Explore viability with SAP innovations CP cloud ▪ Value discovery services

Personal Trial • No-touch / self-service for individual users • Publicly available on SAP website: https://www.sap.com/products/cloud-platform.html • Ideal for self-education • Usually the best choice for an initial, informal evaluation of SAP CP • For all use cases, but most services come with functional and/or resource limitations • Support via SAP Community

CPEA Subscription Pay-as-you-go Cloud Platform Enterprise Agreement offering per Cloud-deployment Create your own BoM Cloud credits Pay only for what you use

• Subscription model • Consumption-based model (Cloud credits are the payment • Consumption-based model (Cloud credits are the payment instrument) instrument) • Predefined BoM needed • Cloud credits are a pre-paid commitment for the • No unused credits, pay for exactly what you used • Fixed commitment consumption of SAP Cloud Services → unused cloud credits • Discounts are negotiable expire at the end of the phase and contract year • Cloud Credits are not discountable • Consuming only services, for which a contract was• Cloud Credits are discountable signed • Customer is entitled to use all services available under • Customer is entitled to use all services available under CPEA (as of today 65+) • If new services needed, new contract should be CPEA (as of today 65+) signed • Short procurement cycle: purchasing only 1 SKU, • Short procurement cycle: purchasing only 1 SKU, consuming up to 65 Services consuming up to 65 Services

• Min. Commitment 10.000 € ACV • No pre-commitment needed

• High Utilization and faster Innovation • Higher Utilization and faster Innovation

Low Flexibility High Flexibility Very High Flexibility

Discover Discover Try Now Estimate&Buy Adopt

Use cases discovery SAP Cloud Estimate CPEA/Subscription center Platform Test your use Personal case (pilot) Trial PAYG Subscription CPEA PAYG Commercial models Your path summary Commercial path for “advanced” customers (prepare your buying decision)

Discover Try now Buy&adopt

Use cases discovery SAP Cloud CPEA center Platform Subscription Personal Trial

For CPEA or subscription Thank you Follow us

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