Participant Guide - SAP On AWS - Business

Slide 1
AWS Partner: SAP on AWS

(Business)
Welcome to AWS Partner: SAP on AWS (Business).

Slide 2
Objectives
• Describe the benefits of using AWS for running

SAP workloads
• Describe the common SAP workloads that
customers run on AWS
• Position AWS to customers for running SAP
workloads
• Explain options to integrate SAP with AWS
• Describe how to engage with customers to
identify SAP on AWS opportunities
© 2021 Amazon Web Services, Inc. or its affiliates. All rights reserved. 2
By the end of this course, you will be able to:
• Describe the benefits of using AWS for running SAP workloads

• Describe the common SAP workloads that customers run on AWS
• Position AWS to customers for running SAP workloads
• Explain options to integrate SAP with AWS
• Describe how to engage with customers to identify SAP on AWS opportunities
Slide 3
Overview
• Module 1: Introduction to SAP on AWS

• Module 2: SAP Solutions on AWS
• Module 3: SAP on AWS Opportunities
• Module 4: Guided Practice
• Module 5: Resources and Next Steps
In this course, you will learn how to effectively engage customers to position Amazon Web
Services (AWS) for SAP workloads. You will learn how to identify an SAP opportunity, explain the
services offered by AWS for SAP, and articulate the benefits of running SAP on AWS. Customer
engagement models and case studies are used in the course to enhance your learning
experience.
Slide 4
Thank You
© 2021 Amazon Web Services, Inc. or its affiliates. All rights reserved. This work may not be reproduced or redistributed, in whole or in part, without prior
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at https://support.aws.amazon.com/#/contacts/aws-training. All trademarks are the property of their owners.
Thanks for choosing to learn more about AWS! Please continue to the next module.
Slide 1
Module 1
Introduction to SAP on AWS
Welcome to Module 1, Introduction to SAP on AWS.

Slide 2
Objectives
• Explain foundational information about SAP that

you will need when discussing solutions with your
customers
• Explain the benefits of running SAP workloads on
AWS
• Explain motivators for choosing an SAP on AWS
solution
This module covers foundational information about SAP, the benefits of running SAP workloads
on AWS, and motivators for choosing an SAP on AWS solution.
Slide 3
SAP overview
© 2021 Amazon Web Services, Inc. or its affiliates. All rights reserved.
To get started, this section provides an overview of SAP and the benefits of leveraging SAP
solutions to run customer businesses.
Slide 4
SAP on AWS intro video
https://www.youtube.com/watch?v=hM9GlzRzL1I
Running critical SAP workloads on AWS enables your customers to be more agile, cost-effective,
and secure than in an on-premises environment. AWS provides cloud-native services that
streamline the ability to adopt emerging technologies, enabling greater innovation and faster
time-to-value.
There is a seismic shift within SAP customers to consider operating SAP via cloud solutions versus
buying, maintaining, and operating on-premises systems, such as hardware and databases.
https://www.youtube.com/watch?v=hM9GlzRzL1I
Slide 5
What is SAP?
• Market leader in enterprise application

software
• The system of record for manufacturing,
finance, procurement, customer orders,
billing, and human resources.
The SAP system is known as enterprise resource planning (ERP).
So, what is SAP?
• SAP is the market leader in enterprise application software, helping organizations of all sizes
and industries track customer business interactions.
• SAP is considered the system of record for manufacturing, finance, procurement, customer
orders, billing, and human resources. Generally, the SAP system is known as enterprise
resource planning (ERP).
Slide 6
Value of winning SAP workloads

Market opportunity Customer profile Downstream impact
$18.7B 92% +50%

Estimated SAP of the Forbes Global Estimated incremental revenue within
Hosting Market Size1 2000 use SAP2 12 mos3
50k+ 77% +73%

SAP ERP Customers2 of the world’s transaction revenue Estimated incremental revenue within
touches a SAP system2 18 months3
1Estimated based on IDC SAP Infrastructure Market report

2SAP Corporate Fact Sheet
© 2021 Amazon Web Services, Inc. or its affiliates. All rights reserved. 3AWS Internal Econometrics Study, 2019 6
SAP on AWS is an expansive and growing opportunity for Partners.
• The estimated SAP hosting market size is $18.7 billion.

• SAP customers include 92% of the Forbes Global 2000 companies.
• SAP ERP has more than 50,000 customers.
• 77% of the world’s transaction revenue touches an SAP system. Based on market
capitalization, they are the world’s third largest independent software vendor, or ISV.
• The incremental revenue for migrating SAP workloads is estimated at more than 50% in 12
months and more than 73% in 18 months.
References
1Estimated based on IDC SAP Infrastructure Market report
2SAP Corporate Fact Sheet
3AWS Internal Econometrics Study, 2019
Slide 7
Benefits of running SAP on AWS
Run reliably Reduce costs Innovate faster
• Longest track record of SAP • On-demand provisioning • Broadest, deepest set of cloud
success • Discounts for predictable services
• High availability architectures demand • Microservices and clean-core
and disaster recovery • Migration funding architectures
• Modernize at own pace • Automation for enhanced
agility
Now that you know about SAP’s accomplishments, let’s look at some reasons why customers
might choose to run SAP on AWS.
AWS offers your customers the experience and innovation to run SAP workloads in the cloud.
With more than 50% market share in public cloud solutions, the move to cloud presents AWS and
its partners with a significant opportunity to help customers and grow their businesses.
First, AWS helps customer run reliably. It has the longest track record running SAP on the cloud
and provides proven partners and tooling to support any SAP strategy. The AWS global
infrastructure allows customers to easily provision environments for high availability and disaster
recovery. Furthermore, AWS encourages customers to pursue whatever strategy is best for their
businesses, whether that includes S/4HANA or not.
Next, customers reduce their costs. With on-demand provisioning, customers pay for only the
infrastructure resources that they need and use. They can also get discounts for predictable
workloads that use reserved instances. Compared with on-demand pricing, this helps save up to
75% for SAP workloads. Customers can get migration funding when they commit to running
eligible SAP workloads on AWS with the AWS Migration Acceleration Program (MAP) for SAP. You
will learn more about this program in the “Resources and Next Steps” module.
Finally, AWS clears the path for customers to innovate faster by offering a broad portfolio of SAP
certified offerings and cutting-edge services. They can improve the flexibility, scalability, and
ability to update SAP applications through microservices and clean-core architectures. In
addition, AWS provides a substantial amount of automation to enable the underlying
infrastructure to be monitored and protected 24x7.
Let’s explore some of these details.

Slide 8
SAP on AWS collaboration
In the next section, you learn about why your customers should consider running solutions on
AWS.
Slide 9
High Memory Instance 6TB/12TB

The pace of innovation High Memory Cloud Native
Instances for HANA 18/24TB 5K+
13 years of industry firsts S/4 Quickstart
2021
SAP Business
Technology Platform RISE with SAP
# of customers Concur 1000s
X1 Cloud 2020
Native Launch Wizard for SAP
HANA HANA
Developer 2TB/14TB AWS Backint Agent
2019
Edition
R/3 244 GB
BW HANA
Suite on 2018
A1/B1 Quickstarts Industry Solutions
AnyDB
High Memory Cloud Native
100s 2017 Instances for HANA 18 24TB
10s SAP Analytics Cloud
2016 HANA Cloud
Scale Out 48TB S/4HANA
2015
100TB BW/4HANA
2014
2008 2012
AWS collaborates with SAP to achieve a faster pace of innovation for SAP on AWS. It offers your
customers the experience and innovation to run SAP workloads on the cloud.
<Click> AWS accomplishes this by drawing upon its long history of supporting SAP as a customer,
which started in 2008. Since then, SAP has been using AWS infrastructure to support its
workloads. Over time, this relationship grew into a strong partnership, forming in 2011. As a
result, it promotes rapid innovation between AWS and SAP and enables the two companies to
mutually support customers in their cloud journeys.
Their continuous collaboration has produced a broad range of possible variations of SAP on AWS
solutions deployed worldwide.
Slide 10
SAP and AWS partner for cloud innovation

Recent co-innovations + + Runs on AWS
+
+ +
SAP Analytics Cloud1 SAP S/4HANA
SAP C/4HANA
SAP Data Warehouse Cloud1
SAP Business Technology Platform2
SAP HANA Cloud1
RISE with SAP2
SAP IoT Core Integration SAP Qualtrics
NS2
SAP Data Custodian for AWS1
SAP Concur1
SAP C4/Service  Amazon Connect1 Gigya1
1Exclusively
hosted by AWS
© 2021 Amazon Web Services, Inc. or its affiliates. All rights reserved. 2New in 2020/2021 10
With SAP and AWS there’s always something new. The SAP on AWS pace of innovation mirrors
the broader AWS pace of innovation and includes a steady stream of offerings for customers.
SAP continues to choose AWS to power their own cloud services and other offerings as a
customer.
Some of the recent co-innovations include:

• SAP Analytics Cloud (SAC) and Data Warehouse Cloud (DWC): For SAP customers that want to
quickly create analytics views across all of their SAP solutions and AWS native services, this
option can be deployed and configured at SaaS speed and runs exclusively on AWS.
• HANA as a service: SAP hosts HANA as a service on AWS for developers that want to quickly
get work done on HANA, in an on-demand pricing model.
• SAP IoT Core Integration: SAP and AWS worked together to enable native AWS IoT core
integration directly into the SAP IoT core, which enables a more secure and direct exchange of
IoT data.
• SAP Data Custodian: For customers with GDPR or other regulatory concerns, SAP now has an
offering that secures SAP data as it flows to and from SAP and AWS environments.
• SAP C/4 Service and AWS Connect integration: The SAP service cloud integration with AWS
connect provides customers with a more effective way to handle service calls and orders.
AWS’s relationship with SAP extends beyond infrastructure-as-a-service (IaaS) and instance
certification. For some time now, SAP has been one of AWS’s biggest customers and leverages
AWS to power its future innovations and current product offerings. All of these either run
exclusively on AWS or AWS has a significant presence:
• Core SAP cloud offerings: S4/HANA, SAP Business Technology Platform (BTP), and RISE with
SAP
• Leveraging AWS GovCloud: SAP’s NS2, which hosts public sector customers, such as the Navy,
on the AWS GovCloud
• SaaS acquisitions: Many of SAP’s acquired SaaS offerings were built on AWS, such as SAP
Concur, SAP Qualtrics, Gigya, and SAP SuccessFactors.
SAP Business Technology Platform (BTP) replaced SAP HANA Enterprise Cloud (HEC).
Resources
SAP Analytics Cloud: https://www.sapanalytics.cloud
SAP Data Warehouse Cloud: https://www.sap.com/products/data-warehouse-cloud.html
SAP Data Custodian: https://www.sap.com/products/data-custodian.html
SAP Service Cloud with Amazon Connect: https://www.sap.com/assetdetail/2019/11/b2247772-
767d-0010-87a3-c30de2ffd8ff.html
Slide 11
AWS leads HANA infrastructure services
“AWS offers best in class enterprise grade

infrastructure for any SAP HANA requirements
in the U.S. which caters to large global clients as
well.”
- Shashank Rajmane, Lead Analyst U.S.
“Clients get the best security and performance

for their SAP landscapes. Besides a robust
partner ecosystem to support local and global
enterprises, AWS is continuously investing to
ensure client choices, growth and continuity.”
- Pedro L. Bicudo Maschio, Lead Analyst Brazil
and France
ISG is a leading global technology research and advisory firm that recently published a research
report analyzing cloud service providers offerings for SAP. Their quadrant examined cloud
infrastructures that are best suited to host the SAP software portfolio, with emphasis on SAP
S/4HANA workloads and large-scale HANA databases.
ISG recognized AWS as a leader for the third consecutive year, highlighting AWS as a leader in
security and performance, size and scale, and reliability and resiliency. Moreover, AWS is
emphasized as having a robust partner community.
Slide 12
“One-way” versus “two-way” doors
• Traditional infrastructure barriers slow

down the rate at which SAP customers
can innovate.
• SAP on AWS lets customers

experiment and operate without
compromises.
AWS creates two-way doors, giving customers the ability to experiment with their environments
through proof-of-concept and performance testing.
Two-way doors help customers think differently about their SAP projects. First, the two-way door
approach is not just a concept. It’s a fundamentally different way to innovate and is an accepted
best practice for accelerating IT operations, projects, and innovation. Second, customers who use
this approach are moving significantly faster than the traditional development practices.
Two-way doors increase the pace of innovation, and decrease cost and risk. One-way door
decisions typically need a lot more effort, planning, and coordination as once you go through the
door, you’re committed. Often, there are large consequences for failure. For instance, when
jumping out of an airplane, you’re probably going to check everything closely before jumping. On
the other hand, a two-way door decision allows for rapidly trying something, testing, and then
reversing course and going ”back through the door” with small exposure to cost and risk.
Two-way doors enable SAP, partners, and customers to rapidly experiment and iterate on their
SAP projects. SAP customers can use AWS services in hours, experiment, and launch in weeks,
instead of spending weeks and months to get their projects approved.
Slide 13
Amazon EC2 scale-up options
24TB
Available now
and SAP certified
18TB
Memory in TB
12TB
9TB
6 TB
4TB
2TB
1TB
256GB 384GB 512GB 768GB
R5 R5 R5 R5 X1 X1 X1e
High memory instances
Now let’s look at the SAP on AWS compute instance portfolio. It supports the most demanding
and largest requirements. S/4HANA on AWS is now available for the largest customers, without
sacrificing agility and flexibility—and with the lowest total cost of ownership. When the
traditional infrastructure barriers have been removed, customers can innovate with SAP faster
than ever!
Slide 14
Amazon EC2 scale-out options
R5 – 16 x 0.768 TB Available now

12 TB and SAP certified
X1 – 25 x 2 TB
50 TB
OLAP
U6 – 16 x 6 TB (BWoH, BW/4HANA,
96 TB Datamart)
X1e – 25 x 4 TB
100 TB
High memory – 4 x 6 TB
24 TB
OLTP
High memory – 4 x 12 TB (S/4HANA)
48 TB
In March of 2019, AWS launched the world’s first 100% software-defined, scale-out architecture
for HANA that supports S/4HANA customers to incrementally scale up to 48TB.
These solutions have the same cloud attributes that customers get from using Amazon:
• 100% cloud native: This platform is integrated into all AWS services.
• Elastic/grow-as-you-go: Customers can start at 4TB, move to 9TB, and scale up to 24TB—as
needed.
• Highly secure: These solutions use the same availability and region options that support high
availability and disaster recovery.
• Pricing: Because AWS has economies of scale, pricing is predictable—even for extreme
memory sizes like 48TB.
• Speed: Customers can start their first HANA scale-out solutions in hours, and cut over between
memory sizes in minutes.
For more information, see https://www.sap.com/dmc/exp/2014-09-02-hana-

hardware/enEN/iaas.html#categories=Amazon%20Web%20Services%23Yes
Slide 15
Customer engagement
opportunities
In this section, you learn about the motivators that customers have for choosing an SAP on AWS
solution.
Slide 16
Cloud solutions by industry
Customers in various industry segments across the world are running their SAP workloads on
AWS. Many companies have realized a spectrum of benefits, such as simplified infrastructure
management, improved time-to-market, and reduced costs. In most cases, an existing solution
has been implemented that can address your customers’ needs.
AWS helps to solve industry-specific and line-of-business challenges for customers. For instance:
• Industrial IoT is just about everywhere in heavy industries like manufacturing, automotive, oil
and gas, utilities, and chemicals.
• Data strategies help customers get more from their data. Getting customer data into AWS
unlocks an unlimited set of possibilities to use, such as Amazon S3 for cost-effective storage,
machine learning to produce faster insights, and Amazon Redshift and data lakes to better
aggregate information more from disparate systems.
• Customer strategies for retail, CPG, utilities, banking, and insurance are improving their
customer experience. Amazon Personalize, Amazon Forecast, Amazon Connect, and chat bots
are integrated into SAP customer records to produce better customer, product, and brand
experiences.
• For public sector and companies that are in highly regulated industries, the AWS Gov Cloud
region is a common choice.
Slide 17
Business drivers for migrating SAP to the cloud
Cost Digital transformation Agility and staff Improved security

reduction (SAP S/4HANA) productivity and resilience
Data center and Data Improved performance Industry

technical debt retirement and analytics and auto-scaling solutions
There are many different drivers for customers to initiate an SAP strategy that includes AWS.
Customers are driven by compelling events, such as a cost objective, target dates to exit and
consolidate data centers, or end-of-life hardware and software. But the conversation is changing.
Boards of directors expect more than just cost savings and efficiency, even though customers are
achieving 25 to 50% savings in AWS versus on-premises costs. They want to be able to move
faster as businesses and transform customer experiences. They want to deliver digital
transformations and modernize their businesses. They want to re-invest cost savings to drive new
innovations and business models.
Slide 18
Knowledge check
SAP is a market leader in what industry?
A. Version control systems
B. Infrastructure as a service (IaaS)
C. ✔ Enterprise application software
D. Software development tools
Question: SAP is a market leader in what industry?

Answer: C. SAP is the market leader in enterprise application software, helping organizations of
all sizes and industries track customer business interactions.
Slide 19
Knowledge check: Matching

Why choose SAP on AWS? Match the benefit on the left with its justification.
A Run reliably On-demand provisioning 1
B Reduce costs Broadest, deepest set of cloud services 2
High availability architectures and

C Innovate faster disaster recovery 3
Run reliably: High availability architectures and disaster recovery

Reduce costs: On-demand provisioning
Innovation: Broadest, deepest set of cloud services
Slide 20
Summary of key concepts

In this module, you explored these concepts:
• AWS helps SAP customers to run reliably, reduce costs, and innovate faster.
• AWS is closely partnered with SAP to achieve a faster pace of innovation for
SAP on AWS.
• AWS provides the infrastructure for both self-managed and managed by

SAP/AWS Partner use cases.
• Customers in various industry segments run SAP workloads on AWS.
• AWS helps SAP customers to run reliably, reduce costs, and innovate faster.
• AWS is closely partnered with SAP to achieve a faster pace of innovation for SAP on AWS.
• AWS provides the infrastructure for both self-managed and managed by SAP/AWS Partner
use cases.
• Customers in various industry segments run SAP workloads on AWS.
Slide 21
Thank You
Slide 1
Module 2
SAP Solutions on AWS
Welcome to Module 2, SAP Solutions on AWS.

Slide 2
Objectives
• Identify the offerings that SAP provides

to your customers
• Explain how licensing works for SAP on

AWS
This module covers the offerings that SAP provides to your customers, as well as how licensing
works for SAP on AWS.
Slide 3
SAP product groups
SAP provides a range of software solutions with different consumption models. These offerings
can be categorized into three general groups:
• Enterprise resource planning (ERP), related business applications, and analytics

• Platform as a service (PaaS) solutions
• Software as a service (SaaS) offerings
• PaaS solutions include the underlying infrastructure, as well as the operating systems. At this
level, customers can focus on the deployment and management of applications, and they
don’t need to worry about software maintenance.
• SaaS solutions offer a complete product that is run and managed by the service provider, such
as an end-user application, like email. While customers have the least amount of control at
this level, they are free from thinking about how the service is maintained or how the
underlying infrastructure is managed.
Slide 4
SAP products supported by AWS Cloud

SAP Beyond Infrastructure offerings
Beyond for Business Beyond for Technology
Platform innovation
Line of Digital Data and Apps and
Industries AI/ML IoT DevOps AMS
business transformations analytics APIs
SAP Beyond Infrastructure partner offerings
SAP core offerings

SAP Business
SAP SAP Business SAP RISE with SAP SaaS
SAP ECC SAP Suite Technology
S/4HANA Warehouse BW/4HANA SAP offerings
Platform
Migrations, operations, and managed services partner offerings
Infrastructure
innovation
AWS foundation
AWS Regions and Compute, storage,
Security and compliance Management tools
Availability Zones and network
Infrastructure and core services partner offerings

For years, customers have chosen AWS for their mission-critical SAP applications. Benefits include
high-performance, cost-effective global infrastructure; a wide variety of Amazon EC2 instance
types certified for SAP; and extensive experience supporting nearly every SAP product across
industries and geographic regions.
Slide 5
ERP, related business applications, and analytics

Platform innovation
SAP core offerings

SAP Business
Platform
ERP, related business
Infrastructure
innovation
applications, and analyticsAWS foundation

Customers can use pre-packaged or integrated offerings that are quick to deploy and consume.
First, let’s explore the ERP, related business applications, and analytics group.
Slide 6
ERP, related business applications, and analytics
SAP SAP Business SAP

SAP ECC SAP Suite SAP HANA S/4HANA Warehouse BW/4HANA
Enterprise Disaster In-memory Real-time In-memory Collect and

resource recovery and data platform enterprise capability to connect to any
planning high availability resource provide faster data, in real
management responses time
SAP core software
• SAP ERP solution (ECC or Business Suite) and its next generation, S/4HANA
• SAP Business Warehouse (BW) and its next generation, BW/4HANA
AWS and SAP have worked closely together to ensure these SAP solutions are fully supported by
SAP for production deployment on the AWS Cloud.
SAP offers a set of core software that it continues to develop and evolve:
• SAP ERP solution (ECC or Business Suite) and its next generation, S/4HANA
• SAP Business Warehouse (BW) and its next generation, BW/4HANA
SAP ECC
Many customers have implemented SAP ERP (ECC) to meet their enterprise resource planning
needs. This manifested as Business Suite installations on a variety of databases, such as Oracle,
DB2, or SQL Server (AnyDB). This was a main SAP product (ERP) for multiple years, and you might
encounter a variety of modules still in use including Financials, Procurement, Manufacturing, and
Supply Chain.
SAP Suite
SAP Suite on HANA gives customers access to a set of fully integrated applications, such as SAP
ERP, SAP CRM, SAP SCM, and SAP SRM, that enable them to run core business operations more
efficiently. Disaster Recovery and High Availability are key components of the architecture to
secure business continuity, which is integral to this product suite.
HANA
In 2011, SAP offered an in-memory data platform, SAP HANA, that enables customers to
accelerate business processes, deliver more business intelligence, and simplify their IT
environment. This foundation of services removes the burden of maintaining separate legacy
systems and siloed data. Customers can run live testing and make better business decisions.
SAP S/4HANA
The SAP Business Suite 4 SAP HANA provides a real-time enterprise resource management suite
for digital business. It is built on the advanced in-memory platform, SAP HANA, and offers a
personalized, consumer-grade user experience with SAP Fiori.
SAP Business Warehouse

SAP released BW on HANA as a simpler, faster, and more flexible data warehouse. This was the
first solution to run on HANA and took advantage of the in-memory capability to provide faster
responses without the need to have pre-defined “cubes.” However, for the majority of cases,
customers don’t consider this mission critical.
SAP BW/4HANA
SAP BW/4HANA was released to provide clients a way to collect and connect to any data, in real
time. This next-generation data warehouse is built entirely on the advanced in-memory platform,
SAP HANA. It offers enhanced data modeling and governance, high-performance solution
development, a modern user experience (UX), and increased flexibility.
Slide 7
Platform-as-a-service solutions
Platform innovation
SAP core offerings

SAP Business
Platform
Platform as a service
Infrastructure
innovation
AWS foundation (PaaS) solutions

Next, customers can use platform solutions to leverage the latest cloud-native technologies and
benefit from the AWS infrastructure. SAP has two PaaS solutions: Business Technology Platform
(BTB) and RISE with SAP on AWS.
Slide 8
Business Technology Platform (BTP)
What is it? What does it do? How does it help? What are the benefits?
In-memory Provides a platform for Helps businesses achieve Accelerated digital

platform as a creating and testing agility in building an transformation without
service (PaaS) HANA-based cloud integrated and optimized on-premises
applications enterprise infrastructure
The Business Technology Platform (BTP) is an in-memory, PaaS product that allows users to
create and test HANA-based cloud applications. It provides an agile PaaS for digital
transformation, with comprehensive application development services and capabilities to build
an integrated and optimized enterprise.
What is it?
In-memory platform as a service (PaaS)
What does it do?

Provides a platform for creating and testing HANA-based cloud applications
How does it help?

Helps businesses achieve agility in building an integrated and optimized enterprise
What are the benefits

Accelerates digital transformation without on-premises infrastructure
Slide 9
RISE with SAP on AWS
What is it? What does it do? How does it help? What are the benefits?
Fully managed, single- Converts existing ERP or Reduces costs and scales Runs on the world’s
instance SAP S/4HANA starts fresh with a greenfield deployments with per-user most secure,
offering S/4HANA deployment pricing extensive, and reliable
cloud platform
RISE with SAP on AWS is a fully managed, single-instance SAP S/4HANA offering that allows your
customers to deliver cloud value by rapidly converting their existing systems or starting fresh with
a greenfield S/4HANA deployment.
RISE with SAP might represent the next step for customers who are ready for an S/4HANA
transformation and looking for a fully managed offering that maximizes simplicity over
customization. RISE with SAP users will give up the ability to use AWS services natively. However,
they will still be able to extend and innovate through specific partner add-ons and the SAP
Business Technology Platform (BTP). Some customers will find that these capabilities meet their
needs for innovation, while others may want maximum flexibility to extend their systems to AWS
services natively.
What is it?
Fully managed, single-instance SAP S/4HANA offering
What does it do?

Converts existing ERP or start fresh with a greenfield S/4HANA deployment
How does it help?

Reduces costs and scale deployments with per-user pricing
What are the benefits

Runs on the world’s most secure, extensive, and reliable cloud platform
Slide 10
Which version of S/4HANA is right for

your customer?
Managed by SAP/AWS Partner Self-managed*
SAP S/4HANA SAP S/4HANA

RISE with SAP
public cloud on premises
• Tap into AWS innovation • Implement greenfield, • Get maximum control
SaaS-based ERP
• Simplify management • Access entire breadth and
implementation
depth of AWS services
• Retain existing ERP
• Access pre-defined content
investments
*Approved by SAP only
AWS provides infrastructure to run SAP products in typical customer scenarios that enables
different layers of management. The two main scenarios are 1) managed by SAP/partner, and 2)
self-managed.
Managed by SAP/AWS Partner

In a scenario where customers want their infrastructure managed by SAP or AWS Partner,
customers consume the products, but SAP owns and manages the SAP account.
Customers have two choices:
• RISE with SAP: This choice is optimal for customers who want to tap into AWS innovation,
simplify management, and retain existing ERP investments.
• SAP S/4HANA public cloud: This is optimal for customers who want a greenfield, SaaS-based
ERP implementation and pre-defined content.
Self-managed
When customers have been running purchased SAP products on their on-premises infrastructure
for a number of years, they might want to continue managing their own infrastructure. This
choice is optimal for customers who want maximum control and extensibility to the entire
breadth and depth of AWS services. Through a lift-and-shift migration, they can install their own
purchased software on AWS—with their own licenses—and manage and update the products.
Slide 11
SAP software-as-as-service offerings

Platform innovation
SAP core offerings

SAP Business
SAP software as
a service (SaaS)
Platform solutions
Infrastructure
innovation
AWS foundation

And finally, SAP offers a variety of SaaS solutions for all business processes, industries, and
company sizes, such as SAP SuccessFactors, SAP Concur, and SAP Ariba. AWS is collaborating with
SAP to run more SaaS offerings on AWS.
Note that the marketing and sale of SaaS solutions are SAP independent activities.
Slide 12

Platform innovation
SAP core offerings

SAP Business
Platform
Infrastructure
innovation
AWS foundation

SAP Beyond Infrastructure solutions complement customers’ existing SAP environments by

providing new capabilities for industry, line of business, and technical use cases. Created by
partners with deep SAP expertise, these offerings are focused on implementing technology
specialties like Internet of Things, DevOps, apps and APIs, artificial intelligence, and machine
learning. Everything is designed with one goal in mind: to drive innovation for customers.
Slide 13
Knowledge check
Connect the SAP product on the left with its description.
A fully scalable and secure

S/4HANA
private managed cloud solution
An in-memory platform as a
Suite on HANA
service (PaaS)
Business Technology
An in-memory data platform
Platform (BTP)
Integrated applications for

RISE with SAP running core business
operations more efficiently
Connect the SAP product on the left with its description.
S/4HANA: An in-memory data platform

Suite on HANA: Integrated applications for running core business operations more efficiently
Business Technology Platform (BTP): An in-memory platform as a service (PaaS)
RISE with SAP: A fully scalable and secure private managed cloud solution
Slide 14
Licensing and support
Now that you are familiar with the available SAP offerings and the SAP field structure, examine
how SAP licensing is handled for SAP on AWS solutions.
Slide 15
SAP software and licensing on AWS
Bring-your-own software and license

• Bring-your-own software and license is the primary model
for most SAP applications and database products on AWS.
• Customers can bring existing SAP licenses to AWS.
• Some SAP solutions are available on AWS with on-demand,

free trial, and free developer licenses.
• Some SAP products are sold on the AWS Marketplace with

pay-as-you-go licensing.
Typically, SAP customers have made significant investments into SAP licenses. So, it naturally
follows that licensing is an important issue for customers. Take a closer look at how SAP on AWS
interacts with existing and new SAP licenses.
Bring-your-own software and license

In general, SAP on AWS uses a bring-your-own software (BYOS) and bring-your-own license
(BYOL) model. SAP customers and partners can use their existing SAP licenses on AWS.
• Primary model for most SAP applications and database products on AWS
• Customers can bring existing SAP licenses to AWS
• Some SAP solutions are available on AWS with on-demand, free trial, and free developer
licenses
• Some SAP products are sold on the AWS Marketplace with pay-as-you-go licensing
For more information, refer to https://aws.amazon.com/sap/get-started/.

Slide 16
Licensing: Frequently asked questions
Does AWS sell SAP Can I use my existing How do SAP CPU-based
licenses? SAP licenses on AWS? licenses work?
No, AWS does not sell SAP licenses. Yes, SAP customers can use It uses the number of Amazon
Engage your SAP counterpart or an existing SAP licenses. EC2 virtual cores.
AWS SAP Partner.
How does operating How does DB licensing

system licensing work? for SAP solutions work?
OS licenses are included in the It uses a bring-your-own software

hourly price of an Amazon EC2. and license model.
Customers might ask you some of these typical questions.
Does AWS sell SAP licenses?

• No, AWS does not sell SAP licenses. You can engage your SAP counterpart or find an AWS SAP
Partner who does sell licenses.
Can I use my existing SAP licenses on AWS?

• Yes, SAP customers can use existing SAP licenses.
How do SAP CPU-based licenses work?

• It uses the number of Amazon EC2 virtual cores.
How does operating system licensing work?

• OS licenses are included in the hourly price of an Amazon EC2.
How does DB licensing for SAP solutions work?

• It uses a bring-your-own software and license model.
Slide 17
End-to-end support for SAP on AWS
Key features
• AWS Support provides 24x7 one-on-one technical
support.
• Customers can choose a tier that meets their

requirements.
• AWS Premium Support is required only when

running SAP production systems on AWS.
AWS Support provides 24x7 one-on-one technical support. Customers can choose a tier that
meets their requirements.
• For more information, see http://aws.amazon.com/premiumsupport/.

• AWS Premium Support is required only when running SAP production systems on AWS. For
additional information, see SAP Note 1656250.
Note: All AWS SAP Partners get support user IDs for viewing SAP notes in the SAP Service
Marketplace.
Slide 18
Knowledge check
Which of the following statements are true for SAP licensing on
AWS?
A. ✔ SAP customers can use existing SAP licenses on AWS.
B. AWS sells SAP licenses.

Operating system licenses are not included in the hourly
C.
prices of an Amazon EC2 instance.
D. Database licensing is included in the SAP solution.
Question: Which of the following statements are true for SAP licensing on AWS?
Answer: A. SAP customers can use existing SAP licenses on AWS.
Slide 19

• SAP offers traditional solutions, platform solutions, and SaaS solutions, as well
as products that can be deployed either on-premises or in the cloud.
• SAP licensing for AWS works in two ways:

 Bring-your-own software and bring-your-own license models
 Select licenses available as on-demand, free trial, or free developer
SAP offers traditional solutions, platform solutions, and SaaS solutions, as well as products that
can be deployed either on-premises or in the cloud.
SAP licensing for AWS works in two ways:

• Bring-your-own software and bring-your-own license models
• Select licenses available as on-demand, free trial, or free developer
Slide 20
Thank You
Slide 1
Module 3
SAP on AWS Opportunities
Welcome to Module 3, SAP on AWS Opportunities.

Slide 2
Objectives
• Identify areas of opportunity for SAP

customers to move to AWS
• Demonstrate how AWS can support the

journey to run SAP workloads on AWS
with customer success stories
• Explain how customers can innovate

with Beyond Infrastructure offerings
Earlier in this course, you learned about what SAP provides to your customers. In this module,
you will learn how to effectively provide your customers with the information they need to select
the best options for implementing SAP on AWS solutions for their companies.
Slide 3
Business triggers for SAP on AWS
Cost Corporate Business

reduction restructure expansion
Technical Resilience and Security and Product

refresh performance compliance upgrade
Typically, customers focus on cost savings as a primary driver for cloud migration. While cost is
important, several other factors should also be emphasized in your customer conversations
about the business value for SAP on AWS.
Along with cost reduction, these adoption drivers include:

• Corporate restructure
• Business expansion (going global)
• Technical refresh
• Resilience and performance
• Security and compliance
• Product upgrade
Understanding your customer scenario is critical. A customer can fit into more than one scenario,
so it’s essential to ask qualifying questions to gather information and discover opportunities.
Slide 4
Key scenarios
Beyond infrastructure 4
Adopt new business capabilities
S/4HANA transformation 3
Modernize completely to SAP S/4HANA
Refactor on HANA 2
Move SAP applications to SAP HANA
Lift and shift 1

Move SAP landscapes to the cloud
4
A common theme for customers is that they want to upgrade to S/4HANA at some point down
the line. However, they don’t want to wait until they are on S/4HANA to get the cost, agility, or
innovation benefits for their SAP workloads.
SAP modernization is not a “one size fits all” endeavor. AWS gives customers choice and flexibility
on their SAP cloud journeys. Take a look at four possible scenarios that can help you engage in
conversations with your customers about SAP migration: lift and shift, refactor on HANA,
S/4HANA transformation, and Beyond Infrastructure.
As you’ll see, these paths complement one another. Customers have the option to shift to a
different SAP strategy as their needs change.
In a lift and shift, customers move their SAP landscapes to the cloud without making changes to
the database or application layer. As a result, they realize cost savings, improved performance,
and scalability. The customer will continue to use Microsoft SQL Server, Oracle, or another non-
SAP HANA database. This a typical use case, so it’s a reliable approach and great starting point.
When refactoring on HANA, customers move SAP applications to SAP HANA on AWS, replacing
Oracle, MS-SQL, or another database, but without going all the way to S/4HANA.
An S/4HANA transformation is when customers move from SAP ECC or another ERP application
to SAP S/4HANA, SAP’s ERP suite purpose-built for SAP HANA to realize digital transformation
aspirations.
Finally, in Beyond Infrastructure, customers can adopt new business capabilities to drive
innovation and create new value from SAP.
Slide 5
Lift and shift

Deploy new products and refresh hardware
Lift and shift is ideal for customers who want to migrate quickly reduce costs, and improve cash
flow. It’s also beneficial for customers who are not yet ready to adopt S/4HANA, but want to
move SAP workloads to an environment that better equips them to start innovating.
Slide 6
Lift and shift (rehost applications)

Move existing SAP systems from on-premises environments
Refactor on S/4HANA Beyond
Lift and shift to other providers “as is” for immediate cost savings, and
HANA transformation infrastructure
increased agility and performance.
Cloud
Infrastructure
revolution
Suite on S/4HANA
R/3, ECC
HANA
Rehost
R/3, ECC
Traditional S/4HANA
On-premises
RDBMS: Oracle, DB2, SQL, Sybase SAP evolution In memory: HANA
Lifting and shifting an existing ERP is often the best first step towards modernizing SAP systems.
That’s because lift-and-shift migrations allow customers to move their SAP landscapes to the
cloud without altering the application or database layers. It enables an accelerated path to the
cloud. After customers are running on the cloud, they can start consolidating their SAP landscape
and right-sizing resources to reduce costs, eliminate complexity, and add innovative solutions.
From there, customers can pursue any number of activities, whether that entails maximizing the
value of their existing SAP investments or upgrading to SAP S/4HANA.
A lift and shift is triggered by two main scenarios. The first is when customers want to use new
products; the second is when they want to refresh hardware.
Rehosting (also known as lift and shift) involves moving applications without changes. In the
scenario of a large legacy migration, in which the company is looking to implement its migration
and scale quickly to meet a business case, the majority of applications are rehosted.
Slide 7
Trigger: Deploy new products
SAP updates an existing product SAP releases a new product
Challenge: Updates require more Challenge: Customers need to

space and new hardware is upgrade their hardware in order to
needed. try the new product.
There are two common scenarios that drive SAP customers to use a new product.
• SAP updates an existing product: When customers want to upgrade an older version of an SAP
product, they run into capacity issues with their infrastructure. Updates require more space,
and new hardware is needed.
• SAP releases a new product: When SAP releases a new product, customers have the same
infrastructure problems where they need to upgrade their hardware in order to try the new
product.
In both cases, AWS can take infrastructure out of the equation. Instead of increasing costs with
hardware upgrades, customers can run their SAP workloads on AWS.
Slide 8
AWS case study: Brooks Brothers

Moving SAP HANA systems to AWS
Challenge Solution Benefits

• Test new projects quickly Used the AWS SAP HANA Quick Start • Test and launch new projects in a short
Reference Deployment guide to move time frame
• Manage SAP HANA in-memory
its SAP HANA systems to AWS
database management system • Fully evaluate new retail initiatives before
in a cost-effective way pushing to production.
• Support a new CRM application • Reduce operational costs, scale applications
globally, and ensure strong security
“ Using AWS to deploy and operate our SAP environments, we can

be more nimble, which opens up many more possibilities for our
business. We can get new initiatives to production faster, and if
To read the full case
study, see
https://aws.amazon.com
“
some things aren’t providing the desired business results in pilot /solutions/case-
mode, we can quickly shut those down. studies/brooks-brothers/
--Sahal Laher, Executive Vice President and CIO, Brooks Brothers
Brooks Brothers, one of the leading fashion retailers, needed a more agile way of deploying
infrastructure for projects. Using X1 memory-optimized instances on AWS for SAP HANA, Brooks
Brothers quickly scaled to support their global market, deployed a new SAP customer relationship
management (CRM) application, and supported faster iteration on upstream digital systems.
Challenge
Brooks Brothers needed an agile way of quickly testing new projects, as well as a cost-effective
way to manage its SAP HANA in-memory database management system to support a new CRM
application.
Solution
Brooks Brothers started its cloud journey by moving its SAP HANA systems to AWS, using the AWS
SAP HANA Quick Start Reference Deployment guide. Once its SAP environment was up and
running, Brooks Brothers built its CRM application on AWS.
Benefits
Brooks Brothers can now:
• Test and launch new projects in a short time frame, spinning up instances in hours instead of
weeks.
• Fully evaluate new retail initiatives before putting them into production.
• Reduce operational costs and free up capital to invest in other parts of the business that can
drive more revenue.
• Scale applications globally whenever necessary.
• Ensure strong security for its CRM solution and future SAP applications.
Case study: https://aws.amazon.com/solutions/case-studies/brooks-brothers/

Video: https://youtu.be/OSATgqlRWFY
Slide 9
Trigger: Refresh hardware
Challenge Cloud adoption driver
New servers, storage,

Systems and and networking
databases slow equipment are
down as they grow needed to meet the
demand
On average, SAP customers refresh their hardware every three to five years. With millions of
transactions processed a day, systems and databases slow down as they grow. Customers need
new servers, storage, and networking equipment to meet the demand.
It is essential to understand where a customer is on their SAP roadmap, and when the next
hardware refresh is possible. Rather than spending that money to refresh hardware, you have the
opportunity to position a move to AWS.
Slide 10
AWS case study: Seaco Global Ltd.

Moving from on-premises infrastructure to the cloud

The infrastructure in their on- Replace on-premises data center with • Saved more than 50 % in IT
premises data centers was old and cloud-computing infrastructure infrastructure and maintenance costs
slow, and outages were causing
Move to an SAP environment that runs • Reduced the billing process by 75%
headaches for the business.
Amazon EC2, Amazon S3, Amazon
• Quickly scale capacity as computing
Glacier, Amazon EBS, Amazon VPC
requirements change
• Disaster recovery in less than one day
“ Our performance of SAP on AWS is off the scale. We

reduced our monthly billing cycle from four days to
one day and have significantly reduced our overall
study, see
“
/solutions/case-
annual IT costs. studies/seaco/
-- Carlos Galiano Chief Information Officer, Seaco Global Ltd.
Seaco Global Ltd. is the world’s largest sea-container leasing company, with assets of more than
$6 billion.
Challenge
Seaco had been hosting specific SAP applications—including SAP Enterprise Resource Planning
(ERP), SAP Customer Relationship Management (CRM), SAP Business Warehouse (BW), SAP
Process Integration (PI), SAP Portal, SAP Gateway, SAP Content Server, and SAP Solution
Manager—in two traditional data centers in the United Kingdom. The infrastructure in these data
centers was old and slow, and outages were causing headaches for the business.
Solution
SAP environment runs Amazon EC2 instances along with the following services:
• Amazon S3 for object storage and Amazon Glacier for data archiving and online backup
• Amazon EBS for persistent block level storage volumes, offering the consistent and low-latency
performance needed to run Seaco’s workloads
• Amazon VPC to connect multiple VPCs, which are separated for security and performance
improvements.
• AWS Direct Connect to create dedicated connections between its headquarters in Singapore
and its other offices
• Amazon IAM to securely control access to AWS services and resources
• Amazon CloudWatch to monitor its cloud resources and AWS CloudTrail to track changes
made to the network
Benefits
• Saved more than 50 percent in IT infrastructure and maintenance costs, while obtaining
greater business flexibility
• Reduced the billing process to less than one day—a time savings of more than 75 percent
• Quickly scale capacity both up and down as its computing requirements change
• Disaster recovery in less than one day, down from one week
Case study: https://aws.amazon.com/solutions/case-studies/seaco/

Slide 11
Refactor on HANA
Modernize at your own pace
Another option is to refactor from an existing database (e.g., Oracle, IBM Db2, Microsoft SQL
Server) to SAP HANA.
Slide 12
Refactor on HANA
Refactor on S/4HANA Beyond Move SAP applications on HANA away from Oracle, SQL, or
Lift and shift
HANA transformation infrastructure another relational database but not to S/4HANA.
Cloud
Infrastructure
revolution
Suite on S/4HANA
R/3, ECC
HANA
R/3, ECC S/4HANA

On-premises
Refactoring an SAP application on HANA is ideal for customers looking to take advantage of SAP
HANA’s in-memory database capabilities, but are not yet ready to commit to a complete SAP
S/4HANA transformation.
Slide 13
SAP transformation challenges

How successful were your
Barriers for S/4HANA
past SAP implementations?
48% 55% 41%

felt that their SAP Need a Not a
program achieved business case priority
its business value
36% Less than

felt that their 30% 34% 34%
SAP program felt that their
Product Cost/lack
kept to the SAP program
maturity of resources
original delivery delivered to the
plan agreed budget
Source: www.resulting-it.com/SAPsuccess Source: Asug, “ASUG’s PoV on S/4HANA,” May 2019

Historically, SAP and other ERP projects have been large, costly, and high risk. Since the release
of SAP S/4, most customers have struggled to determine their choices around their SAP
investments and strategy.
Why might customers prefer to move to S/4HANA in stages, starting with either a lift and shift or
a refactor on HANA? Here are some of the challenges encountered when migrating directly to
S/4HANA.
In 2018, Gartner, along with Resulting IT, an SAP advisory firm, surveyed over 100 companies
with extensive SAP implementation experience. Their study found these results:
• Fewer than half of the respondents (48%) felt that their SAP programs achieved its business
objectives.
• Only 36% of the respondents felt that their SAP programs kept to the original delivery plan.
• Fewer than 30% of the respondents felt that their SAP programs delivered to the agreed
budget.
In 2019, ASUG published a report, ASUG’s PoV on SAP S/4HANA, that included the barriers for
S/4 HANA adoption. The report results showed these reasons for not adopting S/4HANA:
• 55% said they needed a business case

• 41% said it was not a priority
• 34% said it was about SAP S/4HANA not being a mature enough product
• 34% said it was the cost and they lacked resources
By allowing for a staged transition to full S/4 HANA, customers can reduce risk and avoid the
initial migration costs and time.
Sources
• Resulting IT: www.resulting-it.com/SAPsuccess
• Asug, “ASUG’s PoV on S/4HANA,” May ’19 (https://blog.asug.com/hubfs/ASUG84466%20-
%20SAP%20S4HANA%20High-Level%20Insights%20from%20ASUG.pdf)
Slide 14
AWS case study: FirstGroup plc

Moving SAP HANA systems to AWS
Improve the transportation services First Rail built its environment on SAP • Richer insights and more data analysis
it provides across the United Business Warehouse (SAP BW), a
• 20x improvement in SAP application
Kingdom and North America. model-driven data warehousing
performance
product, to manage and drive insights
from data. • 7x improvement in performance during
peak times
• Improvement in backup and recovery
capabilities
“ By moving all of our SAP systems to HANA on AWS, we’ve taken

hundreds of other users of our BI platform and planted them on HANA,
giving them a massive performance improvement and changing the way
study, see
“
they can analyze data and the depth of exploration they can achieve. /solutions/case-
Within four weeks of moving to AWS, we noticed a 25 percent uptick in studies/firstgroup/?did=c
query executions. r_card&trk=cr_card
--Tom Grant, Head of Rail Business Intelligence, FirstGroup
FirstGroup plc is a provider of transport services in the United Kingdom and North America.
During 2017, approximately two billion passengers relied on FirstGroup for transportation. The
company operates five divisions—First Student, First Transit, Greyhound, First Bus, and First Rail.
Challenge
Initially, the company chose to run everything on Oracle and hosted with a private cloud provider.
Soon, the FirstGroup team encountered scalability challenges as it sought to process and run
analysis on its data. FirstGroup wanted to improve their train experience and provide rail
customers with more real-time information though.
Solution
First Rail built its environment on SAP Business Warehouse (SAP BW), a model-driven data
warehousing product, to manage and drive insights from data. Upgrading SAP BW to run on SAP
HANA provides performance and statistical capabilities. HANA’s in-memory database and
architecture would give them the ability to rapidly process more data and make decisions based
on many more data points at once.
FirstGroup and AWS Professional Services migrated SAP BW, SAP Portal (used for business
intelligence), and Business Objects Business Intelligence (SAP BOBI) software to HANA on AWS.
The project went live on time, within budget, and with zero defects in the AWS migration portion.
Benefits
By moving all of their SAP systems to HANA, FirstGroup has moved hundreds of users to HANA,
giving them a massive performance improvement and changing the way they can analyze data
and the depth of exploration they can achieve.
After FirstGroup went live on AWS, they saw these benefits:
• Richer insights and more data analysis amongst its employees

• 20x improvement in SAP application performance compared to the on-premises
environment
• 7x improvement in performance during peak times
• Improvement in backup and recovery capabilities
Case study: https://aws.amazon.com/solutions/case-

studies/firstgroup/?did=cr_card&trk=cr_card
Slide 15
S/4HANA transformation
Transform the enterprise
S/4HANA transformation is ideal for customers who want to completely modernize their SAP
landscape, implement advanced analytics in ERP, and enable real-time business processes.
Slide 16
Refactor on S/4HANA Beyond Transform to S/4HANA when you are ready to leverage AWS
Lift and shift
HANA transformation infrastructure services to accelerate your transformation.
Cloud
Infrastructure
revolution
Suite on S/4HANA
R/3, ECC
HANA
R/3, ECC S/4HANA

On-premises
The next use case is an S/4HANA transformation. For customers that understand the value that
they want from S/4 HANA, AWS can help them move directly to S/4 HANA with proven tools and
AWS Partners that are familiar with the process.
Slide 17
Trigger: Transform the enterprise

Automation and innovation
New value from

Agility
digital data 3
2 4
Total cost of Building a case for

1 5 Risk
ownership moving to the cloud
When a company's finance department looks to identify areas for cost savings, on-premises
infrastructure costs stand out as a large expense. But an opportunity exists where you can help
your customers build a case for moving to the cloud, and inform their finance department on
how costs can be optimized. On-premises infrastructure costs are only a fraction of the SAP
operating cost.
For example, customers can run SAP S/4HANA, SAP BW/4HANA, SAP analytical solutions, and
other SAP solutions and databases on AWS. A business case for moving SAP to AWS can include
the following benefits:
• Total cost of ownership (TCO)

• New value from digital data
• Automation and innovation
• Agility
• Risk (including reliability, availability, and performance)
Focus on customer business outcomes, such as cost savings, staff productivity, operational
resilience, and business agility, to show a greater spectrum of business value.
Slide 18
The value of a digital enterprise
Enriched business
performance insight
AWS Cloud services

Revenue Empowered Deeper audience
sales teams engagement
growth Cloud Platform
S/4HANA
Operational
Compute Storage Networking cost
Increased Scale dynamically
operational efficiency with demand
Improve return on media

asset investments
While new start-ups are natively born as digital and cloud enabled, traditional businesses need to
move from their current state to a digital enterprise. In general, the advantages of the digital
enterprise are:
Revenue/top-line growth
Digital enterprises optimize the use of data and empower sales teams and product managers
with increased insights on audience engagement, preferences, and real time reporting. They also
have better analytics to understand what marketing and messaging is working, how customer
preferences are changing, and what best practices matter.
Operational overhead/cost savings

Digital platforms also help customers contain bottom line costs to increase margins. Automation
and digital workflows streamline operations allowing employees to focus more time on
operational insights.
Everyone sees the benefits through their own lens and it means different things to different
people.
SAP Customers: For some SAP customers, the combination of SAP next generation suite of
applications (S/4 HANA), either using AWS as the platform of innovation or also enabled by the
SAP Cloud Platform, running on AWS is the best way to unlock a powerful set of capabilities.
Slide 19
AWS case study: ENGIE

Running SAP S/4HANA on AWS

ENGIE needed to be more precise in Upgrade their on-premises • Reduced primary and secondary
their calculations and performance datacenters to an SAP deployment databases from 4TB to 2TB and 200GB,
measurements, which required on AWS running high-performance respectively
consistent tools and capabilities databases and in-memory workloads
• Achieved cost savings by moving from an
across business units
on-premises infrastructure to the cloud
• Reduced ramp-up time for new users
from three days to one day
“ As we continue to focus on digitalization and driving

insights through data, we feel it is an enormous
study, see
“
/solutions/case-
advantage to be running S/4HANA on AWS. studies/engie/
--Thierry Langer, CIO of the finance division, ENGIE

As an international energy provider, ENGIE structures its activities around the three key sectors of
electricity, natural gas, and energy services. With 150,000 employees in more than 70 countries
around the world, ENGIE, known also as the Group, provides its customers with high-technology
solutions in response to their needs to meet the energy challenges of tomorrow.
Challenge
ENGIE defined a new strategy that focused on decarbonization, digitalization, and
decentralization. This transformation strategy placed a much greater emphasis on data and
operational efficiency. ENGIE needed to be more precise in their calculations and performance
measurements, which required consistent tools and capabilities across business units. Measuring
business performance became a top priority—and challenge—for the finance division,
particularly given the variable cost of utilities.
Solution
They needed to update their platform while at the same time developing a new analytics solution
and new business model. At the core of ENGIE’s SAP deployment on AWS is the Amazon Elastic
Compute Cloud (Amazon EC2) X1e instance, which is designed for running high-performance
databases and in-memory workloads like SAP HANA.
Benefits
• By moving to AWS, ENGIE right-sized their database. They reduced the size of the primary
database from 4 TB to 2 TB and reduced the secondary database from 4 TB to around 200 GB.
• ENGIE has not only saved costs by reducing the size of its HANA databases, the company also
achieved cost savings by avoiding the need to procure on-premises hardware on an ongoing
basis.
• They also drastically reduced the ramp-up time for new users from three days to one day by
running SAP S/4HANA on AWS.
Case study: https://aws.amazon.com/solutions/case-studies/engie/

Slide 20
Beyond infrastructure
Adopt new capabilities
Beyond infrastructure offerings are ideal for customers looking to adopt new capabilities by
taking advantage of the breadth and depth of AWS services to create new value from SAP.
Slide 21
Beyond infrastructure
Accelerate innovation by extending and complementing SAP
Lift and shift with AWS services, regardless of your customer’s SAP
HANA transformation infrastructure
migration and modernization strategy.
Cloud Employee Connected Smart

Exploration R&D
engagement devices factories
Infrastructure
revolution
Suite on S/4HANA
R/3, ECC
HANA
R/3, ECC S/4HANA

On-premises
Finally, the last use case is to “innovate faster with AWS.” Regardless of which path your
customers choose, they can innovate faster by integrating AWS services and partner solutions
with SAP to streamline operations and deliver new digital services.
Slide 22
Beyond infrastructure for SAP on AWS
What is it? What does it do? How does it help?
A program that helps Integrates SAP Customers realize

AWS customers applications with AWS business transformations
innovate and extend native services and build by focusing on machine
SAP applications. extensions. learning and compute
services on AWS.
Process efficiency, agility, and reduced costs are tangible benefits that result from cloud
migrations. But infrastructure migration is often only the first step in customer business
transformations. A more compelling reason for customers to move to AWS is the infinite
opportunities that AWS can provide them in extending business capabilities.
After customers migrate their SAP systems to the cloud and optimize infrastructure, they can
begin modernizing core business systems through the adoption of advanced cloud services.
Beyond infrastructure offerings are suitable for existing SAP on AWS customers who want to drive
business transformations by extending and integrating SAP business processes with data
analytics, Internet of Things (IoT), apps and APIs, DevOps, and machine learning. As a result,
customers can drive greater operational efficiency, reshape business processes, improve
customer interactions, and more.
Slide 23
Benefits of extending SAP applications on AWS
Faster innovation Scalability and elasticity Lower cost
Break the monolithic SAP Lower operations costs by

Innovate at start-up speed
applications into highly automating manual SAP
without costly infrastructure to
scalable microservices using application maintenance
support SAP applications
AWS activities
Customer examples
Sumitomo Chemical has increased innovation by Zalora uses AWS to refresh their SAP S/4HANA
building several proof-of-concept tests in the areas environment in a serverless manner. This automation
of IoT, AI, and RPA. Moving their SAP workloads to helped them reduce their SAP system refresh time--
AWS has freed resources to focus on innovations from five days to two days--and improve SAP
that matter to their business. system refresh quality.
Faster innovation: Using AWS higher level APIs and managed services in the areas of IoT, data
analytics, and machine learning, customers can innovate at start-up speed without having to
worry about costly infrastructure supporting SAP applications.
Scalability and elasticity: Customers can break the monolithic SAP applications in to highly
scalable microservices using AWS.
Lower cost: Customers can lower cost of operations by automating mundane manual SAP
application maintenance activities.
Customer examples:
• Sumitomo Chemical is already innovating fast by building several proof-of-concept (Poc) tests
in the areas of Internet of Things (IoT), artificial intelligence (AI), and robotic process
automation (RPA). Moving their SAP workloads to AWS has freed resources to focus on
innovations that matter to their business.
• Zalora uses AWS to refresh their SAP S/4HANA environment in a serverless manner. This
automation has helped them reduce their SAP system refresh time from five to two days and
improve SAP system refresh quality.
Slide 24
When to consider Beyond Infrastructure

Customers might have questions about what they can
do with integration.
How can I easily pull data How can I integrate AWS IoT How can I run SAP and
from SAP applications in with SAP ERP applications to non-SAP applications,
to Amazon S3 for building create predictive like Salesforce and
data lakes? maintenance work orders? Workday?
Customers might have questions about what they can do with integration, such as:
• How can I easily pull data from SAP applications in to Amazon Simple Storage Service (Amazon
S3) for building data lakes?
• How can I integrate AWS IoT with SAP ERP applications to create predictive maintenance work
orders?
• How can I run SAP and non-SAP applications, like Salesforce and Workday?
You can introduce Beyond Infrastructure offerings when customers need help with integrating
their SAP applications natively with AWS. When customers want to know more about AWS next-
generation services, you should connect them to SAP integration experts.
Slide 25
Integration types
2. Internet of Things (IoT) 3. Data analytics
4. DevOps The four pillars of

1. Apps and APIs Beyond Infrastructure
Machine learning
AWS compute services

as a foundation
Compute Network Storage

We see customers working to realize their own business transformations by focusing on four
pillars:
• Apps and APIs
• Internet of Things (IoT)
• Data analytics
• DevOps
All of these focus areas are supported by a strong foundation of machine learning and compute
services on AWS. Many of these solutions themselves can be built directly on AWS or by using
Business Technology Platform (BTP), which is available in four AWS Regions around the globe.
Slide 26
Apps and APIs
What is it?
An agile, flexible, secure, and scalable layer for integrating
various business applications and providing an easy-to-
consume service
How is it used?
• Voice-enabled applications
• Chatbots
• IoT devices
• AR and VR apps
APIs provide an agile, flexible, secure, and scalable layer for integrating various business
applications and providing an easy-to-consume service for all your customers’ user interface and
integration needs.
It is use for:
• Voice-enabled applications
• Chatbots
• IoT devices
• Augmented reality and virtual reality apps
Slide 27
Internet of Things (IoT)
What is it?
A system of ubiquitous devices connecting the
physical world to the cloud
How is it used?
• Product and process optimization
• Predictive maintenance
• Wellness and health solutions
IoT is a system of ubiquitous devices connecting the physical world to the cloud. AWS has
services that help customers collect and send data to the cloud, load and analyze that
information, and manage devices.
It is used for:
• Product and process optimization
• Predictive maintenance
• Wellness and health solutions
Slide 28
Data analytics
What is it?
Tools that capture, control, analyze, understand,
and action on data, at scale
How is it used?
• Business reporting
• Ad hoc analytics
• Deep insights drawn through machine learning
Data analytics capture, control, analyze, understand, and act on your customers’ data, at scale.
Data lakes allow customers to break down data silos and bring data into a single central
repository.
It is used for:
• Business reporting
• Ad hoc analytics
• Deep insights drawn through machine learning
Slide 29
DevOps
What is it?
A combination of cultural philosophies, practices, and tools
that increases velocity of application delivery
How is it used?
• Automate manual tasks
• Manage complex environments at scale
• Control the high velocity that is enabled by DevOps
DevOps is a combination of cultural philosophies, practices, and tools that increases your
customers’ velocity of application delivery.
It is used for:
• Automate manual tasks
• Manage complex environments at scale
• Control the high velocity that is enabled by DevOps
Slide 30
AWS case study: Visy

Extending SAP with Amazon EC2 and Redshift

Visy needed a reliable IT Visy uses Amazon EC2 instances to • Visy boosted SAP App Server
infrastructure to support efficient power SAP, and Amazon S3 and performance by 46% on AWS
production processes and provide Amazon EBS for storage. Amazon
• SAP performance has improved 28%
stakeholders with data more quickly Redshift enables Visy to run real-time
for better business decisions reports for stakeholders. • Visy deploys SAP instances around 93%
more quickly
• Visy leverages AWS as a data lake
“ By moving to AWS, response times on the SAP database

are 28% faster than in our private cloud infrastructure.
study, see
“
/solutions/case-
We’re also seeing a 46% boost in performance on the studies/visy/
application server level.
--David Peano, Chief Information Officer, Visy
Visy is a leading packaging and recycling company with more than 120 locations across Australia,
New Zealand, and Thailand. The company, has a workforce of more than 5,500, also has trading
offices across Asia, Europe, and North America. Headquartered in Melbourne, Visy launched in
1948 as a manufacturer of corrugated cardboard boxes. Today, the business manufactures a wide
variety of packaging products. It also recycles more than a million tons of paper and cardboard as
well as hundreds of thousands tons of glass and plastic.
Challenge
Visy needed a reliable IT infrastructure to support efficient production processes. They also
needed to incorporate AI and IoT technologies into the business in the future.
Solution
Visy migrated its SAP environments to the AWS Cloud. The company uses Amazon Elastic Cloud
Compute (Amazon EC2) instances to power SAP, and Amazon Simple Storage (Amazon S3) and
Amazon Elastic Block Storage (Amazon EBS) for storage. Amazon Redshift enables Visy to run
real-time reports for stakeholders.
Benefits
• Visy boosted SAP App Server performance by 46% on AWS
• SAP performance has improved 28%
• Visy deploys SAP instances around 93% more quickly
• Significantly reduce run costs by leveraging on-demand computing benefits
• Visy leverages AWS as a data lake. Many customers are taking the approach that Visy is taking
by creating a petabyte or exabyte scalable data lake on AWS to aggregate data from all of their
environments inclusive of SAP for real time analytics and reporting.
Additional Resources:
• AWS case study: https://aws.amazon.com/solutions/case-studies/visy/
• Visy’s use of AI and AWS: https://www.itnews.com.au/news/visy-to-bring-ai-robotics-to-all-
parts-of-manufacturing-488829 / https://www.zdnet.com/article/visys-robotic-vision-driven-
by-amazon/
Slide 31
Knowledge check
Match the descriptions to the opportunities that help you engage in conversations about SAP on AWS.

Lift and shift
HANA transformation Infrastructure
. . . .
Extend the core

SAP landscapes are Move SAP applications
functionality using AWS
moved from Oracle, Move to AWS with little on HANA away from
and partner systems
DB2, and SQL Server to or no change to the OS, Oracle, SQL, or another
that might include
SAP HANA and DB, or SAP applications. relational database but
AI/ML, IoT, and data
S/4HANA. not to S/4HANA.
lakes.
Lift and shift: Move to AWS with little or no change to the OS, DB, or SAP applications.
Refactor on HANA: Move SAP applications on HANA away from Oracle, SQL, or another relational
database but not to S/4HANA.
S/4HANA transformation: SAP landscapes are moved from Oracle, DB2, and SQL Server to SAP
HANA and S/4HANA.
Beyond Infrastructure: Extend the core functionality using AWS and partner systems that might
include AI/ML, IoT, and data lakes.
Slide 32
Knowledge check
Connect the Beyond Infrastructure pillar on the left with its
capability on the right.
Data analytics Automate manual tasks
Deep insights drawn

Internet of Things (IoT)
through machine learning
Apps and APIs Predictive maintenance
DevOps Voice-enabled applications
Connect the Beyond Infrastructure pillar on the left with its capability on the right.
Data analytics: Deep insights drawn through machine learning

Internet of Things (IoT): Predictive maintenance
Apps and APIs: Voice-enabled applications
DevOps: Automate manual tasks
Slide 33
• Key adoption scenarios are lift and shift, refactoring on HANA,

S/4HANA transformation, and Beyond Infrastructure.
• SAP offers traditional solutions, platform solutions, and SaaS

solutions, as well as products that can be deployed either on-
premises or in the cloud.
• AWS helps customers to migrate their workloads to AWS.
• Key adoption scenarios are lift and shift, refactoring on HANA, S/4HANA transformation, and
Beyond Infrastructure.
• SAP offers traditional solutions, platform solutions, and SaaS solutions, as well as products that
can be deployed either on-premises or in the cloud.
• AWS helps customers migrate their workloads to AWS and also creates more value by enabling
them to integrate their SAP applications with AWS services and build extensions.
Slide 34
Thank You
Slide 35
Industry solutions
(optional slides)
In this section, you will learn about the typical challenges and solutions for specific industries, as
well as the key benefits of using SAP on AWS.
Slide 36
Power and Utilities

Engie
• Facing increasing risk and regulatory challenges

Power and • Moving to a modern, digital enterprise
Utilities • Meeting more consumer demands
Key benefits of using SAP on AWS
• Improve customer engagement and insights • 50% reduced implementation time

• Boost efficiency in operations and asset management • 50% reduced infrastructure cost
• Reduce total cost of ownership for systems • 10x ROI from automation
Industry challenges
• Facing increasing risk and regulatory challenges
• Moving to a modern, digital enterprise
• Meeting more consumer demands

• Improve customer engagement and insights
• Boost efficiency in operations and asset management
• Reduce total cost of ownership for systems
Engie
https://aws.amazon.com/solutions/case-studies/engie/
• 50% reduced implementation time
• 50% reduced infrastructure cost
• 10x ROI from automation
Slide 37
Insurance
AIG
• Updating burdensome legacy infrastructure

• Facing regulatory pressures
Insurance • Addressing commodity pricing pressure
• Handling increasing frequency and severity of claims
• Address a broad set of regulatory and compliance • 40% performance improvement on

frameworks AWS
• Access analytical tools • 71% reduced database size
• 50% annual run-rate reduction
• Gain better customer insights
• 1 hour build times (down from two
• Reduce TCO months)
Industry challenges
• Updating burdensome legacy infrastructure
• Facing regulatory pressures
• Addressing commodity pricing pressure
• Handling increasing frequency and severity of claims

• Address a broad set of regulatory and compliance frameworks
• Access analytical tools
• Gain better customer insights
• Reduce TCO
AIG
https://events.sap.com/sapandasug/en/session/37288
• 40% performance improvement on AWS
• 71% reduced database size
• 50% annual run-rate reduction
• 1 hour build times (down from two months)
Slide 38
Manufacturing
Sumitomo Chemical and Whirlpool
• Maintaining 24x7x365 operations

Manufacturing • Protecting and securing IP
• Unleashing data and bringing insights
• Reducing costs

• 40% reduction in job processing
• Accelerate product development with cost-effective, time
• 200,000+ SAPS running on SAP
scalable compute
S/4 HANA on AWS
• Enable smart factories and products with secure, reliable
IoT connectivity and analytics
• Streamline operations and reduce costs with intelligent
• 6 TB HANA AWS EC2 high-memory
automation and cloud instances
• 8 hours environment refresh time
(down from 5 days)
Industry challenges
• Maintaining 24x7x365 operations
• Protecting and securing IP
• Unleashing data and bringing insights
• Reducing costs

• Accelerate product development with cost-effective, scalable compute
• Enable smart factories and products with secure, reliable IoT connectivity and analytics
• Streamline operations and reduce costs with intelligent automation and cloud
Sumitomo Chemical
https://aws.amazon.com/solutions/case-studies/sumitomo-chemical/
• 40% reduction in job processing time
• 200,000+ SAPS running on SAP S/4 HANA on AWS
•
Whirlpool
https://www.youtube.com/watch?v=1tGmQd0yOzE
• 6 TB HANA AWS EC2 high-memory instances
• 8 hours environment refresh time (down from 5 days)
Slide 39
Retail
Zappos
• Addressing growing options for online, in-store, and mobile

purchases
Retail • Providing customers with access to a variety of relevant products
• Meeting expectations of exceptional customer service and
unique in-store and online experiences
• Focus big data on customer and operational insight

• Adopt a cloud-optimized, microservices architecture
• Support conversational commerce with AWS (AR, VR, • 29 hours to migrate to SAP Business
Suite on SAP HANA
mixed reality, video analytics)
• Minutes to spin up any size server
Industry challenges
• Addressing growing options for online, in-store, and mobile purchases
• Providing customers with access to a variety of relevant products
• Meeting expectations of exceptional customer service and unique in-store and online
experiences

• Focus big data on customer and operational insight
• Adopt a cloud-optimized, microservices architecture
• Support conversational commerce with AWS (AR, VR, mixed reality, video analytics)
Zappos
https://www.youtube.com/watch?v=LEAmx28CfBg
• 29 hours to migrate to SAP Business Suite on SAP HANA
• Minutes to spin up any size server
Slide 40
Life Sciences
Thermo Fisher Scientific
• Handling explosion of data that holds—but also masks—

Life Sciences insight
• Accelerating product time-to-market pressure from C-level
• Reimbursing becomes difficult with targeted therapeutics
• Accelerate time to insight

• Provide scalability and dynamic resourcing
• Increase compliance and security • Hours to create systems
• 50% infrastructure savings
• Achieve global and fault tolerance
• 60% DR cost reduction
Industry challenges
• Handling explosion of data that holds—but also masks—insight
• Accelerating product time-to-market pressure from C-level
• Reimbursing becomes difficult with targeted therapeutics
Targeted therapeutics is a medical treatment for cancers:

https://en.wikipedia.org/wiki/Targeted_therapy.

• Accelerate time to insight
• Provide scalability and dynamic resourcing
• Increase compliance and security (https://aws.amazon.com/compliance/hipaa-compliance/)
• Achieve global and fault tolerance
ThermoFischer
https://aws.amazon.com/solutions/case-studies/thermo-fisher/
• Hours to create systems (down from weeks)
• 50% infrastructure savings
• 60% DR cost reduction
Slide 1
Module 4
Guided Practice
Welcome to Module 4, Guided Practice.

Slide 2
Objectives
• Assess conversations and listen for

opportunities to engage with customers
• Use the role conversation tips to be
aware of how you can tailor customer
conversations
• Use the SAP battlecard to identify gaps
and recognize how to strengthen
customer conversations
This module explores conversations that you might have with customers when trying to identify
opportunities for SAP on AWS solutions. You will learn how to:
• Assess conversations and listen for opportunities to engage with customers

• Use the role conversation tips to be aware of how you can tailor customer conversations
• Use the SAP battlecard to identify gaps and recognize how to strengthen customer
conversations
Slide 3
SAP on AWS customer solutions
In this section, you will learn about typical adoption drivers for SAP on AWS.
Slide 4
How to discuss SAP on AWS solutions

Lift and shift
• Move SAP landscape to AWS exactly as is, with existing database
• Reduce costs, increase agility, and shorten learning curve
Refactor on HANA
• Refactor an SAP app on HANA away from Oracle, MS SQL Server, etc.
• Simplify data management and prepare for S/4HANA
• Completely modernize to SAP S/4HANA
• Process overhaul, better customer insights, and meet performance needs
Beyond Infrastructure
• Extend the value of SAP data by leveraging AWS services
• Get new business capabilities without on-premises limitations
Productive conversations with your customers should yield insights into their current SAP
landscape and future roadmap. Using this information will help identify opportunities for SAP on
AWS solutions for that customer and also provide leads for other potential customers.
The four strategic plays (use cases) are:
Lift and shift

In a lift and shift, customers move their SAP landscapes to the cloud without making changes to
the database or application layer. As a result, they realize cost savings, improved performance,
and scalability.
Refactor on HANA
On-premises SAP installations need large internal teams, can take significant effort to upgrade,
and are sized to support peak volumes, resulting in day-to-day underuse of infrastructure support
and investment. Cloud systems cost less, iterate faster, and scale automatically. Customers can
reduce their overall SAP infrastructure cost by 30 percent—at a minimum.
Many companies have realized a spectrum of benefits from running their SAP workloads on AWS,
such as simplified infrastructure management, improved time-to-market, and reduced costs. To
accomplish these results, AWS provides a reliable and secure cloud infrastructure platform that
enables businesses to quickly deploy SAP solutions in the cloud.
Existing SAP on AWS customers can drive business transformations by extending and integrating
SAP business processes with data and analytics, Internet of Things (IoT), apps and APIs, DevOps,
and machine learning.
Slide 5
Customer engagement
In this section, you will look at some conversations that you might have with customers while
discussing SAP on AWS solutions.
Slide 6
SAP Battlecard
As you listen to the conversations in each
Activity scenario, complete the SAP battlecard to
identify the best solution for the customer.
The four scenarios in this module are:
• Lift and shift

• Refactor on HANA
• S/4HANA transformation
• Beyond Infrastructure
In the following slides, you will run through four customer engagement opportunities. The
challenges are:
• Lift and shift

• Refactor on HANA
• S/4HANA transformation
• Beyond Infrastructure
For each scenario, complete the SAP battlecard to identify the best solution for the customer.
Slide 7
Lift and shift
Slide 8
Challenge: Lift and shift
Example Corp. Snacks

Profile
Distributor, > $1.5B revenue annually
 Customer: Current situation

Nikki Wolf (she/her/hers) ECC on Microsoft SQL Server, on premises
Procurement
Goal
 Your goal: Show a lower-risk
• Improve performance of SAP applications
option for migrating their SAP
• Manage business growth
landscape to the cloud, while
• Use existing database license
maintaining their database
license
Challenge
Productivity is starting to slow, and reporting and
information shared with senior managers is delayed.
Example Corp. Snacks produces, distributes, and sells pretzels, potato chips, and other snack
foods. Headquartered in Cary, NC, they recently expanded operations to Denver, Chicago, and
Orlando. With an increase in business, their current infrastructure is reaching the limits of its
capacity, which is compromising performance of their SAP applications. Productivity is starting to
slow, and reporting and information shared with senior managers is delayed.
Your goal is to show Nikki a lower-risk option for moving to the cloud, so she can realize cloud
benefits, while maintaining licenses for their databases.
Slide 9
Procurement typical priorities
Ensuring ROI
Lowering Using existing

costs licenses
The procurement role has typical priorities. Their concerns focus around:
• Lowering costs
• Ensuring ROI
• Effectively using existing licenses
In this case, Nikki is looking to for a cost-effective way to refresh their hardware, while using their
existing database license.
Slide 10
Procurement conversation tips

Conversation focus
Emphasize the Highlight the cost

Use the AWS Pricing
benefits of AWS as benefits of the
Calculator to
the underlying cloud Migration Acceleration
demonstrate cost
platform Program (MAP)
Questions to ask
• Have you started to plan for your next SAP infrastructure
refresh?
• What existing SAP licenses do you want to carry over to
the cloud?
When working with procurement, you can focus your conversations around emphasizing AWS
benefits as a cloud platform, highlighting the cost benefits of the Migration Acceleration Program
(MAP) and reducing costs.
Be sure to include these points:
1) Emphasize the benefits of having AWS as the underlying platform

• In 2019, AWS experienced 7x less downtime than Azure.
• AWS provides the largest global footprint, spanning 24 Regions and 77 Availability Zones.
2) Migration Acceleration Program (MAP)

Highlight the cost benefits of the Migration Acceleration Program (MAP). MAP is a
comprehensive and proven cloud migration program based upon AWS’s experience of migrating
a thousand enterprise customers to the cloud. The program packages best practices, tools,
expertise, financial incentives, and a partner ecosystem to make cloud adoption easier. AWS
supports the customer journey through its partners, helping customers to reduce cost and risk,
increase agility, and innovate faster.
3) AWS reliably reduces SAP costs

Use the AWS Pricing Calculator to demonstrate cost. The 2019 IDC report shows that it’s less
expensive to run SAP on AWS than on-premises.
• 85.4% of customers have seen cost reduction.
• Customers experience 20-50% cost savings on average when running SAP on AWS versus on
premises.
To engage customers, ask these questions:

• Have you started to plan for your next SAP infrastructure refresh?
• What existing SAP licenses do you want to carry over to the cloud?
Slide 11
Example Corp. Snacks conversation
Scenario
You are meeting with Nikki Wolf, the head
of Procurement at Example Corp Snacks.
She would like to discuss ways to increase
the performance of her applications.
In this scenario, you are meeting with Nikki Wolf, the head of Procurement of Example Corp
Snacks. She would like to discuss ways to increase the performance of her applications.
Slide 12
You: I understand you have some performance issues, and you’re unable to
maintain scale of your applications due to recent growth. What are you
planning to do to fix that problem?
• Nikki: We are looking into increasing the capacity of our on-premises

infrastructure.
You: Did you know that SAP customers often solve that concern by moving
their workloads to AWS?
• Nikki: I don’t think that path would be cost-effective for us. We have already
invested in Microsoft SQL Server licenses.
You: I understand you have some performance issues, and you’re unable to maintain scale of
your applications due to recent growth. What are you planning to do to fix that problem?
Nikki: We are looking into increasing the capacity of our on-premises infrastructure.
You: Did you know that SAP customers often solve that concern by moving their workloads to
AWS?
Nikki: I don’t think that path would be cost-effective for us. We've already invested in Microsoft
SQL Server licenses.
Slide 13

(continued)
You: That’s not a problem. Customers bring over their workloads and can
leverage their existing licenses. AWS is certified to run the broadest range
of SAP applications among cloud providers.
In addition, it’s less expensive to run SAP on AWS than on premises. 85.4%
of customers have seen cost reduction.
• Nikki: That sounds like something we’d be interested in. But I’m also
concerned about the disruptions a migration might have on our customers
and our own reporting.
You: That’s not a problem. Customers bring over their workloads and can leverage their existing
licenses. AWS is certified to run the broadest range of SAP applications among cloud providers.
In addition, it’s less expensive to run SAP on AWS than on premises. 85.4% of customers have
seen cost reduction.
Nikki: That sounds like something we’d be interested in. But I’m also concerned about the
disruptions a migration might have on our customers and our own reporting.
Slide 14

(continued)
You: That’s a valid concern. However, AWS has programs to help customers
reduce the risk and cost of migrating. For instance, the Migration
Acceleration program for SAP helps customers build a strong operational
foundation for their SAP landscape on AWS.
• Nikki: That sounds great. I’d like to learn more about this opportunity.
You: Sure. As a next step, I’ll contactour SAP on AWS team to have a more
detailed conversation with your team. They can help ensure a smooth
migration.
End of conversation
You: That’s a valid concern. However, AWS has programs to help customers reduce the risk and
cost of migrating. For instance, the Migration Acceleration Program for SAP helps customers build
a strong operational foundation for their SAP landscape on AWS.
Nikki: That sounds great. I’d like to learn more about this opportunity.
You: Sure. As a next step, I'll contact our SAP on AWS team to have a more detailed conversation
with your team. They can help ensure a smooth migration.
Slide 15
Discussion
SAP Battlecard
Lift and shift • Have we identified the strategic play and
use cases?
• Have we explored the possible pain
points for this customer?
• Did we communicate the relevant
benefits?
• What else might you have expected to
discuss with this person?
• Is this opportunity qualified and ready for
registration with ACE?
15
Here are some observations you could make about this specific customer and conversation.
Invite the class to comment on each area, in turn.
Have we identified the strategic play and use cases?

• Yes, lift and shift.
• With no change in the database, they want to reuse their MS SQL Server license.
• But what about a change in operating system? What’s the licensing position there?
• And what about considering a disaster recovery use case first? They could use pay-as-you-go
MS SQL Server licenses for disaster recovery in AWS.
Have we explored the possible pain points for this customer?

• There’s some discussion about performance related to technical debt.
• But what about SAP ECC/Business Suite end of support? What’s their plan?
• Any security or data protection issues?
• Do they have a plan for high availability and disaster recovery?
• Any interest in the new use of data with access to new technologies?
Did we communicate the relevant business benefits?

• Retire technical debt was discussed.
• What about reducing TCO?
• There was not any mention of digital transformation.
What about AWS benefits?
• There’s some mention of experience and SAP workload support.
• What about reliability?
• What about cost reduction?
• What about innovation?
What else might you have expected to discuss with this person?
• Because this was someone from procurement, could we also have discussed AWS
Marketplace? The benefit would be simplified procurement and deployment of third-party
tools and services.
• Also, in general, mention the wide and deep set of resources in the AWS ecosystem which can
be easily consumed.
Is this opportunity qualified and ready for registration with ACE?

• No, only two on the list could be checked: need extra infrastructure and AWS SAP awareness.
• Other qualification requirements are listed on battlecard.
Slide 16
Key points: Lift and shift
1 Communicate the ability for

customers to move at their own
speed with SAP on AWS.
2 Highlight AWS tools to simplify

migration, such as the AWS Launch
Wizard for HANA.
The key points of this section are:
• Communicate the ability for customers to move at their own speed with SAP on AWS.
• Highlight AWS tools to simplify migration, such as the AWS Launch Wizard for HANA.
Slide 17
Refactor on HANA
Slide 18
Challenge: Refactor on HANA
AnyCompany Clothing
Profile
Retailer, > $2B revenue annually

Paulo Santos (he/him/his) ECC on Oracle on-premises
CFO
 Your goal: Identify cost- Goal
effective upgrade solutions Save on infrastructure costs
Challenge
Validate the value of migrating to SAP on AWS
Headquartered in Los Angeles, AnyCompany Clothing is a clothing company that has roughly
1,500 employees and exceeds $2 billion in revenues annually. The company currently runs SAP
ECC on Oracle on premises, but regularly reviews its technology solutions and has identified SAP
HANA as the future database to run the SAP system. Paulo, the CFO, is struggling to create a
business case to get the necessary approval.
Your goal is to identify opportunities to optimize cost and improve their IT landscape for better
performance.
Slide 19
CEO/CFO typical priorities
Reducing Experimenting
SAP costs and failing fast
Making SAP a
Driving greater strategic part of
innovation the business
from SAP
The CEO and CFO roles have typical priorities. Their concerns focus around:
• Driving greater innovation from SAP

• Reducing SAP costs
• Enabling easier experimentation and failing fast
• Making SAP a strategic part of the business
In this case, Paulo is looking to build a case around reducing SAP costs.
Slide 20
CEO/CFO conversation tips

Conversation focus
Demonstrate breadth and depth of

Use the AWS Pricing Calculator
services and the opportunity to
to demonstrate cost
innovate with SAP data
Questions to ask
• What are your primary objectives for your SAP landscape?

• At what level have you experimented with SAP data?
When working with CEOs and CFOs, you can focus your conversation around demonstrating the
breadth and depth of services, as well as reducing costs.
1) AWS has the most extensive services to innovate with SAP

AWS has over 175 services to extend the value of SAP, including traditional IT resources and
emerging technologies, with an unmatched pace of innovation.

Use the AWS Pricing Calculator to demonstrate cost. The 2019 IDC report shows that it’s less
expensive to run SAP on AWS than on-premises.
• 85.4% have seen cost reduction.
• Customers experience 20-50% cost savings on average when running SAP on AWS vs. on-
premises.

Slide 21
AnyCompany Clothing conversation
Scenario
You have been invited to a meeting with
Paulo Santos, the CFO of AnyCompany
Clothing. He is interested in hearing how
SAP on AWS can reduce his infrastructure
costs.
In this scenario, you have been invited to a meeting with Paulo Santos, the CFO of AnyCompany
Clothing. He is interested in hearing how SAP on AWS can reduce his infrastructure costs.
Slide 22
You: Which SAP workloads are you running today, and what are your
organizational goals for this year?
• Paulo: We are running ECC on Oracle, on-premises, and have goals to

cut our infrastructure costs by 20 percent this year.
You: How is this solution helping to meet your needs?
• Paulo: The Oracle licensing maintenance cost is becoming expensive. We

want to explore running SAP ECC on HANA, but it's too expensive to even
test.
You: Which SAP workloads are you running today, and what are your organizational goals for this
year?
Paulo: We are running ECC on Oracle, on-premises, and have goals to cut our infrastructure costs
by 20 percent this year.
You: How is this solution helping to meet your needs?
Paulo: The Oracle licensing maintenance cost is becoming expensive. We want to explore running
SAP ECC on HANA, but it's too expensive to even test.
Slide 23

(continued)
You: Are you aware that AWS and SAP have a program to do test
productions in AWS? You can run SAP ECC on HANA in less than 48 hours.
This can help you build a business case and identify any challenges.
• Paulo: That sounds promising! Let's talk through what is involved in

evaluating an SAP on AWS solution for AnyCompany Clothing.
You: As a next step, I will contact our SAP on AWS team to have a more
detailed conversation with your team. Either AWS ProServe or your
preferred SAP on AWS Partner can help with the plan.
End of conversation
You: Are you aware that AWS and SAP have a program to do test productions in AWS? You can
run SAP ECC on HANA in less than 48 hours. This can help you build a business case and identify
any challenges.
Paulo: That sounds promising! Let's talk through what's involved in evaluating an SAP on AWS
solution for AnyCompany Clothing.
You: As a next step, I will contact our SAP on AWS team to have a more detailed conversation
with your team. Either AWS ProServe or your preferred SAP on AWS Partner can help with the
plan.
Slide 24
Discussion
SAP Battlecard
Refactor on HANA • Have we identified the strategic play and
use cases?
benefits?
24

• Yes, refactor on HANA.
• Could we also help lower disaster recovery or archiving costs?

• They recognize the need to start looking at HANA.
• Is Oracle not only costly but also a form of technical debt?
• Does over-provisioning create excessive licensing or hardware costs?
• Do they have concerns with high availability and disaster recovery?

• There was no mention of digital transformation.

• There was some mention of migration tools.
• What about highlighting AWS experience?
• What about improved reliability?
• What about improved innovation?
• This was the CFO, so he might also have governance, compliance, and risk management
responsibilities. They could have discussed how AWS helps in those areas.

• No, at best only these could be checked: SAP project(s), need extra infrastructure, AWS SAP
awareness, and HANA roadmap known.
• Other qualification requirements relate to timetables, cloud strategy, and budget.
Slide 25
Key points: Refactor on HANA
1 Communicate the ability and

value of running SAP on AWS.
2 Identify and define opportunities

for SAP on AWS solutions that
address your customer's concerns.
• Communicate the ability and value of running SAP on AWS.

• Identify and define opportunities for SAP on AWS solutions that address your customer's
concerns.
Slide 26
Slide 27
Challenge: S/4HANA transformation
Example Corp. Environment Technology
Profile
Revenue ~$800M annually
Richard Roe (he/him/his) SAP product and license, running on-premises
CIO
 Your goal: Communicate Goal
the ability and value of Upgrade systems to S/4HANA
running S/4HANA on AWS
Challenge
Isn’t comfortable with a migration
Example Corp. Environment Technology is a cutting-edge environmental technology company

that develops novel approaches to delivering sustainable energy with average revenue of about
$800 million per year. The company currently runs SAP Business Suite on-premises. The Chief
Information Officer, Richard Roe, is planning to upgrade systems in the future.
Your goal is to help Richard understand possible cost effective solutions for upgrading his
systems.
Slide 28
CIO typical priorities

Reducing
costs
Ensuring Ensuring
reliability ROI
Protecting
Migrating SAP data
without
disruptions
The CIO role has typical priorities. Their concerns focus around:
• Migrating without disruptions

• Ensuring SAP systems run reliably
• Reducing costs
• Ensuring ROI
• Protecting SAP data
In this case, Richard is looking to migrate systems without disruptions.

Slide 29
CIO conversation tips

Conversation focus
Showcase track record of SAP on Present differentiated APN

AWS customer success Partner ecosystem and migration
tools
Questions to ask
When working with CEOs and CFOs, you can focus your conversation around showcasing the
track record of SAP and AWS customer success, as well as the APN Partner ecosystem and
migration tools.
1) Showcase track record of SAP on AWS customer success

• AWS has been in the market since 2006 and has maintained the fastest pace of innovation.
• AWS has over 5,000 active SAP customers.
• SAP has run their own workloads on AWS since 2008.
• SAP runs 10 SAP Cloud Platform regions, SAP Analytics Cloud, SAP Concur, and other
customer-facing offerings exclusively on AWS.
2) Present differentiated APN Partner ecosystem and migration tools

AWS has proven partners and tooling to modernize at your own pace.
• Due to partnership agreements, other cloud providers might push customers into a full
S/4HANA transformation.
• AWS offers resources and partners to support any SAP strategy, not just a S/4HANA
transformation.
• AWS actively vets AWS SAP Partners to ensure they are delivering service that customers
expect.
• AWS only allocates the AWS SAP Competency to partners who have demonstrated SAP
expertise.
• AWS Launch Wizard: Deploy SAP significantly faster than on other cloud providers, while
leveraging familiar tools.
To engage customers, ask this question:

Slide 30
Example Corp. conversation
Scenario
You finally have the opportunity to meet
with Richard Roe, the CIO of Example
Corp. Environment Technology. He is
interested in the options that SAP on
AWS can offer his division.
In this scenario, you finally have the opportunity to meet with Richard Roe, the CIO of Example
Corp. Environment Technology. He is interested in the options that SAP on AWS can offer his
division.
Slide 31
Example Corp. conversation
You: What SAP products are you running today? What are your plans for the
future?
• Richard: Well, we’re currently running SAP Business Suite on HANA on-
premises, but we are looking to upgrade to S/4HANA in the next 6 to 12
months.
You: Are you aware that S/4HANA runs on AWS? We are certified to run
S/4HANA in configurations as large as 48 TB today.
• Richard: I wasn’t. Why would I want to run my SAP workloads on AWS?
You: What SAP products are you running today? What are your plans for the future?
Richard: Well, we're currently running SAP Business Suite on HANA on-premises, but we are
looking to upgrade to S/4HANA in the next 6 to 12 months.
You: Are you aware that S/4HANA runs on AWS? We are certified to run S/4HANA in
configurations as large as 48 TB today.
Richard: I wasn’t. Why would I want to run my SAP workloads on AWS?

Slide 32
Example Corp. conversation (continued)

You: We have the experience of working with thousands of customers who run
SAP workloads on AWS. In addition, the AWS Cloud is designed and built for
redundancy and reliability.
• Richard: An upgrade sounds complex.
You: We have programs in place that will help guide you through the upgrade
process and check that you meet the technical requirements.
• Richard: Would we be able to do a quick trial run?

You: Yes, AWS has a Launch Wizard for SAP HANA for deploying fully functional
SAP HANA systems on the AWS Cloud, following best practices from AWS and
SAP.
You: We have the experience of working with thousands of customers who run SAP workloads on
AWS. In addition, the AWS Cloud is designed and built for redundancy and reliability.
Richard: An upgrade sounds complex.
You: We have programs in place that will help guide you through the upgrade process and check
that you meet the technical requirements.
Richard: Would we be able to do a quick trial run?
You: Yes, AWS has a Launch Wizard for SAP HANA for deploying fully functional SAP HANA
systems on the AWS Cloud, following best practices from AWS and SAP.
Slide 33
Example Corp. conversation (continued)
You: Would you be interested in AWS helping with an S/4HANA proof of

concept, so you can try the AWS platform?
• Richard: Possibly. What are the benefits of a POC?
You: You can move quickly in your S/4HANA POC and deployment, and you
wouldn’t need to wait to provision infrastructure, nor would you need to make
long-term infrastructure investments for that workload.
• Richard: That sounds great!
End of conversation
You: Would you be interested in AWS helping with an S/4HANA proof of concept, so you can try
the AWS platform?
Richard: Possibly. What are the benefits of a POC?
You: You can move quickly in your S/4HANA proof of concept and deployment, and you wouldn’t
need to wait to provision infrastructure, nor would you need to make long-term infrastructure
investments for that workload.
Richard: That sounds great!

Slide 34
Discussion
SAP Battlecard
S/4HANA transformation • Have we identified the strategic play and
use cases?
benefits?
34

• Yes, modernize on S/4HANA.
• Should we have mentioned RISE or other managed options?
• What about raising the question of Amazon S3 data lakes and Redshift data warehouse now,
so he’s ready for later conversations about transformational analytics?
• Could you also raise the question of disaster recovery and archiving?

• They recognize the HANA issue and maybe technical debt.
• What about availability of S/4 certified hardware?
• What about over-provisioning of that hardware on premises?
• Do they have concerns with high availability and disaster recovery?
• What about mentioning new technologies to complement modern SAP?

• There wasn’t mention of accelerating digital transformation.
• AWS experience was covered, as well as tools and demanding workloads.
• There wasn’t mention of cost reductions.
• There wasn’t mention of reliability.
• This was the CIO, so he might have appreciated discussion of how AWS with SAP can enable
wider business value. For instance, you could discuss faster innovation, monetizing data
through access to new technologies, and other specific Beyond Infrastructure capabilities,
such as APIs/Apps, machine learning, DevOps, and etc.

• No, but it’s close, these could possibly be checked: SAP project(s), need extra infrastructure,
AWS SAP awareness, HANA roadmap known, and time tables.
• Other qualification requirements relate to cloud strategy and budget.
Slide 35
Key points: S/4HANA transformation
1 The customer should know that SAP can

run on AWS and that S/4HANA is
supported on AWS.
2 Instead of buying or refreshing on-premises
environment for SAP Business Suite on
HANA, the customer can go to AWS directly.
3 AWS can support the customer in a POC

migration.
• The customer should know that SAP can run on AWS and that S/4HANA is supported on
AWS.
• Instead of buying or refreshing on-premises environment for SAP Business Suite on HANA,
the customer can go to AWS directly.
• AWS can support the customer in a POC migration.
Slide 36
Slide 37
Challenge: Beyond Infrastructure
AnyCompany Biotechnology
Profile
Revenue ~$550M annually

Martha Rivera (she/her/hers) Running SAP workloads on AWS
CEO
 Your goal: Communicate Goal
Beyond Infrastructure Integrate SAP workloads with next-generation services
Challenge
She is interested in seeing more value, post migration
AnyCompany Biotechnology is a biopharmaceutical company that develops patient treatments,

with an average revenue of about $550 million per year. The company is already running SAP
workloads on AWS and wants to see more value from integrations with next-generation services.
Your goal is to introduce Beyond Infrastructure offerings and connect the CEO, Martha Rivera,
with SAP solutions architecture teams in the relevant next-generation services.
Slide 38
CEO/CFO typical priorities
Reducing Experimenting
SAP costs and failing fast
Making SAP a
Driving greater strategic part of
innovation the business
from SAP
As you learned in the first scenario, the CEO and CFO roles have typical priorities. Their concerns
focus around:
• Driving greater innovation from SAP

• Reducing SAP costs
• Enabling easier experimentation and failing fast
• Making SAP a strategic part of the business
In this case, Martha is looking to make SAP a strategic part of the business.
Slide 39
CEO/CFO conversation tips

Conversation focus
Demonstrate breadth and depth of

Use the AWS Pricing Calculator
services and the opportunity to
to demonstrate cost
innovate with SAP data
Questions to ask

When working with CEOs and CFOs, you can focus your conversation around demonstrating the
breadth and depth of services, as well as reducing costs.
1) AWS has the most extensive services to innovate with SAP

AWS has over 175 services to extend value of SAP, including traditional IT resources and
emerging technologies, with an unmatched pace of innovation.

Use the AWS Pricing Calculator to demonstrate cost. The IDC shows that it’s less expensive to run
SAP on AWS than on-premises.
• 85.4% have seen cost reduction.
• Customers experience 20-50% cost savings on average when running SAP on AWS vs. on-
premises.

Slide 40
AnyCompany Biotechnology conversation
Scenario
You have a meeting with the CEO, Martha
Rivera, of AnyCompany Biotechnology.
She would like to discuss integrations with
next-generation services.
In this scenario, you have a meeting with the CEO, Martha Rivera, of AnyCompany Biotechnology.
She would like to discuss integrations with next-generation services.
Slide 41
AnyCompany Biotechnology conversation
You: I see you have been running your SAP workloads on AWS for two years.
How is that going?
• Martha: Good. Our infrastructure costs are down by 30 percent, and we can
scale up resources to accommodate our data experiments. But I think we
could do more.
You: What did you have in mind?
• Martha: Our scientists need to be able to run simulations instead of

arranging clinical trials with participants. We need a faster turnaround.
You: It sounds like you're ready to integrate your SAP applications with AWS
services. Let me connect you with our SAP integration experts.
End of conversation
You: I see you have been running your SAP workloads on AWS for two years. How is that going?
Martha: Good. Our infrastructure costs are down by 30 percent, and we can scale up resources to
accommodate our data experiments. But I think we could do more.
You: What did you have in mind?
Martha: Our scientists need to be able to run simulations instead of arranging clinical trials with
participants. We need a faster turnaround.
You: It sounds like you're ready to integrate your SAP applications with AWS services. Let me
connect you with our SAP integration experts.
Slide 42
Discussion
SAP Battlecard
Beyond Infrastructure • Have we identified the strategic play and
use cases?
benefits?
42

• Yes, Beyond Infrastructure.
• Should we have checked which elements were relevant, Apps/Data/ML/DevOps?
• On use cases, maybe Amazon S3 data lakes and Redshift data warehouse are of immediate
interest?
• What about disaster recovery and archiving?

• They are already running SAP on AWS, so much of the pain is gone.
• But given their data is on clinical trials, maybe they have data protection/compliance issues
that need checking.

• They sounded like they are moving fast. It might be worth having a conversation to highlight
the benefits of cloud if mergers/acquisitions could be useful. It could be a chance to get in
early with an acquisition target to smooth the merger.

• We can check to see if they have seen the anticipated benefits in cost, operational tools, and
reliability.
• This could be a candidate for a case study for AWS.
• She is the CEO, so she might have liked to talk about wider industry trends, particularly the
explosion in use of advanced data techniques such as machine learning. In addition, the use of
wearables in clinical trials can speed data availability and etc. She might have appreciated
discussion of how AWS with SAP can enable wider business value through faster innovation,
access to new technologies, and specific Beyond Infrastructure capabilities, such as APIs/Apps,
ML, DevOps.

• Yes, if she can confirm she has budgeted for this.
Slide 43
Key points: Beyond Infrastructure
1 The customer should know about

Beyond Infrastructure offerings.
2 You can connect the customer to SAP

integration experts, who can help
with integrating next-generation
services.
• The customer should know about Beyond Infrastructure offerings.

• You can connect the customer to SAP integration experts, who can help with integrating next-
generation services.
After the cloud adoption phase is successful, customers look for new ways to innovate that allow
for more experimentation. AWS provides customers with the opportunities to extend and
integrate SAP business processes with next-generation services.
Slide 44
Objection handling
In this section, you will learn how to handle some common customer objections.
Slide 45
Objection scenario about competitors
Objection
Other cloud companies have stronger relationships with SAP.
Response
SAP has been an AWS customer since 2008. SAP exclusively runs SAP HANA
Cloud, Data Warehouse Cloud, and Analytics Cloud on AWS.
In this first scenario, a customer might say, “Other cloud companies have stronger relationships
with SAP.”
And you can respond by saying, “SAP has been an AWS customer since 2008. SAP exclusively runs
SAP HANA Cloud, Data Warehouse Cloud, and Analytics Cloud on AWS.”
Slide 46
Objection scenario about licenses
Objection
All of my SAP licenses and core applications can’t be

transferred to the cloud.
Response
AWS is certified to run the broadest range of SAP applications among cloud
providers. Customers can bring existing licenses to AWS.
In this second scenario, a customer might say, “All of my SAP licenses and core applications can’t
be transferred to the cloud.”
And you can respond by saying, “AWS is certified to run the broadest range of SAP applications
among cloud providers. Customers can bring existing licenses to AWS.”
Slide 47
Objection scenario about cost
Objection
Running SAP on other cloud platforms is cheaper than on AWS.
Response
Over 85.4% of customers have seen cost reduction by running SAP on AWS.
In this third scenario, a customer might say, “Running SAP on other cloud platforms is cheaper
than on AWS.”
When a customer is concerned about cost, they might say, “Over 85.4% of customers have seen
cost reduction by running SAP on AWS.” (IDC 2019)
Slide 48
• Customer engagement opportunities and the four use cases: lift and
shift, refactor on HANA, S/4HANA transformation, and Beyond
Infrastructure
• How to structure customer conversations around different

customers concerns
• How to identify areas of improvement and what services to suggest
• Customer engagement opportunities and the four use cases: lift and shift, refactor on HANA,
S/4HANA transformation, and Beyond Infrastructure
• How to structure customer conversations around different customers concerns
• How to identify areas of improvement and what services to suggest
Slide 49
Thank You
Slide 1
Module 5
Resources and Next Steps
In this module, you learn about resources that supplement the knowledge gained in the training.
You will also learn about resources to drive business and technical enablement in your
organization.
Slide 2
Objectives
• Identify additional information and resources

• Explore Partner programs and training
In this module, you will learn about additional information, resources, programs, and training.
Slide 3
Resources
Slide 4
SAP on AWS resources
SAP white papers AWS for SAP Solutions SAP FAQ SAP case studies
List of white papers about SAP solutions that are fully Answers to frequently asked Explore the many different
using SAP solutions on the supported by SAP for questions about SAP SAP on AWS case studies.
AWS Cloud. production deployment in the solutions on the AWS Cloud.
AWS Cloud.
https://aws.amazon.com https://aws.amazon.com https://aws.amazon.com https://aws.amazon.com/

/sap/whitepapers/ /sap/solutions/ /sap/faq/ sap/case-studies/
For more information about SAP on AWS, please refer to specific areas of the AWS webpages
linked here. You will find information on SAP white papers, AWS for SAP Solutions, SAP frequently
asked questions, and SAP case studies.
Slide 5
Next steps
Now that you have an understanding of what SAP is and the benefits that customers experience
when running SAP on AWS solutions, explore the role that the AWS Partner Network (APN) plays
in helping your customers.
Slide 6
AWS Partner Network
AWS ISV Partners

• Develop packaged solutions that span the phases of the
customer migration journey
• Help customers simplify, migrate, transform, and extend

the SAP landscape
AWS SI Partners
• Accelerate customer cloud adoption journey by providing
technical personnel, tools, education, and technical support
to customers in the form of professional services
https://aws.amazon.com/partners/
The AWS Partner Network (APN) is the global partner program for AWS and plays a key role in
simplifying, migrating, transforming, and extending the customer SAP landscape. It is focused on
helping AWS Partners build successful AWS-based businesses or solutions by providing business,
technical, marketing, and go-to-market support.
AWS Partners are classified as Independent Software Vendors (ISVs) or Systems Integrators (SI).
AWS ISV Partners

• Independent Software Vendor (ISV) Partners have packaged solutions that span the various
phases of the customer migration journey
• They help customers simplify, migrate, transform, and extend the SAP landscape
AWS SI Partners
AWS Systems Integrator (SI) Partners accelerate customer cloud adoption journey by providing
technical personnel, tools, education, and technical support to customers in the form of
professional services.
Slide 7
AWS training resources
https://aws.amazon.com/training/
https://aws.amazon.com/partners/training/path-bus-pro/
AWS Training and Certification helps AWS Partners deepen their AWS knowledge and skills,
differentiate their business, and better serve their customers.
AWS has learning paths specifically designed for AWS Partners in either business or technical
roles. Courses in these learning paths build on one other, providing you with the necessary
knowledge to engage with customers. Many of the partner training courses are available both
digitally or in-person.
The AWS Business Professional learning path shows the recommended business courses for a
business-focused AWS Partner.
For more details on the latest AWS Partner training offerings, see the AWS Partner Training and
Certification page: https://aws.amazon.com/partners/training/.
Slide 8
AWS SAP Competency

AWS SAP Competency Partners have demonstrated
technical proficiency and proven success in SAP
implementation, migration, and innovation.
Increase visibility with Gain go-to-market and Access additional funds

customers and AWS marketing support and discounts
https://aws.amazon.com/partners/competencies 8
The AWS Competency Program helps you market and differentiate your business to AWS
customers by showcasing your skills in specialized areas across industries, use cases, and
workloads. For example, the AWS SAP Competency recognizes Partners who specialize in
delivering SAP-focused solutions and services. As a result, customers will know that your skills are
vetted, validated, and verified against a high bar in your achievement of an AWS Competency
designation.
• An SAP Competency increases partner visibility with customers and AWS, and shows they have
attained an advanced level of expertise.
• Partners can get go-to-market and marketing support to ensure success with marketing, sales
alignment, enablement, and go-to-market strategies.
• Partners also have access to additional programs, discounts, and financial incentives, so they
can continue to win in the marketplace and grow their businesses.
Slide 9
Accelerate your customer engagements
HANA on X1 Funding Program

• Who: Customers running SAP HANA on X1
• What: Offers POC or migration credits
Partner Opportunity Acceleration Funding Program

• Who: Customers working with a preferred AWS Partner
• What: Accelerates customer adoption of Partner solution
FAST: SAP Rapid Migration Test Program

• Who: Customers testing SAP HANA or SAP ASE on AWS
• What: Migrates SAP solutions on non-SAP databases
The APN has funding programs that can accelerate your customer engagements.
HANA on X1 Funding Program

The HANA on X1 Funding Program offers POC or migration credits to customers running SAP
HANA on X1. This program is designed to encourage SAP customers to:
• migrate SAP NON-HANA based solutions to HANA on AWS,

• migrate existing SAP HANA-based solutions (S/4 HANA, BW/4 HANA, Business Suite on HANA,
BW on HANA and others), or
• deploy new SAP HANA-based solutions, to AWS by leveraging the X1 instance type.
Partner Opportunity Acceleration Funding Program

This is a funding program that offers POC or migration cash or credits to customers working with
a preferred AWS Partner.
This program helps accelerate the sales cycles and customer adoption of the Partner's solution or
products powered by AWS, as well as help Partners develop wins that can validate and
demonstrate their AWS expertise to earn trust from their customers.
FAST: SAP Rapid Migration Test Program

This is a migration test program for customers who want to test running SAP HANA or SAP ASE on
AWS with lower risk and cost.
FAST helps customers migrate their SAP Solutions on non-SAP databases (Oracle, MS SQL, DB2,
and others) from on-premises infrastructure, or SAP-hosted provider infrastructure to SAP
Solutions on HANA or SAP ASE on AWS.
Slide 10
Migration Acceleration Program (MAP)

Assess Mobilize Migrate and modernize
Migrate Modernize
Discovery Technical
workshop validation
Customer and partner incentives
Realized benefits
Initial TCO Migration Business

assessment plan case
Reduce Reduce Increase Innovate
Cash reimbursements AWS POC credits cost risk agility faster
The AWS Migration Acceleration Program (MAP) is a comprehensive and proven cloud migration
program based upon AWS’s experience of migrating a thousand enterprise customers to the
cloud. The program packages best practices, tools, expertise, financial incentives, and a partner
ecosystem to make cloud adoption easier.
MAP consists of a three-phase journey that helps customers achieve their migration goals by
reducing migration complexity and costs.
In the first phase, customers assess their readiness. At this stage, they have just heard about SAP
and AWS, and they would like more information. They might want to know about ROI and total
investment. Partners conduct a migration readiness assessment to identify and evaluate
strengths, opportunities for improvement, and business benefits.
In the second phase, customers mobilize their resources. Partners help them create a migration
plan and detailed business case. AWS provides credits to offset the investments of the customer,
so the partner can dive deep into those scenarios and demonstrate the value that they bring to
those customers. Then, customers gain experience by migrating pilot workloads.
In the third phase, Partners help customers carry out large-scale migration plans that were
developed during the mobilize phase.
AWS supports the customer journey through its partners, helping customers to reduce cost and
risk, increase agility, and innovate faster.
Slide 11
Dedicated SAP Partner team
Accelerate Drive SAP Jointly manage

your growth competency program MAP for SAP
Be your advocate and Drive joint go-to-market

showcase your success and marketing programs
The SAP Partner team is dedicated to helping AWS Partners accelerate their growth.
As you already know, the SAP Competency ensures that partners are enabled and taking
advantage of programs, offerings, and incentives.
AWS looks to have jointly-run MAP for SAP engagements. Your partner team can connect you
with the right teams to run those in the field.
Your SAP Partner team advocates for you and showcases your success. Every partner win is a win
for AWS.
Finally, AWS drives joint go-to-market and marketing motions. AWS helps partners unlock
opportunities. AWS has marketing programs that will help you to create awareness, create
campaigns, and dedicate resources to help SAP Competency partners be successful.
Slide 12
APN Customer Engagements (ACE)
The ACE program increases AWS sales and AWS Partner

alignment, collaboration, and support.
Partner sourced AWS sourced
Partner referrals Lead Opportunity

referrals referrals
https://aws.amazon.com/partners/ace/
The ACE Program enables AWS Partners to support customers and drive successful engagements
on AWS.
It is a mechanism for submitting and receiving opportunities.
Slide 13
What’s next
Contact your PDM APN Navigate
Enable your Gain AWS Build your

business visibility portfolio
Contact your partner development Use the tools and resources established
manager to establish a plan for to help AWS Partners transform their
growing your SAP on AWS business. businesses one step at a time.
Contact your PDM

The AWS Partner team is here to help you. Your first point of contact is your Partner
Development Manager (PDM). You can find your PDM on your AWS Partner home page or by
submitting the contact form online. These forms are forwarded to the correct PDM.
You can also reach out to your alliance lead, who is a person at your company who manages the
AWS relationship.
Reference
• PDM contact form: https://aws.amazon.com/contact-us/
APN Navigate
Specialists focus on areas of expertise to help customers in specific solution areas or verticals.
Becoming an expert on a particular AWS use case has significant benefits. As customers continue
to build on the AWS Cloud, they’ll look for AWS Partners who can provide specific offerings that
address specific business needs.
The APN SAP Navigate creates a prescriptive journey for AWS Partners who want to learn the
skills and tools to expand their ability to support SAP customers on the AWS Cloud. It provides
AWS Partners with step-by-step guidance on how to specialize on AWS, with the ultimate goal of
becoming an expert and trusted AWS Partner via the Competency or MSP Program.
For more information, see the AWS SAP Navigate Program page:
https://aws.amazon.com/partners/navigate/sap/
Slide 14
Top five takeaways
1. AWS is partnered with 2. SAP offers traditional,

SAP for faster innovation. platform, and SaaS
solutions.
5. AWS is here
to help.
3. SAP on AWS has four 4. AWS Partners help

key adoption scenarios. customers in migrating,
transforming, and
extending their SAP
landscape.
As an AWS Partner, you succeed by helping your customers reach their business goals. Many
customers feel pressure to move faster, be more responsive to customer feedback, and increase
both operational and cost efficiency.
To wrap up today’s training, here are your top five course takeaways:
• AWS is closely partnered with SAP to achieve a faster pace of innovation for SAP on AWS.
• SAP offers traditional solutions, platform solutions, and SaaS solutions, as well as products
that can be deployed either on-premises or in the cloud.
• Key adoption scenarios are lift and shift, refactoring on HANA, S/4HANA transformation, and
beyond infrastructure.
• AWS Partners help customers in simplifying, migrating, transforming, and extending their SAP
landscape.
• You are not alone on the journey with your customers. AWS is experienced in helping AWS
Partners help their customers succeed. You have access to training, documentation,
whitepapers, videos, people, and Partner Solutions Architects. Engage with AWS to help you
and your customers!
Slide 15
Thank You
© 2020 Amazon Web Services, Inc. or its affiliates. All rights reserved. This work may not be reproduced or redistributed, in whole or in part, without prior written permission
from Amazon Web Services, Inc. Commercial copying, lending, or selling is prohibited. Corrections or feedback on the course, please email us at: aws-course-
© 2021 Amazon Web Services, Inc.
feedback@amazon.com. For all other questions, contact us at: https://aws.amazon.com/contact-us/aws-training/. or its affiliates.
All trademarks All rights
are the property of their owners.
15
reserved.
Thank you for choosing to learn more about AWS.

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Slide 1

AWS Partner: SAP on AWS

Welcome to AWS Partner: SAP on AWS (Business).

• Describe the benefits of using AWS for running

By the end of this course, you will be able to:

• Describe the benefits of using AWS for running SAP workloads

• Module 1: Introduction to SAP on AWS

Introduction to SAP on AWS

Welcome to Module 1, Introduction to SAP on AWS.

• Explain foundational information about SAP that

SAP on AWS intro video

• Market leader in enterprise application

The SAP system is known as enterprise resource planning (ERP).

So, what is SAP?

Value of winning SAP workloads

$18.7B 92% +50%

50k+ 77% +73%

1Estimated based on IDC SAP Infrastructure Market report

SAP on AWS is an expansive and growing opportunity for Partners.

• The estimated SAP hosting market size is $18.7 billion.

Benefits of running SAP on AWS

Run reliably Reduce costs Innovate faster

Let’s explore some of these details.

SAP on AWS collaboration

High Memory Instance 6TB/12TB

SAP and AWS partner for cloud innovation

SAP IoT Core Integration SAP Qualtrics

Some of the recent co-innovations include:

AWS leads HANA infrastructure services

“AWS offers best in class enterprise grade

“Clients get the best security and performance

“One-way” versus “two-way” doors

• Traditional infrastructure barriers slow

• SAP on AWS lets customers

Amazon EC2 scale-up options

Amazon EC2 scale-out options

R5 – 16 x 0.768 TB Available now

For more information, see https://www.sap.com/dmc/exp/2014-09-02-hana-

Cloud solutions by industry

Business drivers for migrating SAP to the cloud

Cost Digital transformation Agility and staff Improved security

Data center and Data Improved performance Industry

A. Version control systems

B. Infrastructure as a service (IaaS)

C. ✔ Enterprise application software

D. Software development tools

Question: SAP is a market leader in what industry?

Knowledge check: Matching

A Run reliably On-demand provisioning 1

B Reduce costs Broadest, deepest set of cloud services 2

High availability architectures and

Run reliably: High availability architectures and disaster recovery

Summary of key concepts

• AWS provides the infrastructure for both self-managed and managed by

• Customers in various industry segments run SAP workloads on AWS.

In this module, you explored these concepts:

SAP Solutions on AWS

Welcome to Module 2, SAP Solutions on AWS.

• Identify the offerings that SAP provides

• Explain how licensing works for SAP on

SAP product groups

• Enterprise resource planning (ERP), related business applications, and analytics

SAP products supported by AWS Cloud