Selling the Intelligent Enterprise As Strategic Advantage · Selling the Intelligent Enterprise As...

Selling the Intelligent Enterprise As

Strategic Advantage

Mordechai (Moty) Moshin, Sr Business Development and Solution Expert

June, 2019

Internal | SAP Employees and Partners OnlySMB Innovation Summit 2019

IoTBig Data

Mobile

Blockchain

Cloud

Machine

Learning

Analytics

Conversational

Systems

Augmented

Reality

Virtual

Reality

Super

Computing

Adaptive Security

Architecture

3D Printing

The Intelligent Enterprise, by Analogy

3© 2018 SAP SE or an SAP affiliate company. All rights reserved.

Visibility



Focus


Agility

The Intelligent Enterprise


Intelligent Enterprise Outcomes - Do more with less and empower employees

• Automated invoice and payment matching

• ML-enabled resume matching and employee approvals

• Predictive lead management

• Automated sales discount approvals

• Warehouse automation

• Real time supplier and demand management

• Predictive maintenance and service

Intelligent Enterprise Outcomes - Deliver best-in-class customer experience

• Self-service enabled by chatbots and voice

• Personalized and distinctive customer experience

• Omnichannel customer service (available anytime and available anywhere)

Intelligent Enterprise Outcomes - Invent new business models and revenue streams

• Outcome-based business models by digitizing products and services

• Expansion into new industries and markets

• Shared economy and network based business

The Intelligent Enterprise Accelerates Value Creation

CAPABILITIES

Agility

Adapt business processes in response to changing market conditions, in real time

Visibility

Tap into siloed or external data and recognize previously unseen patterns

Focus

Simulate the impact of critical decisions and allocate scarce resources

Deliver best-in-class customer experience

By anticipating and proactively responding to end-customer needs

Do more with less and empower employees

Through process automation and enable people to do more meaningful work

Invent new business models and revenue streams

By monetizing data-driven capabilities and applying core competencies in new ways

OUTCOMES

© 2018 SAP SE or an SAP affiliate company. All rights reserved. 12PUBLIC

Now, as technologies like Artificial Intelligence /

Machine Learning (AI/ML), IoT, Advanced

Analytics, and Blockchain become mainstream,

we have a new opportunity to help customers

become Intelligent Enterprises with new

capabilities that enable the work force to focus

on higher value outcomes.


SAP’s Vision – Deliver the Intelligent Enterprise to Customers

The Intelligent Enterprise is more than just automated business processes.

It’s a vision — how SAP sees the future of business for customers, the future of work for

customers’ employees, and the future of experience for customers’ customers.


The Intelligent Enterprise Framework

THE KEY COMPONENTSOF THE INTELLIGENT ENTERPRISE:

Intelligent Suite

Digital Platform

Intelligent Systems

AI/ML | IoT | Analytics

Intelligent Suite

CustomerExperience

Manufacturing& Supply Chain

Digital CorePeople

Engagement

Network & SpendManagement

Intelligent Systems

Digital Platform

DataManagement

CloudPlatform


Component – Intelligent Suite

SAP provides intelligent, integrated applications that enable customers to automate their day-

to-day business processes and better interact with their customers, suppliers, and employees.

These applications will be industry specific, global, and applicable to both:

Large enterprises and small and midsize enterprises.


Intelligent Suite Digital Core

Intelligent Digital Core

Sales &Service

Purchasing& Operations

Inventory & Distribution

Production& MRP

Project & ResourceManagement

Accounting& Financials

Management & Administration

SAP is providing an intelligent integrated ERP, covering end-to-end processes, combined with

market leading technology which provides the ideal framework for your business.


Component – Digital Platform

With SAP Cloud Platform SAP will facilitate the collection, connection and orchestration of

data, as well as the integration and extension of processes within the intelligent suite.

SAP Cloud Platform

SAP API HubSAP HANA

Integration Framework 2.0

Semantic Layer Service Layer

18PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ

Component – Intelligent Business System

Enable customers to leverage their data to detect patterns, predict outcomes, and suggest

actions.

Intelligent Systems

AI / ML | IoT | Analytics | Blockchain

Design Thinking

Business Model Innovation

SAP Leonardo


Intelligent Enterprise AND SME


Just 3% of companies say they are succeeding with

digital transformation

Digitally Active:• Analytics in place• Usually e-commerce channel• Use of inexpensive digital tools

Digitally Engaged:• Digital business processes• Process automations• Strategic decision making

Digitally Competitive:• Prediction in analytics• Micro services architectures• Use of ML & AI

Digitally Mature:• AI first approach• Channel agnostic• New business via customer data

Digitally Present:• Website• Social Media accounts• email

MOVING UP IN DIGITAL MATURITY


1. SMEs Look to Digitalization for

Efficiency and Growth

2. The Cloud Is the Platform for

SME Digital Transformation

3. SMEs Invest to Improve

Customer Experience

4. Partner Offerings Adapt to

Digital Transformation

5. SMEs Turn to Mobile

Workspaces

6. SMEs Move Up the Analytics

Curve

7. SMEs See the Importance of

Vertical Solutions

8. SMEs Prepare to Embrace IoT

Top SME Trends for 2019

Becoming The Strategic Advisor

24INTERNAL© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

It’s hard to watch… but Some of you are still talking like this

25Confidential: Released for Partners© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ

How Can I Engage in Digital Conversations with my Customers/Prospects?

As a Strategic Advisor, I need to be able to:

• Understand the industry-specific digital priorities for Customers and Procpects

• Have a meaningful digital dialogue beyond the CIO with a CDO or other C-level executive

• Connect individual Line-of-Business conversations with the digital strategy

• Map out current digital investments and future priority areas

• Broaden the dialogue beyond point solutions to digital strategies that SAP can support

• Identify and position competitors within the digital landscape

• Co-own a digital roadmap with the Customer

• Identify opportunities that connect digital strategy to SAP Leonardo and Digital Core

How SAP can help – SME IE Posters


CustomerExperience


PeopleEngagement

Network & SpendManagementIntelligent

Suite

Data Management: SAP HANA - Integration Framework 2.0 - Semantic Layer - App Framework for HANA

BlockchainMachine Learning Data IntelligenceBig Data

Integrated Suite

Intelligent Technologies

Digital Platform

Cloud: Service Layer - SAP API Hub - SAP Cloud Platform - Analytics Services - Analytical Portal

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Internet of ThingsAnalytics

Sales & Service

Master Data, Properties Mgt. & Price Mgt.

Blanket Agreements

Quotations

Opportunity Mgt.

Service Contracts, Equipment Cards & Knowledge Database

Campaign Mgt.

Activities + Calendar

Pervasive Analytics

Fiori-Style Cockpit

Customer 360°

Enterprise Search

Sales Recommendation

Delivery Schedule Mgt.

SAP Analytics Cloud

SAP Business One Mobile App

SAP Business One Service App

SAP Business One Sales App

Integration Framework Scenarios

Intercompany Integration Solution

SAP Customer Checkout

Partner Solutions

Digital Core

Deliver best-in-class customer experience by anticipating and proactively responding to end-customer needs in real-time and to your entire business network.

Run a digital supply chain for customer-centric manufacturing. Leverage predictive processes, smart automation, and have visibility across your network.

Improve connectivity and engagement across your workforce. Provide personal and role-based employee experiences.

Streamline and gain greater visibility and control over costs. Improve financial operations, supplier collaboration, and contract mgt. within your business network.

Project & Resources

Project Stages & Sub Projects

Human Resources Data

Time Sheet Entry

Resource Capacity Planning


Workflow Designer + Approvals

Business Process Checklist

Pervasive Analytics + Fiori-Style Cockpit

Enterprise Search

Live Collaboration (Chat)

SAP Analytics Cloud






Partner Solutions

Accounting & Financials

Budget Mgt.

Cost Accounting

Currencies & Exchange Rates

Dunning

Fixed Assets

Payment Mgt.

Multi-Branch




Enterprise Search

Cash Flow Forecast

SAP Analytics Cloud






Partner Solutions

Purchasing & Operations

Purchase Request + Web-Enabled RFQ

Opportunity Mgt., Blanket Agreements + Price Mgt.

Production, Resources & MRP (incl. Forecast)


Master Data + Multiple Measurements

Serial- and Batch Number Mgt.

Pick and Pack



Enterprise Search

Advanced Available to Promise (ATP)


Intelligent Forecast

SAP Analytics Cloud






Partner Solutions

Connect and Streamline all Your Key ProcessesFrom procurement and sales to inventory, finance, and reporting – and transform your growing business.


CustomerExperience


PeopleEngagement



Block-

chain

Data In-

telligence

Big Data


Digital Platform


Analytics

Order + Contract Mgt. Optimization

Opportunity + Proposal Mgt.

Sales Planning + Performance Mgt.

Personalized Customer Experience + Digital Collaboration

Customer Insights

Guided End-user Buying

Product + Offer Recommendation

Deliver Product Innovations based on Social Sentiments

Offering + Selling of Digital Services

Contextual Merchandizing

Service Ticket Intelligence + Personalized Service

Improve Service Offerings

Contract and Condition Mgt.

Predict Demands

SAP Analytics Cloud

Business Data Intelligence

Cloud Solution for Customers

Cloud Solution for Sales

Digital Commerce + Payment

Deal Intelligence

Contract Mgt.

Project Mgt. + Planning

Core Human Resources and Payroll

Mobilize Empower Employees / Teams

Connect People

Empower Employees to make Decisions in Real-time

Build Flexible and Collaborative Teams

Warning Systems + Real-time Alerts

Time Recording


SAP Analytics Cloud

Employee Collaboration

External Workforce Mgt.

Mobile Solutions

Financials and Accounting Mgt.

Financial Planning and Analysis

Analyze Profitability across products, customers, projects…

Invoice and Payables Mgt.


Costs + Budget Mgt.


Real-time End-to-end Visibility

SAP Analytics Cloud

Integration Business Planning

Digital Payment

Operational Purchasing and Manufacturing

Supplier Mgt., Contract + Condition Mgt.

Visibility into (preferred) supplier network + Collaboration

with External Suppliers

Predict + Anticipate Demands

Inventory Mgt. and Optimization

Warehouse Mgt. and Optimization

Serial-/Batch Traceability

Basic Shipping

Transportation Tracking and Mgt.

Goods receipt Monitoring

Production Forecast + Product Configuration aligned with

Costing

New Manufacturing Capabilities (e.g. 3D Printing)


SAP Analytics Cloud

Procurement Analytics

Strategic Sourcing and Supplier Collaboration


IoT Capabilities

Business Network

Reimagine and Innovate Existing Business Models

Every business is at a different stage of digital transformation. Whether you want to spark ideas, modernize a key process, or completely reinvent your business model, define your own path where you want to go.

Digital Core

Machine

Learning

Internet

of Things

Intelligent Suite

Intelligent Systems


Your Selected Processes You Want to Reinvent and Innovate:

Add your selected topic here.

Intelligent Systems


BlockchainMachine Learning

Data Intelligence Big Data

Internet of Things

Analytics

Reimagine and Innovate Your Existing Business Model

Next Steps, To-Do’s:

▪ Add the topics here

Core Elements:


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Digital Core

HANA Elements:

▪ Add the topics here.

Integrated Suite

Inte

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Su

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Integrated Suite Elements:



Define Your Path

How SAP can help – Design Thinking


Critical Component - Personas

User Centric

People

Hyperconnected

Customer ExperienceUser Experience

Customer Centric

Customer Journey

Smart Devices

Omnichannel

Experience Management - XM


80% 2/3of customers have chosen

to switch brands due to a

poor customer experience

of the workforce

is disengaged

40B$a year spent on outsourced

market research

we live ina NEW WORLD

80%OF CEOs

BELIEVE THEY

DELIVER A

SUPERIOR

EXPERIENCE

8%OF THEIR

CUSTOMERS

AGREE

THE EXPERIENCE GAP


Become an Intelligent Enterprise and Deliver the Next-Generation Experience

Use your full potential for data-driven innovation and deliver the next-generation experience to your customers, employees, product and brand.

Transform data into insights, redefine end-to-end customer experience, bring together machine and human intelligence, create new business models, products, and services to compete in the digital economy. Get the maximum value from your business application.

An Experience Company

powered by

the Intelligent Enterprise

Digital Core

CustomerExperience


PeopleEngagement


Brand

Product

Employee

Customer

Operational Data

Experience Data

Experience Management for SMBs Blog

https://blogs.sap.com/2019/06/14/xo-for-smbs/

38Partner© SAP SE or an SAP affiliate company. All rights reserved. ǀ

Simple Examples - taking advantage of experience data

Capturing User Feedback during

Payment Portal transaction Capturing User Feedback during

payment from email transaction

39© 2017 SAP Leonardo Live. All rights reserved. I PUBLIC

Even if you're on the right

track, you'll get run over if

you just sit there.

Will Rogers


What Does it Mean for YOU?

IT Consultancy Strategic Advisor/Coach/FacilitatorROLE

Tactical Advantage Game-Changing Strategic AdvantageDOMAIN

Efficiency Survival, Innovation, GrowthVALUE

CFO, Sales, Operations CEOAUDIENCE


Key Themes

SME Challenges

Begin with what people

need…what will drive value?People-centricity

From enabling management to

enabling innovationParadigm Shift

Efficiency Growth Business Models

Design Thinking

Intelligent Suite

HANA

Intelligent Tech Digital Platform

Digital

CoreAI/ML IoT

Analytics

SCP

Blockchain

Data

Management

© 2019 SAP SE or an SAP affiliate company. All rights reserved. 43INTERNAL

SME Partner Innovation Program 2019

SME Bus!ness Innov@tion

44Partner© SAP SE or an SAP affiliate company. All rights reserved. ǀ

The Team

SME Bus!ness Innov@tion

Marco Mondino

Business Innovation

Manager – EMEA South

Walid Belahmer

Business Innovation

Manager – EMEA North

Moty Moshin

Business Innovation

Manager - NA

Mark Innes

Business Innovation

Manager – EMEA / MEE

Jacob Tan

Business Innovation

Manager - APJ

Mario Fetzner

Business Innovation

Manager - MEE

Hernan Diaz

Business Innovation

Manager – LAC South

Darius Heydarian

Global Rollout

Finn Backer

Business Innovation –

Global Executive Lead

Miguel Angel Bermudez

Business Innovation

Manager - LAC North

Marc Siefert

Business Innovation -

Global Project Lead

Darius Heydarian


Roll-out Portfolio

Steve Gouveia


Project Manager Lead

INTERNAL



SOLUTION IDEATION& VISION

BUSINESS CASE DEVELOPMENT

RAPIDPROTOTYPING

INNOVATIONBLUEPRINT

Create, test and refine

business case for ROI and

strategic value

Conduct Design Thinking &


workshops

Bring innovation ideas to

life, iterate and refine them.

Build a Minimum Viable

Product (MVP).

Create Innovation

Roadmap, identify

dependencies & remediate

risks

SME Business Innovation Process



SAP Offering

- Innovative & technology addicted

Partner with development capacity

- Successful participation in DX and DT

workshops or prior knowledge thereof

- C-Level buy-in with single point of contact

from Sales/Consulting

- Dedicated resource investments

- Solid problem statement with prior research

and knowledge gathered

- FAIL expectation: First Attempt In Learning

- SAP Usage of use case and Technology

Blueprint publication (Blog, Video, Executive

Summary, etc.)

✓ Additional workshops and training offerings (Digital Transformation, Design

Thinking, Business Model Innovation, etc.)

✓ SAP Partner Innovation Package (SCP + HANA Service on Neo or CF)

✓ Enablement Phase 2: SAC, SCP, IOT, Intelligent Technologies, etc.

✓ Strategic support in realizing Minimum Viable Product (MVP)

✓ Publication and visibility via Innovation Blueprints on successful MVP and

Business Case.

Definition of Innovation*

Customer Projects and / or Pilot / PoC with Innovative Software Components or

Intelligent Technologies SAP Analytics Cloud with predictive features, SAP Cloud

Platform, Mobile Apps leverage intelligent technology (Native or SAP Fiori based),

Chatbot, Big Data, Blockchain, IoT, Machine Learning

Prerequisites

Get key information on the Intelligent Enterprise and SAP Business One:

▪ Enablement Package on the SAP PartnerEdge Portal

▪ Overview Presentation

• SAP PartnerEdge Portal (PPT version)

• SAP Help Portal (PDF version)

▪ SAP Strategy Overall

https://partneredge.sap.com/en/library/education/products/entManage/sbo/market/ep_sbo_digbus_transformation.html

https://partneredge.sap.com/en/library/assets/products/ent_mng/dgl/22/97/SAP722297.html

https://help.sap.com/http.svc/rc/5fedbce5c6184a669964386b3c4afa8c/9.3/en-US/Intelligent_Enterprise_and_SAP_Business_One.pdf

https://www.sap.com/products/intelligent-enterprise.html

Thank you.

Contact information:

Mordechai (Moty) Moshin

Business One Solution Expert

[email protected]

Gamification Challenge Code

7I4NXB

By entering this SAP Breakout Session

code you will be granted 10 points

5 5

Book a slot with me this afternoon

https://tasman.site/clientes/sap/mte/sessions/

mailto:[email protected]

Additional Information

SME IE Poster How To


CustomerExperience


PeopleEngagement


Suite



Integrated Suite


Digital Platform


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Digital Core






The Intelligent Suite is defined by using the above mentioned components:

Customer Experience, Manufacturing & Supply Chain, People Engagement, and

Network & Spend Management. For more information visit SAP.com.

Digital Core of SAP

Business One as part of

the Intelligent Suite.

Including external solutions and

extensions to get to the Integrated Suite.

Combined with Intelligent

Technologies and the Digital Platform to

become an Intelligent Enterprise.

1

2

34

https://www.sap.com/products/intelligent-enterprise.html


CustomerExperience


PeopleEngagement


Suite



Integrated Suite


Digital Platform


Inte

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Sales & Service


Blanket Agreements

Quotations

Opportunity Mgt.


Campaign Mgt.


Pervasive Analytics

Fiori-Style Cockpit

Customer 360°

Enterprise Search



SAP Analytics Cloud







Partner Solutions

Digital Core






Dark Blue Boxes:

List of existing features in SAP Business One related to different parts of the Intelligent Suite

(Customer Experience, Manufacturing & Supply Chain, People Engagement, Network &

Spend Management).

Light Blue Boxes:

List of existing HANA-features in SAP Business One, version for SAP HANA related to

different parts of the Intelligent Suite (Customer Experience…).

White Boxes:

- SAP Business One external solutions, apps, and tools

- SAP Solutions related to different parts of the Intelligent Suite (Customer Experience…).

- Partner Solutions -> Please add your specific solutions which you are offering.

Grey Boxes:

SAP Analytics Cloud capabilities are built on the SAP Cloud Platform, enhanced with the

power of predictive analytics and machine learning technologies.


CustomerExperience


PeopleEngagement



Block-

chain

Data In-

telligence

Big Data


Digital Platform


Analytics









Basic Shipping




Costing



SAP Analytics Cloud




IoT Capabilities

Business Network



Digital Core

Machine

Learning

Internet

of Things

Intelligent Suite

Intelligent Systems

Use the listed processes as ideas and a

basis for discussion.

Figure out the customers’ / prospects’ main

3-5 processes to start their transformation.

You can focus on your industry specifics,

customize and enhance the different boxes.

The Intelligent Suite

combined with

Intelligent Systems

to reimagine and

innovate existing

business models.

Print Friendly Version for SME IE Posters

55PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀData Management: SAP HANA - Integration Framework 2.0 - Semantic Layer - App Framework for HANA



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Sales & Service


Blanket Agreements

Quotations

Opportunity Mgt.


Campaign Mgt.


Pervasive Analytics

Fiori-Style Cockpit

Customer 360°

Enterprise Search



SAP Analytics Cloud







Partner Solutions




Streamline and gain greater visibility and control over costs. Improve financial operations, supplier collaboration and contract management.

Project & Resources

Project Stages & Sub Projects

Human Resources Data

Time Sheet Entry

Resource Capacity Planning



Business Process Checklist


Enterprise Search

Live Collaboration (Chat)

SAP Analytics Cloud






Partner Solutions

Accounting & Financials

Budget Mgt.

Cost Accounting

Currencies & Exchange Rates

Dunning

Fixed Assets

Payment Mgt.

Multi-Branch




Enterprise Search

Cash Flow Forecast

SAP Analytics Cloud






Partner Solutions

Purchasing & Operations

Purchase Request + Web-Enabled RFQ

Opportunity Mgt., Blanket Agreements + Price Mgt.

Production, Resources & MRP (incl. Forecast)


Master Data + Multiple Measurements

Serial- and Batch Number Mgt.

Pick and Pack



Enterprise Search

Advanced Available to Promise (ATP)


Intelligent Forecast

SAP Analytics Cloud






Partner Solutions


Digital Platform

Intelligent Suite

Digital Core


Integrated Suite

CustomerExperience


PeopleEngagement


56PUBLIC© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀData Management: SAP HANA - Integration Framework 2.0 - Semantic Layer - App Framework for HANA

Block-

chain

Data In-

telligence

Big Data


Digital Platform


Analytics

Order + Contract Mgt. Optimization

Opportunity + Proposal Mgt.

Sales Planning + Performance Mgt.

Personalized Customer Experience + Digital Collaboration

Customer Insights

Guided End-user Buying

Product + Offer Recommendation

Deliver Product Innovations based on Social Sentiments

Offering + Selling of Digital Services

Contextual Merchandizing

Service Ticket Intelligence + Personalized Service

Improve Service Offerings


Predict Demands

SAP Analytics Cloud


Cloud Solution for Customers

Cloud Solution for Sales

Digital Commerce + Payment

Deal Intelligence

Contract Mgt.

Project Mgt. + Planning

Core Human Resources and Payroll

Mobilize Empower Employees / Teams

Connect People

Empower Employees to make Decisions in Real-time

Build Flexible and Collaborative Teams

Warning Systems + Real-time Alerts

Time Recording


SAP Analytics Cloud

Employee Collaboration

External Workforce Mgt.

Mobile Solutions

Financials and Accounting Mgt.

Financial Planning and Analysis

Analyze Profitability across products, customers, projects…

Invoice and Payables Mgt.


Costs + Budget Mgt.



SAP Analytics Cloud

Integration Business Planning

Digital Payment









Basic Shipping




Costing



SAP Analytics Cloud




IoT Capabilities

Business Network



Machine

Learning

Internet

of Things

Intelligent Suite Digital Core

CustomerExperience


PeopleEngagement


Intelligent Systems


Your Selected Processes You Want to Reinvent and Innovate:

Reimagine and Innovate Your Existing Business Model

Next Steps, To-Do’s:

▪

▪

▪

▪

▪

Core Elements:

▪

▪

▪

▪

▪

▪

▪

▪

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HANA Elements:

▪

▪

▪

▪

Digital Core

Inte

gra

ted

Su

ite

Integrated Suite Elements:

▪

▪

▪

▪

▪

▪

▪

▪

▪

▪

▪

▪

Integrated Suite

BlockchainMachine Learning

Data Intelligence Big Data

Internet of Things

Analytics


Define Your Path

Intelligent Systems


How SAP can help – Industry Posters


How Can I Engage in Digital Conversations with my Customers/Prospects?

As a Strategic Advisor, I need to be able to:

• Understand the industry-specific digital priorities for my account

• Have a meaningful digital dialogue beyond the CIO with a CDO or other C-level executive

• Connect individual Line-of-Business conversations with the digital strategy

• Map out current digital investments and future priority areas

• Broaden the dialogue beyond point solutions to digital strategies that SAP can support

• Identify and position competitors within the digital landscape

• Co-own a digital roadmap with the Customer

• Identify opportunities that connect digital strategy to SAP Leonardo and Digital Core

© 2015 SAP SE or an SAP affiliate company. All rights reserved. 60Public

Value-added

services

distributors

• Connect IoT devices with business

processes and backend systems in real time

• Improve efficiency, automation and

replenishment

• Create new, product-as-a-service business

models

• Handle customer requests for non-stock items

fast and efficiently

• Maintain a unified vendor data model that

provides a single accurate record for each

supplier

• Optimize customer service levels and track

inventory end to end with enhanced logistics

• Streamline marketing operations by giving

employees insight to understand customer

needs

• Enable faster selling by dynamically

configuring and bundling complex offers

• Boost delivery performance with embedded

logic that automatically matches supply of an

ordered item with demand

• Provide on-demand field service management

to enable faster service, improve service

efficiency, and boost customer satisfaction

• Manage light production, kitting and

subcontracting to support high-quality, value-

added product services

• Align employee performance and goals for an

engaged, high-performing workforce

• Procure and manage contingent labor and

services

• Assess and forecast skill gaps

• Identify the most profitable customers,

products and channels to make more informed

decisions

“Anything,

anywhere,

anytime”

distributor

• Reduce operational costs, increase revenue

and customer satisfaction by optimizing

device availability, utilization and

replenishment of goods for inventory at

customer locations

• Extend your digital ecosystem by connecting

smart devices to core business processes

and backend systems

• Purchase smarter and meet vendor

requirements by optimizing orders using load

build functionality

• Gain the visibility you need to continuously

evaluate the right mix of suppliers to best serve

your customers requirements

• Manage transportation requirements by

planning, optimizing, tendering, and settling

freight; booking carriers; managing forwarding

orders

• Comply with international trade and hazardous

goods requirements

• Automate warehouse and distribution

operations

• Perform allocation management, order

promising, replenishment, and deployment

• Become the go-to entity in an area by

extending the product portfolio and providing a

specialized marketplace

• Deliver the right order – right on schedule – by

collaborating enterprise-wide in real time

• Prioritize customers through business rules for

back-order processing

• Draw insights from customers at every

touchpoint to make data-driven decisions

increase loyalty

• Engage customers on their buying journeys

through omnichannel communications and

service

• Provide extensive self-service features to the

digital savvy customer

• Solve customer issues in one interaction

• Drive customer feedback to issue resolution in

no time

• Engage candidates to attract the best talent • Get detailed, instant insight into product costs

and margins to maintain a profitable product

portfolio

• Improve service by empowering customers

with a payment portal and e-billing

• Improve revenue and avoid defaults with real-

time credit evaluation and management

Solution

oriented

distributor

• Reduce total logistics costs by leveraging

predictive insights to eliminate stockouts

• Collect and rationalize internal branch

stocking requests and external customer

demand streams, detect patterns, and

intelligently sense, adjust, and analyze

demand plans

• Collaborate fully on fulfillment of orders,

change orders, confirmations, cancellations,

advance shipping notices, and related

notifications

• Support automated and manual processes for

managing contracts, source lists, purchase

information records, quotations, and requests

for quotations

• Protect business interests by committing

orders in batch mode in back order processing

according to priorities

• Meet delivery commitments by integrating

order scheduling, promising, and execution in

real time

• React quickly to opportunities with real-time

market and performance insights

• Move to new ways of selling including bidding

with complex BOMs combining products and

services

• Enable new consumption-based business

models

• Provide detailed product information and a

single customer view to expert team

• Bring company experts together to solve

customer requests

• Increase collaboration among internal and

external teams for collaborative project work

• Design and manage an agile organizational

structure for successful business execution

• Develop plans for a diverse and skilled

workforce that leads business into the future

• Align product costs and quotations with

strategic targets

Empowering

the modern

employee

• Improve collaboration between sales,

marketing, and demand planning teams

• Obtain deeper insights into demand with

robust statistical algorithms

• Improve decision-making for inventory

planners with data-driven machine learning

tools embedded in daily purchasing tasks

• Collaborate to resolve invoice exceptions

automatically by using a cloud-based business

network

• Improve customer satisfaction by using real-

time inventory information to provide accurate

order commitment dates while protecting

companies’ business priorities and profitability

goals

• Provide internal sales with relevant insights,

contacts, and collaboration

• Enable focus on leads with the highest

propensity to convert them to customers

• Motivate salespeople with compelling incentive

and compensation schemes

• Reduce repetitive tasks with automated

dispatching and ticket handling

• Provide full transparency and a detailed

overview into service performance

• Use customer service bots so service agents

can focus on more complex customer inquiries

• Engage people and streamline HR processes

for added efficiency

• Gain insights into employee satisfaction and

well-being to improve engagement and drive

performance

• Speed time to productivity of new hires and

internal transfers

• Support financial and operational decision

making with software analytics

• Provide support for the planning, execution,

monitoring, and analysis of period-end closing

tasks.

• Manage accounts payable and accounts

receivable processes in a highly efficient way

Wholesale distribution companies need to reimagine business models and business processes to find new revenue and profit sources by:Digitally reimagine

your business

models through

new business

capabilities along

a value map. Supply Chain Planning Procurement Supply Chain Execution

2. Addressing operational inefficiencies proactively and impacting bottom-line results while becoming easier to engage in business

1. Reinventing the business from a warehouse of products fulfilling demand to an information-centric company that uses customer feedback and new business models to gain competitive advantage

Marketing & Sales Human ResourceService

*)Benefits

are

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All

rights

reserv

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SAP Data Management: SAP HANA - SAP Data Hub - Meta Data & Lifecycle Management - SAP Vora - Orchestration & Governance - Smart Data Integration - 3rd Party Spark / Hadoop - Streaming Analytics - Data Lifecycle Management

BlockchainMachine Learning Analytics Data IntelligenceInternet of Things Big Data

Intelligent Suite


Digital Platform

SAP Cloud Platform: API Business Hub - Market Place - Portal - API Management - Collaboration Services - Mobile Services - UX Services - Big Data Services - Security Services - Analytics Services - Integration Services – Machine Learning Services – IoT Services

Ex

ten

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Digital Core: Solution capabilities that are part of SAP S/4HANA Enterprise Management, but added or purchased as neededDigital Core: Core solution capabilities delivered as part of SAP S/4HANA Enterprise Management

Typical business

benefits*

▪Customer satisfaction: +10%–20%

▪Qualified sales leads closed annually: +20-

26 %

▪Cost due to stock-outs: - 20-25%

▪Supply chain planning: -3%–5%

▪Contact center agent

▪Utilization rate: +6% - 9%

▪Order fulfillment issue resolution: -50%

▪Days in inventory: - 10-12%

▪Total logistics cost: - 10-12%

▪Total logistics cost: -10%–12% ▪On-time delivery: +10%–30%

▪ Inventory levels: -25%–30%

▪Employee turnover: -32%

▪Revenue per worker: +20%

▪ MRP live

▪ Production planning (kitting)

▪ IBP - sales, inventory and operations

planning

▪ IBP - demand sensing and planning

▪ IBP - response and supply orchestration

▪ Supplier network collaboration

▪ Serialization in pharmaceuticals supply

chain

▪ Extended planning

▪ Real-time Inventory management

▪ Basic warehouse management

▪ Basic shipping

▪ Available to promise

▪ Vehicle insights

▪ Stock in transit

▪ Serialization in pharmaceuticals supply

chain

▪ Extended warehouse management

▪ Transportation management

▪ Advanced available to promise

▪ Global batch traceability

▪ Time recording

▪ Connected people

▪ Resume matching

▪ Job standardization

▪ Core human resources and payroll

▪ Time and attendance management

▪ Human capital analytics

▪ Talent management

▪ Core accounting

▪ Cost management and profitability

analysis

▪ Basic financial operations

▪ Governance, risk, and compliance

▪ Financial services network

▪ Digital payments add-on

▪ Financial planning and analysis

▪ Accounting and financial close

▪ Treasury management

▪ Accounts receivables & payables,

invoices

▪ Commodity management


▪ Digital boardroom

▪ Cash application

▪ Operational purchasing

▪ Collaborative sourcing & contract mgmt.

▪ Invoice and payables management

▪ Supplier management

▪ Procurement analytics

▪ Sourcing simulation and optimization

▪ Goods receipt / invoice receipt

monitoring

▪ Container tracking

▪ Strategic sourcing and supplier

collaboration

▪ Business network

▪ Guided end-user buying

▪ Order and contract management

▪ Cost recovery and rebates

▪ Pricing administration

▪ Lead intelligence

▪ Product and offer recommendations

▪ Up- and cross sell offers

▪ Customer retention

▪ Contextual merchandizing

▪ Marketing

▪ Commerce

▪ Sales

▪ Revenue

SAP C/4HANA

▪ Cloud solutions for customer service

teams and field technicians

▪ Service ticket intelligence

▪ Conversational customer experience

(CX) bots for service and commerce

▪ Field service intelligence

SAP C/4HANA


Executive Conversation Modules per Digital Priority

Why important?

Enabling Solutions and ValueSAP Point of View

Art of the Possible

Digital Poster Executive Conversation Module per Digital Priority

Each module will have a 90 second video

62© 2017 SAP Leonardo Live. All rights reserved. I PUBLIC

• Adopt a systems engineering

approach that includes

mechanical, software, and

electronic capabilities

• Embed the technology

foundation for equipment

networks

• Manage digital IP effectively

• Enable collaborative solution

and value selling

• Generate leads through

predictive product

replacement and precise

segmentation

• Sell Software

• Track digital components

• Actualize efficient

replenishment strategies

• Enable 3D printing for spare

parts

• Use digital twin throughout

entire supply chain

• Install and manage in-product

software

• Support advanced testing and

connectivity management

• Provide services for digital

smart products

• Enable a feedback loop in

internal business processes

• Connect digital products in the

field with an equipment

network

• Execute procurement

strategies for 3D-printed

service parts

• Bundle third-party service with

products

• Include payment models for

digital services in product

calculations and financial

reporting

• Manage and help ensure

digital rights compliance

• Train and certify

workforce on new digital

technologies

• Work with universities and

external entities in a

flexible manner

• Engage in knowledge

sharing and community

building

Strategic priority 3: Digital smart productsNeeds and implications along the value chain

Research and development

Sales & marketing Manufacturing Aftermarket serviceSupply chain Procurement Finance Human resources

Digital smart

products

Typical business

benefits*

▪Total manufacturing cost: - 10%

▪Manufacturing cycle time: - 10%

▪Scrap value: - 25%




▪New products revenue: + 10-20%

▪R&D cost: - 20-30%

▪Revenue targets met by production: + 15-

20%

▪Procurement function cost: - 15-20%

▪Worker acquisition time: - 30-40%

▪Days payable outstanding on targeted spend:

- 2-5 days

▪On-time delivery: + 10-20%

▪ Inventory levels: - 25-30%

▪Customer satisfaction: + 10-20%

▪Revenue leakage: - 7-9%

▪Service delivery cost: - 4-5%

▪Cost of noncompliance: - 4-5%

▪Days to close annual books: - 40-50

▪Budgeting & forecasting cost: - 25-50%

▪Audit cost: - 20-40%

▪Lower time and attendance function cost

▪HR full-time equivalents: -44%

BlockchainMachine Learning Big DataInternet of Things Analytics

SAP Cloud Platform Analytics Services Mobile Services Security Services Collaboration Services UX Services

▪ Enterprise portfolio and project management

▪ Commercial project management

▪ Compliant product lifecycle management

▪ Product development and project control

▪ Production engineering

▪ Variant configuration

▪ Embedded software management

▪ Engineering control center

▪ Visual enterprise

▪ Constraint management

▪ Innovation management

▪ Cloud for product stewardship

▪ Product lifecycle costing ▪ Asset intelligence network

▪ Predictive maintenance and service

▪ Service ticketing

R&D ManufacturingSupply Chain ProcurementSales and Marketing Service Finance HR

▪ Manufacturing execution

▪ Manufacturing integration and intelligence

▪ Visual manufacturing planner

▪ Product structure synchronization

▪ Production orchestration and execution

▪ Enhanced material requirements planning

▪ Quality management

▪ Inventory and basic warehouse

management

▪ Production planning

▪ Real-time inventory management

▪ Multilevel goods receipt


▪ Advanced order promising and ATP

▪ Constraint-based production planning

▪ Production scheduling

▪ Integrated business planning

▪ Response and supply orchestration


▪ Collaborative supply chain

▪ Service parts planning


▪ Spend Visibility

▪ Collaborative Sourcing

▪ Collaborative Supply Chain

▪ Procure-to-Pay

▪ Collaborative Commerce

▪ Collaborative Finance


▪ Collaborative sourcing and contract mgmt.;

Invoice and payables mgmt.



▪ Sales planning and performance management

▪ Billing and revenue innovation management

▪ Price and margin management

▪ Heavy equipment management

▪ Social collaboration


▪ Sales order fulfillment cockpit

▪ User experience and interface solutions

▪ Settlement management

▪ Integration with SAP Hybris solutions

▪ Sales

▪ Marketing

▪ Commerce

▪ Configure, price and

quote

▪ Billing

▪ Service management

▪ Service master data management

▪ Service parts management

▪ Service agreement management

▪ Service

▪ Commerce ▪ Billing

▪ Business process consolidatio

▪ Shared services framework

▪ Financial supply chain




▪ Receivables management

▪ Invoice mgmt. and accounts payable

▪ Accounting and closing operations

▪ Accounting

▪ Cost management

▪ Profitability analysis





▪ Time recording

▪ Global track and trace


▪ Plant connectivity

▪ Distributed manufacturing

Digital Innovation

SAP Leonardo

Extensions

Digital Core

SAP S/4HANA


▪ Accounts payable

▪ Resume matching

▪ Job matching


▪ Brand impact

2. They are spearheading innovative processes themselves leveraging digital capabilities of

the equipment they use - achieving bottom line cost savings

1. They provide the digitally enabled machinery and equipment so that other companies

can innovate their business - driving topline revenue

Industrial Machinery & Components companies play a key role in the digitalization of businesses across all industries:They pursue five

key initiatives

which require

new business

capabilities along

the value chain

Download Industry posters

https://jam4.sapjam.com/groups/about_page/6KjwiB74yeLmFMPmJ9SBJg

Additional Industry Posters

Enabling new business models

• Collaborate with service and knowledge-based partners to deliver fundamentally new and differentiated consumer value propositions

• Capture real-time feedback on product concepts by evaluating the strengths and weaknesses of potential ideas

• Maximize visibility into spend and turn data into actionable intelligence

• Combine network-driven intelligence with integrated spend management

• Make fixed manufacturing schedules more agile and flexible through ongoing, real-time data sharing with global supply networks

• Create a network of distributed manufacturing capability, including through 3D-printing capabilities

• Seamlessly team with partners across physical and virtual networks with real-time information exchange as customer, consumer, and market needs change

• Collaborate in real time across functions and with customers, channel partners, and suppliers to orchestrate outcomes in moments of need

• Extend agile processes to include the management and delivery of physical goods and virtual content

• Embed sensors that prompt consumers to replace, replenish, or repair in real time to support business models such as subscriptions

• Innovate pay-per-use models for smart products

• Enable new partner networks to orchestrate personalized information, offers, and services tied to consumption, use, and market need

• Turn new hires into ambassadors • Gain real-time access to financial data and eliminate latencies that can dull competitiveness

• Innovate subscription-based business models

• Implement accounting approaches for accounts payable and receivable to deliver products as services

Delivering personalized

outcomes

• Add sensors to products that track when consumers need to replace, replenish, or repair the item

• Expand the definition of product to include content and ongoing engagement and embed them into innovation processes

• Understand user expectations of product features and functionality in order to prioritize development.

• Source proprietary and third-party content for value-added services

• Engage suppliers digitally to proactively use and predict consumer demand and adjust production

• Organize the supplier network to respond to small or individualized lot size production

• Expand manufacturing and production processes to include finished goods coupled with services based on real-time consumer demand

• Offer products that are configurable and personal, tailored to individual consumers’ needs and preferences

• Enable agile, cost-effective supply network execution for direct-to-consumer fulfillment

• Provide consumers real-time visibility into inventory availability

• Engage consumers and fulfill orders anywhere with seamless, fluid channel experiences

• Transform value propositions into desired consumer outcomes

• Increase personalization of products, content, information, and offers

• Align information and offers to consumer preferences, present them at moment of need

• Gauge effectiveness of brand, advertising, and marketing concepts with target audience

• Align information and offers to customer business objectives and real-time needs

• Drive feedback to resolution in no time

• Empower managers to drive better experiences

• Personalize payment options for seamless use across all sales channels

• Report consumer activities and segment profitability with greater granularity, resulting in increased personalization

Competing as an

ecosystem

• Map the personalized digital consumer experience to understand consumer needs and desires

• Partner with service providers to deliver comprehensive, branded experiences

• Use consumer insights to create offers with partners in adjacent industries

• Accelerate order fulfillment across geographies through a flexible supplier network

• Orchestrate service delivery from partner organizations

• Gather supplier information from 160,000 sources and quickly analyze it with in-memory technology to help ensure real-time availability

• Apply available capacity through co-manufacturing partners to manage peak demand at minimal cost

• Cover complex fulfillment, transportation, and storage needs through cross-company collaboration

• Develop and manage partnerships with logistics providers to fulfill orders directly to the consumer

• Partner on opportunities for co-branding, shared experiences, or technology-enabled personalization

• Improve the consumer experience through value-added service delivery enhanced by partner content

• Deliver a best-in-class commerce platform

• Higher employee engagement through total rewards

• Create multisided business models that involve consumers and nontraditional partners

Consumer products companies are at the forefront of digital transformation as they:They pursue three

key initiatives

that require

new business

capabilities along

the value chain.

don.g

ord

on@

sap.c

om

Product InnovationProcurement

ExcellenceManufacturing Supply Chain Sales and Service Finance

(19/02) © 2019 SAP SE or an SAP affiliate company. All rights reserved.

2. Take charge of their destiny by building digital business capabilities and quickly identifying and acting on new growth opportunities

1. Recognize that the digital economy has dramatically changed the competitive landscape and brought customer engagement to the spotlight

Typical business

benefits*

• Reduced supply and inventory planning cost

• Increased inventory accuracy

• Reduced manufacturing cycle time• Improved manufacturing productivity

• Lower total costs for new product development

• Accelerated time to market

• Better collaboration with suppliers• Smoother operations with improved

spend insights and higher compliance

• Improved employee engagement • Reduced time to full productivity for

new hires

• Real-time insight for making timely and relevant decisions

• Better compliance and management of financial risk

*(Benefits

are

based o

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arly

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ativ

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uts

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/clo

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s. Digital Core: Solution capabilities that are part of SAP S/4HANA Enterprise Management, but added or purchased as neededDigital Core: Core solution capabilities delivered as part of SAP S/4HANA Enterprise Management


Intelligent Suite


Digital Platform

API Business Hub - Market Place - Portal - API Management - Collaboration Services - Mobile Services - UX Services - Big Data Services - Security Services - Analytics Services - Integration Services

Ex

ten

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ns

Dig

ita

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SA

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SAP Cloud Platform:

▪ Catch weight management

▪ Production operations


▪ Manufacturing insights


▪ Responsive manufacturing (ME, MII,

QIM, VE)

▪ Production operations (MII, QIM)

▪ Digital operations for manufacturing

▪ Connected goods

▪ Manufacturing integration and

intelligence

▪ Digital manufacturing insights


▪ Extended production planning &

scheduling

▪ Livestock management & meat/fish

operations

▪ Complex manufacturing

▪ Agricultural production

▪ Catch weight management

▪ Inventory

▪ Warehousing and transportation

▪ Order promising




▪ Extended production planning &

scheduling

▪ Livestock management & meat/fish

operations

▪ Advanced warehousing, transportation,

and order promising

▪ Fleet management optimization

▪ Source-to-consumer traceability

▪ Cold chain logistics



▪ Connected agriculture

Big DataBlockchainMachine Learning Analytics Data IntelligenceInternet of Things

SAP C/4HANA

▪ Central procurement

▪ Livestock and fresh meat procurement

▪ Agricultural origination and trading

▪ Supplier collaboration



▪ External workforce management


▪ Collaborative sourcing & contract mgmt.



▪ Invoice management

▪ Contract consumption


▪ Financial operations


analysis





▪ Advanced accounting & financial close

▪ Treasury and risk management

▪ Enterprise risk and compliance

▪ Advanced financial operations




▪ Predictive analytics


▪ Project control

▪ Product engineering

▪ Enterprise portfolio and project

management

▪ Product lifecycle management

▪ Product compliance

▪ Digital operations for R&D

▪ Product lifecycle costing

▪ Intelligent product design


▪ Direct store delivery

▪ Multi-channel billing

▪ Sales

▪ Commerce

▪ Customer data

▪ Trade management


▪ CRM including trade management

▪ Sales performance management (ICM)

▪ Subscription billing and revenue

management (BRIM)



Human Resources

• Greater return on marketing investment

• Higher customer retention

Marketing

• Higher internal sales productivity• Greater transparency of end-to-end

order management

▪ Time recording

▪ Employee central solution connectivity

▪ Resume matching


▪ Job matching


▪ Talent acquisition


▪ Payroll and time and attendance

management

▪ People analytics

▪ Master data management


SAP C/4HANA

▪ Marketing

▪ Customer profile


Subscribe

to

Outcomes

• Enable product individualization through flexible, high-performing, and easy-to-use configuration and classification capabilities

• Simplify decision-making and processes across the enterprise through intuitive visualization

• Provide advanced available-to-promise (ATP) check for back-order processing, product allocation, and release for delivery

• Supply planning beyond MRP to provide supply plans based on business rules, like customer prioritization

• Enable production order flexibility based on customer priorities

• Improve user experience to deliver personalized, responsive, and intuitive applications

• Track & trace of individual products

• Support subscription based business models

• Deliver commerce experiences

• Monitor brand performance in the market

• Enable product configuration and variant management including costing

• Provide performance based charging

• Ensure outcome based solution offerings

• Allow omni-channel solution selling

• Enable network for product data collaboration

• Provide offerings, subscriptions, and usage-based services in one contract

• Deliver performance based service and “Products as a Service”

• Enable tailor-made service offerings

• Find and contract talent with specific non core skills to drive new strategies outside the current business scope.

• Provide real-time project financial performance to ensure overall solution profitability and manage risk

• Ensure financial controlling of performance based service contracts

• Enable real time postings to recognize revenue supporting different revenue recognition methods (IFRS15)

• Manage external contractors in a flexible way

• Procure and manage contingent labor and services for an optimized service delivery across regions

Realizing

an

Intelligent

Supply

Network

• Manage requirements, mechanics, electronics, software, and simulation tied to a single product design and compliance collaboration platform

• Define and analyze product costs

• Immediate insights on information with planning, execution, prediction, and simulation analysis done at the finest level of granularity

• Real time supply planning beyond MRP to provide supply plans at the speed the business requires

• Ensure integrity in the value chain

• Advance and embedded finite production and capacity planning

• Detail scheduling with harmonized master data

• Integrate material management from shop floor to warehouse

• Improve customer service levels by planning based on customer prioritization

• Facilitate precise and reliable sales forecasting

• Respond to demand fluctuations through live inventory management and material flow analysis

• Provide digital value-add services

• Enable network for collaboration on equipment data

• Enable single platform to manage all operational procurement processes, both direct and indirect

• Automate and simplify integration of material suppliers

• Reduce direct materials cost through optimization of supplier negotiations

• Manage increased financial risks associated with highly flexible supply chains and manufacturing operations

• Automate reconciliation with the business network

• Maintain effective controls and ongoing compliance

• Empower employees to make decisions in real-time and focus on value-adding activities

• Improve productivity through state-of-the-art, user centric UX

• Enable flexible work teams spread across the globe to work on a single set of data

Providing

Digital

Smart

Products

• Provide systems engineering approach (incl. mechanical, software, electronic, etc.)

• Embed technologies foundation for product networks

• Enable visual digital product twin for all enterprise processes

• Incorporate product feedback channels


• Proactive product design challenge remediation

• Integrate material management from shop floor to warehouse

• Rapid and collaborative S&OP, including “what if” and scenario planning

• Enable digital components tracking

• Ensure 3D Printing for spare parts

• Advance testing and connectivity management

• Ensure in-product software installation and management

• Power trusted digital experiences with first-party data

• Use customer feedback and broad market feedback

• Ensure collaborative solution & value selling

• Enable effective entitlement management for Software, Services and digital content

• Provide services for digital smart products

• Provide equipment network to connect digital products in the field

• Enable seamless as-built equipment information handover to aftermarket services, including operator experience

• Ensure strategic and agile global multi-tier supplier network management enabling economies of scale and flexible call orders.

• Ability to include payment models for digital services into product calculation and financial reporting

• Ensure digital rights management and compliance

• Manage increased financial risks of highly flexible manufacturing operations

• Train & certify workforce on new digital technologies along with knowledge sharing & communitybuilding

• Enable flexible work teams

• Ensure knowledge sharing and community building

• Monitor employee engagement

Achieving

Customer

Intimacy

• Co-innovate and structure requirement collection based on customer interactions and experience feedback

• Enable product innovations resulting from actual usage and incident reports

• Modularize product concepts and platform models cross prod. families

• On-time delivery and advanced availability to promise

• Demand driven collaborative supply networks

• Provide end-to-end supply chain visibility

• Enable production order flexibilization based on customer priorities

• Agile and responsive manufacturing network

• Track & trace of individual products

• Facilitate single customer view

• Provide 360 customer intelligence

• Enable contextual customer engagement

• Ensure differentiated omni-channel customer experience

• Ensure product configuration and variant management including costing

• Personalize marketing & sales, based on experience feedback

• Personalize e2e service parts process

• Ensure sophisticated customer segmentation

• Enable mobilized and empowered teams

• Find and contract talent with specific non core skills to drive new strategies outside the current business scope.

• Use simulation and analysis to evaluate financial implications of strategic business choices

• Enable strategic customer portfolio management

• Provide continuous cash collection

• Maintain top talent pipeline

• Attract and secure top talent

• Enable flexible contracting to work with customers

• Enable social collaboration among teams

Experienced and intelligent High Tech companies need to constantly innovate across their value chain to drive profitable growth and adapt to how customers want to acquire, use, and pay for their products and

services

(19/0

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2. Compete as a networkExisting outsource models are maturing into a network of

interconnected suppliers, VARs, and trading partners

1. Subscribing to outcomesCompanies deliver outcomes, not just traditional products or services, and

generate new revenue streams through result-driven offerings

3. Scaling with a platformDeliver next-generation products and services using the power of an ecosystem of partners

and developers

Product Innovation and Sourcing

Supply Chain Procurement Finance Human ResourcesManufacturing Customer Service

They pursue four

key initiatives

that require

new business

capabilities along

the value map.

* Benefits

are

based o

n e

arly

adopte

rs o

f SA

P S

/4H

AN

A o

r conserv

ativ

e o

uts

ide

-in b

enefits

due to

movin

g fro

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traditio

nal E

RP

to e

nhanced S

AP

S/4

HA

NA

and L

OB

/clo

ud c

apabilitie

s.

Typical business

benefits*▪ Customer satisfaction: +10%–20%

▪ Total manufacturing cost: - 10%

▪ Manufacturing cycle time: - 10%

▪ Scrap value: - 25%

▪ New products revenue: + 10-20%

▪ R&D cost: - 20-30%

▪ Prod. meet. rev. targets: + 15-20%

▪ Proc. function cost: - 15-20%

▪ Worker acquisition time: - 30-40%

▪ DPO on targeted spend: - 2-5 days

▪ 10–15% reduction in revenue loss due

to stock-outs

▪ 10–12% reduction in days in inventory

▪ Revenue leakage: - 7-9%

▪ Service delivery cost: - 4-5%

▪ Cost of non compliance: - 4-5%

▪ Days to close annual books: -40–50 days

▪ Budgeting & forecasting cost: -25%–50%

▪ Invoice processing productivity +10%–

40%

▪ Days to close annual books: -

40–50 days

▪ Budgeting & forecasting cost: -25%–50%

▪ Invoice processing productivity




Intelligent Suite


Digital Platform

SAP Cloud Platform: API Business Hub - Market Place - Portal - API Management - Collaboration Services - Mobile Services - UX Services - Big Data Services - Security Services - Analytics Services - Integration Services

Ex

ten

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▪ MRP live



▪ Extended production scheduling and

delivery planning

▪ Demand driven MRP

▪ Connected manufacturing

▪ Asset intelligence network



▪ Responsive manufacturing (ME, MII,

QIM, VE)




management


▪ Advanced ATP

▪ Extended production scheduling and

delivery planning


▪ Logistics option1

▪ Sales, inventory and operations

planning (IBP)

▪ Demand sensing and planning (IBP)


(IBP)




▪ Core accounting


analysis





▪ Advanced financial operations



▪ Business integrity screening


▪ Account payable

▪ Business planning and consolidation

▪ Shared service framework




▪ Sourcing and contract management





▪ Extended procurement

▪ Direct and indirect material sourcing

▪ Supply chain collaboration

▪ Supplier management & collaboration



▪ Services procurement

▪ Sourcing simulation & optimization


▪ Service master data and agreement

management

▪ Service operations and processes


▪ Asset information collaboration

▪ Commerce

▪ Service

▪ Service engagement center




▪ Service and assets option3

▪ Spare parts option4

1SAP Leonardo for discrete manufacturing, logistics option | 2SAP Leonardo for discrete manufacturing, pay-for-outcome option | 3SAP Leonardo for discrete manufacturing, service and assets option | 4 SAP Leonardo for discrete manufacturing, spare parts option

▪ Product development and project

control




management with embedded

commercial project management

▪ Product lifecycle management, incl.

advanced variant configuration



▪ 3D visual enterprise

▪ Product stewardship network



▪ Strategic sourcing suite

▪ Time recording

▪ Resume matching

▪ Job matching






Marketing as Growth Driver

Selling Outcome

▪ 95% Faster quote-to-order process

▪ 46% Lower customer complaints

▪ Business data intelligence

▪ Customer success

▪ Marketing

▪ Customer identity

SAP C/4HANA




▪ Collaboration

▪ Sales

▪ Commerce

▪ Revenue

▪ CPQ

▪ Entitlement management

▪ Customer success

▪ Subscription billing and revenue

management (BRIM)

▪ Sales planning and performance

management (ICM)

SAP C/4HANA


For information or questions send email to achim.schneider @sap.com

*) B

en

efits

are

based o

n e

arl

y a

dopte

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f S

AP

S/4

HA

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, o

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due t

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, S

AP

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ard

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nt

SA

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olu

tions.

© 2

019 S

AP

SE

or

an S

AP

aff

iliate

com

pany.

All

rights

reserv

ed.

Intelligent Suite


Digital Platform

2. They are spearheading next generation practices leveraging digital capabilities to simplify and automate processes –

bringing tomorrow’s styles to market today

1. They leverage opportunities from new technologies to drive new levels of customer proximity and relevance to

create next-generation shopping experiences

In the experience economy Intelligent Fashion Enterprises consistently deliver on their promise to stay relevant and run a profitable operation:To keep their promise

they pursue five key

initiatives which

require

new business

capabilities along the

value chain

Omnichannel Marketing Procurement Excellence Digital Supply ChainOmnichannel Customer

ExperienceFinance Human Resources

Typical business

benefits*

▪ On-shelf availability: +20%–25%

▪ Inventory turnover: +10%–12%

▪ Total logistics cost: -10%–12%

▪ Return on marketing investment:+5–10 pp

▪ Campaign effectiveness: +30%

▪ Trade fund effectiveness: +25%

▪ Conversion rates: +5–10 pp

▪ Increased customer revenue and profitability

▪ Improved customer loyalty

▪ Cost of merchandise: -10%–15%

▪ DPO on merchandise spend: -2–5 days

▪ Procurement function cost: -15%–20%

▪ Days to close annual books: -40–50 days

▪ Budgeting and forecasting cost: -25%–50%

▪ Audit cost: -20%–40%

▪ Employee productivity: +10%

▪ Revenue per associate: +15%

Custo

mer

-C

.01.0

1


Customer-Centric Merchandising

▪ Promotion revenue:+ 5%

▪ Reduction in Markdown: - 46%

▪ Sales increase: + 5-10%

• Identify unique customers across all channels, understand purchase history and preferences to personalize recommendations

• Use sophisticated algorithms and machine learning to segment customers

• Enable real-time customer loyalty and incentive programs across all channels

• Contextualize and personalize marketing campaigns and offers in real time

• Forecast demand based on local variations, seasonal trends, and customer preferences

• Use machine learning to segment customers and tailor assortments across channels

• Define customer segmentation and associated convenience benefits for customers

• Use merchandising intelligence to track category trends and performance

• Connect to customer lifestyle with connected appliances, wearables, and products to gain insights of use

• Track and trace product orders down to the individual level

• Set up supplier collaboration to cater to a lot size of one

• Create a flexible supplier network for instant order fulfillment across geographies

• Address immediate consumer needs with responsive procurement and manufacturing networks

• Use consumer feedback and social insights to driveproduct design and manufacturing

• Personalize product creation with 3D and laser printing

• Execute individual made-to-measure production process

• Establish highly agile and responsive supply chain networks to deliver to customer requirements

• Fulfill orders for high-value customers instantly across geographies with a flexible transportation network

• Process and protect orders, customers, and stock based on customer-related business rules

• Ensure joint handling of sales items with shipping together logic created for your customer’s business

• Track and trace individual shipments

• Establish a consistent flow of digital information across devices and customer touch points

• Provide 360-degree insight into the customer lifecycle to enable clienteling and individualize product and offer recommendations

• Establish multidimensional business rules that allow effective handling of customers and touch points

• Deepen the customer relationship and understanding of needs with on-going conversational interaction

• Capture conversation follow-up information for in the moment customer feedback to increase retention

• Follow up on lost sales with sentiment surveys and targeted offers

• Gain a 360-degree view of customer financial data and profitability

• Analyze profitability by considering different views such as merchandise categories, customers, profit centers, and stores

• Use smart devices for user identification and individual credit checks

• Provide personalized payment options for seamless use across all sales channels

•

• Attract and retain top sales and marketing talent

• Allow associates to interact effectively with customers before, during, and after purchases

• Facilitate social collaboration among teams

• Educate and train staff to provide personalized shopping experiences

• Onboard and train employees quickly and seamlessly

• Identify, forecast, and address employee skills gaps

• Enable real-time customer identification with smart-device and sensor technology

• Interact and market to customers precisely through localization and segment recognition

• Render contextualized digital content for mobile and empowered sales teams and consumers

• Constantly monitor brand performance in the market• Leverage experience management data to optimize

campaigns and promotions• Launch new ad campaigns with confidence by

ensuring effectiveness through regular testing and refining

• Optimize marketing and assortment strategies with store heat maps and direct customer connectivity

• Consider customer feedback in the assortment planning to make better decisions for the retail brand and business outcome overall.

• Provide predictive services and offers

• Record product use with smart products equipped with sensor technology (smart textiles)

• Engage suppliers digitally and use consumer insights to predict demand and adjust production

• Design additional services and features based on consumption, biometric, and health data

• Customize articles with a lot size of one mentality

• Enable lot size of one production with immediacy driving upstream supply and customer delivery

• Integrate product design and development for customer specific product offerings


• Execute a customer-centric supply chain to intelligently connect people, things, and processes

• Give real-time access to stock availability and product information to associates and customers

• Process curated fashion requirements across locations

• Provide flexible handling of personalization options

• Deliver curated fashion requirements with the intelligent combination of online and offline capabilities

• Blend digital and brick-and-mortar store processes

• Provide lifestyle and health and style advice based on individual profile and machine learning

• Capture customer interactions in fitting rooms enabled through RFID and Wi-Fi technology

• Integrate virtual and augmented reality into shopping

• Deliver digital value-added services• Manage customer complaints with quick sentiment

surveys to get a pulse and take immediate action.• Leverage real-time customer insights to understand

the root cause of roadblocks post software update for online channels (website, mobile sites, mobile apps)

• Allow smart payment via mobile device

• Enable gamification on mobile devices or displays in stores

• Enable subscription-based business models

• Analyze profitability of marketing campaigns in real time

• Train staff to recognize customers and provide advanced service with direct customer interaction

• Facilitate social collaboration with customers

• Procure and optimize contingent labor and services and service delivery across regions

• Analyze customer needs and workforce requirements

• Monitor staff engagement and loyalty with immediate action to ensure compelling customer service.

• Leverage customer feedback to build personalized and effective total rewards programs

• Apply social listening, sentiment surveys and machine learning to forecast demand across channels

• Understand customer behavior, sentiment and buying trends in real-time across channels

• Incorporate sales trends, localized assortments, and personalized offers

• Manage real-time inventory across channels to optimize campaigns

• Anticipate trends and consumer needs with social listening and predictive insights to shorten time to market, forecast sales precisely and avoid markdowns

• Apply machine learning to design effective assortment clusters and sizing allocations

• Leverage real-time information on stock availability to maximize campaign ROI

• Define, track and analyse the completeness and success of global, regional and local collections

• Shorten lead times and reduce inventory by directly connecting suppliers and co-manufacturers

• Drive smart supply chain tracking for accurate and flexible planning and on-time delivery

• Sell without physical stock with business networks and brokerage models

• Enable purchase order contracts for fashion with postponement of destinations, colors, and sizes until purchase orders are called off (Flexible purchase order commitment)

• Shorten lead times and reduce inventory by directly connecting suppliers, manufacturing sites and subcontractors



• Compare order against stock situation of critical components and start production early

• Mobilize store inventory into supply network

• Operate a consumer-triggered, digitally enabled supply chain with multi-ship-to-order capabilities

• Fulfil customer orders seamlessly across channels by optimizing stock usage through automated, rule-based assignment and simulation

• Integrate robotics, sensors, and augmented reality toautomate warehouse processes

• Personalize product and shipment tracking

• Ensure agile sales, supply chain, and product response with quick analysis of product acceptance

• Allow dynamic season-driven store allocation based on real-time KPIs

• Enable the store to trigger omnichannel fulfillment and returns

• Drive impulse purchases by providing real-time information on stock availability to in-store shoppers

• Apply real-time inventory information and provide precise commitment dates

• Pin point delivery issues instantly with sentiment surveys

• Optimize working capital across multiple channels

• Mitigate financial risks associated with highly flexible supply chains

• Empower employees to make decisions in real time


• Meet service levels and drive revenue with appropriate staffing levels

• Increase employee retention and protect knowhow and skills with regular pulse checks and immediate action

• Optimize customer buying experiences online and offline based on experience data

• Leverage feedback to prioritize e-commerce platform features,

• Capture on going feedback on pricing and promotion to meet customer demands

• Plan and run all operation models seamlessly in one application

• Use sophisticated algorithms to identify and segment customers across channels and operating models

• Define customer business rules for combined shipments

• Plan customer-centric merchandise and assortments with visualization of style, color, and size acrosschannels and operating models

• Increase service levels and reduce stock levels with transparent supply networks

• Optimize collection launch processes with unified transportation planning

• Combine and segment order quantities flexibly

• Operate one unified procurement process across different channels and operating models

• Enable manufacturing operations on one platform• Manage and execute customer- and geography-

specific value-added services to shorten cycles and adapt products

• Combine and segment order quantities flexibly• Operate one unified production process across

different channels and operating models• Enable flexible procurement commitments for fashion

articles with postponement options for characteristics and destination

• Deliver curated fashion requirements with a smart combination of online and offline capabilities

• Support consumer-determined fulfillment strategies:click and collect, click and ship, and drop shipping

• Foster cross-company collaboration to cover complex fulfillment, transport, and storage needs

• Simulate allocation runs for best customer service

• Enable end user to visualize, analyze overall supply, demand and supply-demand assignment situation

• Fulfill customer orders seamlessly across channels

• Facilitate a pick-up-and-go experience in stores with a fully automated point of exit

• Allow in-store replenishment with smart shelves

• Process orders and offer delivery options based on customer priorities

• Interact and market to customers precisely through real-time customer identification, localization, or segment recognition with smart devices

• Simulate and analyze scenarios to fully evaluate business choices and their financial implications

• Improve customer services in receivables management with machine learning

• Enable mobile learning in easily consumable training packages

• Provide easy-to-use mobile apps for schedule changes, request time off, and clock in and out

• Provide guided support through smart devices

• Fine-tune staffing levels with heat maps

• Leverage onboarding / new hire feedback in the moment to ensure that employees are highly passionate and motivated

• Execute more effective marketing campaigns tailored to customer needs

• Use predictive services to drive new up-sell offerings

• Create selling opportunities in store with surveys and experience feedback

• Curated shopping leading to subscription and sharing models

• Create new offerings based on experience feedback


• Sell with no physical stock with business networks and brokerage models



• Enable logistics and inventory processes that support the sharing economy


• Establish connectivity to customer lifestyles through smart devices such as wearables

• Transform the store into an experience center around customer outcomes and needs versus products

• Support subscriptions and automated repurchase

• Enable subscription-based business models

• Involve customers and different partners in multisided business models

• Set up the finance function as a enabler for business transformation and external growth

• Attract sales and marketing talent and skills to target additional industries


Serve your customer by name

Create inspiring

brand experiences

Establish agile supply

Drive operational

and channel flexibility

Unlock new offers and business

models

Branded Fashion Production




Ex

ten

sio

ns

Dig

ita

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ore

SA

P S

/4H

AN

A

▪ Merchandise allocation execution

▪ Inventory management and segmentation

▪ Supply assignment

▪ Distribution curve handling

▪ Supply chain for extended warehouse

management

▪ Supply chain for transportation management

▪ Intelligent allocation management


▪ Warehouse insights

▪ Stock count and transfer

▪ Retail article profitability analysis

▪ Integrated business planning - sales,

inventory and operations planning

▪ Allocation planning



▪ Core accounting


▪ Profitability analysis and cost

management




▪ Accounts payable and receivables








▪ Digital payment

▪ Private label manufacturing

▪ Time recording





management


▪ Sales order management

▪ Billing and invoicing

▪ Store merchandise & inventory mgmt.

▪ Store connectivity

SAP C/4HANA

▪ Commerce

▪ Sales

▪ Service

▪ Customer data

▪ Consumer sales intelligence

▪ Omnichannel point-of-sale

▪ Conversational CX bots for service &

commerce

▪ Floor optimization

▪ Retail shelf and assets▪ Customer retention▪ Service ticket intelligence


▪ Assortment management

▪ Promotion management

▪ Retail price & markdown management

▪ Master data governance

▪ Merchandise planning

▪ Assortment planning


▪ Intelligent assortment planning

▪ Master data inbound intelligence

▪ Fashion runway


SAP C/4HANA

▪ Marketing

▪ Customer sales intelligence


▪ Manufacturing costs: -10%–15%

▪ Product launch time: up to -20%

SAP S/4 HANA Retail for merchandise managementSAP S/4HANA for fashion and vertical business

▪ Supplier information and master data

▪ Operational contract management

▪ Merchandise buying

▪ Invoice & payables management



▪ Agreement profitability and negotiation




▪ Production control workbench




▪ Manufacturing integration and intelligence

▪ Digital manufacturing cloud


SAP® Customer Activity Repository


For information or questions send email to achim.schneider @sap.com

*) Ben

efits

are

based o

n e

arly

adopte

rs o

f SA

P S

/4H

AN

A, o

r conserv

ativ

e o

uts

ide

-in b

enefits

due to

movin

g fro

m a

traditio

na

l ER

P to

SA

P S

/4H

AN

A, S

AP

Leon

ard

o a

nd o

ther re

leva

nt S

AP

solu

tions.

© 2

019 S

AP

SE

or

an S

AP

aff

iliate

com

pany.

All

rights

reserv

ed.



Intelligent Suite


Digital Platform


Ex

ten

sio

ns

Dig

ita

l C

ore

SA

P S

/4H

AN

A ▪ Inventory management and valuation

▪ Order execution

▪ Basic warehouse management and

shipping

▪ Advanced warehouse and transportation

management

▪ Intelligent allocation management


▪ Warehouse insights

▪ Zero waste for in-store production

▪ Stock count and transfer

▪ Forecasting and replenishment

▪ Allocation management

▪ Yard logistics

▪ Logistics business networks

▪ Core accounting


▪ Profitability analysis and cost

management




▪ Accounts payable and receivables







▪ Digital payment

2. They are spearheading innovative processes leveraging digital capabilities to simplify and automate

processes - achieving bottom line cost savings

1. They leverage opportunities from new technologies to drive new levels of customer proximity and

relevance to create next-generation shopping experiences

In the experience economy Intelligent Retail Enterprises consistently deliver on their promise to stay relevant and run a profitable retail operation:To keep their

promise they pursue

five key initiatives

which require

new business

capabilities along

the value chain

Omnichannel Marketing

Procurement Excellence

Digital Supply ChainOmnichannel Customer

ExperienceFinance Human Resources

Typical business

benefits*▪On-shelf availability : +20%–25%

▪ Inventory turnover: +10%–12%

▪Total logistics cost: -10%–12%

▪Return on marketing investment: +5–10 pp

▪Campaign effectiveness: +30%

▪Trade fund effectiveness: +25%

▪Conversion rates: +5–10 pp

▪ Increased customer revenue and profitability

▪ Improved customer loyalty

▪Cost of merchandise: -10%–15%

▪DPO on merchandise spend: -2–5 days

▪Procurement function cost: -15%–20%

▪Days to close annual books: -40–50 days

▪Budgeting and forecasting cost: -25%–50%

▪Audit cost: -20%–40%

▪Employee productivity: +10%

▪Revenue per associate: +15%

Develop New

Business

Models

Serving the

“Segment of

One”

Be Customer

Centric Across

the Value Chain

Implement

Digital Supply

Chain

Run Smart

Store


Retail for merchandise management – retail end-to-end


Customer-Centric Merchandising

▪Promotion revenue + 5%

▪Reduction in Markdown - 46%

▪Sales increase + 5-10%

• Use sophisticated algorithms and machine learning to segment customers

• Enable real-time customer loyalty and incentive programs across all channels

• Constantly monitor brand performance in the market• Leverage experience management data to optimize

platforms, campaigns and promotions• Launch new ad campaigns with confidence by

ensuring effectiveness through regular testing and refining

• Incorporate customer preferences into merchandise and financial plans

• Use merchandising intelligence to track category trends and performance

• Consider customer feedback in the assortment planning to make better decisions for the retail brand and business outcome overall.

• Connect to customer lifestyle with connected appliances, wearables, products to track use

• Address immediate consumer needs with responsive procurement and manufacturing networks

• Use consumer feedback social insights and experience feedback when deciding on product design and manufacturing

• Track and trace product orders down to the individual level

• Process orders and offer delivery options based on customer priorities

• Establish highly agile and responsive supply chain networks to deliver to customer requirements

• Track and trace products and batches for end-to-end supply-chain transparency

• Establish a consistent flow of digital information across devices and customer touch points

• Provide 360-degree insight into the customer life cycle to enable store clienteling

• Manage customer complaints with quick sentiment surveys to get a pulse and take immediate action

• Leverage real-time customer insights to understand the root cause of roadblocks post software update for online channels (website, mobile sites, mobile apps)

• Create end to end visibility of financial performance of all areas of the business in real time in real time

• Simulate and analyze scenarios to evaluate business choices and their financial implications

• Analyze profitability by considering different views such as merchandise categories, customers, profit centers, and stores

• Attract and retain top sales and marketing talent• Allow associates to interact effectively with customers

before, during, & after purchases• Facilitate social collaboration• Meet service levels and drive revenue with appropriate

staffing levels• Leverage customer feedback to build personalized

and effective total rewards programs

• Identify unique customers across all channels • Understand customer behavior, sentiment and buying

trends in real-time across channels• Contextualize and personalize marketing campaigns

and offers in real time • Optimize customer buying experiences online and

offline based on experience data• Leverage feedback to assess pricing and promotion to

meet customer demands on the e-commerce platform• Focus on leads with the highest propensity to convert• Identify customers who are at risk of churning and the

key factors that influence customer churn.

• Tailor merchandise and assortment plans based on customer trends and preferences

• Integrate product design and development for custom specific product offerings

• Personalize prices and promotional offers based on individual loyalty schemes

• Direct vertical integration of individual consumer wishes into the private label

• Set up private label production to cater to a lot size of one


• Optimize asset utilization and accelerate setup times of single-unit pick, pack, and ship processes

• Track and trace individual shipments • Fulfill orders instantly across geographies through

a flexible transportation network

• Create 360 degree customer profile with identity, access and consent management

• Personalize shopper engagement through real-time customer identification & localization

• Individualize product and offer recommendations• Deepen the customer relationship and understanding

of needs with on-going conversational interaction• Capture conversation follow-up information for in the

moment customer feedback to enable high retention and loyalty while optimizing cost to serve

• Enable follow up on lost sales with sentiment surveys and targeted offers

• Gain a 360-degree view of customer financial data and profitability

• Provide personalized payment options for seamless use across all sales channels

• Train and enable staff to provide personalized shopping experiences

• Onboard and train employees quickly • Leverage onboarding / new hire feedback in the

moment to ensure that employees are highly passionate and motivated

• Identify and forecast skills gaps and address them

• Apply social listening, sentiment surveys and machine learning to forecast demand across channels

• Incorporate store level sales trends, localized assortments, and personalized offers

• Manage real-time inventory across channels to optimize campaigns

• Use demand signals and POS insights to drive optimized allocation and replenishment plans

• Apply sophisticated distribution profiles for optimal ordering

• Use advanced algorithms to detect product similarity and cannibalization schemes for optimized replenishment

• Enable lower lead times and reduce inventory by directly connecting suppliers and co-manufacturers

• Drive smart supply chain tracking for accurate planning and on-time delivery

• Personalize product creation with 3D printing etc.

• Support consumer-determined fulfillment strategies incl. click and reserve, click and collect, click and ship, and drop shipping

• Establish procurement for 3D printed products• Ensure agile sales, supply chain, and product

response through quicker analysis of the product acceptance or rejection

• Allow in-store replenishment with smart shelves• Control store and floor inventory with sensors • Enable the store to trigger fulfillment for models such

as click and collect and buy online return in store• Blend digital and brick-and-mortar processes• Pin point delivery issues instantly with sentiment

surveys

• Optimize working capital across multiple channels, and extend endless aisle portfolios

• Mitigate financial risks associated with highly flexible supply chains

• Empower employees to make profitable decisions in real time


• Increase employee retention and protect knowhow and skills with regular pulse checks and immediate action

• Identify customers with smart devices and tailor product, location, availability, and offer information

• Manage on shelf availability with sensors• Integrate price changes and time of day offers through

electronic shelf labels and kiosks

• Optimize promotions and assortments with insights from smart shelves, heat maps, shopper insights from virtual stores

• Make store the executor of central planning with aligned layouts and floor plans

• Optimize store assortments based on smart store clustering

• Increase service levels and reduce cycle times and on-hand stock with digitally transparent supply networks

• Record product use with smart products equipped with sensors

• Manage and execute in-store value-added services

• Integrate robotics, sensors, and AR/VR solutions in warehouse processes

• Personalize product and shipment tracking • Enable order distribution with drones• Integrate store into supply network to mobilize

inventory• Provide in-store replenishment with smart shelves

• Innovate the store experience with smart mirrors and fitting rooms linked to product and inventory data

• Provide real-time access to stock availability and product information to store associates and customers

• Facilitate a pick-up-and-go experience in stores with a fully automated point of exit

• Gain improved insight into the physical store environment by tracking roughout the store

• Monitor and manage store assets • Create selling opportunities in store with surveys and

experience feedback

• Use smart devices for user identification and individual credit check

• Improve customer services in receivables management with machine learning

• Enable mobile learning in easily consumable training packages

• Provide easy-to-use mobile apps for schedule changes, request time off, and clock in and out

• Provide guided support through smart devices• Fine-tune staffing levels with heat maps• Monitor staff engagement and loyalty with immediate

action to ensure compelling customer service.

• Charge vendors for targeted campaigns with real-time detection of customer segments

• Leverage deep customer insights for cross-offers such as travel, entertainment, and financial services

• Negotiate new revenue streams with suppliers for optimal promotion compliance and new placements

• Curated shopping leading to subscription and sharing models

• Sell with no physical stock with business networks and brokerage models





• Enable logistics and inventory processes that support the sharing economy

• Transform stores to experience centers around customer outcomes and needs vs products

• Support subscription models, automated repurchase, and replenishment

• Use predictive services to drive new up-sell offerings• Deliver digital value-added services

• Enable subscription-based business models • Involve customers and different partners in multisided

business models • Set up the finance function as a enabler for business

transformation and external growth

• Attract sales and marketing talent and skills to target additional industries


▪ Merchandise buying




▪ Indirect buying



▪ Private label management

▪ Agreement profitability and negotiation

▪ Time recording





management


▪ Sales order management

▪ Retail store management

SAP C/4HANA

▪ Commerce

▪ Sales

▪ Service

▪ Customer data


▪ Omnichannel point-of-sale

▪ Conversational CX bots for service &

commerce

▪ Floor optimization

▪ Retail shelf and assets


▪ Assortment management

▪ Pricing and promotions

▪ Product data governance

▪ Private label design and development

▪ Merchandise planning

▪ Assortment planning

▪ Promotion planning


▪ Intelligent assortment planning

▪ Master data inbound intelligence


SAP C/4HANA

▪ Marketing


SAP® Customer Activity Repository


CMO/Head of Sales COO CHRO CFO CPO

Outcome-based

engagements

• Increase win rates and mitigate risk with a superior bidding process

• Simplify customer engagement and value creation through solution selling

• Constantly monitor brand performance in the market

• Productize service delivery processes to help ensure repeatability

• Mitigate risk and deliver on plan with automated processes for engagement management

• Empower frontline employees with key engagement economics

• Use employee feedback on engagements for improved employee and customer satisfaction

• Monitor employee engagement

• Help ensure overall engagement profitability and mitigate risk through real-time project financial performance

• Reflect new monetization models with usage-and outcome-based billing

• Manage and match risk and cost proactively against customer billing mechanisms

Knowledge as a service

• Validate market fit, pricing, quality, and profitability of digital services with product development processes

• Test new digital services with customer testers before launch

• Base packing and distribution processes on digital consumption models

• Solicit digital product service feedback to improve services


• Tune scalable quote-to-cash processes to requirements for digital acquisition, selling, and consumption

• Integrate procurement processes to offer development and delivery as a service

• Extend delivery as service solutions beyond human assets

Talent networks

• Provide sales teams unlimited capacity to deliver work by leveraging talent networks

• Use insights from surveys to identify the best contingent workers for engagements

• Extend resource management beyond the four walls of the enterprise and engage external talent

• Understand how contingent workers view your firm and the overall experienced delivery and offboarding process

• Extend internal talent and workforce management across internal and contingent labor

• Turn new hires into ambassadors

• Seek employee feedback on contingent workers

• Optimize contingent labor processes to manage suppliers, cost, and compliance

2. Firms will move to outcome-based engagements, knowledge-as-a-service delivery models, and open talent networks.

In the experience economy, professional services firms need to digitalize the fundamentals: talent, service delivery, and customer engagement.Digitally reimagine

your business

models through

new business

capabilities. Business Development and SalesProject and Managed Services

BusinessTotal Talent Management Core Finance Procurement

(19/02) © 2019 SAP SE or an SAP affiliate company. All rights reserved Information herein subject to change without notice.

Reimagine processes to manage outcome-based relationships

Reimagine processes to monetize lifecycle services

Reimagine processes to source expertise in an open talent economy

1. Firms have long focused on linear growth and now need to break the linear dependency of revenue growth to headcount growth.

Typical business benefits*• Offer win rate: +10%• Increase bid reliability and accuracy

• Customer satisfaction: +10%–20%

• On-time delivery: +10%–20%• User project manager productivity and

end-to-end process efficiency: +10%• Utilization: +2%

• Audit cost: -20%–40%• Days to close annual books: -40%–50%

• Cost of business and operations analysis and reporting: -5%–10%

• Cost of procurement: -15%–20%• Worker acquisition time: -30%–40%

• Days payables outstanding on targeted spend: -2–5 days

• Lower time and attendance function costs

• HR full-time equivalents: -44%• Faster time to bill for new hires

Benefits are based on early adopters of SAP S/4HANA or conservative outside-in benefits due to moving from a traditional enterprise resource planning system to enhanced capabilities of SAP S/4HANA, as well as line-of-business and cloud solutions.



BlockchainMachine Learning Data Intelligence Big Data

Intelligent Suite


Digital Platform


Ex

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Dig

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Internet of Things Analytics


▪ Collaborative sourcing and contract management










▪ Core accounting

▪ Cost management and profitability analysis










▪ Invoice management and accounts payable



▪ Digital commerce

▪ Opportunity management

▪ Solution billing

▪ Bid management (commercial project management)

SAP C/4HANA

▪ Intelligent bid management


▪ Deal Intelligence

▪ Business integrity screening

▪ Project management


▪ Travel management

▪ Workforce scheduling and optimization

▪ Resource management (multiresource scheduling)


▪ Predictive maintenance & service

▪ Co-pilot

▪ Automated travel expense

▪ Intelligent project profitability monitoring

▪ Intelligent work in progress management

SAP C/4HANA

▪ Time recording

▪ Resume matching

▪ Job matching




▪ Workforce planning

▪ Intelligent onboarding

▪ Learning recommender

▪ Intelligent workforce

planning

▪ Contingent worker

intelligence

▪ Co-innovate with customers

▪ Deliver product innovations resulting from

actual equipment use and incident reports

▪ Collect structured requirement based on

interactions with customers and design

partners

▪ Contextualize customer engagement

▪ Engage omnichannel solution selling

▪ Organize and empower sales teams

▪ Foster demand-driven, collaborative

supply networks

▪ Enable on-time delivery and advanced

availability-to-promise capabilities

▪ Adjust production orders with greater

flexibility based on customer priorities

▪ Foster an agile and responsive

manufacturing network

▪ Track and trace individual products

▪ Organize and empower teams

▪ Flow customer information across channels

▪ Personalize end-to-end service parts

processes

▪ Access a service knowledge database

▪ Find and contract talent with specific

noncore skills

▪ Drive new strategies outside the current

business scope

▪ Use simulation and analysis to evaluate

financial implications of strategic business

choices

▪ Manage the customer portfolio

strategically

▪ Maintain a pipeline of top talent

▪ Attract and secure top talent

▪ Work with customers through flexible

contracting

▪ Enable social collaboration among teams

▪ Modularize product concepts and well-

structured product families

▪ Use platform models across product

families

▪ Select engineer-to-order capabilities

during the sales configuration process

▪ Personalize marketing and sales

▪ Segment customers with sophistication

▪ Configure products and manage variants

such as costing

▪ Plan sales and operations with flexibility

▪ Support responsive material requirement

planning

▪ Promote efficient and flexible internal and

external logistics and supplier collaboration

▪ Produce for a lot size of one with high asset

utilization and optimal set-up times

▪ Integrate seamlessly sales orders with

specific parameters with the shop floor

▪ Give electronic work instructions

▪ Offer tailor-made services

▪ Deliver an equipment-specific service

portfolio

▪ Gain full transparency into equipment

lifecycle information

▪ Enable economies of scale and flexible

call orders with strategic and agile

global supplier-network management

▪ Onboard alternative suppliers with

flexibility

▪ Analyze profitability instantly across

multiple dimensions such as product

groups, customers, projects, profit centers,

and plants

▪ Identify, forecast, and address skill gaps

▪ Onboard and train employees quickly and

seamlessly

▪ Adopt a systems engineering approach

that includes mechanical, software, and


▪ Embed the technology foundation for

equipment networks

▪ Enable collaborative solution and value

selling

▪ Generate leads through predictive product

replacement and precise segmentation

▪ Track digital components

▪ Actualize efficient replenishment

strategies

▪ Enable 3D printing for spare parts

▪ Install and manage in-product software

▪ Support advanced testing and connectivity

management

▪ Provide services for digital smart products

▪ Enable a feedback loop in internal business

processes

▪ Connect digital products in the field with an

equipment network

▪ Execute procurement strategies for 3D-

printed service parts

▪ Bundle third-party service with products

▪ Include payment models for digital

services in product calculations and

financial reporting

▪ Manage and help ensure digital rights

compliance

▪ Train and certify workforce on new digital

technologies

▪ Work with universities and external entities

in a flexible manner

▪ Engage in knowledge sharing and

community building

▪ Integrate manufacturing engineering with

electronic and manual management of

bills of materials

▪ Visualize manufacturing processes

digitally based on harmonized product

data

▪ Forecast sales precisely and reliably

▪ Align supply chain and sales planning

▪ Route customer orders directly into the

factory as production orders

▪ Achieve real-time end-to-end visibility into

supply chain management

▪ Plan demand and supply flexibly

▪ Integrate material management –from

shop floor to warehouse

▪ Integrate vertically up to the customer

▪ Support machine-to-machine integration

▪ Innovate plug-and-produce processes

▪ Benefit from a digital twin of the

manufacturing facility

▪ Collaborate on equipment data through a

network

▪ Handover as-built equipment information

seamlessly to aftermarket services

▪ Produce service parts by 3Dprinting

▪ Allow contractual enablement of global

supply chains with multi-tier suppliers

management

▪ Automate and simplify the integration of

material suppliers

▪ Optimize working capital

▪ Manage increased financial risks

associated with highly flexible supply

chains and manufacturing operations

▪ Empower employees to make decisions in

real-time

▪ Manage external contractors with greater

flexibility

▪ Enable agile work teams

▪ Calculate actual equipment use

▪ Offer digital services with data platforms

▪ Support equipment information sharing

along the value chain

▪ Support omnichannel solution selling

▪ Sell digital services

▪ Manage contract value

▪ Charge based on performance

▪ Collaborate with customers and suppliers

▪ Improve demand sensing and automate

replenishment

▪ Optimize service parts planning and

logistics performance

▪ Deliver on the highest quality requirements

▪ Avail manufacturing parameters to service

processes

▪ Distribute product-use information for

production planning

▪ Deliver performance-based services and

products as a service

▪ Monitor remote conditions and performance

▪ Provide predictive services

▪ Innovate digital value-add services

▪ Augment the workforce by integrating

contingent workers efficiently

▪ Deliver the highest quality in the

shortest time through service-parts

collaboration

▪ Finance and manage the risk of assets

that are operated for customers through a

product-as-a-service contract

▪ Allow financial controlling of performance-

based service contracts

▪ Procure and manage contingent labor and

services for an optimized service delivery

across regions

2. They are spearheading innovative processes themselves leveraging digital

capabilities of the equipment they use - achieving bottom line cost savings

1. They provide the digitally enabled machinery and equipment so that other

companies can innovate their business - driving topline revenue

Industrial Machinery & Components companies play a key role in the digitalization of businesses across all industries:They pursue five

key initiatives

which require

new business

capabilities along

the value chain R&D Sales & Marketing Supply Chain ManufacturingAftermarket

ServiceProcurement Finance Human Resources

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017 S

AP

SE

or

an S

AP

aff

iliate

com

pany.

All

rights

reserv

ed.

Internal - B.02.00

Customer

centricity

Serving the

“Segment of

One”

Digital smart

products

Digital supply

chain & smart

factory

Servitization &

new business

models

For information or questions send email to [email protected]*) Benefits are based on early adopters of SAP S/4HANA or conservative outside-in benefits due to moving from a traditional ERP to enhanced SAP S/4HANA and LOB/cloud capabilities.

Typical Benefits from

SAP S/4HANA *

▪ Total manufacturing cost: - 10%

▪ Manufacturing cycle time: - 10%

▪ Scrap value: - 25%

▪ Cost due to stock-outs: - 20-25%

▪ Days in inventory: - 10-12%

▪ Total logistics cost: - 10-12%

▪ New products revenue: + 10-20%

▪ R&D cost: - 20-30%

▪ Revenue targets met by production:

+ 15-20%

▪ Procurement function cost: - 15-20%

▪ Worker acquisition time: - 30-40%

▪ Days payable outstanding on targeted

spend: - 2-5 days

▪ On-time delivery: + 10-20%


▪ Customer satisfaction: + 10-20%

▪ Revenue leakage: - 7-9%

▪ Service delivery cost: - 4-5%

▪ Cost of noncompliance: - 4-5%

▪ Days to close annual books: - 40-50

▪ Budgeting & forecasting cost: - 25-50%

▪ Audit cost: - 20-40%

▪ Lower time and attendance function

cost

▪ HR full-time equivalents: -44%


▪ Asset Intelligence Network

Digital Innovation

SAP Leonardo

ManufacturingSupply ChainR&D ProcurementSales and Marketing Service Finance HR

Extensions


▪ Manufacturing integration and

intelligence


▪ Visual manufacturing planner

▪ Product structure synchronization

▪ Production orchestration and

execution

▪ Enhanced material requirements

planning



management





▪ Advanced order promising and ATP

▪ Constraint-based production planning

▪ Production scheduling





▪ Service parts planning



management

▪ Commercial project management

▪ Compliant product lifecycle

management

▪ Product development and project

control


▪ Variant configuration




▪ Constraint management



▪ Spend Visibility

▪ Collaborative Sourcing

▪ Collaborative Supply Chain

▪ Procure-to-Pay

▪ Collaborative Commerce

▪ Collaborative Finance


▪ Collaborative sourcing and contract

mgmt.; Invoice and payables mgmt.



▪ Sales planning and performance

management

▪ Billing and revenue innovation

management








▪ Integration wit SAP Hybris solutions

▪ Sales

▪ Marketing

▪ Commerce

▪ Configure, price

and quote

▪ Billing

▪ Service management

▪ Service master data management


▪ Service agreement management


▪ In-memory computing cloud platform

▪ Knowledge central

▪ Service

▪ Commerce

▪ Billing

▪ Business process consolidation


▪ Shared services framework

▪ Financial supply chain





▪ Invoice mgmt. and accounts payable


▪ Accounting

▪ Cost management

▪ Profitability analysis





▪ Time recordingDigital Core

SAP S/4HANA

▪ Product Lifecycle Costing

SAP Cloud Platform Services Analytics Services Mobile Services Security Services Collaboration

Services UX Services

Block ChainMachine Learning Big DataInternet of Things Analytics

▪ Global Track & Trace ▪ Distributed Manufacturing

For information or questions send email to [email protected]

*) B

en

efits

are

based o

n e

arl

y a

dopte

rs o

f S

AP

S/4

HA

NA

, o

r conserv

ative o

uts

ide

-in b

enefits

due t

o m

ovin

g f

rom

a t

raditio

na

l E

RP

to S

AP

S/4

HA

NA

, S

AP

Leon

ard

o a

nd

oth

er

rele

va

nt

SA

P s

olu

tions.

© 2

018 S

AP

SE

or

an S

AP

aff

iliate

com

pany.

All

rights

reserv

ed.



Intelligent Suite


Digital Platform


Ex

ten

sio

ns

Dig

ita

l C

ore

SA

P S

/4H

AN

A

▪ Product development and project control

▪ Product engineering


▪ Classic variant configuration

▪ Enterprise portfolio and project management

with embedded commercial project

management

▪ Product lifecycle management

▪ Advanced variant configuration







▪ Digital operations for R&D

(Production engineering)

▪ MRP live




▪ Complex manufacturing

▪ Demand driven MRP

▪ Extended production scheduling and delivery

planning




▪ Responsive manufacturing (ME, MII, QIM, VE)



▪ Basic inventory, warehousing, and

transportation




▪ Extended production scheduling and delivery

planning

▪ Advanced inventory, warehousing, and

transportation

▪ Advanced order promising (AATP)



▪ IBP - Sales, inventory and operations planning

▪ IBP - Demand sensing and planning

▪ IBP - Response and supply orchestration








▪ Sales planning and performance management

▪ Billing and revenue innovation management

▪ Brand impact




▪ Sales

▪ Marketing

▪ Commerce

▪ Configure, price and

quote

▪ Revenue

▪ Service master data and agreement

management






▪ Service

▪ Commerce ▪ Revenue

▪ Core accounting

▪ Cost management and profitability analysis













▪ Time recording

▪ Resume matching

▪ Job matching







▪ Operational and service procurement






▪ Services procurement

▪ Direct and indirect material sourcing

▪ Supply chain collaboration

▪ Supplier management and collaboration



▪ Supply base optimization

▪ Co-innovate with customers

▪ Deliver product innovations resulting

from actual equipment use and incident

reports

▪ Collect structured requirement based on

interactions with customers and design

partners

▪ Contextualize customer engagement

▪ Engage omnichannel solution selling

▪ Organize and empower sales teams

▪ Foster demand-driven, collaborative supply

networks

▪ Enable on-time delivery and advanced

availability-to-promise capabilities

▪ Adjust production orders with greater

flexibility based on customer priorities

▪ Foster an agile and responsive

manufacturing network

▪ Track and trace individual products

▪ Organize and empower teams

▪ Flow customer information across channels

▪ Personalize end-to-end service parts

processes

▪ Access a service knowledge database

▪ Find and contract talent with specific

noncore skills

▪ Drive new strategies outside the current

business scope

▪ Derive insights to enhance situational

awareness and speed-to-decision

▪ Use simulation and analysis to evaluate

financial implications of strategic business

choices

▪ Manage the customer portfolio

strategically

▪ Maintain a pipeline of top talent

▪ Attract and secure top talent

▪ Work with customers through flexible

contracting

▪ Enable social collaboration among teams

▪ Modularize product concepts and well-

structured product families

▪ Use platform models across product

families

▪ Select engineer-to-order capabilities

during the sales configuration process

▪ Personalize marketing and sales

▪ Segment customers with sophistication

▪ Configure products and manage variants

such as costing

▪ Plan sales and operations with flexibility

▪ Support responsive material requirement

planning

▪ Promote efficient and flexible internal and

external logistics and supplier collaboration

▪ Produce for a lot size of one with high

asset utilization and optimal set-up times

▪ Integrate seamlessly sales orders with

specific parameters with the shop floor

▪ Give electronic work instructions

▪ Offer tailor-made services

▪ Deliver an equipment-specific service

portfolio

▪ Gain full transparency into equipment

lifecycle information

▪ Provide an easy buying of services and

parts

▪ Enable economies of scale and flexible

call orders with strategic and agile global

supplier-network management

▪ Onboard alternative suppliers with

flexibility

▪ Analyze profitability instantly across

multiple dimensions such as product

groups, customers, projects, profit

centers, and plants

▪ Identify, forecast, and address skill gaps

▪ Onboard and train employees quickly

and seamlessly

▪ Adopt a systems engineering approach

that includes mechanical, software, and


▪ Embed the technology foundation for

equipment networks

▪ Manage digital IP effectively

▪ Enable collaborative solution and value

selling

▪ Generate leads through predictive

product replacement and precise

segmentation

▪ Sell Software

▪ Track digital components

▪ Actualize efficient replenishment strategies

▪ Enable 3D printing for spare parts

▪ Use digital twin throughout entire supply

chain

▪ Install and manage in-product software

▪ Support advanced testing and

connectivity management

▪ Provide services for digital smart products

▪ Enable a feedback loop in internal business

processes

▪ Connect digital products in the field with an

equipment network

▪ Execute procurement strategies for 3D-

printed service parts

▪ Bundle third-party service with products

▪ Identify and contract suppliers closely

connected with Product Design and

Engineering

▪ Include payment models for digital

services in product calculations and

financial reporting

▪ Manage and help ensure digital rights

compliance

▪ Train and certify workforce on new digital

technologies

▪ Work with universities and external

entities in a flexible manner

▪ Engage in knowledge sharing and

community building

▪ Integrate manufacturing engineering with

electronic and manual management of

bills of materials

▪ Visualize manufacturing processes

digitally based on harmonized product

data

▪ Forecast sales precisely and reliably

▪ Align supply chain and sales planning

▪ Route customer orders directly into the

factory as production orders

▪ Achieve real-time end-to-end visibility into

supply chain management

▪ Plan demand and supply flexibly

▪ Integrate material management –from shop

floor to warehouse

▪ Integrate vertically up to the customer

▪ Support machine-to-machine integration

▪ Innovate plug-and-produce processes

▪ Benefit from a digital twin of the

manufacturing facility

▪ Collaborate on equipment data through a

network

▪ Handover as-built equipment information

seamlessly to aftermarket services

▪ Produce service parts by 3Dprinting

▪ Allow contractual enablement of global

supply chains with multi-tier suppliers

management

▪ Automate and simplify the integration of

material suppliers

▪ Optimize working capital

▪ Manage increased financial risks

associated with highly flexible supply

chains and manufacturing operations

▪ Empower employees to make decisions

in real-time

▪ Manage external contractors with greater

flexibility

▪ Enable agile work teams

▪ Calculate actual equipment use

▪ Offer digital services with data platforms

▪ Support equipment information sharing

along the value chain

▪ Support omnichannel solution selling

▪ Sell data and digital services

▪ Manage contract value

▪ Charge based on performance

▪ Enable customer self-service

▪ Collaborate with customers and suppliers

▪ Improve demand sensing and automate

replenishment

▪ Optimize service parts planning and

logistics performance

▪ Deliver on the highest quality

requirements

▪ Avail manufacturing parameters to service

processes

▪ Distribute product-use information for

production planning

▪ Deliver performance-based services and

products as a service

▪ Monitor remote conditions and performance

of installed base

▪ Provide predictive services

▪ Innovate digital value-add services

▪ Augment the workforce by integrating

contingent workers efficiently

▪ Deliver the highest quality in the shortest

time through service-parts collaboration

▪ Finance and manage the risk of assets

that are operated for customers through a

product-as-a-service contract

▪ Allow financial controlling of performance-

based service contracts

▪ Procure and manage contingent labor

and services for an optimized service

delivery across regions

2. They are spearheading innovative processes themselves leveraging digital capabilities of

the equipment they use - achieving bottom line cost savings

1. They provide the digitally enabled machinery and equipment so that other companies

can innovate their business - driving topline revenue

Intelligent Industrial Machinery & Components enterprises play a key role in the digitalization of businesses across all industries:They pursue five

key initiatives

which require

new business

capabilities along

the value chain R&D Sales & Marketing Supply Chain Manufacturing Aftermarket Service Procurement Finance Human Resources

Typical business

benefits*

▪Total manufacturing cost: - 10%

▪Manufacturing cycle time: - 10%

▪Scrap value: - 25%




▪New products revenue: + 10-20%

▪R&D cost: - 20-30%

▪Revenue targets met by production: +15-20%

▪Procurement function cost: - 15-20%

▪Worker acquisition time: - 30-40%

▪Days payable outstanding : - 2-5 days

▪On-time delivery: + 10-20%


▪Customer satisfaction: + 10-20%

▪Revenue leakage: - 7-9%

▪Service delivery cost: - 4-5%

▪Cost of noncompliance: - 4-5%

▪Days to close annual books: - 40-50

▪Budgeting & forecasting cost: - 25-50%

▪Audit cost: - 20-40%

▪Lower time and attendance function cost

▪HR full-time equivalents: -44%

Download

this Poster

Servitization &

new business

models

Serving the

“Segment of

One”

Customer

centricity

Digital smart

products

Digital supply

chain & smart

factory

Custo

mer

-C

.01.0

1


SAP C/4HANA

SAP C/4HANA

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