share smart e c leadership hungry for global markets v1
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E&C Share Smart Leadership Advantage
ONE TEAM DRIVING CO-INNOVATION & GROWTH
© 2011 SAP AG. All rights reserved. 1Confidential
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Welcome!
Dan Maloney, Global Vice President eChannelsSeptember, 2011
© 2011 SAP AG. All rights reserved. 2Confidential
<Insert Title> Before we begin...POLL Please select your answer.
What is the predicted annual growth rate of e-commerce sales for 2013?
CONFIDENTIAL
Improving The Way We Serve Our CustomersSAP EcoHub and the Future Impact of eChannels
September 2011Dan Maloney, Global Vice President eChannels
Confidential
© 2011 SAP AG. All rights reserved. 4Confidential
Agenda and Speakers
Market Trends & Opportunity The Growth of E-Commerce The Evolution of Online Marketplaces
eChannels Future Vision
SAP Opportunity
eChannels Today
SAP EcoHub
BA & Mobile Apps
SAP Online Store
SAP Store for Business ByDesign
Mobile App for SAP Store
SAP Sybase Shop
SAP Education Store
Roadmap to 2015
How to Get Engaged & Upcoming Activities
Dan Maloney
Your Speaker is:
© 2011 SAP AG. All rights reserved. 5Confidential
“Worldwide e-commerce sales will reach
$963.0 billion by 2013, growing at an annual rate of 19.4%.
Imran Khan, Managing Director, Goldman SachsNothing But Net: 2011 Internet Investment Guide.
January 2011
”
© 2011 SAP AG. All rights reserved. 6Confidential
The Evolution Of Online Marketplaces (eChannels)Consumerization of the Enterprise
App Store
Android Market
© 2011 SAP AG. All rights reserved. 7Confidential
The Vision for SAP eChannelsSAP’s most profitable and scalable sales channel for SAP, Partner and Developer solutions
Pervasive Commerce(.Com Sites, Social Networks, Devices {Smart Phones, Auto, TV})
SAP Store(Mobility, Business Analytics, OnDemand, etc.)
SAP, Partners &Developers Solutions
Platforms and tools to make it easy & attractiveFor developers to build, distribute and monetize
Customers & ProspectsExperiences that makes it easy to purchasewith improved discovery and evaluation
eChannelsEverywhere!
“In Product” Commerce(SAP Store built into product in context)Custom Stores
(Customer & Partner Stores powered by the SAP Store)
© 2011 SAP AG. All rights reserved. 8Confidential
eChannels Tomorrow: Supporting SAP 2015 Goals
1 Billion Users
€20 Billion
35% Margins
Scalable deployment channel for Mobile, On Demand, Analytics and Services (SAP & Ecosystem)
Develop a €175M channel by 2015 €100M in software and subscription and €75M in services revenue
Expand low-cost channel for SAP (~75% margin)
© 2011 SAP AG. All rights reserved. 9Confidential
Discover and buy mobile apps from SAP and partners
Accessible on mobile web, iPhone, iPad, Android devices
End to end buying experience
Discover, evaluate, buy SAP &
partner solutions
900+ solutions from 450+ partners
and SAP
Mobile & Business Analytic Apps
Discover and buy On-Demand solutions from SAP & partners
Solutions complementary to
SAP Business By Design
End-to-end buying experience
Discover and buy downloadable solutions and services
Focused on entry level Business Intelligence
Capable of hosting additional SAP and partner solutions
Gearing Up for the Next Wave: eChannels Today
SAPeChannels
Organization
Sybase eShop
SAP Training & Certification Shop
Coming in Q3
Additional Online Channels for SAP
© 2011 SAP AG. All rights reserved. 10Confidential
eChannels Momentum By The Numbers
31,000Total Online Transactions
1,500,000Total Unique Visitors
1,000Solutions from SAP and Partners
YOY Growth in Traffic
900%
17,000Social Media Followers
© 2011 SAP AG. All rights reserved. 11Confidential
<Insert Title> POLL – SAP EcoHubPlease select your answer
Have you used the SAP EcoHub to discover solutions for your organizations?
© 2011 SAP AG. All rights reserved. 12Confidential
SAP EcoHub
Customers leverage the solutions that fit their unique business needs. Over 84% are decision makers or influencers.
Trusted online resource for informed decision making that serves over 120K unique visitors per month
Ability to search over 900 solutions from SAP and over 500 partners by role, industry, topic
Discover Evaluate Buy
Quickly Find Solutions
Search By Relevance
Leverage Insights
Solution Marketplace for SAP and Partner Applications
© 2011 SAP AG. All rights reserved. 13Confidential
Mobile and Business Analytics Apps
Available now: 70+ solutions from SAP and partners with emphasis on
built-on-SUP applications Device-specific downloads
Coming soon: Additional solutions from SAP and partners Distribution and direct sales Company-specific solution stores
Mobile Apps
Complimentary mobile and business analytics apps with access to 2.2 mil. SAP community members.
Business Analytics
Instant access: Comprehensive set of solutions from SAP and Partners 180+ solutions/ 10,000 customer visits
Immediate impact Quick time to value – pre configured analytic
applications, content, services available in one place Depth and breadth of analytic solutions and services to
meet all needs Exponential value as customers extend SAP platform
© 2011 SAP AG. All rights reserved. 14Confidential
SAP Online Store
Focused on Business Analytics.
500K+ visitors annually from 170 countries.
17 Unique “sites” with 44 advertised points of entry.
Localized in 11 languages, transacts in 15 currencies from 108 countries.
100% downloadable products.
SAP Online Store Today
Coming Soon
Site redesign launch in early Q4.
Planned product expansion to include additional SAP and partner solutions and services.
Discover , buy, and download SAP entry-level BI for immediate use.
© 2011 SAP AG. All rights reserved. 15Confidential
SAP Store for Business By Design
50+ SAP & partner solutions including:
Forms & Reports
Integrations/Web Services
Micro Vertical Solutions
Add-ons
Support for 10 countries w/local language and currency
70 + additional solutions from SAP and partners (Dec)
Try/Buy Scenario – Trial solutions for 30 days, money back guarantee if not fully satisfied
Additional languages
Destination of choice to find and purchase complementary SAP Business By Design solutions
The SAP Store for Business By Design
Coming Soon
© 2011 SAP AG. All rights reserved. 16Confidential
Mobile Application for the SAP Store
Official Mobile Application for the SAP Store for Business ByDesign
Scheduled for November 2011 Release
Top Mobile Solutions Apps for On Demand
Apps include a variety of areas including collaboration, BI, workflow automation and CRM
Ability to search, browse and download applications
© 2011 SAP AG. All rights reserved. 17Confidential
Sybase eShop
Full catalog of Sybase products – over 4200 variations
List price, Partner contract pricing, promotional deals and “try and buys”
Accepts credit cards and purchase orders
“Paperless” process for Partners
Ability to download products and license keys, or request physical delivery
Orders automatically flow into Sybase’s ERP system and delivery processes
Sybase eShop
eShop Activity
Over 100,000 unique visitors each year
$6.5 Million in annual revenue and growing
Supports 23 countries and 13 currencies
14% of all Sybase orders worldwide are processed via eShop
Tightly integrated with Sybase’s ERP system
�Sybase’s easy-to-use, online store designed to offer fast and easy, 24/7 access to Sybase products
© 2011 SAP AG. All rights reserved. 18Confidential
SAP Training and Certification Shop
Over 4,000 training and certification products
Available in 43 countries in 9 languages
Purchase as an individual or for a team
Accepts CC, Pcard, and Invoice online
Over 365K visitors per month
Over 50% of visitors return to the store
Conversion rate of over 24%
New functionality/features: Waitlist
Pre-book
Replacement
Cancel
Partner catalogs
Mobile format
Destination of choice to search, buy and consume education offerings from SAP.
Training and Certification Shop Today
Coming Soon
© 2011 SAP AG. All rights reserved. 19Confidential
Execution & Implementation
Bu
sin
ess
Val
ue
& I
mp
act
“Mobilize and Beautify”
Launch SAP Store for Business By Design, Mobility and Business Analytics focus areas within SAP EcoHub
Stabilize and extend eStore-distribution channel synergies
Integrate and scale eChannels pipeline into Inside Sales
Harmonize user-experience across all online channels
Launch On-Device Mobile Apps Store (iOS, Android, RIM)
“Mass Volume, Everywhere & Personalization”
Build scalable transaction and commerce capabilities to support mass volume
Drive key relationships with strategic partners to increase store pervasiveness
Proliferate customer stores through SAP installed base
Enhance SAP development and related processes to rapidly deliver lightweight enterprise and consumer apps
Deliver flexible cloud based architecture to support SAP Store pervasive approach
Expand local language & currency Integrate social networks and vertical
communities (beyond SAP)
2011“Unify and Mainstream”
Scale (#) of transactions from volume to consultative
Consolidate platforms and stores Infuse eChannels capabilities into
Regions, Inside Sales, and other indirect channels
Expand commerce capabilities Deliver select local language & currency Create simple, intuitive, partner and
developer community experience Build affinity model, customer profiling,
and behavior based analytics
2012-2013 2012- 2013
2014- 2015
Roadmap to 2015Dan to Replace with New Slide
© 2011 SAP AG. All rights reserved. 20Confidential
Getting Started With eChannels - Let’s Engage!
1. Drive Awareness of the Online Channel
Increase solution offerings on SAP EcoHub and SAP Store for Business By Design
Increase traffic to the SAP Online Store
Drive joint customers to key focus areas for On-Demand, Mobility and Analytics
Run campaigns anchored in SAP EcoHub for joint partner solutions
2. Recruit Partners & Drive Engagement
Increase partner activity with SAP EcoHub and SAP Store for Business By Design
Submit partner applications for the Mobile Apps Store
Strategize with your partners on demand gen campaigns on SAP EcoHub
© 2011 SAP AG. All rights reserved. 21Confidential
eChannels Upcoming Activities
eCHANNELS@ SAP TECH ED
Stop by the SAP EcoHub interactive stations in Las Vegas and Bangalore
Drive attendance to eChannels networking session in Las Vegas with Dan Maloney
Tune in online for eChannels TechEd LIVE interviews
eCHANNELS @ SAPPHIRE MADRID
Look for key announcements for the Mobile App Store and overall eChannels momentum
Stop by the Mobility, Analytics and SME campuses for interactive demos
© 2011 SAP AG. All rights reserved. 22Confidential
Thank you !
Build a $175 Million scalable, efficient online route to market for SAP Enable key growth areas for SAP and partners (Mobile, BA, On Demand) Deliver an end to end buying experience across all SAP online channels
KEY MESSAGES FOR SAP eCHANNELS
© 2011 SAP AG. All rights reserved. 23Confidential
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© 2011 SAP AG. All rights reserved. 24Confidential
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