SAP Business One Cloud hosted by SAP

Andre Silveira, SAP

Apr, 2020

PARTNER
SAP Business One Cloud options available in SAP PartnerEdge

SAP Business One Cloud hosted by SAP SAP Business One Cloud hosted by Partner

SAP PartnerEdge Model SELL Cloud RUN Cloud

Price list SAP Indirect price list SAP Business One Cloud price list

Price includes License + App management + hosting + support License + support

Deployment option SAP hosted only Partner hosted only

SAP revenue recognition Cloud subscription Software subscription - not counted as cloud revenue

Country availability Check this link Countries listed in SAP Business One Cloud price list

Value Points Yes, for NNN and renewal Yes, for NNN and renewal

Discount 30% 38%-42% depending on region*

* You can find the SAP Business One Resellers price list in the SAP PartnerEdge portal

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SAP Business One Cloud hosting options: SAP or partner hosted

SAP Business One Cloud comparison SAP hosted SAP partner hosted
Subscription model
SAP Business One subscription þ þ
Hosting services provided as part of fee þ
Tiered user pricing þ þ
Minimum number of users 3 1
Cloud service deployment
SAP Data Centers þ
Infrastructure management by SAP þ
Application management by SAP þ*
Backup, recovery and high availability þ þ
Partner and industry extensions (add-ons) þ þ
Database
SAP HANA þ þ
Microsoft SQL Server þ
*Customer lifecycle operations shared with SAP Business One Partner
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Cloud and business model options
SAP Hosted

Project Business Volume Business

Multiple solutions One solution
Business Customized Standardized
Local reach Regional / Global reach
Models
10 NNN / year 100 NNN / year
Revenue from licenses & consulting Revenue from subscriptions
Revenue pressure Cost pressure

Cloud
Hosting Public Cloud
Models

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 Architecture - Hosting

Datacenter SAP Business One specific components

Infrastructure

Monitoring
Networking
Remote
HANA Presentation Extensions
Support DTW
Virtualization Platform
Studio / BA Servers

Storage Windows Server Windows Server

O/S
Runtime
Servers
System
Company Common
Landscape License Server Analytics Mailer
Middleware Databases Database
Directory
Backup SUSE / HANA
(Certified HW)
SUSE*

* Setup above is mentioned to be informative, a productive customer environement can be different due to customer specific demands

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Architecture – Public (Multitentant) Cloud

Datacenter Cloud Control Center with SAP Business One components

Infrastructure
Dedicated to a Single Service Unit Optional Components

Integration
Company Common Presentation Extensions Crystal HANA
Analytics Mailer DTW Component
Databases Database Reports
Monitoring / BA Servers Studio
(B1iF)
SUSE 1 / HANA Windows
Networking (Certified HW)
SUSE 2 Windows Server 4
Server 5

Virtualization
Storage Shared between Multiple Service Units Central Components

O/S
Runtime
Servers System Remote
License Server Storage Cloud Control Support User Access Domain
Landscape
Center Portal Controller
Middleware Directory Platform
Windows Windows
SUSE 3 Windows Server 1 Windows Server 1
Backup Server 2 Server 3

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SAP Business One Cloud hosted by SAP
Facts & Numbers (2019)

Available in 3 regions: Europe, NA, LAC

150+ customers (95% YoY growth)

1500+ users (86% YoY growth)

Avg deal size: 11 users per customer

Average user count of Top 10 partners 15 users (Biggest

~75 users)

70+ qualified solutions available – 218% YoY growth

- SSP and VAR solutions (50/50 split)

60+ partners signed up (19 in LAC) – 177% YoY growth

85% renewal rate

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SAP Business One Cloud hosted by SAP
2020 Ambitions

140-180 NNN (~100% YoY growth)

Additional 1500 users

Keep customer retention on high numbers

Fully activate LAC region. Today: 9 customers (100+

users)

Replicate the success in EMEA North countries (France,

Sweden) across the regions

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What’s going on in other regions

Who are the successful partners? How are partners successful?

Synergize, Germany: Synergize, Germany:

10 customers, avg. users 5 • Focus on quick customer value through quick
initial implementation and upsell later
• Often vanilla + Integrations (Service Layer)
CIB, Germany:
• Only SAP-hosted
7 customers, avg. users 4
CIB, Germany: EMEA North
W3COM, France: • Own partner IP in vertical
7 Customers, avg. users 7 • Transitioning business to only SAP-hosted North America
Navigator, USA: MEE
W3COM, France:
17 customers, avg. users 14 • Aim for vanilla in Business One
• Provide additional functionality with loosely-
Littlefish, Sweden: coupled Service Layer integrations
20 customers, avg. users 19 – 75 users on SAP Business One Cloud hosted by SAP
biggest deal – Own IP on top of B1 –
Developing several solutions for several Region of the Year 2019
approaches – over 15 add-ons qualified

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Feedback from France

“…when slots opened in France, we pushed his partners to take the Sell Cloud dimension, with success” from 2 to
12 partners. 6 Partners booked 24 customers in less than one year.

“…it was important for me to ask Partners for a Business Plan…”

“Partners did not plan for hosted by SAP, most of the time, but the Sell Cloud dimension has been seen as a new
opportunity, new tool, to sell more to end customers.”

“…it is not only for small deals”

Our Partners were successful because they understood the main following points :

§ B1 Cloud hosted by SAP is stable/mature and easier for them because no infrastructure to manage – Focus on Selling!
§ SAP leading all the solution + infra, is very securing for end customer; so easier to sell compare to a ‘hosted by Partner’
environment – SAP is trustable !
§ Our Partners clearly understood that for standard requirements, this is the solution to promote !
§ And from a pricing perspective, the solution itself is competitive and accessible to a larger market segment !

§ Cloud is the future – the way of buying evolved to consumption based instead of investment
§ On-prem business model needed to evolve to a recurring revenue one, which will secure their company financial health

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Feedback from Italy

Why customers choose Cloud Hosted by Cloud Strategy

SAP § Cloud Industry Package “Subcontracting
§ SAP commitment on Cloud Manufacturing”
§ Competitive pricing in Europe § Service and Commercial customers to leverage
§ Leverage HANA native features standard B1 features
§ “Light” touch implementation (8-10 days)
Lessons Learned
§ Great ease, on our side, in managing application
Customers infrastructure (via Cloud Control Center)
§ Ardenghi (Beverage Distribution) § Dedicated SAP Support Team focused on
§ Fairchemical (Chemical Distribution) problem-solving
§ Leben Ingredients (Food Distribution) § Smooth user experience with top notch
§ Cea (Automotive) performances

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SAP Business One Cloud hosted by SAP
Basic Rules

§ SAP B1 Cloud hosted by SAP is available only in HANA;

§ Partner has to submit a Business Plan (Partner Recruitment Evaluation – PRE) to SAP and sign PE Sell –
SAP B1 Cloud dimension in PartnerEdge – No extra fee for that;
§ Minimum of 3 (three) licenses – Starter Package has a maximum of 5 (five) licenses;
§ Each customer has maximum of two company databases available – The extra dbs have to be licensed
according to the price list;
§ The partner has to work always in one of the last three SAP Business One patch levels;
§ Some components are not available in the SAP Hosted offer:
– Browser Access;
– Lumira;
– Intercompany;
– DI Server, Customer Checkout, etc.;
§ Only qualified solutions (add-ons) can be installed in SAP datacenters (see next slide)
– Localization and vertical solutions are included in this rule.

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Extension and Integration Qualification

SAP Business One Cloud can be easily extended with extensions or by integrating other solutions. Before a
solution can be integrated or an extention can be added to a tenant in your Service Unit, a succesful
qualification needs to be taken. A partner is responsible to trigger this process. For SAP Business One Cloud
hosted by SAP we differentiate into 3 qualification processes;

A tightly coupled solution (add-on) that extends SAP Business One

Cloud, it runs in the client of SAP Business One developped with
the SAP Business One SDK.

A loosely coupled solution that extends SAP Business One Cloud, For each of these scenarios
it runs on a different cloud and connects back into SAP Business there is a qualification
One Cloud via Service Layer. document available that needs
to be filled and sumitted by the
partner. A more detailed
An integration build with the Integration Framework for SAP description about these
Business One. This can integrate 3rd party solutions into SAP processes can be found here.
Business One.
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SAP Business One Cloud Industry Solutions
Simplifying the cloud ERP selling experience with SSP powered industry solutions

Pre-packaged, tailored solutions for customer industries,

ready to run on SAP Business One Cloud, hosted by SAP
Ready to execute partner campaigns co-led by SAP
SAP Business One Cloud for Industry branding
Wholesale Retail Fashion Healthcare Supplies Manufacturing

Quickly build and convert pipeline for your cloud business

Predictable and low risk customer implementations
Greater repeatability enabling rapid customer growth Restaurants eCommerce Retail Make-to-Order

Powered by:

SAP Business One Cloud

for Industry
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Comprehensive Cloud Industry Solutions assets
All the essentials included for rapid selling success

Demo Scenarios Business Process

Demo Data, Standard Demo Scenarios
Scope
Clear definition of business processes
supported by the packaged solutions

Campaign-in-a-box
Infographic Overview, Telemarketing Script
Campaign Page, Customer Success Stories
Implementation Guide
Pre-defined rapid implementation guidance

Cloud Industry Solution

Technical Validation Commercial Terms

SAP Business One Cloud Qualification, Validate pricing and contractual framework
Cloud Industry Package Sign-off

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SAP Business One Cloud for Industry
Campaign-in-a-box + Partner Kit Bag = SAP Business One Cloud for Industry solution

SAP Business One Cloud for Industry campaign-in-a-box SSP specific assets required to sell and deliver the
assets aligned with core SAP Business One marketing solution in the form of a “Partner Kit Bag”
industries:

PartnerEdge Landing Page

Campaign Guide (All Campaigns)
PartnerEdge Landing Page

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Cloud for Industry Solutions: SSPs by Industry
Industry Cloud for Industry Partners Additional Qualified Solutions

Manufacturing *
Third-Party
Manufacturing
Plastics
Manufacturing

Retail Fashion

Warehouse
Management
Consumer
Products

Usability Pack
Retail
(inc. eCommerce)
Wholesale
Distribution

Food *
Beverage *
Restaurants (Food
Service)
Professional
Professional services to be served with vanilla B1 using 9.3 project functionality in countries with no ByD
Services
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Useful Links – SAP Business One Cloud
Ø SAP Business One Cloud, hosted by SAP

Ø SAP Business One Cloud hosted by SAP: Partner Participation & Signup Process

Ø Pricing and Licensing Guide

Ø SAP Business One Demo Systems

Ø Feature Updates: SAP Business One Cloud Hosted by SAP

Ø E-Learning: SAP Business One – Cloud Control Center

Ø How-To Guide: How to Work with SAP Business One Cloud Hosted by SAP

Ø SAP Business One Cloud hosted by SAP - Upgrade Lifecycle

Ø Extension Qualification Service for Partners - SAP Business One Cloud hosted by SAP

Ø Overview: Software Solution Partner (SSP) Solutions Qualified for SAP Business One Cloud Hosted by SAP

Ø SAP Cloud Platform

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Thank you
Andre Silveira
Local Product Expert
SAP Business One Cloud GTM
andre.silveira@sap.com
+55 11 97028 3456

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