SAP Billing and Revenue Innovation

Management

SAP . Customer Solutions

April, 2013

SAP FORUM 2013

.

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2013 SAP AG or an SAP affiliate company. All rights reserved.

(XaaS)

: ?

2013 SAP AG or an SAP affiliate company. All rights reserved.


, ,

2013 SAP AG or an SAP affiliate company. All rights reserved.

Forrester: Global Public Cloud Market Size

160

BPaaS

140

$ .

120
100

SaaS

80
60
40
20

2013 SAP AG or an SAP affiliate company. All rights reserved.

2019

2018

2017

2016

2015

2014

2013

2012

2011

2010

2009

2008

2020

PaaS
IaaS

83%

SaaS

- /.
SaaS :
,
.

,
,
.


.
Source: IDC, October 2011
7

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2013 SAP AG or an SAP affiliate company. All rights reserved.

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9

$
App
Store

2013 SAP AG or an SAP affiliate company. All rights reserved.

11

2013 SAP AG or an SAP affiliate company. All rights reserved.

13

High Tech, SaaS, , ,

as a Service

c CAPEX OPEX

-
, ,
.

(prepaid, postpaid,
freemium)
Quadplay
Telco 2.0, M2M
IAAS, PAAS, SaaS

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, ,

2013 SAP AG or an SAP
company. All
rights reserved.
affiliate

14

SAP CRM

SAP
Business
Analytics

SAP
Convergent
Mediation

SAP
Customer
Financial Mgt

2013 SAP AG or an SAP affiliate company. All rights reserved.

SAP
Convergent
Invoicing

SAP
Convergent
Charging

15

SAP Billing and Revenue Innovation Management

Best-Run Billing

27%

fewer customer
complaints when
organizations expand
billing and invoicing
capabilities to meet
customer needs

SAP

Source: SAP Performance

Benchmarking

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16


CLOUD

COMPREHENSIVE, YET MODULAR

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SAP BRIM

SAP CRM

Online

18

Supporting Business Processes Throughout The Enterprise

Convergent Mediation

Convergent Charging

Marketing

Financial
Customer
Care

Sales and
Order Mgmt

Finance
Prepaid Refill

Billing

Operations

Manage
Subscription
Account

Customer Financial
Management

Customer Usage
Analytics

Pricing
Design

Offer Design

Sales &
Customer
Service

Convergent Invoicing

Measure
Usage

Credit
Scoring

Price and
Rate Events

Manage
Receivables
& Payables
Manage
Billing
Account

Run
Collections

Book
Revenue &
Costs

Analytics

Invoicing &
Payment
Statements

Deliver
Service

2013 SAP AG or an SAP affiliate company. All rights reserved.

19

SAP Convergent Mediation by DigitalRoute

Simplify usage data management
SAP
Convergent Mediation by Digital Route

(,
, .)

,
,

Awarded
DigitalRoute is the 2011
Stratecast Global CSP Billing
Mediation Competitive
Strategy Innovation Award
Winner
2013 SAP AG or an SAP affiliate company. All rights reserved.

,
20

SAP Convergent Charging

Accelerate time to market
Designed for use by business users
Configure (not code) price plans and bundles for
customers and partners
Allocate fees and credits to multiple financial accounts
Optimized for maximum performance with low TCO

The flexibility and speed at which we could

create and modify price plans was second to
none. It is so user friendly that now even nontechnical financial managers are able to
introduce new tariffs.

Scalability benchmarks
200 M
subscribers

773,000 per sec

2.8 B p e r h o u r

events

Raphal Bichon, Project Manager SFR

2013 SAP AG or an SAP affiliate company. All rights reserved.

21


22

SAP Convergent
Mediation by Digital Route
(,
, .)

(GDS)

,
,

,
: ,
,

2013 SAP AG or an SAP affiliate company. All rights reserved.

22


23

(, ) -;

(, )
;

( )
;

, ,

200

773,000

2,8 Tb

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23


24

SAP ERP ( SAP Convergent
Invoicing, FI-CA )
,

( ,
,
,
)

( ,
,
,
)

( )

2013 SAP AG or an SAP affiliate company. All rights reserved.

24

SAP Convergent Invoicing

Ensure prompt payment
Well-designed bills reduce billing-related customer
inquiries
Deliver one bill for all services across multiple pricing
and billing systems
Handle partner payment statements on the same
platform
Flexible discounting and B2B billing

32%
decrease in errors when A/R and billing are
integrated so open items are generated at the
same time as the bill
Source: SAP Performance Benchmarking
2013 SAP AG or an SAP affiliate company. All rights reserved.

Invoice layout design with SAP Document

Presentment by OpenText
:

50 M

100,000
1,175

25

SAP Customer Financial Management

Increase revenue transparency
Automate payment handling from any channel
Continuously evaluate credit risk and run efficient
collections for lower DSO
Handle customer inquiries and disputes promptly with
detailed, accurate data and guided processing
Book revenues and project cash flow with confidence

74%

decrease in billing and collections cost as

percentage of revenue with optimized collections
and dispute handling
Source: SAP Performance Benchmarking

2013 SAP AG or an SAP affiliate company. All rights reserved.

26

SAP Customer Usage Analytics

Analyze revenues in real-time
Fast time-to-action with instant access to high-volume
customer data
Observe how pricing and billing strategies impact
customer contract adoption and usage patterns
Provide immediate access to both billed and unbilled
revenue to provide executives with real-time financial
insight

67%

Reduce DSO by using up-to-date data to tune different

collections processes

more time spent on analysis when BI systems

provide self-service analysis, reporting, and
visualization tools
Source: SAP Performance Benchmarking

2013 SAP AG or an SAP affiliate company. All rights reserved.

27

B2B Billing: Delighting your Enterprise Customers

Enterprise customers demand and deserve personalized service.
You also need to expand your reach to serve the SMB segment
with highly-replicable offerings while protecting from creditexposure risk.

74%
decrease in billing and collections cost as
percentage of revenue with optimized
collections and dispute handling
Source: SAP Performance Benchmarking

2013 SAP AG or an SAP affiliate company. All rights reserved.

Negotiate and customize complex enterprise agreements

while retaining manageability of your product catalog
Innovate your offers with credit pooling across multiple
enterprise employees, seats or devices
Make bills easier to understand with invoicing
breakdowns that correspond to enterprise customer
hierarchies
Ensure rapid cash collections by tailoring credit
management and dunning using integrated analytics
28

Multi-sided Partner Settlement

As you bring partner solutions and reseller partners along in
multisided business models, revenue capture and revenue share
processes must be interlinked to ensure transparent win-win
relationships.

28%
decrease in IT expenditures as a
percentage of revenue with a
consolidated single solution and platform
landscape
Source: SAP Performance Benchmarking

2013 SAP AG or an SAP affiliate company. All rights reserved.

Handle partner contract terms with just as much flexibility

as customer pricing
Interlink customer pricing with partner revenue share and
commissioning agreements
Rationalize your infrastructure by calculating and settling
amounts due to partners through the same rating and
billing solution as for customer transactions
Gain partner loyalty and trust with full transparency for
partners through customizable detailed reporting and
prompt payments
29

Rapid Deployment Solution for Billing with Best Practices

10

Prep

Standard

20

30

40

Business Blueprint

50

60

Realization

Leveraging Preconfigured Baseline

Start

Deploy

Run

70

80

Testing

90

100
Go-live

Up to a possible 40% time and

effort reduction compared to a
traditional project with same
scope*

Blueprint - up to 50%, Savings

Realization - up to 50%, Savings

Testing- up to 30%, Savings

Best Practice processes modeled and

described

Best Practices processes already

configured and documented
Delta implementation built on-top of
existing best practices

Test Case Template supplied

* Reduction assumes best-case 100% fit to baseline content scope.

2013 SAP AG or an SAP affiliate company. All rights reserved.

30

BRIM RDS: Business Process Scope

4 Industries

Telecommunications, High-Tech, Banking, Postal

3 Systems

CRM, CC, CI/CFM

6 Business
Processes

Postpaid
1. Customer & contract creation
2. Use and rate services, create invoices, run collections for
payments, book revenue, run collections & handle disputes
Prepaid
3. Customer & contract creation
4. Use and rate services, manage balances, book revenue
5. Terminate service, handle financials
6. Refill prepaid account, handle financials

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31

BRIM - 300

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32

Microsoft: Multi-sided Partner Revenue Share

Devices &
Receivables
Experiences
Users
Want

Online Services Billing

Consumer Billing

Subscription Billing
Consumption Billing
Syndication Billing
Bill-on-behalf

Content download
In-App purchase
Communication
Services

2013 SAP AG or an SAP affiliate company. All rights reserved.

Enterprise-Grade
Payables
Solutions

Financials Management

A/R & A/P

Financial Reporting
FI Customer Service
Revenue
Recognition
Compliance

Channel Incentives

Incentives & Rebates

Pay for Activation
Pay for Placement
Deal Registrations
Marketing funds
Advisory fees

Revenue Share

Marketplace Rev-share
Royalties

33

Deutsche Post
-
Deutsche Post Paket,

Deutsche Post DHL

.

14,000 .

51
. 2010 ..
470,000
.

SAP BRIM -

DPD

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SAP BRIM, Supply Chain Event Manager

34

THE BEST-RUN APP STORES RUN

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35

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37

BRIM - Offline Demo

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38

773 000

2013 SAP AG or an SAP affiliate company. All rights reserved.

39