opensap rds1 general packaging overview
TRANSCRIPT
Week 1 Unit 1:
SAP Packaging Brands –
Overview
© 2014 SAP AG or an SAP affiliate company. All rights reserved 2
SAP Packaging Brands – Overview Motivation for SAP Rapid Deployment Solutions
Customers demand simpler, faster adoption of solutions and new technology and
innovations at cloud speed & price points
Insight to Action
© 2014 SAP AG or an SAP affiliate company. All rights reserved 3
SAP Packaging Brands – Overview Simplified Solution Deployment with SAP Rapid Deployment Solutions
SERVICES from SAP & Partners
Rapid Deployment – Best Practices
Solution Content, Tools, & Methods
SOFTWARE
Cloud, On-Premise, & Hybrid
Complimentary
with Software
Fast
Time to Value
Lower
Cost
Predictable
Results
© 2014 SAP AG or an SAP affiliate company. All rights reserved 4
Jumpstart with 80 % solution based on
packaged best practices.
Guided design & deployment.
Preassembled best practices in cloud,
on-premise, or hybrid models.
Blueprint from scratch.
Reinvent the wheel.
SAP Packaging Brands – Overview Evolution of Implementation Approach to Simplified Solution Deployment
Traditional
Design-Based
Approach
RDS Approach
Today
Next Evolution of
RDS
© 2014 SAP AG or an SAP affiliate company. All rights reserved 5
SAP Packaging Brands – Overview Best Practices-Based Solution Content, Tools, & Methods
Delivery
Documentation Configuration/Technical
Scope Item Descriptions
Business Process Documentation
Configuration Guides
Configuration Settings
Sample Master Data
Solution Builder
Analytic Models
Delivery
Documentation Delivery
Technical Content Download
Preassembly for SAP Software Appliances In the SAP Cloud
Private (Partner) Cloud or On-Premise
Option:
© 2014 SAP AG or an SAP affiliate company. All rights reserved 6
SAP Packaging Brands – Overview Step-by-Step Guide: Go-live fast and efficiently at a predictable cost
Ready-to-use accelerators Pre-defined project methodology
© 2014 SAP AG or an SAP affiliate company. All rights reserved 7
SAP Packaging Brands – Overview Best Practices-Based Solution Content, Tools & Methods
SAP® Rapid Deployment solutions
SAP® Business All-in-One solutions
SAP® Best Practices packages
Best practices design with
customers, SAP experts, & partners
Customer Project
1
Packaged for simplified solution deployment 2
Extended with support from SAP & partners 3
Available to customer projects as: 4
© 2014 SAP AG or an SAP affiliate company. All rights reserved 8
SAP Packaging Brands – Overview Simplified Solution Deployment Across SAP’s Portfolio
Line of Business
SAP Business Suite
SAP ERP Foundation Extension
Industry
Top innovations for industry and
line of business
Database & Technology
Cloud: End-to-end solutions for hybrid
use cases; onboard, integrate, & run in
Cloud
In-Memory: Migration to/deployment of
key SAP HANA capabilities
Analytics
User Experience & Mobility
Cloud
Mobile and UX
Line of
Business
Solutions
Analytics
Industry
Solutions
In-Memory Capabilities
Business Applications
© 2014 SAP AG or an SAP affiliate company. All rights reserved 9
SAP Packaging Brands – Overview Evolution of Packaging and SAP Rapid Deployment Solutions
2010 2014
Simplified solution
deployment
SAP Rapid Deployment Solutions
2006 2002
SAP Business All-in-One
Fast-Start for SAP BAiO
SAP Best Practices
1998
© 2014 SAP AG or an SAP affiliate company. All rights reserved 10
SAP Packaging Brands – Overview ONE Simplified Customer Experience
ON-PREMISE CLOUD HYBRID
DEPLOYMENT
© 2014 SAP AG or an SAP affiliate company. All rights reserved 11
SAP Process
Integration
- or - SAP Hana Cloud
Integration
From Legacy
Data Migration
SAP Business Suite
SAP Cloud Solutions
Procurement RDS
Ariba Business Network
or Procure to Pay
SuccessFactors
Cloud for Sales, Services,
Marketing
SAP Cloud powered by SAP HANA
HCM RDS
CRM RDS
Financial Cloud
Process Integration
On-Premise SAP Platform
Migration
Database & Data
Migration to SAP HANA
Industry-Focused ERP &
ERP Foundation Extension
Covering Key Cloud Use Cases
2. Integration 1. Migration 3. Cloud Solution
Deployment
SAP Packaging Brands – Overview Best Practices for Simplified Cloud with SAP Rapid Deployment Solutions
© 2014 SAP AG or an SAP affiliate company. All rights reserved 12
+ Proven BW, ERP and CRM migration
to SAP HANA
+ Simplified step-by-step proven process
Migration
SAP Process
Integration
- or - SAP Hana Cloud
Integration
From Legacy
Data Migration
SAP Business Suite
SAP Cloud Solutions
Procurement RDS
Ariba Business Network
or Procure to Pay
SuccessFactors
Cloud for Sales, Services,
Marketing
SAP Cloud powered by SAP HANA
HCM RDS
CRM RDS
Financial Cloud
Process Integration
On-Premise SAP Platform
Migration
Database & Data
Migration to SAP HANA
Industry-Focused ERP &
ERP Foundation Extension
+ Fast realization of cloud &
in-memory benefits
SAP Packaging Brands – Overview Simplified Migration for SAP BW and SAP Business Suite powered by SAP HANA
in the Cloud
© 2014 SAP AG or an SAP affiliate company. All rights reserved 13
+ Data mappings
+ Message control, connectivity, and security + End-to-end processes w/ integration to
SAP Business Suite
RDS Integration & Data Migration Content
SAP Process
Integration
- or - SAP Hana Cloud
Integration
From Legacy
Data Migration
SAP Business Suite
SAP Cloud Solutions
Procurement RDS
Ariba Business Network
or Procure to Pay
SuccessFactors
Cloud for Sales, Services,
Marketing
SAP Cloud powered by SAP HANA
HCM RDS
CRM RDS
Financial Cloud
Process Integration
On-Premise SAP Platform
Migration
Database & Data
Migration to SAP HANA
Industry-Focused ERP &
ERP Foundation Extension
SAP Packaging Brands – Overview Integration Best Practices for Hybrid Cloud/On-Premise Platform
© 2014 SAP AG or an SAP affiliate company. All rights reserved 14
+ Jumpstart SAP SuccessFactors setup with
Cloud ‘baseline’ solution configuration + Fast SAP Business Suite on SAP HANA
with Cloud convenience and simplicity
RDS Cloud Solution Deployment
SAP Process
Integration
- or - SAP Hana Cloud
Integration
From Legacy
Data Migration
SAP Business Suite
SAP Cloud Solutions
Procurement RDS
Ariba Business Network
or Procure to Pay
SuccessFactors
Cloud for Sales, Services,
Marketing
SAP Cloud powered by SAP HANA
HCM RDS
CRM RDS
Financial Cloud
Process Integration
Migration
Database & Data
Migration to SAP HANA
Industry-Focused ERP &
ERP Foundation Extension
On-Premise SAP Platform
SAP Packaging Brands – Overview Simplified New Solution Deployment (SaaS / SAP Business Suite)
© 2014 SAP AG or an SAP affiliate company. All rights reserved 15
SAP Packaging Brands – Overview Accelerating Time to Value at a Lower Cost
Designed to Order Traditional implementation approach
Test & Go-Live Project Prep Realization
Significant savings
in project time and cost
Simplified with Cloud Deployment For migration and new solution deployment
Project Prep Blueprint Realization Test & Go-Live
Assemble from flexible best practice-defined scope New solution deployment – Migration – Integration
From SAP and qualified SAP partners
© 2014 SAP AG or an SAP affiliate company. All rights reserved 16
Service
Offerings
Extension of the
Portfolio
New Delivery Models
SAP Packaging Brands – Overview 3 Ways Partners Deliver with SAP Rapid Deployment Solutions
© 2014 SAP AG or an SAP affiliate company. All rights reserved 17
SAP Packaging Brands – Overview Best Practices-Based Solution Content, Tools, & Methods
Partner qualified SAP® Rapid Deployment solutions
Partner qualified SAP® Business All-in-One solutions
Best practices design with
customers, SAP experts, & partners
Customer Project
1
Packaged for simplified solution deployment 2
When extended with qualified partners… 3
Available to customer projects as: 4
© 2014 SAP AG or an SAP affiliate company. All rights reserved 18
SAP PartnerEdge –
Sales & delivery enablement assets
available at Partner Enablement
Center (PEC)
www.sappartneredge.com
SAP Service Marketplace –
Presentations, customer
presentations, configuration and
scoping guides, links to package
downloads
http://service.sap.com/solutionpackage
s
SAP Store –
SAP Store Browse by department
Packaged solutions SAP Rapid
Deployment solutions
https://store.sap.com/sap/cp/ui/resourc
es/store/html/Solutions.html?pcntry=U
S&sap-
language=EN&catID=PACRDS&_cp_i
d=id-1396398968650-0
SAP Packaging Brands – Overview Where to Learn More
© 2014 SAP AG or an SAP affiliate company. All rights reserved 20
© 2014 SAP AG or an SAP affiliate company.
All rights reserved.
No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG or an
SAP affiliate company.
SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG
(or an SAP affiliate company) in Germany and other countries. Please see http://global12.sap.com/corporate-en/legal/copyright/index.epx for additional
trademark information and notices.
Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors.
National product specifications may vary.
These materials are provided by SAP AG or an SAP affiliate company for informational purposes only, without representation or warranty of any kind,
and SAP AG or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP AG or
SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and
services, if any. Nothing herein should be construed as constituting an additional warranty.
In particular, SAP AG or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related
presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP AG’s or its affiliated
companies’ strategy and possible future developments, products, and/or platform directions and functionality are all subject to change and may be
changed by SAP AG or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment,
promise, or legal obligation to deliver any material, code, or functionality. 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.
Week 1 Unit 2:
Packaging Brands – Partner Value
Proposition
© 2014 SAP AG or an SAP affiliate company. All rights reserved 2 Public
SAP Rapid Deployment
solutions is a good vehicle
to drive you to
a. Higher revenues
b. Higher profitability
c. Growth
Packaging Brands – Partner Value Proposition Evolving Business Model
High
High Low
Low
Pro
fita
bili
ty
Revenue
Cloud/Hosting
service partners
Service
Providers
Software
Resellers
Solution
Resellers
© 2014 SAP AG or an SAP affiliate company. All rights reserved 3 Public
Packaging Brands – Partner Value Proposition Financial Value Behind the Investment
Increase profitability with predictable
delivery
Accelerate entry into new accounts
Drive incremental services with larger
installed base
Upsell & cross-sell opportunity
Decrease project risk and costs
Lower skill intensity
Implementation
cycles vary - some
were ~ 60 days, to
90 days +
© 2014 SAP AG or an SAP affiliate company. All rights reserved 4 Public
Packaging Brands – Partner Value Proposition
Each RDS scenario is a
complete solution
© 2014 SAP AG or an SAP affiliate company. All rights reserved 5 Public
Targeted solutions
available for various line-
of-business and industry-
specific processes
Packaging Brands – Partner Value Proposition
© 2014 SAP AG or an SAP affiliate company. All rights reserved 6 Public
Hit the ground running
Packaging Brands – Partner Value Proposition
© 2014 SAP AG or an SAP affiliate company. All rights reserved 7 Public
Take advantage of standard
SAP software
Packaging Brands – Partner Value Proposition
© 2014 SAP AG or an SAP affiliate company. All rights reserved 8 Public
SAP solutions to address
specific business needs
Quickly add new
functionality as needed
Packaging Brands – Partner Value Proposition
© 2014 SAP AG or an SAP affiliate company. All rights reserved 9 Public
SAP Rapid Deployment
solutions reduce risk
Packaging Brands – Partner Value Proposition
© 2014 SAP AG or an SAP affiliate company. All rights reserved 10 Public
Extend capabilities &
resources Ideal pilot solution, fixed-
scope, short time frames
High-volume, incremental
business Expand your services into
the cloud
Reactivate accounts with
fixed-price solutions
Rapid innovation with a
clear ROI
A new tool for partner growth
Packaging Brands – Partner Value Proposition What Do SAP Rapid Deployment Solutions Bring to SAP Partners?
© 2014 SAP AG or an SAP affiliate company. All rights reserved 11 Public
SAP
Solution
Partner or
SAP
Service
Partner
Packages =
Differentiation
SAP
RDS
Partner RDS =
More
Differentiation and
Growth!
+ = +
Packaging Brands – Partner Value Proposition Grow & Differentiate with Less Risk
© 2014 SAP AG or an SAP affiliate company. All rights reserved 12 Public
Chemicals
Pharmaceutical
Medicines Cosmetics
Perfumes Soap
Large Market + Tons of
Competitors + No Differentiation =
Limited $
Industry Expertise &
Differentiation = MORE $
Packaging Brands – Partner Value Proposition Grow & Differentiate with Less Risk – Example
© 2014 SAP AG or an SAP affiliate company. All rights reserved 14 Public
© 2014 SAP AG or an SAP affiliate company.
All rights reserved.
No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG or an
SAP affiliate company.
SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG
(or an SAP affiliate company) in Germany and other countries. Please see http://global12.sap.com/corporate-en/legal/copyright/index.epx for additional
trademark information and notices.
Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors.
National product specifications may vary.
These materials are provided by SAP AG or an SAP affiliate company for informational purposes only, without representation or warranty of any kind,
and SAP AG or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP AG or
SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and
services, if any. Nothing herein should be construed as constituting an additional warranty.
In particular, SAP AG or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related
presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP AG’s or its affiliated
companies’ strategy and possible future developments, products, and/or platform directions and functionality are all subject to change and may be
changed by SAP AG or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment,
promise, or legal obligation to deliver any material, code, or functionality. 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.
Week 1 Unit 3:
Positioning and Selling Rapid-
Deployment Solutions – Part 1
© 2014 SAP AG or an SAP affiliate company. All rights reserved 2 Public
Positioning and Selling Rapid-Deployment Solutions 1 A Business Case
Clear Beauty Is:
A net new customer in consumer
products decided to replace the
existing legacy system in order to
– Improve the accuracy and transparency
of demand forecasting
– Increase inventory turnover
– Streamline processes in purchase
planning
– Reduce production complexity due to a
30% increase in the number of end
products
© 2014 SAP AG or an SAP affiliate company. All rights reserved 3 Public
Sales success = Meeting ALL
customer requirements
Sell the product: ERP, SCM, SRM,
CRM…
Whole pre-sales team for the demo
to answer all questions
More billable days = more revenue =
better bonuses
Positioning and Selling Rapid-Deployment Solutions 1 A Business Case – Traditional Way of Thinking
© 2014 SAP AG or an SAP affiliate company. All rights reserved 4 Public
Check how SAP addresses business
challenges in the consumer products
industry
Leverage best practices
Design an incremental deployment
plan
Positioning and Selling Rapid-Deployment Solutions 1 A Business Case – New Way of Thinking
© 2014 SAP AG or an SAP affiliate company. All rights reserved 5 Public
START
GROW
EXTEND
INNOVATE
Core business
processes
with ERP.
Additional
industry-specific
functionality
Highly complex
future business
needs
Move forward with
SAP innovations: SAP
HANA, Mobile,
Analytics, & Cloud
Rapid-Deployment Solution
Positioning and Selling Rapid-Deployment Solutions 1 A New Customer Development Model That Leverages Rapid-Deployment Solutions
© 2014 SAP AG or an SAP affiliate company. All rights reserved 6 Public
SAP HANA Platform Migration
SAP CRM Mobile Sales
CRM Intelligence
Sentiment Intelligence
ERP Finance & Controlling
ERP Manufacturing
ERP Trade Industries
CRM Analytics
CRM Mobile Sales
CRM All-in-One
Demand Planning
Supplier Collaboration
Demand Signal Management
MII for Batch Manufacturing
Extended Warehouse Management
Start Grow
Extend Innovate
Positioning and Selling Rapid Deployment Solutions 1 A New Customer Development Model That Leverages Rapid-Deployment Solutions
© 2014 SAP AG or an SAP affiliate company. All rights reserved 8 Public
© 2014 SAP AG or an SAP affiliate company.
All rights reserved.
No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG or an
SAP affiliate company.
SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG
(or an SAP affiliate company) in Germany and other countries. Please see http://global12.sap.com/corporate-en/legal/copyright/index.epx for additional
trademark information and notices.
Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors.
National product specifications may vary.
These materials are provided by SAP AG or an SAP affiliate company for informational purposes only, without representation or warranty of any kind,
and SAP AG or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP AG or
SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and
services, if any. Nothing herein should be construed as constituting an additional warranty.
In particular, SAP AG or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related
presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP AG’s or its affiliated
companies’ strategy and possible future developments, products, and/or platform directions and functionality are all subject to change and may be
changed by SAP AG or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment,
promise, or legal obligation to deliver any material, code, or functionality. 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.
Week 1 Unit 4:
Positioning and Selling Rapid-
Deployment Solutions – Part 2
© 2014 SAP AG or an SAP affiliate company. All rights reserved 2 Public
Positioning and Selling Rapid-Deployment Solutions 2 Meeting the Prospect
You are in front of the
prospect and already have a
proposal to talk about.
© 2014 SAP AG or an SAP affiliate company. All rights reserved 3 Public
Positioning and Selling Rapid-Deployment Solutions 2 Meeting the Prospect
We urgently need to have
our new products
available quickly to a
large and diversified
audience at competitive
prices
We need a clear
understanding of what we
will get and the costs
before we sign
We are growing fast but we
want to take it one step at
a time
We want to leverage
industry best practices in
the implementation
We have a restricted
budget available
© 2014 SAP AG or an SAP affiliate company. All rights reserved 4 Public
Simplicity Incremental approach,
complete solutions
Innovation More benefits,
less risk
Growth Think big and
start small
Differentiation Extend the solution to
address unique needs
Speed Faster
time-to-value
Value Align business
with IT
TOP REASONS Customers Choose
SAP Rapid Deployment Solutions
Positioning and Selling Rapid-Deployment Solutions 2 Value Proposition
© 2014 SAP AG or an SAP affiliate company. All rights reserved 5 Public
Designed to be modular
Business outcome
focused
Modular yet integrated
Support across all
environments (on-
premise, mobile, and
cloud)
SAP Rapid Deployment solutions are modular and enable customers to
take incremental steps, rather than a Big Bang implementation.
IDC. Jan 2011
Positioning and Selling Rapid-Deployment Solutions 2 Simplicity – Incremental Approach, Complete Solutions
vs.
BIG BANG
INCREMENTAL 54% of ERP
implementations run
over-time
Big Bang
© 2014 SAP AG or an SAP affiliate company. All rights reserved 6 Public
It was more efficient to install the rapid-deployment solution (which covered 60% of our requirements) and to add the
remaining resources to make up for the delta in our requirements . . . We saved 3–4 months of time to be ready with our
solution.
Dominik Beck, Papyrus GmbH
• Standardized processes, based on
SAP Best Practices packages
• Accelerators and tools
• Fixed price and scope
• Extension of the rapid-deployment solution
• Delivery of competitive differentiation
Resource, time,
and budget
savings
SAP Rapid
Deployment
solutions
Extension for
differentiation
Positioning and Selling Rapid-Deployment Solutions 2 Differentiation
© 2014 SAP AG or an SAP affiliate company. All rights reserved 7 Public
Mobile
SAP HANA
Hybrid deployment
Game-changing innovation with a clear ROI
Fixed price and scope - proven business value with SAP Best Practices
6–10 Weeks
5 Weeks
2–5 Weeks
The rapid-deployment solution was really what sold us on moving forward on SAP HANA. It was
the catalyst – gave us a jump start.
Chuck Martin, Director of Application Development, TAMKO
Positioning and Selling Rapid-Deployment Solutions 2 Innovation – More Benefits, Less Risks
© 2014 SAP AG or an SAP affiliate company. All rights reserved 8 Public
Go-live Testing Realization
0 10 20 30 40 50 60 70 80 90 100
Traditional
project
Rapid-
deployment
solution
Preparation Business
blueprint
At least 40% less time and
effort compared with a
traditional project with a
similar scope Discover Deploy Run Start
Savings up to . . . 95% 50% 30%
3-3-3 for SAP HANA: In three days, we successfully completed a proof of concept using our own CO-PA
data; in three weeks, we were live and running; and within three seconds, we now run any CO-PA
analysis.
Jean Charles Valette, Corporate Controller Provimi Holding
Positioning and Selling Rapid-Deployment Solutions 2 Speed – Faster Time-to-Value
© 2014 SAP AG or an SAP affiliate company. All rights reserved 9 Public
Start
Grow
Expand
Innovate
FMC’s IT systems are critical to running our businesses and supporting our growth strategies.
I am excited about the role IT will play in reaching our Vision 2015 objectives, and the implementation of SAP Rapid
Deployment solutions is a perfect example of how we can do that.
Dave Kotch, CIO, FMC Corporation
Positioning and Selling Rapid-Deployment Solutions 2 Growth – Think Big and Start Small
© 2014 SAP AG or an SAP affiliate company. All rights reserved 10 Public
The SAP CRM rapid-deployment solution is cost-effective and helps us manage customer and partner
relationships. With this strong, flexible framework, we can realize our short and long-term goals.
Artem Strelchenok, Chief Operating Officer, MTBank
Projects delivered over budget
44%
Gartner analysis of
845 implementations
higher value
achieved 47% for organizations where business strategy
and IT are aligned
Source: SAP Value
Management Survey 2012
Reapply savings to your
people and processes
Positioning and Selling Rapid-Deployment Solutions 2 Value – Align Business with IT
© 2014 SAP AG or an SAP affiliate company. All rights reserved 11 Public
IT - Business
gap
Business requirements
Busin
ess
Changes
low
high
Implementation of business requirements in traditional approach
1st Year 2nd Year 3rd Year 4nd Year
Time
Positioning and Selling Rapid-Deployment Solutions 2 Foundation for Growth
© 2014 SAP AG or an SAP affiliate company. All rights reserved 12 Public
Business Requirements
1st Year 2nd Year 3rd Year 4nd Year
Time
Business requirements
(use of) SAP Rapid Deployment solutions
Positioning and Selling Rapid-Deployment Solutions 2 Foundation for Growth
Busin
ess
Changes
low
high
© 2014 SAP AG or an SAP affiliate company. All rights reserved 13 Public
Positioning and Selling Rapid-Deployment Solutions 2 Handling Objections
Addressing customers’ objections
and concerns
© 2014 SAP AG or an SAP affiliate company. All rights reserved 14 Public
Positioning and Selling Rapid-Deployment Solutions 2 Handling Objections
Growing flexibility and
innovation, as a result
of market pressure,
has as an unfortunate
side-effect a directly
proportional increase
in complexity C
om
ple
xit
y
Functionality + Flexibility
Establish
foundational
business
process or
ERP
Add
functionality to
solve new
challenges
Address highly
complex
business needs
through new
products
Move forward
with highly
innovative
technology &
products
Level of
complexity
© 2014 SAP AG or an SAP affiliate company. All rights reserved 15 Public
Positioning and Selling Rapid-Deployment Solutions 2 Handling Objections
Rapid-deployment
solutions reduce
complexity in the entire
business cycle, offering
at the same time all the
advantages of flexibility
and innovation C
om
ple
xit
y
Functionality + Flexibility
.
Establish
foundational
business
process or
ERP
Add
functionality to
solve new
challenges
Address highly
complex
business needs
through new
products
Move forward
with highly
innovative
technology &
products
Level of
complexity
© 2014 SAP AG or an SAP affiliate company. All rights reserved 16 Public
<Month 1>
Go-live in 2 months (start to finish)
<Month 2> <Month 3>
Kickoff
Deploy Extended
Warehouse Management
Deploy Mobile Sales
CRM Expense Reporting
Deploy SAP Enterprise Master Data
Management
Knowledge Transfer
and Go-Live
Duration Milestone
ERP Finance &
Controlling, Manufacturing
& Trading
Invoice-to-Pay
Extended Warehouse
Management
SAP Enterprise Master Data
Management
Solution Scope
RDS
RDS
RDS
RDS
RDS
PROJECT
Positioning and Selling Rapid-Deployment Solutions 2 Handling Objections
© 2014 SAP AG or an SAP affiliate company. All rights reserved 17 Public
Positioning and Selling Rapid-Deployment Solutions 2 A Business Case
With RDS your customers can enjoy
technology and innovation:
More economically
Without paying the premium for
differentiation
Safely
In a scalable way, and
Fast
© 2014 SAP AG or an SAP affiliate company. All rights reserved 19 Public
© 2014 SAP AG or an SAP affiliate company.
All rights reserved.
No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP AG or an
SAP affiliate company.
SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG
(or an SAP affiliate company) in Germany and other countries. Please see http://global12.sap.com/corporate-en/legal/copyright/index.epx for additional
trademark information and notices.
Some software products marketed by SAP AG and its distributors contain proprietary software components of other software vendors.
National product specifications may vary.
These materials are provided by SAP AG or an SAP affiliate company for informational purposes only, without representation or warranty of any kind,
and SAP AG or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP AG or
SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and
services, if any. Nothing herein should be construed as constituting an additional warranty.
In particular, SAP AG or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related
presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP AG’s or its affiliated
companies’ strategy and possible future developments, products, and/or platform directions and functionality are all subject to change and may be
changed by SAP AG or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment,
promise, or legal obligation to deliver any material, code, or functionality. 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.
Week 1 Unit 5:
Pricing of SAP Rapid Deployment
Solutions
© 2014 SAP AG or an SAP affiliate company. All rights reserved 2 Public
Price
License
Delivery
Physical shipment via
DVD or
Access provided for
hosted / on-demand
solutions
Describes what the
customer has to
pay
Usually dependent
on individual
customer
Contract between
SAP/VAR and
customer
Access provided for
hosted / on-demand
solutions
Pricing of SAP Rapid Deployment Solutions Software License
© 2014 SAP AG or an SAP affiliate company. All rights reserved 3 Public
Main Licensing / Pricing Models at SAP
1. Perpetual License 2. Subscriptions
Software Use Rights Perpetual License Agreement
Term Contract
(1year, 2 years, 3 years) Maintenance &
Support Annual Maintenance Contract
Hosting &
Application
Management
Separate Hosting Contract Included
On-Demand Offerings
Pricing of SAP Rapid Deployment Solutions Software License
Not offered by SAP
© 2014 SAP AG or an SAP affiliate company. All rights reserved 4 Public
Area of
Application
1. RDS Standard Model
Applicable to most RDS
Entry scenario or full scope
No “complex” upgrade path
2. RDS Subscription Entry Offer Model
Indispensable for market acceptance
Entry scenario with upgrade path that
allows natural transitioning to existing
price list items
Individual
Features Classical upfront payment with
perpetual license
Maintenance as separate contract
Named users always required
Subscription-based model
Maintenance included in contract price
Limited users sufficient
Common
Features Scope may correspond to existing price items
Software and service as two separate items
Basic content bundled with SW/contract, not payable
Fixed price, fixed scope service offering
Pricing of SAP Rapid Deployment Solutions Each RDS Is Based on One of Two Pricing Models
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RDS Standard Model
Regular Price List Items
Existing regular price list items
for all underlying software of the
solution
Default model if RDS scope
corresponds to existing price list
items
Used when there is no business
rational for new price list item
Dedicated License for
Package
New dedicated license tailored to
the scope of the solution as entry
offering
Scope to be clearly defined
Needs to be justified by a clear
business rational
Pricing of SAP Rapid Deployment Solutions RDS Standard Model
© 2014 SAP AG or an SAP affiliate company. All rights reserved 6 Public
Pricing of SAP Rapid Deployment Solutions RDS Subscription
Optional Software Subscription Model
Subscriptions
Based on the RDE licensing so
that both perpetual and
subscription is available
Upgrade path to perpetual model
exists
Subscription-Based Hosting
Subscription fits better to hosting
(cloud) offerings
Reselling through hosting
partners
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SAP Packaging Brands Wrap-Up
You have learned…
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