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DMZ

Hosted Cloud Landscape

Edwin Ramos

14th October 2012

The contents of this document.Entirely based on my view and not The opinion of Fujitsu.

� To enable our customers to reliably move any SAP system to the cloud.

� Our on-demand applications can be seamlessly integrated with SAP on-premise applications in order to share master data or business process across both on-demand and on-premise solutions.

� Provide ability for hybrid solutions with a mixture of on-premise and on-demand components allowing the customer to select the deployment model that best fit their business objectives.

� To enable consumption of SAP backend resources from non-SAP technologies whatever they may be, via standard protocols anytime and anywhere.

� To deliver solutions with lower TCO and support enterprise companies during various stages and all areas of service requirements.

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� To define and create new ways of enabling business process efficiency for enterprises by delivering a mixture of innovative mobile applications and services.

� Support the latest mobile channels and hardware capabilities.

� To be pro-active and to promote that mobility is essential for the enterprise.

� Host an appstore for enterprise with innovative off the shelf offering of mobile applications.

� Ride the wave of convergence between mobile, in-memory data and the cloud to create possibilities that previously could not be achieved.

� Enable our customers to reap the benefits of a sustainable and maintainable SAP systems that is easily consumed through various touch points.

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� To deliver competitive deployment option and services to new/existing clients.

� To be positioned within the top five and a partner of choice for SAP globally.

� To be the chosen service provider when it comes to mobile and stand out amongst our competitors in the market.

� Publish successful case studies that is publicly available on the web that clearly demonstrate our expertise.

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� There is a mobile opportunity inside every customer.

� To be ahead of the game, enterprises need to define the most suitable technical approach which form as part of a mobile strategy.

� The competitors are always actively looking to deliver value added services through available mobile channel.

� Access to streamlined business processes and data when/where during the point of action and in turn positively impacting decision making and increase productivity.

� Clear return on investment and able to calculate overall value, can be sold.

� Mobile can effectively serve across all vertical markets.

� Certain scenarios within a business process may not be possible to achieve without using mobile workflow.

� To empower ideas and drive innovation.

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“The market for enterprise mobile applications is set to grow 25% every year for the next five years.”

Market statistics - Mobile

“Global NFC m-payment transactions will be almost US$50 billion worldwide by

2014. 20 countries are expected to launch NFC services in the next 18 months.”

Gartner predicts that in 2016 there will be 448 million m-payment users, in a market worth $617 billion. Asia/Pacific will have the most m-payment users, but Africa will account for the highest revenues.

“Mobile to overtake fixed Internet access by 2014”

By 2013 more people will use mobile phonesthan PCs to get online (Gartner 2011)

13.1 million consumers access retail content via mobile phones with 8.2 million of those visiting mobile commerce websites

(Source: comScore/Millennial Media Mobile Retail Study, 2011).

The list of interesting stats for mobile is virtually endless.

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Human Resources

Supply Chain

Service

Management

Sales

� Enable timesheets, vacation requests and expense reimbursements on the move� Managers approvals increasing effectiveness� Faster turnaround time of overall process can have measurable lower costs

�Powerful productivity gains through portability�Monitor, maintain and control operations more effectively�Streamlined production and logistics automation�Handle greater volumes, increase in revenue

�Serve more clients per day�Faster turnaround time during problem resolution�Create value and higher sales revenue

�Enables managers to make optimal decisions on the spot�Provides leadership when away from the office�Provides better advice while call up pertinent data margins or order history

�Real time information�Better customer service - CRM�Digital materials and catalogue

Retail�Marketing channel�Simplify payment through mobile touch point and NFC�Increase efficiencies on Stock take and control

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Strengths• Fujitsu has a broad portfolio of cloud solutions andServices. Just need to adapt to be mobile related.

• Global partner status with SAP.

• Strong team from varied backgrounds, just needto unify and provide continuous motivation.

• Have experience in enterprise mobile implementation globally

Opportunities•Identify and create market leading service offering.

• SAP and Sybase yet to be fully moulded as one, good timeto start at this early stage of the game and nurture partnership.

• More powerful devices and lightning speed mobile networksmeans that users will have ever increasing functionality.

• Build and publish strong case studies to demonstrateCapabilities in enterprise mobile arena.

•Embrace bleeding edge technology such as NFC and RFIDto seamlessly concatenate process that involves mobile workflow.

Weaknesses•No successful case studies specific to cloud and SAP MobileCurrently at early stages of defining line of business.

•New teams are in process of bonding and understandingExpected way of working.

•Technical resource yet to be established.

•Disparate global team, possibly working against each otherand not towards a common goal.

•Early stages of service incubation which means lots of risks.

•Internal company politics.

Threats•Competing against SI’s already established.

•We are not able to adapt quickly enough to the everchanging market needs.

•Offering not flexible enough and to rigid to enableSmooth transformation between on-premise and in the cloud scenario.

•Offering too flexible and difficult to define Standardised service level agreement.

•Costs too high against other service providers.

•Requires financial investment that must have measurable profits in return.•Failing to understand the security requirements and legal policies towards data.

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Challenge Response

�To keep abreast of ever changing MEAP, Mobile O/S from various vendors.

�Pricing structure and high costs associated with design, development and implementation of mobile. Impact based on SAP’s three layer pricing model.

�Ability to understand the implications of data security and legal policies based on varying customer requirements.

�No available resource pool locally.

�Ability to deliver on our promises.

�Prove value and measurable return.

�Stay in-line with product strategy as defined out of the merger from SAP & Sybase.

�Ascertain cost indication and early agreement signed off with vendor.

�Obtain full scoping of what is possible and packaged into a structured functional offering.

�Explore and use global talent also result in lower implementation costs if done out of UK.

�Creation tightly knitted team.

�Completion of innovation centre and demo mobile applications.

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Numerous existing partners of SAP that have strong global presence. Top tier includes the following companies.

Capgemini Group aiming to secure € 400m in annual revenue by 2015 through creation of a new division solely focused on mobility related IT services.

Accenture another large integration partner of SAP/Sybase for more than 30 years. Announced a deal to build differentiated solutions that draw on the breadth and depth of mobility capabilities that the companies have developed.

IBM Very strong presence in the mobile market have been buying multiple companies since 2006 in preparation for next era of enterprise mobility.

Logica considered as a big player in enterprise mobility solutions. Has deployed numerous successful mobile based solutions around the globe.

Bluefin solutions has gained good traction over the years as a niche consultancy and integration provider of SAP related services and technology.

Tata Consultancy Services partnership which supports the global expansion of Mozido’sunique mobile payment platform, including a robust Enterprise Global Cloud Payment Network. Good sound grasp of the market and have deployed a number of successful mobility implementations.

� One-stop shop for all Legacy to Latest business needs� Skills ranging from mainframes to eBusiness/ERP/Cloud/Mobility etc.� Proven expertise and client experience across technologies

� Strategic focus on Mobility for Employees, Field workers and Customers� Investments in resources; sharing knowledge globally� Internally leveraging mobility for employees to increase awareness � Access to key partners for solution support – SAP, Microsoft, Oracle

� Access to Fujitsu’s global technical community� 500+ resources in mobility solutions across technologies around the

world

� “Product” approach to mobility solutions� Reusable code that helps improve productivity

� Leverage Fujitsu’s world class hardware and all-round expertise� Close collaboration with geographies across the world – USA, Australia,

Japan, Nordics etc.� Fujitsu’s Managed Mobile solution

Copyright 2011 Fujitsu

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Corporate LAN

DMZ

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DMZ

Hosted Cloud Landscape

� Managed Service approach

� Faster time to market – implementation can be quicker and cheaper due to the reusability of components and our service delivery experience

� Upgrades – as a managed service – upgrades is implemented on behalf of customer. Eliminating the risk factor during upgrade process

� Support – Full service support

� TCO – Multi-tenant, some components in the landscape can be shared across implementations. Significantly reducing TCO

� Network Communication – relieve the customer from needing to setup complex network communication channels to enable the device to access SAP backend resources

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� Managed Service approach

� Certainty - Benefit from Service Level Agreement

� Robustness - Off the shelf high availability

� Elasticity - Increase capacity when needed, upsize & downsize

� Less reliance on in-house specialised technical resource & skills

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Totals 2012/13 Total 2012/14 Total 2014/15 Total 2015/16

Revenue

SAP Mobile On-Premise

SAP Mobile Cloud

Total

Expenditure

Resource

Hardware

Cloud/Network

Total

Profit/Loss

Cumulative

?

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-Set up cloud infrastructure with ERP, ECC, SUP, Netweaver Gateway, Afaria

-Deploy off the shelf SAP mobile application – order status

-Integrate HANA in the cloud together with demo mobile solution

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Operational failure due to non optimized processes marketing, sales, business development, presales.

Not able to scale effectively and reach target goals

Lack of technical resources

Needs stronger leadership with clearer visibility on priorities and main areas of growth.

Mobility is quickly becoming one of the most important battlegrounds for business innovation. Operating models are being redrawn for consumers, employees and business partners alike. This puts enormous pressure on CIOs to determine whether mobile solutions are ready for the enterprise. In the push for usability, however, ideas like reliability, security, performance and maintainability should not be forgotten. Regardless, there’s no excuse for not pursuing mobile. The revolution is well underway. Every business should be exploring how it will operate when location constraints are obliterated. Every CIO should have a clear vision of a world in which every customer, worker and supplier is hyper-productive, hyper-available and hyper-engaged.

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