License and consumption-based models

Commercial path in the Cloud

Milena Könn | SAP Cloud Platform Product Management

SAP Cloud Platform

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.

Disclaimer

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Non-SAP SAP SAP

SAP Cloud Platform – Elevate Your Enterprise ExperienceAccelerate Integrations. Simplify Extensions. Expand Business Value.

Cloud

Non-SAP

On-Prem

Extension Suite

Integration Suite

Multi-cloud Foundation

Best Run

Methodologies Enterprise Grade

Tools & Services

Vibrant

Partner EcosystemReady-to-use

Business Content

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Best RunPractices & Guidelines

SAP Cloud Platform Extension SuiteAccelerate Development of Your Application Extensions

Digital

Experience

Digital Process

Automation

Development

Efficiency

SAP

SuccessFactors

SAP C/4HANA C/4

SAP Concur

SAP Fieldglass

… and more

SAP Ariba

S/4SAP S/4HANA

Enterprise-GradeIntelligent Technologies

Mobile

Portal

Fiori

Work Zone

Conversational AI

Business Application

Studio

Extension Factory

Low Code Tools

Prog Models/

Runtimes

DevOps

Enterprise Messaging

iBPM

iRPA

Live Process

Content

Process Mining

Ready-to-UseBusiness Services & Apps

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SAP Cloud Platform Extension Factory Development toolsOverview

Extension FactorySecured & ManagedConnectivity

Infrastructure of choice

▪ Google Cloud Platform

▪ Amazon Web Services

▪ Microsoft Azure

▪ others

Central Management Plane

▪ Secured App Connectivity

▪ Central Apps APIs & Events Registry

▪ Standardized Service Mgmt & Consumption

Multiple Administration UIs

▪ SAP Cloud Platform Cockpit

▪ LoB Admin Cockpits 1, e.g. SAP SuccessFactors Extension Center

▪ …

Runtime of choice

▪ Kyma runtime

▪ Serverless runtime

▪ Application Runtime (CF)

▪ ABAP runtime

1 Planned innovation

Business Event Bus

1 1

1

SAP SuccessFactors

SAP C/4HANA C/4

SAP Concur

SAP Fieldglass

SAP Enterprise Core Components ECC

SAP Ariba

3rd Party Solutions

SAP Graph

S/4SAP S/4HANA Cloud +

On Premise 1

1

1

1

1

1

1

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API Business Hub

Discover process blueprints,

one domain model, APIs,

events, integration packs

non-SAPSAP

Cloud Integration

End-to-end process

integration

API Management

Expose your data as APIs,

manage API lifecycle e2e3rd Party Apps

and Data

SAP CX CX

SAP Concur

SAP Fieldglass

…

SAP Ariba

S/4SAP S/4HANA

Data Intelligence

Data integration,

orchestration and AI

Open Connectors

Accelerate connectivity

to 3rd party apps & data

SAP Data Services and Data Integration tools

Accelerate and expand the flow

of data across the enterprise

SAP Process Orchestration

On-premise

middleware

Cloud Connector

Ground-to-cloud secure

connectivity

SAP SuccessFactors

B2B Partners

Governments

Domain Model & Metadata | Master Data Integration

SAP Graph

Harmonized APIs for

SAP

Open APIs

Events

Process Integration Data Integration EDIFACT

ASC X12

EANCOM

VDA

TRADACOM

ODETTE

…

Integration Advisor

AI-based integration,

and metadata mgmt

Enterprise Messaging

Sense and respond to

business events

Qualtrics

Integration Hubs

Fully managed multi-cloud

Serverless Runtime

Functions to respond to

events

SAP Master Data

GovernanceMDG

SAP Cloud Platform Integration SuiteEnterprise Integration Suite for Hybrid and Heterogenous Environments

ECCSAP ECC

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Subscription offering

Create your own BoM

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

whether you use it or not

▪ You commit for certain services

▪ Certain contract duration (typical three years)

▪ Coarse granularity for capacity (blocks of e.g. 100 users, 5.000 visits)

▪ New service = new contract contract duration

co

st1

co

st2

Subscription CPEA PAYG Commercial models

summary

Your path

SAP CP License models

8PUBLIC© 2020 SAP SE or an SAP affiliate company. All rights reserved. ǀusage

▪ 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

CPEA offering

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

Subscription CPEA PAYG Commercial models

summary

Your path

SAP CP License models

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Internal

Innovate

▪ Innovate with

new developed

services

▪ Pay only for what

you used

Buyer

Innovate

Why would I choose CPEA?Get full flexibility

Explore CP

Services

▪ Start easy,

without pre-

defined BoM

▪ Explore services

Explore

Small–Scale Pilot

▪ Deploy, learn

from small pilot

before global roll-

out

▪ Prove market

viability with SAP

CP cloud

services

Pilot

Scale New Ideas

▪ Start small and

grow as you go

Buyer

Scale

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usage

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

PAYG offering

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

Subscription CPEA PAYG Your pathCommercial models

summary

SAP CP License models

11© 2020 SAP SE or an SAP affiliate company. All rights reservedǀ

Internal

Proofs-of Concept

▪ Develop

prototype

▪ Prove technical

viability using

actual services

Buyer

Prove-Out

Why would I choose Pay-As-You go?Get started quickly, incubate before scaling

Explore CP

Services

▪ Get started

quickly, even

without a firm use

case in mind

▪ Explore

innovations

▪ Value discovery

Explore

Small–Scale Pilot

▪ Deploy, learn

from small pilot

before global roll-

out

▪ Prove market

viability with SAP

CP cloud

services

Pilot

Test New Ideas

▪ Test out use case

hypotheses

▪ Use tools,

services to test

new ideas

Buyer

Test

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SAP Cloud Platform Trial: Overview

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

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SAP CP Commercial models

CPEA

Cloud Platform Enterprise Agreement Pay-as-you-go

per Cloud-deployment

Subscription

offering

Pay only for what you useCloud creditsCreate your own BoM

• Consumption-based model (Cloud credits are the payment

instrument)

• Cloud credits are a pre-paid commitment for the

consumption of SAP Cloud Services → unused cloud credits

expire at the end of the phase and contract year

• Cloud Credits are discountable

• Customer is entitled to use all services available under

CPEA (as of today 65+)

• Short procurement cycle: purchasing only 1 SKU,

consuming up to 65 Services

• Min. Commitment 10.000 € ACV

• High Utilization and faster Innovation

• Consumption-based model (Cloud credits are the payment

instrument)

• No unused credits, pay for exactly what you used

• Cloud Credits are not discountable

• Customer is entitled to use all services available under

CPEA (as of today 65+)

• Short procurement cycle: purchasing only 1 SKU,

consuming up to 65 Services

• No pre-commitment needed

• Higher Utilization and faster Innovation

• Subscription model

• Predefined BoM needed

• Fixed commitment

• Discounts are negotiable

• Consuming only services, for which a contract was

signed

• If new services needed, new contract should be

signed

Low Flexibility High Flexibility Very High Flexibility

Subscription CPEA PAYGCommercial models

summary

Your path

SAP Cloud

Platform

Personal

Trial

Estimate CPEA/Subscription

DiscoverEstimate&Buy Adopt

Commercial path for Net new CP customers

Test your use case (pilot)

PAYG

Use cases discovery center

Try NowDiscover

Subscription CPEA PAYG Commercial models

summary

Your path

SAP Cloud

Platform

Personal Trial

Buy&adopt

Commercial path for “advanced” customers (prepare your buying decision)

CPEA

Subscription

Use cases discovery center

Discover

For CPEA or subscription

Try now

Subscription CPEA PAYG Commercial models

summary

Your path

Thank you

© 2020 SAP SE 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 SE or an SAP affiliate company.

The information contained herein may be changed without prior notice. Some software products marketed by SAP SE and its

distributors contain proprietary software components of other software vendors. National product specifications may vary.

These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or

warranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials.

The only warranties for SAP 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 SE 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 SE’s or its affiliated companies’ strategy and possible future developments, products, and/or platforms, directions, and

functionality are all subject to change and may be changed by SAP SE 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, and they

should not be relied upon in making purchasing decisions.

SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered

trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. All other product and service names

mentioned are the trademarks of their respective companies.

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