SAP Cases

Module 4
Guided Practice
SAP on AWS customer solutions
© 2021 Amazon Web Services, Inc. or its affiliates. All rights reserved.
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
S/4HANA transformation
• 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
© 2021 Amazon Web Services, Inc. or its affiliates. All rights reserved. 88
Customer engagement
© 2021 Amazon Web Services, Inc. or its affiliates. All rights reserved.
Lift and shift
Challenge: Lift and shift
Example Corp. Snacks

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

Nikki Wolf (she/her/hers) ECC on Microsoft SQL Server, on premises
Procurement
Goal
Ø 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.
Procurement typical priorities
Ensuring ROI
Lowering Using existing

costs licenses
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?
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.
Refactor on HANA
Challenge: Refactor on HANA
AnyCompany Clothing
Profile
Retailer, > $2B revenue annually

Paulo Santos (he/him/his) ECC on Oracle on-premises
CFO
Ø Your goal: Identify cost- Goal
effective upgrade solutions Save on infrastructure costs
Challenge
Validate the value of migrating to SAP on AWS
CEO/CFO typical priorities
Reducing Experimenting
SAP costs and failing fast
Making SAP a
Driving greater strategic part of
innovation the business
from SAP
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?
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.
S/4HANA transformation
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
Ø 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
CIO typical priorities
Reducing
costs
Ensuring Ensuring
reliability ROI
Protecting
Migrating SAP data
without
disruptions
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
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.
Beyond Infrastructure
Challenge: Beyond Infrastructure
AnyCompany Biotechnology
Profile
Revenue ~$550M annually

Martha Rivera (she/her/hers) Running SAP workloads on AWS
CEO
Ø Your goal: Communicate Goal
Beyond Infrastructure Integrate SAP workloads with next-generation services
Challenge
She is interested in seeing more value, post migration
CEO/CFO typical priorities
Reducing Experimenting
SAP costs and failing fast
Making SAP a
Driving greater strategic part of
innovation the business
from SAP
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

• At what level have you experimented with SAP data?
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.

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Module 4

Example Corp. Snacks

Ø Customer: Current situation

Lowering Using existing

Emphasize the Highlight the cost

Ø Customer: Current situation

Demonstrate breadth and depth of

• What are your primary objectives for your SAP landscape?

Example Corp. Environment Technology

Ø Customer: Current situation

Showcase track record of SAP on Present differentiated APN

• What are your primary objectives for your SAP landscape?

Ø Customer: Current situation

Demonstrate breadth and depth of

• What are your primary objectives for your SAP landscape?

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