RISE With SAP S4HC Partner Playbook - (March 2022) PDF

RISE with SAP S/4HANA Cloud
Partner Playbook
Version Q1 2022
FOR INTERNAL SAP & PARTNER USE ONLY
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY 1
Introduction
Disclaimer
Partner
Sell
The information in this presentation is confidential and proprietary to SAP and may not be disclosed without the permission of Deliver
SAP. Except for your obligation to protect confidential information, this presentation is not subject to your license agreement or any
other service or subscription agreement with SAP. SAP has no obligation to pursue any course of business outlined in this Engage
presentation or any related document, or to develop or release any functionality mentioned therein.
Build
This presentation, or any related document and SAP's strategy and possible future developments, products and or platforms directions Resources
and functionality are all subject to change and may be changed by SAP at any time for any reason without notice. The information in
this presentation is not a commitment, promise or legal obligation to deliver any material, code or functionality. This presentation is
provided without a warranty of any kind, either express or implied, including but not limited to, the implied warranties of
merchantability, fitness for a particular purpose, or non-infringement. This presentation is for informational purposes and may not be
incorporated into a contract. SAP assumes no responsibility for errors or omissions in this presentation, except if such damages were
caused by SAP’s intentional or gross negligence.
All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from
expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their
dates, and they should not be relied upon in making purchasing decisions.
Content
Introduction Deliver
• A Message from SAP CEO Christian Klein • SAP Activate for RISE with SAP S/4HANA Cloud, private edition
• Playbook Structure and what it is • Roles & Responsibilities Guide, SAP Cloud ALM, Possible partner
• Partner Lifecycle and Customer Success implementation approaches, System conversion process, SAP S/4HANA
Selective Data Transition
Partner • SAP Enterprise Cloud Services
• SAP Partner Economy & ERP Market • SAP S/4HANA Cloud, private edition
• Outcome Based Guidance for Business Leaders • Golden Rules for implementation
• Partner Programs: Resell and Cloud Choice Flex
• SAP LACE (Land-Adopt-Consume-Expand) with RISE with SAP
• Optimization of the Customer Lifetime Value Engage
• Monetization – Partner can build incremental revenue streams • Partner Customer Engagement Executive and Customer Engagement
• Building a Public Cloud Practice • Customer Satisfaction
• RISE with SAP S/4HANA Cloud
Sell • Release & Scope Dependency Tool Maintenance Planner
• RISE with SAP S/4HANA Cloud – messaging and what’s included • Application Managed Services
• RISE with SAP: What is included • RISE with SAP S/4HANA Cloud, private edition
• RISE with SAP Transformation Packages • Application Managed Services
• RISE with SAP S/4HANA Cloud Pricing Structure
• 2022 S/4HANA Cloud Go to Market Positioning Build
• SAP S/4HANA Cloud Digital Discovery Assessment Tool • SAP PartnerEdge Build Journey for Extension Partners
• SAP S/4HANA Movement Program incl. S/4HANA Value Starter • SAP-Qualified Partner-Packages Solutions
• SAP S/4HANA Cloud Product / Sales Authorization Requirements • SAP Business Technology Platform
• RISE with S/4HANA Cloud (private/public) Test & Demo Options • Need of modern cloud-like extensibility
• RISE with SAP S/4HANA Cloud extensibility
Deliver • RISE with SAP S/4HANA Cloud, private edition
• SAP Activate • Implementation strategies, Extension type definitions, Partner solution
• RISE with SAP S/4HANA Cloud Service Authorization Requirements characteristics, Release criteria & Process flow
• SAP Activate for RISE with SAP S/4HANA Cloud
• SAP Central Business Configuration
• Why are implementations different, Top Ten Tips & Tricks Tick List Resources
• Release and Scope Dependency Tool, Partner Delivery Quality • SAP Activate tools and community
Framework • SAP S/4HANA Cloud Integration & Extensibility
• SAP Cloud ALM, Steps before raising an incident, SAP S/4HANA Cloud • RISE with SAP S/4HANA Cloud - Partner Delivery Enablement
Customer Community & Expertise Services Community
Introduction
Partner
Sell
Introduction Deliver
Engage
Build
Resources
Driving business
The SAP Partner Ecosystem is at the Center of our GTM Strategy innovation Introduction
A Message from SAP CEO Christian Klein together Partner
SAP’s ecosystem is key to executing the strategy and achieving our growth ambitions. Without Sell
partners, there is no RISE with SAP. As we embark together it is critical for SAP to embrace our
partners and work together with them side-by-side. Deliver
Engage
Build
We are serving 400,000 Hyperscalers Reselling Service Partners Software Partners Resources
Cloud Infrastructure Partners Implement and Manage Extend Capabilities
customers across the
Reach, Scale and
globe. There is no way Hyperscalers Value The SAP field will lead Using SAP RISE with SAP
SAP can develop, sell or seamlessly provide with partner services – Business on SAP.com
service everything on our the infrastructure Resellers sell and ahead of SAP Technology
included in the offer. help ensure that services! Platform, Software
own. We need a strong RISE with SAP is Partners innovate,
ecosystem. This is the Infrastructure hosting available to Service partners build new IP,
most partner-friendly services are customers of all augment the offering extensions, and
offering we have ever provisioned by the sizes in all geos. with world-class tools applications that
launched from SAP. Our
hyperscaler and are and expertise – for complement and
embedded into the They provide the faster migrations that
ecosystem is fully extend the RISE with
RISE with SAP offer. reach to prospects help customers realize
embracing this new SAP offering.
and deliver sales, faster ROI.
offering. That was key for service and Delivering a
satisfied Market size projection complete solution
us.
customers at for implementation and that meets exact
scale. application customer needs
Christian Klein management services
SAP CEO while broadening the
for a private cloud addressable market.
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY
ERP is €15-20B. 7
Introduction
RISE with SAP S/4HANA Cloud Playbook Structure and what it is
Partner
What is it? Sell

The playbook will provide you guidance to find available
assets relevant for the different Partner Lifecycle Phases. ✓ …a self explaining guide for you as guidance Deliver
The intent is to go directly to your section of interest rather throughout each Partner Lifecycle phase.
than reading and reviewing from cover to cover. Therefore Engage
it is divided into: ✓ …provides enablement on ‘key topics’ relevant
• Introduction – relevant information to get you started for a specific phase you are in. The playbook is to Build
with RISE with SAP S/4HANA Cloud and information be used in a ‘just-in-time’ fashion to refresh your
applicable for all phases. Resources
knowledge.
• The Lifecycle Phases – covering end to end
engagement support for partners. The phases are: ✓ …a resource to quickly gain knowledge and
• Partner guidance on key topics relevant for your situation
• Sell for example SAP S/4HANA Cloud Pricing.
• Deliver
• Engage What is it NOT?
• Build x …a traditional learning collateral to be consumed
on the spot page by page –
Your feedback and ideas for improvement are appreciated:
• Michele Boyer: [email protected] Partners should use this Playbook as a reference
• Mark Birster: [email protected] repository when ever you need to prepare for a topic.
Introduction
Partner Lifecycle and Customer Success
Partner
Sell
Unlocking Customer Success…
Deliver
Develop Offer Market Sell Close Deliver Engage Engage

Product & Value at the GTM for the Offer for the Expectations Approach Adoption & Build
Solution right price right market right prospect & Promises & Quality Growth Strategy
Resources
…Through strong Partners
Partner Sell Deliver Engage Build

Up-sell/
cross- Plan & Build & Go-To
Discover Consider Join On-Board Enable Win On-Board Enable Implement Support Renewal
sell Design Innovate Market
Customer
SAP S/4HANA Discuss with Sign the Sales/Pre- Training / Any Support, Enablement,
Welcome & Sign Customer Delivery Customer Post-go- Contract Expand
Cloud SAP Partners Partnership sales certification / deployment resources, App Center,
Marketing Contract processes project live renewal options
potentials recruiter Contract bootcamps Webinars /…. model tools Marketing
support
Partner Phase Sell Phase Deliver Phase Engage Phase Build Phase
Attracting the most efficient partners who Providing partners with the right level of Proactively enabling partners on our Earning customer trust, support Develop and Commercialize
would bring the greatest value to our enablement and support to be in the best implementation processes and SAP and additional business Solutions better, faster, simpler
customers and to SAP S/4HANA Cloud position to win S/4HANA Cloud solution to maximize
the chance of successful projects
leading to customer satisfaction
Introduction
Partner
Sell
Partner Deliver
Engage
Build
Resources
Partner Phase Introduction
Partner
This Phase focuses on attracting the most efficient partners who would
bring the greatest value to our customers and to RISE with SAP Sell
S/4HANA Cloud.
Deliver
Content:
Partner Engage
• SAP Partner Economy & ERP Market
• Outcome Based Guidance for Business Leaders - Predefined Build
learning paths for your team to get fit for the execution of your
investment and business decisions that relate to expanding your SAP Resources
Business and footprint into SAP´s Solution Portfolio.
Quick Links:
• Partner Programs: Resell and Cloud Choice Flex – this is an overview
of the different available partner programs - Explore SAP S/4HANA Cloud on SAP Partner Portal
- Methodologies & Programs on SAP Partner Portal
• SAP LACE (Land-Adopt-Consume-Expand) with RISE with SAP
- Cloud Choice Flex on SAP Partner Portal
• Optimization of the Customer Lifetime Value – guidance to optimize
- Next Generation Partnering
the customer lifetime value
- Build on SAP Partner Portal
• Monetization – Partner can build incremental revenue – gives you an
understanding on how a partner makes money in the cloud
• Building a S/4HANA Cloud Practice – is an overview of important
areas to consider in Cloud Practice and qualification guidance for
partners
Tomorrow’s Partner Landscape in the Cloud Introduction
According to IDC, in 2024 Partner
Sell
Deliver
The SAP Partner Opportunity will SAP-Related Cloud
Based revenues will be Engage
EXPAND TO $260 49% cloud, Build
BILLION 51% on premise Resources
This growth is underpinned but 68% of the Total $
and driven by SAP Opportunity 2020-
Cloud growth. 2024 is in the Cloud
Partners will For every For SAP Cloud software,

generate it will be nearly
$1
AND… of SAP revenue
Introduction
The SAP Partner Economy Expansion
Partner
Sell
Deliver
Engage
Build
Resources
Partner
Opportunity in
a Changing
World
Introduction
ERP Market Opportunity - SAP witnessed ERP growth at 9,3%
Partner
Sell
Deliver
Engage
Build
Resources
Source: SAP CMI market model version July 2020

https://partneredge.sap.com/en/library/assets/products/shared/sell/cmi/cmi_state_market_global/assetfile/CMI_2021_Global_State_of_Market.pdf
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY * Updates to come later this year 14
Introduction
Outcome Based Guidance for Business Leaders
Partner
Predefined learning paths for your team to get fit for the execution of your investment and business decisions that relate to expanding your SAP
Business and footprint into SAP´s Solution Portfolio. Develop a fully trained and enabled team across all roles per target outcome to realize the ROI Sell
of your investment into SAP's solution portfolio.
Deliver
Partner Decision Maker Persona
Engage
✓ Executives
✓ Practice Leads / Regional & LOB Leaders
✓ Other Influencers and Decision makers Build
Resources
40 Outcomes Available Today
✓ Filter and search by solutions, goals, personas,

and partner types
✓ Search by keywords including product names
RISE with SAP and SAP S/4HANA Outcomes
- Add RISE with SAP S/4HANA Cloud to Your Practice

- RISE with SAP S/4HANA Cloud Delivery & Project Team
Readiness
- Attach SAP Analytics Cloud to SAP S/4HANA
- Extend your SAP Practice with SAP Guided Buying
Introduction
SAP Partner Pricing App
Partner
You can find this via the SAP Partner Portal → Partnership → Sales → Pricing Sell
Deliver
From there → SAP Partner Pricing App
Engage
Build
Resources
PE Sell – Resell (Discount) Model Introduction
Partner
• Designed for mature SAP S/4HANA partners who are familiar Sell
with the Partner Edge reselling motion for SAP S/4HANA
• Deal is closed on Partner Paper (using Harmonized Cloud Deliver
✓ Recurring & predictable
Agreements)
revenues (Initial Contract and Engage
• Note that there are minimum selling price (MSP) for all Renewals)
material numbers on the BoM Build
✓ Attractive for net new
• PE Sell Discount is taken off list annually on ACV Initial contract business, long term customer Resources
and on renewals. relationships
• Renewals are AUTOMATIC and partner is responsible for
✓ Choice of deployment models
managing timeliness and renewal approval by customer, for
receiving and paying SAP invoices (initial contract and ✓ Understandable, simplified and
renewals). SAP invoices with PE Discount taken off LP to the easy-to-sell commercial model See SAP
PartnerEdge
partner annually (and paid to SAP by partner). Partner ‘sets’ ✓ Joint demand generation and Sell
the price to customer. Program
opportunity management
• It is strongly recommended that a Partner CEE role is assigned ✓ Leverage existing sales
to the customer as part of the partner engagement in every processes
indirect via PE Sell Resell transaction. One CEE must be sales
authorized as part of the sales authorization process.
Introduction
Cloud Choice, Flex Model
Partner
Sell
Key Criteria CCF Deliver

Commission based indirect business model
helping SAP Partners accelerate sales and Engage
Partner fully owns deal
Yes
profits in Cloud including upsells & renewal Build
• Fixed commission over the life of the contract Resources
Partner responsible for account
• Partner sells Cloud License subscription and management and user adoption
Yes
manages customer adoption, upsells and renewals;
Cloud Choice on
Customer signs contract with SAP SAP
Available in Public sector No Partner Portal
• Choice / Flexibility - Partner selects CCF or Resell
on a deal by deal basis
Who owns contracting,
• Key restrictions invoicing & payment SAP
collections?
• New business, new Tenant only
• Public sector / Government excluded Partner submits proof of sales
Yes
activities
Introduction
Offering partners & customers selling and post-selling options across the customer Partner
lifecycle Sell
Deliver
LAND Adopt Consume Expand Engage
Build
Consider & Select Stage Adopt & Operate Stage

*Cloud Choice, flex model phase only available in
Resources
Midmarket
Upsell
Opportunity Contract Customer Engagement Support &
Management (Partner) (SAP) (Partner) (SAP) Renewal
Commission Payment Commission Payment
Commission payment details

▪ 10% one time on TCV for Consider & Select (including Upsell & Renewal)
▪ 10% recurring on ACV for Adopt & Operate
Introduction
Profit Benefits & Entry Requirements Partner
Sell
Deliver
For PARTNERS: For your CUSTOMERS:
Engage
Easy to transition to Cloud Single Vendor subscription agreement
SAP handles contracting, billing, cash collection Meet purchasing requirements for single vendor Build
subscription agreement
Fixed commission Resources
No street discount risk
Experience Partner & SAP together
Choice Partner for pre sales & account management
Partner Selects CCF or Resell on deal License Contract with SAP
-by- deal basis
Lessons risk perception
Reduced liability Reduce perception of exposure to risk with
Customers SLA with SAP partner new to cloud
SAP handles cash collections
PARTNER Entry Requirements

PE Sell Valid Due Diligence Cloud Authorization Vendor Account
Partnership Agreement including Minimum of one required Banking details provided to SAP
Government ownership excluded
CCF/Payback amendment for commission payments
Introduction
SAP LACE (Land-Adopt-Consume-Expand) with RISE with SAP
Partner
Sell
LAND – ADOPT – LAND CONSUME
CONSUME – EXPAND Partners win customers with a compelling Partners engage with their customers Deliver
represents the motion of value proposition based on value and to ensure they derive the greatest
business outcomes Engage
the Customer Success possible value and outcomes
Business. Across our teams, Build
we all take responsibility
for all elements of this
Resources
motion, delivering on the
value, the outcomes, and
strengthening lasting
relationships with our BUYING USING
customers. If we can
accomplish this, the
customer sees, feels, and
knows we are operating in
their best interest – and
that translates to Partners grow SAP’s relevance with their SAP with Partners deploy our solutions at the
success for everyone. customers, as well as customer’s trust customer with agility, activating our deep
and investment in SAP expertise and wider ecosystem
LACE on SAP Partner Portal
EXPAND ADOPT
Introduction
How can we optimize Customer Lifetime Value?
Partner
Definitions Sell
LTV (3-year
forecast) Deliver
Customer Lifetime
Value
8 Engage
€ Benchmarks CAC
LTV Customer
LTV ≥ 3x CAC Build
CAC recovery Acquisition Cost
12 – 18 months 7 CAC Recovery < 18 months ∑(Mktg+Sales) / (#
8
Margin NNN) Resources
Revenue Churn < 10%
Break-even 1 Acquire Deliver ARR
X Upsell Revenue % ≥ 30%
2 CAC Annual Recurring
3 11
8 Retention Time Revenue
Watch Video:
4 9 “Maximising
6 5 10 12
Revenues ACV & TCV Success”
Funding requirement Annual or Total
LTV ARR Contract Value
Costs Margins Upsell
Revenue Retention Watch Video:
CAC Churn
Delivery % “Making
€ Revenue YoY (as money in
%) XaaS
Best Practices Applied Cloud Metrics
business”
Revenue Retention
10. Packaged solution for %
1. Customer focus business 4. Structured, challenger-type 7. ARR not TCV or long term
repeatable delivery & predictable € Revenue YoY (as
value proposition (outcomes) sales methodology contracts (minimise discount)
outcomes %)
2. Effective relationship 5. Pre-sales qualifying 8. Upsell & Cross-sell 11. Standard delivery – Upsell Revenue %
acquisition (digital comms) “customers who can adopt” (Land & Expand) configure, not customize € Incremental
3. Packaged solution for 9. Focus on Customer Value Customer Revenue
6. Remote, co-located sales 12. Remote, co-located delivery
repeatable sales (Land & Expand) YoY (as %)
Introduction
RISE with SAP creates a range of revenue opportunities for partners
Partner
Benchmark margins* Sell

*These figures are exemplary based on partner feedbacks and SAP calculations. Actual figures can vary
greatly based on many factors like those listed in the box on the left.
Deliver
Up to 20% 20-25% 35%+ 15%
Engage
Recurring Build
Services ratio is 3 to 9 times ACV, Intellectual
varying by: Subscription Services Other
Property
Revenue
Resources
• Full Business / Digital Transformation
with Business Process Re-engineering Develop and
Revenue
On initial Business case & market
vs. IT approach sale project strategy functional
from 3rd
party apps
one offs
• Country, people costs
Program, BPR & Develop new
• Solution, scope, number of countries On up- and change recurring *
cross-sell management services on
• Customer /Industry complexity RPA, AI …
• Type of project: Brownfield-Conversion Integration & Scalable S4
vs. Selective Data Transition vs. On renewal * Data migration Industry
Greenfield Implementation Solutions *
• Level of integration, API’s, add-on apps
Training and key
• Staffing (% off / on-shore, on-site) user support
• Etc.
*: recurring services
Premium support
& AMS (*)
Introduction
Partner Monetization - Collaborative Ecosystem Delivery Approach
Partner
SAP S/4HANA Cloud Sell

(Public or Private)
Deliver
Engage
One SAP Contract One
SAP
On stop shop for the SAP stack Build
Infrastructure
1
Business Provider of
Technology Choice Resources
Platform
Partner Leads the Business
Offer Transformation (on partner
RISE with
paper) Includes industry SAP on
Contract knowledge, domain expertise, SAP Partner
Portal
SAP Business Responsible Business advisory and implementation
Network Process services, application managed
Starter Pack
Company Intelligence
services plus solution extensions
and qualified packaged Add-ons
SAP + The Ecosystem

Custom Code Analyzer,
SAP Readiness Check, SAP Learning Hub
Accelerates transformation to
the intelligent enterprise
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL – Authorized
FOR INTERNAL for PartnersUSE ONLY
SAP & PARTNER 24
Introduction
Building a RISE with SAP S/4HANA Cloud Practice
Partner
Sell
Sales Delivery Retention Deliver

Cloud drives accelerated sales cycles, requiring Cloud changes the way services are being Cloud is changing profitability model further
a refocused mindset: delivered & how consultants are being utilized: emphasizing the importance of Customer Engage
Retention:
• Need to have a cloud mindset rather than big • Consultants work part time on multiple Build
bang commission mindset. This might require (staggered) projects • High renewal rates are critical to achieving
Partner
using different sales staff. growth and margin
• Accelerated Release and Innovation Cycles Resources
• The ‘How’ Cloud is delivered is becoming as demand more time for training and certification, • Long-term customer engagements, strong
important as ‘What’ and Sales Experts are leading to reduced utilization targets relationships and high solution adoption drive
expected to also explain the delivery renewals
• Heavy emphasis on soft skills such as
approach.
communications, leadership, and OCM • A focused approach to nurture the customer
relationship and long-term engagement success
• Fit-2-Standard requires stronger focus on
are key and introduction of a Partner Customer
business-outcome oriented consulting
Engagement Executive is highly recommended
approaches
Revenue Opportunities
Cloud is shifting revenue opportunities from traditionally longer, resource-heavy transformation programs to:
• Shorter and lower revenue, yet more frequent implementations
• Smaller, incremental services repeated as often as every quarter – OCM, Solution/Innovation Adoption
• Ongoing residuals especially through renewals
Introduction
Qualification Guidance Partner
Sell
Qualification is the key to success
Deliver
Sales Delivery Retention Engage
Key members of the Sales team are qualified or Every member of the implementation team Fostering long-term relationship throughout the
hold SAP S/4HANA Cloud certifications holds a SAP S/4HANA Cloud certification customer live cycle, every indirect deal should Build
• Account Executive: appropriate for the area they are working in have a designated Partner CEE (Customer
Sell Qualified • Project Manager, Architect: Onboarding Engagement Executive) Resources
• Pre-Sales: Fundamentals certified • Partner CEE: CEE qualified and ideally
Sell Qualified, Onboarding Fundamentals • Solution Consultant / Subject Matter minimum Onboarding Fundamentals
or Line of Business Experts: Line of Business certification for certified
every LoB they are assigned to work in
• Solutioning Lead:
Fundamentals or Line of Business Partner Customer Engagement Executives are
Every project has at least one SAP S/4HANA highly recommended to be deployed by partners
• Partner Cloud Architect to every indirect deal.
Sell Qualified (key role for RISE with SAP Cloud experienced Project Lead and
S/4HANA Cloud, private edition deals) Financials Subject Matter Expert.
Partner uses certified staff to perform

discovery, license sales, service estimation,
project planning, project preparation,
implementations and continuous adoption.
Introduction
How do our partners need to change? Partner
Sell
• Sell the future – but do not oversell
Deliver
• Adopt a Service Attitude with fit-to-Standard
Engage
• Don’t look for Big Deals. Start with Small Scope, Fast Impact with succeeded success
Build
• Don‘t think about an individual deal - Think about Long-Term: Customer Lifetime Value
Resources
• Packaged & Repeatable Sales: develop processes & techniques to repeatedly win smaller deals
• Avoid Customizations:
• In your Sales Methods
• In your Solutions
• In your Service offerings
• Retention is Key: continue growing the relationship for upselling & cross-selling to enhance the
Cumulative Recurring Revenue
Introduction
Lessons learned Partner
• Cloud first. More importantly, S/4HANA Cloud first! Sell
• Needs dedicated culture, organization and processes Deliver
• Focused marketing works Engage

• Build your own marketing calendar/cadence using multiple channels—blogs, LinkedIn, events, videos and
Build
webinars
• Selectively target your own installed base Resources
• Improve prospect qualification (Digital Discovery Assessment)

Digital Assessment
Tool on Partner
• Involve experts from SAP and your organization
Portal
• Don’t singularly measure your success on services!
• Fast, qualitative project delivery and focus on recurring revenue
• Partner Demo Readiness: use own test & demo system and team up with SAP
• Don‘t underestimate the change of mind for consultants
• Fit-to-standard is key / not blueprinting (business consultants rather than technical consultants required)
• Have your consultants fully certified. We recommend 3-4 fully certified consultants per project. Finance is a
must!
Introduction
Partner
Sell
Sell Deliver
Engage
Build
Resources
Introduction
Sell Phase
Partner
This Phase focuses on providing partners with the right level of
enablement and support to be in the best position to win. Sell
Content: Deliver
• RISE with SAP S/4HANA Cloud and Journey to the Intelligent
Enterprise messaging – this provides you with key product positioning Engage
information
Build
• RISE with SAP: What’s Included? All components included in RISE
with SAP offering, SAP Business Process Intelligence and more Quick Links: Resources
• RISE with SAP Transformation Packages - Partner Sell Authorization on SAP Partner Portal
• RISE with SAP S/4HANA Cloud Pricing – pricing guidance - Indirect sales Process Learning
- Partner Pricing Guidance and Partner Pricing App
• 2022 S/4HANA Cloud Go to Market Solution Positioning
- SAP S/4HANA Cloud Digital Discovery Tool
• SAP S/4HANA Cloud Digital Discovery Assessment Tool – provides
an understanding on the process and why it is relevant to partners - SAP S/4HANA Movement Program
- Explore SAP S/4HANA Cloud on SAP Partner Portal
• SAP S/4HANA Movement Program incl. S/4HANA Value Starter –
provides you information on the program, benefits and how to join - Demonstrations: SAP Demo Store
- Navigate Demo Store Scenarios HERE
• SAP S/4HANA Cloud Product / Sales Authorization Requirements–
guidance on sell authorization qualification program - Demo 21 – relevant information on demo 21
• RISE with SAP S/4HANA Cloud – Test & Demo Options – relevant - SAP Partner Demo Environment Shared Option
information on qualification and presales validation program and - SAP Cloud Appliance Library
available test & demo offerings for partner - Partner Benefits Catalog
S/4HANA Cloud – Focus 2022 is essential to our success Introduction
Partner
|
Sell
Deliver
Net new name
Engage
Customer journey
Build
•
• Resources
•
•
•
Installed base
Customer journey
•
•
We have a transition path for your customers… RISE with SAP Introduction
Partner
Sell
Deliver
Engage
Accelerated ROI Build
SAP ECC and Business
customers Outcomes Resources
Driving business Agile, Modern and
SAP S/4HANA Modular ERP
On-premise innovation together RISE with SAP
Landscape on SAP.com
customers
Continuous
New customers Innovation
RISE with SAP brings together what you need to

transform your business in the way that works best for you –
regardless of your point of departure or how fast you want to move.
Introduction
RISE with SAP for Modular Cloud ERP
... your customer’s way to Intelligent Enterprise Partner
Sell
Deliver
Engage
SAC**
IAG*
Build
Resources
RISE with SAP

on SAP.com
SAP Business Network
Technology Cloud Starter Pack
Credits
Embedded Tools and Services
Intelligent Enterprise
Business Process
Intelligence and Signavio
Driving business
innovation together
*IAG = SAP Identity Access Governance, **SAC = SAP Analytics Cloud
Introduction
What is Rise with SAP?
Partner
Evolution from Offering to Solution
This year, RISE with SAP achieves another huge milestone with its evolution Sell
and change from initially being messaged as a Business Transformation as a
Service offering (January 2021) to now being recognized and positioned to Deliver
customers as a solution (January 2022).
Portfolio Hierarchy Setup for 2022: Engage
Build
CATEGORY LEVEL SOLUTION LEVEL PRODUCT LEVEL Resources
Cloud ERP RISE with SAP SAP S/4HANA Cloud
RISE with SAP
on SAP.com
This solidifies that RISE with SAP is a solution
Overview: RISE with
designed to support the needs of the customer’s SAP - Value Proposition
business in any industry, geography, and for any for Partners
regulatory requirement, with SAP responsible for Overview: RISE with
SAP - Elevator Pitch 30s
the holistic service level agreement (SLA), cloud Overview: RISE with
operations, and technical support. SAP - Walk with Me
Pitch 3mn
RISE WITH SAP INCLUDES: Overview: RISE with
SAP - Executive Pitch
Cloud ERP 30mn
Business Process Intelligence
Business Platform and Analytics
Business Network
Outcome-Driven Services and Tools

Introduction
RISE with SAP
Driving business innovation together Partner
Sell
Deliver
Engage
Country and region-specific business

Build
Capabilities to build new business requirements are embedded in solutions to
models such enable compliance with
as subscription and usage-based In-depth process ever-changing regulations and taxation rules Resources
models analysis including root-cause
and KPI comparisons RISE with SAP
on SAP.com
Overview: RISE with
SAP - Value Proposition
for Partners
Industry cloud solutions with next Full range of cloud options provided
Overview: RISE with
digital industry practices for 25 industries SAP - Elevator Pitch 30s
Overview: RISE with
SAP - Walk with Me
Instant results across Pitch 3mn
multiple data sources Comprehensive cloud platform for Overview: RISE with
innovation and integration (1,800+ prebuilt SAP - Executive Pitch
integrations, 2,100+ APIs), unified low-code/no- 30mn
Embedded AI into business code development experience
processes
Automate targeted
processes with RPA
New Sustainability Control Tower
solution
Next cloud practices and automated tools,
>18,500 services professionals from SAP and
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY >22,500 partners in +140 countries 35
Introduction
SAP S/4HANA Cloud and 2022 LoB Focus
Office of the CFO, and Digital Supply Chain Partner
Since the launch of RISE with SAP, we’ve seen tremendous customer response and interest in how RISE with SAP can Sell
kickstart a customer’s journey toward becoming an Intelligent Enterprise. Capitalizing on this momentum. To continue that
Deliver
momentum of 2021 and to marshal the strength of SAP’s portfolio, there is an integrated focus for 2022 that is inclusive of
SAP S/4HANA Cloud, Office of the CFO (oCFO), and Digital Supply Chain (DSC) LoB's. The strategic intent behind the Engage
linkage of these three businesses at SAP is to both enable SAP to align sales motions that support the Finance and Supply
Chain buying centers, while also promoting the heterogeneous, stand-alone brand and identity of each business. Partners Build
can leverage this focus in 2022 also.
Resources
Key Target Segments
Requires a differentiated approach for
Reference the diagram to Net New Name (NNN) ERP and ERP Install Base (IB)
help visualize and interpret SAP S/4HANA Cloud
SAP S/4HANA Cloud is positioned as the
= center of gravity 4 SAP S/4HANA
the RISE with SAP customer for RISE with SAP Cloud
‘center’ or foundation of the RISE with SAP
solution.
value proposition and how Business Technology Platform (BTP) and Business Process
Mandatory to
3 Intelligence (BPI) are both considered a second mandatory
the linkages of these drive cloud
qualities
BTP BPI
layer added to enable customers to drive and capture cloud
capabilities
businesses holistically Industry Cloud Sustainabilit
Business applications oCFO, DSC and other LoB applications formulate the business
depict the RISE with SAP 2 y
driving SAP S/4HANA oCFO DSC applications layer to help differentiate SAP from the
differentiation competition.
solution
Digital Business Finally, Business Networks is the last layer to
collaboration beyond 1 Network drive digital collaboration beyond the enterprise
the enterprise s
Taken together, these elements tell both a ‘best of suite’ and ‘best of breed’ story that
positions SAP as a market leader in supporting customers’ digital transformations. RISE
with SAP enables customers to Take the Lead, Never Stop Improving, and to Secure Their
Success
Introduction
RISE with SAP Full Solution Suite: SAP S/4HANA + oCFO + DSC
Partner
Digital Supply Chain (DSC)
SAP’s Digital Supply Chain strategy is to deliver best-in-class modular cloud solutions that Sell
accelerate time to value, with seamless interoperability to sustain this value over time.
Customers benefit from SAP’s unique ability to compose differentiated cross-functional Deliver
processes from best-in-class solutions to deliver end-to-end value to the customer. Design-to-
Finance and Risk (oCFO) Operate and its three major sub-processes, Idea-to-Market, Plan-to-Fulfill, and Acquire-to-
Decommission, form the framework where these cross-functional processes are composed Engage
and their value is realized.
oCFO provides proven value as a starting point for enterprises to transform to the cloud,
and SAP seeks to become the top cloud provider for financial management suites by 2025. This strategy helps customers address the supply chain and operations challenges they face Build
today as well as those they will face in the future. It applies to customers in our traditional target
The reward for doing so is compelling: finance is projected to be the second largest markets and segments (i.e., global enterprises in developed countries) as well as smaller
spend category in 2022 at €40 billion and is in the top-10 fastest-growing spend
enterprises in emerging markets. It also applies to our core target industries, such as Consumer Resources
categories with a CAGR of 10.7% growth across 2020-2025.
Products, High Tech, Industrial Machinery and Components, Automotive, Life Sciences, and
Chemicals. The market for Design-to-Operate Cloud solutions is strong, with markets forecasted
For 2022, the GTM will focus on helping our ECC install base move to the cloud while
supporting growth through net new customer acquisitions in public cloud, leveraging to grow at an estimated 19% CAGR from €15 billion (2021) to €31 billion (2025). Our goal is to
finance end-to-end processes in top transformation areas, such as: achieve DSC leadership across all markets and industries in which we participate and to be a
positive contributor to the lives of the people that live and work in them.
• RISE with SAP Finance using top-performing, transformational sales plays:
THE 2022 WINNING THEMES INCLUDE:
Accelerate SAP S/4HANA Finance; Security and Data Protection;
Governance, Risk, and Compliance; Financial Close and Reporting; Global Design-to-Operate (D2O): Champion D2O in the market as a differentiator with end-to-end
Tax and Trade; and Quote-to-Cash (Q2C). digital, integrated processes that showcase the full value of the DSC portfolio.
• Position central finance as the proven starting point for the customer cloud Industry 4.Now: Help businesses reinvent production and services leveraging new
journey. insights and data from IoT enabling technologies by expanding awareness and consideration
• Highlight Q2C featuring SAP Billing and Revenue Innovation for Manufacturing and Intelligent Asset Management solutions.
Management (BRIM) as a critical differentiator for cloud ERP to
enable profitable new revenue streams, including Everything-as-a- Resilient Supply Chain: Focus clearly on synchronized planning and execution as a part of
Service, Solution Selling, and Outcome-Based Billing. Supply Chain so customers initiate their digital transformation with SAP to combat disruption.
• Intensified industry GTM through industry-embedded finance Intelligent Service Management: SAP S/4HANA + Asset/Service Management + Customer
messaging and industry starter packages. Experience to feed awareness activities that enable asset-centric intelligent asset management,
• Rollout and invest in Partner Business Development to enhance GTM field service management, and potentially new business models with assets-as-a-service offerings.
down to MU level and drive volume and value business.
Cloud-native Incubation Solutions: Drive focus on cloud-native incubation solutions,
• Increase market reach and resonance through syndicated, curated, oCFO thought including Digital Manufacturing Cloud (DMC) and Enterprise Product Development (EPD).
leadership.
Introduction
RISE with SAP - Customer First, Partner Centric
Partner
Sell
Partner Centric GTM Partner Led Services Aligned with SAP
A win-win-win strategy
Approach Enterprise Cloud Services Deliver
Why Engage a Partner
Engage
The goals and success of RISE with • C-Suite Transformation
Advisory and
SAP necessitate leveraging the scale • Industry Process Expertise
Partner Led Services Implementation Build
and expertise of partners. • Packaged Migrations
• Cloud Integration Services
Partners bring value with strong Partner Led
Advisory & Application Resources
implementation management relationships as trusted advisors to Services • Managed Control Center
services services customers; industry and LOB expertise; • Data integration
deep technical capabilities; and Application
• Release planning
innovative solutions and applications Management
• Test Management
SAP S/4HANA, built on the SAP platform.
private cloud • Continuous App Operations
edition
Engage to Maximize LACE
Software Technical SAP • Installation & Upgrade
& support managed Leverage existing relationships and Services Technical System • Technical Landscape
+ Hyperscaler + services knowledge of customers’ business Packaged Ops & Software Deployment
infrastructure requirements to structure solutions that with Offer Support • High Availability & Business
management maximize SAP’s value to the customer, Continuity
accelerate sales cycles, drive adoption,
renewals and continued innovation.
Partner Services can also be used for integration, optimization,
and innovation with SAP LOB solutions and the SAP Business
Technology Platform
Partner Solution Extensions + Qualified Packages & Add-Ons
are also key offerings provided by Partners
RISE with SAP: What’s Included? Introduction
All components included in RISE with SAP offering Partner
Sell
SAP BUSINESS
PROCESS INTELLIGENCE
Deliver
TOOLS & SERVICES
Discovery Reports
Engage
• Identify and implement business process
Embedded Services & Tools: improvements through process analysis Build
SAP S/4HANA CLOUD • Readiness Check • Generate opportunities through
Deployment of choice • Custom Code Migration App Process Discovery Resources
• Learning Hub – auto attach • Leverage the RISE with SAP BPI Starter
SAP S/4HANA Public pack to increase transformation value.
Cloud RISE with SAP
on SAP Partner
Or Portal
SAP BUSINESS SAP BUSINESS NETWORK
SAP S/4HANA Private TECHNOLOGY Starter Pack*
Cloud PLATFORM
Rise with SAP
Platform Services
Enablement for
Cloud Platform Enterprise Agreement Credits Ariba Network
Partners
(CPEA) • Included: 2,000 documents
• For Public Cloud: Asset Intelligence Network:
min 2k annual credit value, max cap 16K,
computed as 1% of annual net public cloud value • Included: 200 equipment,
2 connections, and 10 partner portal invitees
Logistics Business Network:
• For Private Cloud:
min 4k annual credit value, max cap 16K, • Included: 1000 documents and either (a) 1
computed as 1% of annual net private cloud Logistics Service Provider and one digital
value forwarder or (b) 2 Logistics Service Providers
*SAP BTP and Network Starter Pack Accelerator packages are delivered provided customers do not already have the same already licensed
RISE with SAP: What’s the big picture? Introduction
SAP Signavio (Business Process Intelligence) Partner
Sell
• A comprehensive portfolio to drive your process Deliver

transformation beyond functional silos. Holistic Transformation
Engage
• Holistic approach supporting transformations
and process improvements end-to-end. Insights & Action Build
• Transformation and improvement derived in a Resources
consistent and data-driven way from business Fast Time to Value
strategy into operations and not the other way
SAP
around.
Guided Recommendations Signavio on
Partner
• Seamless handover from process related Portal
insights to improvement actions. •
BPI on
sap.com
Improve
RISE with SAP: What’s the big picture? Introduction
SAP BPI Product Vision with acquisition of SAP Signavio Partner
Sell
Deliver
Engage
Build
Resources
A cloud-based process management
platform that gives companies the SAP Signavio
on Partner
ability to understand, improve, and Portal
transform all their BPI on

sap.com
business processes – fast and at scale
https://www.si
gnavio.com/
SAP Process Discovery part of RISE with SAP Bundle Partner
Sell
Deliver
Engage
Build
Resources
Process
Discovery
BPI on sap.com
Enablement
session: L2
Overview
Introduction
RISE with SAP: SAP BPI and SAP Signavio evolution and integration roadmap
ECC & S/4HANA customers Partner
Sell
Deliver
Engage
Build
Process Discovery SAP Process Resources
for SAP S/4HANA Transformation Insights
(trial) for SAP ECC and SAP S/4HANA
SAP
Signavio on
Start with Process Discovery Partner
Portal
or SAP Innovation and SAP Process Insights SAP Signavio Process •
Optimization Pathfinder1 for immediate value Transformation Suite for full BPI on
Subscription sap.com
Free of charge business transformation
A free tool to help executives get a high- Continuous monitoring and improvement of Subscription
level overview of process performance in your company’s business processes Process design, documentation, and
the most important areas Preparing your processes for the governance
Get started here: transformation to SAP S/4HANA Process mining
www.s4hana.com Quick insights leading to quick results
www.sap.com/pathfinder Journey modelling
1 The SAP Innovation and Optimization Pathfinder service is for customers of SAP Collaborative business transformation
S/4HANA. The Process Discovery tool is for customers of SAP ERP Central
Component (SAP ECC)
Introduction
RISE with SAP: SELL & PRESALES Readiness?
SAP BPI and SAP Signavio plan forward in 2022 Partner
Sell
Get a head start with SAP Signavio enablement
Deliver
Engage
SAP PartnerEdge: Business Process Intelligence –
Webinars, Additional Resources Build
https://partneredge.sap.com/en/products/bpi/about.html
Resources
SAP Learning Hub SAP Signavio / BPI learning room: BPI on sap.com
SAP Signavio - Sales and Presales BPI - Signavio
Learn about SAP Signavio and Business Process Intelligence for Sales on Partner
Portal
and Presales
SAP PartnerEdge SAP Business Technology Platform Learning Room BPI & Intelligent
Enterprise
Learning Room
SAP Signavio Partner Enablement slide deck
Guides partners through the available assets and helps find the best
journey through the material
SAP Signavio Partner Enablement Deck
Please get more detailed updates on our landing page and our
webinar list per topic.
SAP Signavio / BPI – What’s Included? Starter pack Introduction
Partner
SAP Signavio Process Transformation Suite Sell
RISE with SAP BPI Starter Pack Deliver
Engage
A cloud-based process management Build
SAP Signavio SAP Signavio
platform that gives companies the ability Process Journey
to understand, improve and transform all their Manager Modeler
Resources
business processes - fast and at scale.
SAP Signavio SAP Signavio
SAP Signavio
Process Process BPI on sap.com
Process
Intelligence Governance
Collaboration
Hub BPI - Signavio
BPI RISE with SAP Starter Pack: SAP SAP on Partner
- SAP Signavio Process Manager (3 users) Process Process Portal
Insights Automation
- SAP Signavio Collaboration Hub (10 users) BPI & Intelligent
- SAP Process Insights Enterprise
Learning Room
(one time data load, up to 50 Gb)
These three products are a very natural starting point to

quickly add value with SAP Signavio!
SAP Signavio / BPI – What’s the business value? Introduction
Partner
Example for value: SAP Process Insights
Sell
the fastest path to process excellence for SAP Customers
Deliver
Get insights Narrow your Engage

instantly focus
Use automated, advanced process Build
Find out where your issues really
data extraction and continuous are by using drill-down Resources
updates, for a clearer understanding of capabilities to even a single
business processes end-to-end. document level and BPI on sap.com
benchmarking capabilities*.
BPI - Signavio
on Partner
Portal
Connect the Start improving right BPI & Intelligent
dots away Enterprise
Learning Room
Foster collaboration between Leverage process improvement
decision-makers, business recommendations, focusing on
professionals, and IT experts corrective actions for your SAP
through an intuitive, user-friendly system, best practices and relevant
application. SAP applications.
Introduction
RISE with SAP: What to sell?
Partner
Sell
Business Process Intelligence is available for partner reselling
on the indirect price list (see the partner pricing app). Deliver
Engage
Search for “Business Process Intelligence” for all, “Signavio” for the Signavio Suite or directly for
Products like “SAP Process Insights” or “SAP Signavio Process Intelligence”. There is also a new Build
RISE with SAP BPI Starter pack that goes far beyond the earlier available SAP Process Resources
Discovery.
The new package is available with SAP S/4HANA Cloud, private edition (Public edition in the SAP partner
roadmap). It is available for customers with new RISE with SAP contracts after this package has pricing app
been released.
BPI Iandingpage
BPI Webinar List

Please get more detailed updates on our landing page and our webinar list per topic.
Introduction
RISE with SAP: What to sell - Detail
Partner
SAP Process Insights on the indirect price list Sell

• SAP Process Insights is available on the indirect price list Deliver
• Partners can sell this with the Open Cloud selling authorization
Engage
Build
Resources
SAP partner
pricing app
SAP Signavio on the indirect price list
BPI - Signavio on
• SAP Signavio products are available on the indirect SAP price list Partner Portal
• Partners can sell this with the Open Cloud selling authorization BPI & Intelligent
Enterprise
• Please note the name updates below Learning Room
All components included in RISE with SAP offering Partner
Sell
SAP BUSINESS
PROCESS INTELLIGENCE
Deliver
TOOLS & SERVICES
Discovery Reports
Engage
• Identify and implement business process
Embedded Services & Tools: improvements through process analysis Build
SAP S/4HANA CLOUD • Readiness Check • Generate opportunities through
Deployment of choice • Custom Code Migration App Process Discovery Resources
• Learning Hub – auto attach • Leverage the RISE with SAP BPI Starter
SAP S/4HANA Public pack to increase transformation value.
Cloud RISE with SAP
on SAP Partner
Or Portal
SAP BUSINESS SAP BUSINESS NETWORK
SAP S/4HANA Private TECHNOLOGY Starter Pack*
Cloud PLATFORM
Rise with SAP
Platform Services
Enablement for
Cloud Platform Enterprise Agreement Credits Ariba Network
Partners
(CPEA) • Included: 2,000 documents
• For Public Cloud: Asset Intelligence Network:
min 2k annual credit value, max cap 16K,
computed as 1% of annual net public cloud value • Included: 200 equipment,
2 connections, and 10 partner portal invitees
Logistics Business Network:
• For Private Cloud:
min 4k annual credit value, max cap 16K, • Included: 1000 documents and either (a) 1
computed as 1% of annual net private cloud Logistics Service Provider and one digital
value forwarder or (b) 2 Logistics Service Providers
*SAP BTP and Network Starter Pack Accelerator packages are delivered provided customers do not already have the same already licensed
RISE with SAP - SAP Business Technology Platform Partner
Sell
DATABASE
ANALYTICS APP DEVELOPMENT INTELLIGENT Deliver
AND DATABASE AND INTEGRATION TECHNOLOGIES
MANAGEMENT
Engage
Capture, manage, Analyze all your Integrate and extend Data is the fuel
and govern your data applications – build new propelling intelligent
Build
data to accelerate insights
to drive better and transform the data ways to access and technologies forward –
business outcomes you have into the answers interact with your data optimizing processes, Resources
you need and igniting
innovation
RISE with SAP -

Differentiate with Overview
extensions of business Enablement
Agility of extensions
processes and benefit from Session
based on de-coupling
custom/partner IP
from standard
Getting
started with
Business Insight to action:
IT Benefits CPEA
Benefits Contextual
insights at the De-coupling of High development
Competitive extensions and
point of decision productivity and business
advantage with standard tight user empowerment
custom specific integration with SAP &
innovations of Intelligence: third-party apps
business processes Beyond
automation, to
predictive Renovate existing custom
suggestion & partner apps (z-code)
Business Networks Starter Packs
Partner
Solutions in Scope SAP Ariba Network (DSN) SAP Asset Intelligence Network (AIN) SAP Logistics Business Network (LBN)
LBN Freight Collaboration access Sell
Included in Rise with SAP
AIN Equipment Collaboration • Freight tendering and real-time load

Ariba Network pricing Deliver
• Share Digit Content for Asset
Capabilities • Collaboration with suppliers including: PO, PO Maintenance and Service • Dock Appointment Scheduling
status, PO confirmation, ASN, GR, Invoice,
Invoice Status, Remittance Advise • Collaborate with key suppliers and • Freight Tracking Engage
service partners • Freight Settlement with disputes
Management
Build
*SAP BTP and Network Starter Pack • 1.000 documents
Accelerator packages are delivered
provided customers do not already • Access to Resources
have the same already licensed • No included Supplier Enablement • 200 equipment; • One web carrier plus access to
• No included deployment • 2 partner member connections one pre-boarded Digital forwarder
• 2,000 purchase orders & invoices limitation • 10 partner portal invitees like
Limitations RISE with
• US: Uber Freight
• Europe: InstaFreight SAP
• Or two web carriers Overview
Enablement
Trading Partner Onboarding Included (self-service) Included Included Session
200k Docs: SAP Digital Supplier Network
Standard LBN SKU to purchase additional
Unlimited Docs: SAP Ariba Snap Buying Standard AIN SKUs with upgrade to
documents & unlimited connections, real-time
Upsell path + Supplier Enablement: SAP Ariba Comm. Automation premium membership, add-ons for
visibility / B2B contracting by project44and
addl. equipment and connections
+ Supply Chain Docs: SAP Ariba Supply Chain further LBN capabilities
Collaboration
Upsell
No add. Authorization required for DSN (Open

cloud) No add. authorizations for 8008019 (SAP
No add. authorizations for 8008442 (SAP
Partner Sell Authorizations Asset Intelligence Network, pre memb)
Commerce Automation requires Ariba LBN, freight collaboration option)
Authorization
SAP Digital Supplier Network (8008113) flat fee Premium membership/per year (8008442) SAP Logistics Business Network, freight
SAP Ariba Buying (8008177) spend-based includes 2,000 devices, 5 connections collaboration option (8008019) documents in
Price (starting at) Commerce Automation (8007888) flat fee Additional devices/per year (8008443) min. blocks of 10,000/per year, min. 5 blocks
Supply Chain Collaboration (8007896) spend-based 100 blocks
Connection add-on/per year (8008444)
Introduction
RISE with SAP Transformation Packages
SAP S/4HANA Cloud Partner
(public - 8010836 or private -
8010833)
Comprehensive, Sell
intelligent,
customer- Deliver
specific offering
SAP
Business
Flexibility to
choose Driving business
Engage
Technology
Platform
infrastructure
provider innovation together
Build
SAP
Business
Resources
Business
process
Network
intelligence
Starter
(BPI)
Pack
Transformation
Custom Code Migration, Packages on
SAP Readiness Check, Partner Portal
SAP Cloud ALM,
SAP Enable Now,
SAP Learning Hub
PLUS - RISE With SAP S/4HANA Cloud (public and private edition) deployment models can be combined with any
Transformation Package
RISE with SAP RISE with SAP RISE with SAP RISE with SAP RISE with SAP RISE with SAP RISE with SAP for
for Utilities for Retail for CP for Automotive for IM&C for HXM Modular Cloud ERP
(8010966) (8010967) (8010968) (8010969) (8010970) (8011083) (8011181)
Available Industry Cloud and Rise with SAP One Pagers provided for guidance
Introduction
Transformation Eligible Products (examples) Partner
Packages Key Considerations
SAP Predictive Asset Insights
RISE with SAP for SAP Asset Manager Sell
RISE with SAP for Utilities
Utilities SAP Cloud for Energy The Transformation Package Material Number is a
(8010966)
SAP Subscription Billing “Wrapper “ for the eligible products material numbers Deliver
+ 19 more
that can be included.
SAP Omnichannel POS by GK, cloud ed.
RISE with SAP for SAP Omnichannel Promotion Pricing Engage
Retail
RISE with SAP for Retail SAP S/4HANA Cloud for Retail merchandise mgmt. pvt ed
SAP Commerce Cloud, prof ed, GMV Pricing for individual line items will not show on the
(8010967)
+ 3 more Order Form. Your customer will see a list for what they Build
SAP LBN, freight collaboration opt are subscribing and a simple single price for RISE with
RISE with SAP for SAP LBN, global track and trace opt SAP for the Transformation Package. Resources
RISEConsumer
with SAP forProducts
CP SAP LBN, material traceability owner opt
(8010968) SAP IBP for sales & operations
+ 11 More
To qualify for any Promotional Discount on Eligible
SAP Enterprise Product Development
RISE with SAP for SAP Product Lifecycle Costing, cloud ed Products, the Transformation Package must include:
RISE withAutomotive
SAP for Automotive SAP Internet of Things Transformation
SAP Digital Manufacturing Cloud
✓ Either RISE with SAP S/4HANA Cloud, private edition
(8010969) OR Packages on
+ 19 More
Partner Portal
SAP Enterprise Product Development ✓ RISE with SAP S/4HANA Cloud
RISE with SAP for SAP CPQ, professional edition
IM&C
RISE with SAP for IM&C SAP Digital Manufacturing Cloud for insights ✓ AND at least one Eligible Product aligned to the
(8010970) SAP Asset Manager selected Package
+ 15 More
SAP SFSF Learning
RISE with SAP for HXM
RISE with SAP for HXM
SAP SFSF Employee Central Payroll
SAP SFSF Time Tracking
Rise with SAP Transformation Packages are available
(8010983) SFSF Employee Central, Core HR Option for both Direct and Indirect.
SAP Work Zone for HR
Sell Authorization is at the material number level for the
RISE with SAP for SFSF Employee Central, Core HR Option Transformation Package added to the order.
SAP Analytics Cloud for bi, predictive edition, public option
RISEModular Cloud ERP
with SAP Modular Cloud ERP
SAP Cloud Identity Access Governance
(8010981) Ariba SNAP Buying
Any Prerequisites are outlined on Partner Price List.
Introduction
Positioning Summary Partner
Sell
Deliver
That defines the main driver for customer business transformation without excluding
other business scenarios Engage
Build
People End-to-End ERP Operations Industry Resources
Building a strong foundation for cloud ERP
Integrating the people element will Customer considers transforming
covering essential business scenarios for
accelerate and de-risk up the industry strategic and operational RISE with SAP
finance, logistics, HR and procurement is a Transformation
business transformation success processes as key for leading
priority Packages on
business transformation SAP Partner
Portal
RISE with SAP for HXM RISE with SAP for Modular Cloud ERP RISE with SAP for Industry
Foundation Rules
• RISE with SAP S/4HANA Cloud is MUST: include with all RISE transformation packages.
• All above packages can be offered concurrently and in whatever sequence (starting point).
Introduction
Available for SAP PartnerEdge Sell Partners (VAR + CCF) Partner
Sell
RISE with RISE with RISE with RISE with RISE with RISE with RISE with SAP
Transformation
Utilities Retail Deliver
Package CP Automotive IM&C HXM Modular Cloud ERP
Minimum Required (8010966) (8010967) (8010968) (8010969) (8010970) (8011083) (8011181)
Materials Engage
Select a Transformation
Build
Any RISE SAP S/4 HANA Deployment can be included in any Transformation Package
Package
Resources
RISE with SAP S/4HANA Cloud, RISE with SAP

RISE with SAP S/4HANA Cloud or S/4HANA Cloud
8010836 (China 8010947)
private edition and Rise
Include a Rise with
8010833 (China 8010949) Transformation
SAP S/4HANA Bundle
Packages -
Pricing on
Partner Portal
Include at least one

Eligible Product List of Eligible Products for Promotional Discount (see next slides)
Please Note: Adding additional products is possible. All items on the pricelist can be added to the Transformation Package but are not eligible for the Promotional Discount.
Introduction
Pricing Structure for RISE with SAP S/4HANA Cloud
Partner
Comprehensive, intelligent, Driving business innovation together Sell

customer-specific offering
NEW SAP S/4HANA NEW ERP Cloud Deliver
Offering components Deployment Option Deployment Option
(DIRECT ONLY Engage
1. SAP S/4HANA 2. SAP S/4HANA Cloud 3. SAP S/4HANA, 4a. ERP Private Cloud
Cloud + Qualtrics Private Cloud (DIRECT ONLY) Build
(DIRECT and INDIRECT) (DIRECT ONLY) (DIRECT and INDIRECT)
Optional two step journey

SAP ERP, private Resources
RISE with SAP RISE with SAP RISE with SAP cloud edition (8009438)
S/4HANA Cloud S/4HANA Cloud and S/4HANA Cloud,
SAP Business 4b. SAP S/4HANA, SAP S/4HANA
experience private edition
(8010836) Private Cloud*
Network, Starter, Package management** (8010833) Partner Pricing
Updates
(8010840) RISE with SAP
S/4HANA Cloud, , Partner Pricing
private edition App
(8010833)
SAP S/4HANA with Deployment
Model of Choice (Public or Target Customers Target Customers Target Customers Target Customers
Private) Net new customers Same as 1 with focus Installed base ERP Exceptional Option for
on experience customer selected, complex
Mid-market segment
On Infrastructure Provider of management
Net new customers
customers who want to
Choice*** move to the Cloud, but
are not yet ready for
*RISE with SAP bundle components delivered upon shift to RISE with SAP S/4HANA
SAP S/4HANA
**Minimum of 500 FUE
*** MS Embrace Term Apply
Introduction
SAP S/4HANA Cloud is highly differentiating
Partner
Sell
USER Deliver
LOCALIZATION
EXPERIENCE
Engage
Build
Resources
RISE with SAP
on SAP.com
RISE with
SAP on
SAP Partner
Portal
S/4HANA
OPERATIONAL Cloud on
INNOVATION Partner Portal
EXCELLENCE
Introduction
Pricing Structure for RISE with SAP S/4HANA Cloud
Partner
The 4 Dimensions of the ERP CORE: S/4HANA Cloud Licensing (subscription)
Sell
Direct User Access to the Digital Core Digital Access (aka Indirect Use, via APIs)
Self-Serve Use Core Use Advanced Use
Deliver
Engage
Features Features Features Monetized
across all APIs Build
Resources
Monetize partner apps Webinar Series
via revenue share
FULL USER EQUIVALENT (FUE) for S/4HANA -
Private Cloud on
S/4HANA Partner Portal
Cloud
Industry and LoB Solutions Infrastructure Add-ons
Webinar Series
• Premium capabilities
Included Optional for S/4HANA
• Specialized process 256 GB • Incremental memory extension Cloud - Public
3 tenants (xxs tier 2 tenant) • Disaster Recovery
/
Cloud
100 GB • Differentiated tenants
Cash 2 tenants (public cloud) • IaaS for e.g. interfacing
Real
Mgmt
Spend
Production Quality Development Optional

Tenant Tenant Tenant e.g. DR or SBX
(Private Cloud
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY only) 58
Introduction
SAP S/4HANA Cloud Licensing
Licensing User Access to Digital Core via Full Usage Equivalents Partner
Sell
Full Usage Equivalents SAP S/4HANA Cloud use types Deliver
• All S/4HANA Cloud use types can be purchased by one Weighting Use Type Engage
license material factor
• This license material has the metric Full Usage Equivalents 0,5 SAP S/4HANA Cloud, private edition developer Build
(FUE) user
=
• One unit of S/4HANA Cloud i.e. one FUE can be allocated 1 SAP S/4HANA Cloud for advanced use Resources
to different use types with a specific weighting factor
• Customer can re-allocate their users to avoid shelf-ware 5 SAP S/4HANA Cloud for core use
during their life-cycle
30 SAPSales
S/4HANA Cloud
Bag: ERP for self-service use
Financials
Minimum Purchase
Example – how to allocate the FUEs to different use types
• RISE with SAP S/4HANA Cloud: 35 FUEs 40 SAP S/4HANA Cloud for advanced use = 40 FUE
• RISE with SAP S/4HANA Cloud + XM: 500 FUEs 75 SAP S/4HANA Cloud for core use = 15 FUE
• RISE with SAP S/4HANA Cloud, private edition: 60 FUEs* 270 SAP S/4HANA Cloud for self-service use = 9 FUE
*New for 2022* - XXS tier for 60 to 135 FUE with new
price points, including a two-system landscape (DEV + SUM = 64 FUE
PRD)
• SAP ERP private cloud edition: 40 FUEs (direct only)
Introduction
SAP Cloud Extension Policy is Available
Digital Transformation journey Partner
Sell
Deliver
Engage
Build
Resources
ACCESS: ANALYZE: ADAPT:
Access opportunities for Analyze opportunities Adapt, migrate to cloud,
SAP cloud innovations for on-premise superior Customer
reallocation Experience
SAP Success Factors, SAP SAP Business Suite and SAP Intelligent Enterprise built on
ARIBA, Fieldglass, SAP mobile solutions, SAP SAP digital core (Hybrid, Pure
S/4HANA Cloud offerings S/4HANA cloud landscape)
Fast track to innovation – flexible pathway to cloud

Join SAP in its unified vision for the cloud!
NB To Partners: The SAP Cloud Extension Policy is not a conversion program. Cloud Extension framework allows our customers to partially
terminate existing on-premise licenses and associated maintenance payments (services including SAP® Enterprise Support, SAP Standard
Support, or SAP Product Support for Large Enterprises) in conjunction with a purchase of a subscription to cloud solutions from SAP. The
transaction requires an expanded investment with cloud solutions from SAP. Please work with your SAP sales team and CAA to work out
examples for your particular customer deal.
Introduction
RISE with SAP S/4HANA Cloud, private edition - Q1 2022 Updates
Partner
New XXS tier for 60 to 135 users JAN 2022 Customer choice for
Sell
 60 Min FUE (before was 40) infrastructure provider JAN 2022
 New XXS tier for 60 to 135 FUE with new price points, including a two-system
landscape (DEV + PRD) Can add a 3rd non productive tier at add’l cost  Evolve short-term fix from December (infrastructure provider Deliver
 The Quick Qualification step of Digital Deal Assessment (DDA) is mandatory mandated by SAP) to sustainable long-term solution beginning
for (a) NNN-ERP deals in first tier & (b) IB-ERP deals in identified target January 24, 2022 Engage
markets for public cloud. ➢ Customers may choose the infrastructure provider and
 If applicable, move these opportunities to public cloud – exception for location (for free) in all tiers.
Build
countries where no localization available. ➢ Customer choice is the leading dimension however we do
For indirect opportunities the Quick Qualification represents SAP’s recommendation not explicitly ask customers that do not articulate their
while partners remain free to exercise their choice within the new tiers and pricing choice. Resources
structure.
➢ Customers that do not articulate a choice will / should be
 Previous XS tier now starting at 136 FUE. assigned by SAP.
Latest Pricing
SAP extended services for SAP S/4HANA Cloud, private edition JAN 2022 Updates on
Partner Portal
SAP S/4HANA Cloud, extended edition has been removed from the pricelist.
➢ Still available for upsell/renewals and existing customers can also convert to SAP S/4HANA Cloud, private edition plus SAP extended services
for SAP S/4HANA Cloud, private edition Jan 2022
SAP extended services for SAP S/4HANA Cloud, private edition (8012320) is the successor offering for customers requiring advanced cloud qualities. Partner Update
➢ Licensed in addition to SAP S/4HANA Cloud, private edition and is available for direct channel and Cloud Choice Flex. Not available for resell. Enablement
Session -
➢ Includes the CAS packages for application operations (8011053) and release upgrades (8011051); can add “SAP extended services for SAP
Recording
S/4HANA Cloud, private edition”
Requires compliance with all contractual conditions (e.g. no modifications, only certified third-party add-ons, system previously built as new install, last
upgrade < 2 years)
➢ Comes with adjusted contract terms including Mandatory upgrades every two contract years; No source code modifications; New
implementations only (no system conversions) and only third-party add-ons that are ICC certified for S/4HANA Cloud, extended edition
➢ Differences to the predecessor offering Extended Services - Asset on Partner Portal
➢ Enterprise Management Layer is only available as an extra services offering
➢ All solution extensions commercialized for S/4HANA Cloud, private edition are available
© 2021 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL – Authorized for Partners 61
Introduction
Rise with SAP S/4HANA Cloud, private edition, tailored option
Partner
Sell
Deliver
Commercials / Price-list pre-
Functions & Features Customer Pain Points Differentiation requisites Engage
▪ Large and very large ▪ Specific hardware ▪ Competitors Lift & Shift by Metric, Tier Structure and Average Deal
customers requirements beyond Infrastructure Service Size (ADS), Price-list pre-requisites Build
▪ Specific system architecture the scope of RISE with Providers, no-decision (stay on- ▪ New Rise material with SAP license will
requirements SAP S/4HANA Cloud, premise) be sold with a FUE metric. Resources
private edition.
▪ Lowest TCO ▪ SAP offers tailored ▪ RISE Tailored Option pending release
▪ TCO-sensitive deals infrastructure, technical
▪ Tailor the system landscape (not on direct or indirect price list but on
▪ Fall back for customers managed services, and software
▪ HEC advanced edition with a tailored option price list)
same set of technical managed with very specific with one contract
infrastructure ▪ A broad range of license materials for
services as PCE standard ▪ Business transformation as a add-ons and side-cars will be made
requirements
service: The Rise with SAP available
▪ Software, support, AMS license material includes use
rights for S/4HANA Cloud and ▪ Rise with SAP S/4HANA Cloud, private
included. Infrastructure incl.
the network starter pack, edition, tailored option will replace HEC
HEC advanced not included
Signavio, business process subscription.
but mandatory to each PCE
tailored deal. intelligence. CPEA credits are ▪ 1,001 units / 3 m€ ACV (core) is
not included in phase 1. MINIMUM Requirement
▪ RISE Operations Desk will not ▪ Cross-Sell Opportunities ▪ Not Available for any Indirect (no
support opportunity creation for Upsell of cloud “freebies” CCFlex, no Resell) / Mid-Market/GB
deals that haven’t been Segment
approved by RISE Sales COO
Office. ▪ Pricing available for only 1
Hyperscaler (customer must pick
preferred Hyperscaler up front
62
Introduction
2022 GO TO MARKET – RISE with SAP
Partner
Your 30 Second Conversation
Sell
Deliver
Engage
Build
Resources
with industry innovation for top-line,

bottom-line, and green-line growth
with continuous insight

to optimize business processes
with a trusted partner

for your business needs, at every step of the way
Introduction
SAP S/4HANA Cloud - Digital Discovery Assessment Tool
Provide customers direction to consume S/4HANA as a Service Partner
The Digital Discovery Assessment accelerates the customer journey to an intelligent, sustainable enterprise Sell
SAP S/4HANA Cloud delivers our customers standardized ERP business processes as a Service, based upon Best
Deliver
Practices. With a broad LoB and Industry coverage customers can focus on business outcome, consume innovation
regularly and complement the needed scope using API’s and Extensibility options with Business Technology
Engage
Platform.
SAP S/4HANA Cloud Digital Discovery Assessment helps prospects and customers to understand how Best Build
Practice ERP business processes can help to standardize their business taking into account:
Resources
• Business scope: • Cloud Mindset:
• Back office (Finance-led ERP) or Front office (Core • Ability / Willingness to adopt Standard Processes SAP S/4HANA
Industry processes), or both and change way of working at the company not the Cloud Digital
Discovery Tool
software solution.
• Headquarter, Subsidiary, 2-tier
• Ability / Willingness to adopt to default frequent SAP S/4HANA
• Need for Country localization Cloud Sales
innovation & update cycles.
Tools & Assets
• Governance: page
• Ability / Willingness for customers to have SAP
manage the solution for them.
• Ability / Willingness to run the solution in a SAP
selected Data Center.
Register here to get access to the DDA OR Log on here if you have access
www.sap.com/s4hanacloud-discovery
Introduction
High level process Partner
Sell
The S/4HANA Cloud DDA Tool supports the 2022 SAP S/4HANA Cloud Industry GTM guidance.
Initial Qualification (Step 1) will provide guidance as to whether your opportunity should be pursued with Deliver
either:
Engage
✓ SAP S/4HANA (Public) Cloud or
✓ SAP S/4HANA Cloud, private edition or Build
✓ SAP Business ByDesign or Resources
✓ SAP S/4HANA On-Premise
SAP S/4HANA
Based on the guidance you will be automatically routed to SAP S/4HANA (Public) Cloud content or to SAP Cloud Digital
S/4HANA Cloud, private edition content to start the Detailed Discovery Assessment (Step 2). Discovery Tool
SAP S/4HANA
In case the industry GTM provides an “Incubate with Public Cloud” strategy, an email workflow is sent to the Cloud Sales
industry experts to provide guidance. You’ll receive the outcome ASAP to continue with the detailed discovery Tools & Assets
page
with the right solution approach.
In case of a system conversion for an installed base customer, the guidance is always SAP S/4HANA Cloud,
private edition and the detailed discovery assessment is not needed and will not be available. Same applies for
Business ByDesign or On-Premise. The detailed discovery assessment for SAP S/4HANA Cloud, private
edition will be available for new implementations for installed base customers only.
Note: The Brand Guardian (Step 3) process is only applicable for SAP S/4HANA (Public) Cloud opportunities.
Introduction
Step 1: Enter Qualification Data for your S/4HANA Cloud opportunity
Determine the best solution approach for the customer use case Partner
Sell
Deliver
Customer Data
Customer Situation
▪ Name
▪ Net New Name / Installed Base Engage
▪ ID Number
▪ New Implementation / System Build
conversion
Resources
Country info: Industry Guidance
▪ Country for SAP S/4HANA
▪ Industry / Industry Segment
contract signature Cloud Digital
Discovery Tool
▪ Localization Business Scope
SAP S/4HANA
scope for new Cloud Sales
▪ Finance Led-ERP or
implementations Tools & Assets
Core Industry
page
Note: You can simulate the guidance [ Simulate Sol. Approach ] before you
Introduction
Inviting people to the assessment Partner
Sell
• You can now directly invite your stakeholders for Deliver
the assessment in the ‘Edit Access’ tab in the
Supply Chain of Selling app Engage
• An email will automatically be sent for the Build

invitation to register as well as to participate in
the digital discovery assessment. Resources
SAP S/4HANA
Cloud Digital
Discovery Tool
SAP S/4HANA
Cloud Sales
Tools & Assets
page
Introduction
Step 2: Detailed Discovery Assessment for New Implementations
DDA Process Flow from Quick Qualification to Detailed Discovery Partner
Quick Qualification Sell

DDA Scope and Public
Public Cloud
detailed qualification Cloud
Deliver
Brand Guardian -
Redirect to PCE
Engage
Quick
Qualification
Public Cloud Build
Executive
Quick Qualification Decision
! Resources
In Review
Executive Decision
Quick SAP S/4HANA
Qualification Cloud Digital
Private Cloud Discovery Tool
Executive
Decision SAP S/4HANA
Cloud Sales
PCE root cause: Tools & Assets
Quick Qualification • GTM Strategy
• Localization
Private page
Private Cloud
• Functional Gaps Cloud
• Technical Gaps
Quick Qualification
Business ByDesign
Only when ACV / Impl.
Budget below thresholds
Business
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY ByDesign 68
Introduction
Step 2: Detailed Discovery Assessment for New Implementations
DDA Process Flow from Quick Qualification to Detailed Discovery Partner
Sell
Deliver
Engage
Build
Resources
SAP S/4HANA
Cloud Digital
Discovery Tool
SAP S/4HANA
Cloud Sales
SAP S/4HANA (Public) Cloud ~ Detailed Discovery Assessment based on scope SAP S/4HANA Cloud, private edition ~ Default for system conversions. Detailed
Tools & Assets
items, by default for new implementations. Discovery Assessment based on business capabilities for new implementations only. page
Introduction
SAP S/4HANA (Public) Cloud versus SAP S/4HANA Cloud, private edition Partner
Sell
Deliver
• For S/4HANA (Public) Cloud the tool shows scope Engage
items with a link to the Best Practices Explorer for
more detailed information like test scripts and Build
process flows.
Resources
• For S/4HANA Cloud, private edition the tool shows
business capabilities.
SAP S/4HANA
Cloud Digital
• For each solution approach you will be able to Discovery Tool
capture localization requirements, integration
requirements, additional requirements, questions SAP S/4HANA
Cloud Sales
and notes. Tools & Assets
page
Introduction
Step 3: Brand Guardian Approval
SAP S/4HANA (Public) Cloud – Overview Partner
Sell
• The purpose of the Brand Guardian approval is mandatory to Deliver
ensure deals are qualified during the Sales Process and ensure
a good level of fit-to-standard assessment based on current Engage
GTM and Product Maturity.
Build
• The approval can be Auto enabled or require a Brand Guardian
Review if there are significant gaps. Resources
• A Brand Guardian Review is only needed where there are

SAP S/4HANA
challenges with the S/4HANA (Public) Cloud solution. This may Cloud Digital
be due to - Discovery Tool
• Missing functionality
SAP S/4HANA
• Integration challenges Cloud Sales
Tools & Assets
• Customer Requirements etc.
page
Introduction
MOVE and Net New Overview GTM 2022 Approach for Midmarket
Partner
Sell
Deliver
Engage
Build
Resources
SAP S/4HANA Mo
vement on
sap.com
SAP S/4HANA
Movement on SAP
Partner Portal
Introduction
MOVE Overview GTM 2022 Approach for Midmarket
Partner
Remaining addressable indirect customers ~5.500 (Status as of Q1 2022)
Rapidly build up your pipeline and accelerate deal closure Sell
Deliver
Engage
Build
Resources
SAP S/4HANA
Movement on
SAP Partner
Portal
Introduction
MOVE - SAP S/4HANA Movement initiative:
Massive opportunity for SAP and Partners Partner
Quickly identify customers with highest propensity to move using Move Target List Sell
Deliver
Opportunity #1: Make 1st move of all ERP commercial entities without SAP S/4HANA Engage
1st Move Target group: ERP 6.0 customers with active maintenance contract
Build
Resources
Please contact
Opportunity #2: Secure 2nd move of selected commercial entities with SAP S/4HANA your Partner
2nd Move Target group: SAP S/4HANA on-premise customers incl. shelfware and live (aging, partially Business
Manager or
live) regional/MU
SAP S/4HANA
Movement lead
Opportunity #3: Win back of selected ERP customers that ended maintenance
Win back Target group: ERP 6.0 customers with no maintenance contract
MOVE – Midmarket: What could we offer for Value Discover? Introduction
Partner
Sell
• Focuses on WHY move now to SAP S/4HANA
• Fosters the understanding of the incremental value that customers will gain by implementing SAP Deliver
S/4HANA
• Offers customers a tailored business value focused point of view through an outside-in perspective Engage
Build
Resources
Start your
journey NOW
and click here to
register
Introduction
MOVE 2022 Customer Success: Your call to action to get started
Partner
Sell
Kick-start your move cycle with RISE with SAP and S/4HANA Cloud
Deliver
1. Quickly identify customers with highest propensity to move using Move Target List –
contact your regional/MU SAP S/4HANA Movement lead Engage
Build
2. Qualify your customers in the SAP S/4HANA Digital Discovery Assessment Tool (DDA)
Resources
3. Understand value of RISE with SAP S/4HANA Cloud, private edition for existing ERP customers –
Access RISE with SAP on SAP Partner Portal
SAP S/4HANA
and build your RISE with SAP elevator pitch (Sales | Partners | Services) Movement on
SAP Partner
Portal
4. Answer why moving now with the Value Starter Package – Access Value Starter Page and Share the
SAP S/4HANA
best stories to inspire our ERP customers with the SAP S/4HANA Customer Story Finder Movement on
sap.com
5. Drive end-to-end customer engagements with prescriptive guidance and outcome-driven sales plays –
Access the SAP S/4HANA Movement on SAP Partner Portal
6. Start early collaboration with dedicated SAP S/4HANA Movement experts, SAP committed partners /
services to succeed in all your customer engagements
Introduction
S/4HANA Cloud Focused GTM approach
Drive volume and adoption in those segments where we have momentum and right to win Partner
Sell
Finance Led / Service Centric
Deliver
Engage
ML GR/IR Cockpit Predictive Contracts Sales Overview Solution Order SAP Analytics Cloud embedded
Build
•
• • • •
•
•
•
Resources
• •
• •
•
• • •
•
•
Operational ERP
Manage Production Orders Maintenance Cost aATP Release for Delivery Manage Project Staffing
Manage Product Compliance
• • • • •
• •
• • •
• • • •
• •
•
Introduction
SAP S/4HANA Cloud Focused GTM approach
Cross Industry GTM Scenarios Partner
Sell
Finance Led ERP Two-Tier ERP for SAP S/4HANA Cloud
Deliver
Financial Planning
Lead to Cash Source to Pay Record to Report
& Analysis
Engage
Target Customers
▪ Customers looking for a comprehensive “Admin ERP” and Build
willing to adopt best practices
▪ Core back office capabilities combined with integrated, end-
Resources
to-end processes for purchasing and sales
▪ SaaS model allowing agile adoption of new capabilities with a
platform for continuous innovation.
Business Benefits
▪ Holistic, integrated financial management solution enabling
enterprise transformation
▪ Reduce the cost of finance and optimize working capital
▪ Streamlining Order-to-Cash processes increasing productivity Business benefits
and customer satisfaction ▪ Shared data and process models across HQ and Subsidiaries
▪ Standardizing procurement processes helping to reduce costs ▪ Faster multi-currency, multi-country business consolidation with shared
and efficiently manage suppliers analytical structures across HQ and Subsidiaries
▪ Homogeneous resource planning across global operations
▪ Hub-Spoke manufacturing and distribution strategies
▪ Rapid implementation based on SAP Best Practices and SAP Activate
methodology
Introduction
SAP S/4HANA Cloud Focused GTM approach
Industry Centric GTM Scenarios Partner
Sell
Deliver
Plan and Bid Staff & Recruit Lead to Cash Source to Pay Monitor & Control
Professional Media Commercial Real Engineering, Construction Public Higher Engage

Services Estate & Operations Sector Education
Vertical Scenarios: Engagement to Cash for project and contract-based services | Commercial Real Estate | Public Funds Management Build
Differentiating Functionalities
➢ Real Time Revenue Recognition ➢ Collaborative Project Management ➢ Subscription Management Resources
➢ Project profitability at any time ➢ Resource Management ➢ Solution Order Management for product/service
➢ Project Billing solution ➢ Commercial Real Estate Management bundles and mixed businesses
Idea to Market Acquire to Decommission Source to Pay Lead to Cash Plan to Fulfill After Market Service
Automotive Supplier Hi-Tech Supplier Mill Discrete –

Machinery IM&C
Building Products
Vertical Scenarios: Produce & Sell Standard Products / Make to Stock | Lot Size One / Make to Order | Configure to Order
Differentiating Functionalities
➢ Delivery Scheduling
➢ Visual Inspection ➢ Advanced Variant Configuration
➢ Demand Driven Replenishment
➢ Early Product Designer ➢ Project Controlling
➢ Advanced Available to Promise
➢ Just in Time, Just in Sequence ➢ 8D Quality Management
➢ Predictive MRP
Introduction
Product / Sales Authorization Requirements Partner
• RISE with SAP S/4HANA Cloud Sell

• RISE with SAP S/4HANA Cloud, private edition
Deliver
• For RISE with SAP S/4HANA Cloud, private edition you have to request : Sell Authorization-RISE with SAP S/4H Cloud PE
Engage
• For RISE with SAP S/4HANA Cloud you have to request Sell Authorization-RISE with SAP S/4HANA Cloud
Build
• SELL Authorization requirements cover all Solutions (including the RISE with SAP)
• For RISE with SAP S/4HANA Cloud, partners must qualify at least: Resources
o 1 Sales Executive
o 1 Presales Consultant SAP S/4HANA
Cloud
o 1 Customer Engagement Executive and Authorization
o 3 certified Solution Consultants. Details on Partner
Portal
• For RISE with SAP S/4HANA Cloud, private edition, partners must qualify at least
o 1 Sales Executive SAP S/4HANA
o 1 Presales Consultant Cloud, learning
room
o 1 Customer Engagement Executive
o 1 Cloud Architect and
o 3 Solution Consultants
For RISE with SAP S/4HANA, private edition Solution Consultant qualification no certifications are required. The qualification for
this role involves product specific training and successful completion of the associated Web Assessments. Access to those web
assessments will be provided after approval. Please work with your partner account management / partner experience team or
solution center management team for your region for more details and the process that you need to follow.
Introduction
RISE with SAP S/4HANA Cloud - Sell & Service Authorization
Partner
Sell
Deliver
Engage
Build
Resources
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY * Cross Border Certifications apply 81
Introduction
RISE with SAP S/4HANA Cloud private edition- Sell Authorization
Partner
Sell
Deliver
Engage
Build
Resources
*Partners should reach

out to their SAP Contacts
to get access to the Web
Assessment of this
program for the Solution
Consultants qualification
Introduction
RISE with SAP S/4HANA Cloud private edition- Service Authorization
Partner
Service Track
• Requirements for service authorization manual approval:
Project Manager - 1 Solution Consultant – 3
o Partners need to have at least 3 certified consultants on any Sell
SAP S/4HANA (on-premise) line of business implementation.
List of relevant certifications can be found here (from page 12 Deliver
to page 14). Cross Border Certifications apply here, see See
E_S4CPE_2021- RISE with SAP RISE with SAP S/4HANA Cloud
S/4HANA Cloud, private edition Private edition for Solution
Partner Edge for more details
implementation with SAP Consultants (Service)
Engage
Activate
• Requirements for service authorization completion: Build
SAP Digital Supplier Network for o Partners must qualify at least 3 Solution Consultants and 1
Consultants Project Manager Resources
o At least 3 Solution Consultants have to successfully complete
the specific training* for RISE with S/4HANA Cloud, private
Any certification for SAP edition. Access to the web assessment will be provided only
S/4HANA Implementations after confirmation that requirement 1 (part of approval) is met.
o Partners have to qualify at least one Project Manager.
Certification for Project Managers on RISE with SAP S/4HANA
Cloud, private edition is E_S4CPE_2021. Existing authorized
partners have to meet this requirement by July 2022.
• Service authorization implies training and certifications
costs. For major part of the training subscription the SAP
Learning hub is required. Partner edition of the Learning
Hub is highly recommended as it is offered to partners at a
very low price along with more benefits.
Introduction
RISE with SAP S/4HANA Cloud, private edition
Partner
SELL AUTHORIZATION IS KEY TO YOUR SUCCESS - Partners Play a KEY ROLE (Partner Architect) for
Sell
Indirect Business in the Sales Process
Partner involved in: Deliver
Partner involved in:
• Technical Assessment
• Digital Discover Assessment for S/4HANA Cloud, Engage
Partner involved in:
• Draft BOM creation including private edition
• Negotiating deal with Partner involved Build
Transformation Packages • Validation of Technical customer *
• Rough order of Magnitude (ROM) / Assessment with SAP in:
Internal SAP • Delivery Checklist • Delivery Handover
Budgetary Pricing Cloud Architect
only Completion Resources
Tasks
Customer Technical Scope Quote

SAP S/4HANA Deal Finalization Delivery Learn More
Cloud, private Qualification & Preparation Creation
Here
edition and
Digital • Draft BOM • Technical Approval • Partner • Delivery • Delivery Handover
Discovery creation Assessment negotiates Checklist Tasks Completed
SAP Business Indirect Selling -
Assessme Completion (focus on Completion
Technology
• Rough deal with Presales Assets
Platform nt S/4HANA Cloud, customer * WIKI
order of
(includes Magnitude private edition) • BTP Global
SAP Business BTP use (ROM) / Account created
Networks cases) Budgetary with credits
Pricing * Indirect Business
Rise with SAP via PE Sell (resell) • Business
Transformation Includes
provisioning Networks activated
Packages
sku’s for all
bundle
components
RISE with SAP S/4HANA Cloud – Test/Demo Options Introduction
Partner
Leverage a wide range of choices in order to test and demonstrate the new RISE with
SAP offering to your customers Sell
Deliver
SAP Non- Shared Demo SAP Cloud SAP Demo Store Engage
Commercial Services Appliance Library
Licensing (NCL) Build
• End-to-end service portfolio • Free and easy to access • Fully activated appliance • End-to-end ready-to-run
for test & demonstration and shared demo landscape hosted by a dedicated cloud offline demo scenarios and Resources
development licensing provider scripts
services
SAP S/4HANA
Available Available Not applicable Available Cloud – Trial,
RISE with SAP Test, and Demo
S/4HANA Cloud Systems
RISE with SAP Available* Available Available appliance: Available

S/4HANA Cloud, SAP S/4HANA 2022,
private edition Fully-Activated
Appliance**
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY * Available as T&D – On-premise license ** Based on SAP S/4HANA On-premise 86
Introduction
SAP Cloud Services for Test and Demonstration Partner
Sell
Accelerate your customer’s business transformation and time-to-value with RISE with SAP,
our newest offering that helps make the intelligent enterprise a reality. Deliver
RISE with SAP brings together everything our customers need to transform their business in
the way that works best for them – regardless of the point of departure or how fast they want Engage
to move.
Leverage the below SAP Cloud services for test and demonstration licensing Build
services* in order to test and demonstrate the new RISE with SAP offering to your
customers. Resources
Test,
demonstration and
Step 1 Step 2 Step 3 development
• Ensure you have a Test • Navigateto the Manage • Access the service via
Non-Commercial
and Demonstration My Services application access information Licensing (NCL)
Agreement in place and place an order for provided in an email Portfolio
(request the agreement the respective SAP sent to you by SAP
via Manage My Cloud test & SAP Non-
Agreements application demonstration service Commercial Price
in case needed) for RISE with SAP List
Check Agreement Order Service
* Please note that some of the product components in the demo scenarios may not all be included with starter pack in RISE with SAP offer SKU’s.
Introduction
Sell
Rise with SAP S/4HANA Cloud & SAP Business Technology
Platform and Business Networks bundles Deliver
Engage
Build
Resources
SAP S/4HANA
Cloud | SAP
Business
Technology
Platform SAP
S/4HANA
Cloud Starter Pack
SAP
Business
Network
SAP
Business
Technology
Platform
* Please note that some of the product components in the demo scenarios may not all be included with starter pack in RISE with SAP offer SKU’s.
SAP Signavio / BPI – How to demo the solution? Introduction
Partner
Additional Content in the SAP Demo Store available for SAP Partners
Sell
Demos available in the Demo Store Test and Demo Licenses Deliver
related to SAP Signavio. For updates search “BPI” and (SAP Signavio now available in the portfolio,
“Signavio” in the SAP Demo Store SAP Process Insights will come early in 2022) Engage
Main overview demo: SAP Signavio ERP https://partneredge.sap.com/en/library/education/pa
Transformation Demo (offline and online) – no. 17588 rtnership/licenses/e_ep_tdd_signavio.html Build
Additional scenarios are available for partners:
Resources
17995: SAP Process Insights – Improve your End-to- General information on Test and Demo licenses
End processes (Finance and Lead to Cash) https://partneredge.sap.com/en/partnership/license Process
s/tdd.html Discovery
https://sapdemostore.com/sap/bc/ui5_ui5/sap/yunified
store/index.html#/scenario/17995 SAP Path
Updated Partner Price list as of mid December finder
17798: SAP Signavio – Drive Global Harmonization 2021 BPI on sap.com
and Innovation SAP Partner Price List (Page 24 and 33-34 for
https://sapdemostore.com/sap/bc/ui5_ui5/sap/yunified Signavio).
Enablement
session: L2
store/index.html#/scenario/17798 Overview
17799: SAP Signavio – Transform your Business
Model (Visionary Demo)
https://sapdemostore.com/sap/bc/ui5_ui5/sap/yunified
store/index.html#/scenario/17799
Introduction
Sell
Rise with SAP S/4HANA Cloud, private edition & SAP Business
Technology Platform and Business Networks bundles Deliver
Engage
S/4HANA core ERP - Use your On Premise or T&D license and then get
Licenses for the additional components or use Shared Demo Landscape Build
Resources
SAP S/4HANA
Cloud | SAP
Business
Technology
Platform SAP
S/4HANA
Cloud Starter Pack
SAP
Business
Network
SAP
Business
Technology
Platform
Introduction
Partner Demo Environment - Shared Option
Partner
Sell
• Gain free access to an integrated, Shared Demo Environment
pre-scripted shared demo Free Access Deliver
environment which helps you: Engage
119+ Intelligent Enterprise Online Live Demo
• Showcase demos for the most relevant Scenarios Build
Intelligent Enterprise solutions across key Most Relevant
SAP products (S/4HANA, SFSF, CX, Ariba, Resources
Concur, SAC, BTP and more to come) 381 Offline Demos in Demo Store
• Drive adoption with your customers Growing Repository
• Grow & evolve your own business
Demo Environment upgraded
Regularly Updated
Demo Concierge
Complimentary
Visit SAP Shared Demo Services on SAP Partner Portal to find out more and follow steps to
gain access
RISE with SAP S/4HANA Cloud – SAP Demo Store Introduction
Partner
Ready-to-run integrated demo scenarios from SAP Demo Store
Sell
End-to-end ready-to-run demo scenarios are now available from the SAP Demo Store to
explore and demonstrate the capabilities bundled in RISE with SAP S/4HANA Cloud. Deliver
Engage
Build
S/4HANA Cloud: Procure to Pay with Ariba
Network Integration
Resources
SAP Demo
Store
Demo Store – RISE with SAP Industry Transformation Packages Introduction
Partner
Ready-to-run integrated demo scenarios from SAP Demo Store
Sell
End-to-end ready-to-run demo scenarios are now available from the SAP Demo Store to
explore and demonstrate the capabilities bundled in RISE with SAP S/4HANA Cloud. Deliver
Engage
RISE with SAP for Consumer Products RISE with SAP for Retail Transformation RISE with SAP for Industrial Machinery and Build
Transformation Package Package Components Transformation Package
Resources
SAP Demo Store

RISE with SAP
Transformation
Packages
RISE with SAP for Automotive RISE with SAP for Utilities Transformation
Transformation Package Package
Driving business
innovation together
SAP S/4HANA – Demo Licenses & Demo 21 Introduction
Partner
• Scope goes beyond S/4HANA OP Sell

• Digitized content (Work packages) for Deliver
every step
Engage
• Participation is free of charge
• Contact your Regional Solution Center Build
Manager and Learn More Here Resources
• Distinct delivery channel for the Fully Activated More

information
Appliance on Demo21
• Guided installation with „guaranteed“ success

• All activities concentrated in one week
• Installation based on specific build with data /
mass data
• Valid for S/4HANA On-premise and RISE with
SAP S/4HANA Cloud, private edition
Introduction
Customer Facing Frequently Asked Questions (FAQ) Partner
Sell
Deliver
• SAP Released RISE with SAP
FAQ for External use with Engage
Customers Build
• Available over Partner Portal here Resources
• We highly recommend to use this Customer

Facing FAQ
document with your customers to for use by
Partners
help articulate the business value
of RISE with SAP
Introduction
Partner
Sell
Deliver Deliver
Engage
Build
Resources
Why we care about partner delivery quality Introduction
“…customer success through partners success” Partner
Sell
Deliver
Engage
Build
Resources
90% of software implementations are carried out by

1 our Partner ecosystem
2 RISE with SAP is about business outcomes and innovation

and partners are critical to deliver the full promise
3 Impact of implementation services quality on customer retention
Introduction
Deliver Phase
This phase focuses on proactively enabling partners on our customer onboarding Partner
and implementation processes and SAP S/4HANA Cloud solution to maximize the
chance of successful projects leading to customer satisfaction. Sell
Content: Deliver
• RISE with SAP customer onboarding journey
• SAP Activate - the methodology to follow in implementation projects Engage
• RISE with SAP S/4HANA Cloud Service Authorization Requirements Quick Links:
• SAP Activate for RISE with SAP SAP S/4HANA Cloud - SAP Activate Roadmap Viewer Build
• Overall project flow, Project team roles - SAP Activate Community
• SAP Central Business Configuration - Cloud Mindset Resources
• Why are cloud implementation projects different, Top 3 reasons for Project - Solution Standardization Board
Escalation and Delivery issues, The Top Ten Tips & Tricks Tick List
- Solution Consultant Requirements for Authorizations
• Release & Scope Dependency Tool, Key Implementation Roles, The Partner
Delivery Quality Framework - RISE with SAP S/4HANA Cloud
• SAP Cloud ALM, Steps before raising an incident, SAP S/4HANA Cloud - SAP PartnerEdge S/4HANA Cloud Learning
Customer Community & S/4HANA Cloud Expertise Services Community Room – Implement
• SAP Activate for RISE with SAP S/4HANA Cloud, private edition - S/4HANA Cloud Partner Enablement Pathway
• SAP Activate for SAP Cloud ALM, Possible partner implementation - S/4HANA Cloud Trial, Demo & Sandbox
approaches, System Conversion process, SAP S/4HANA Selective Data - S/4HANA Cloud Customer Community
Transition - S/4HANA Cloud Consultant Learning Journeys
• SAP Enterprise Cloud Services – overview of available Enterprise Cloud - SAP S/4HANA Cloud, private edition
Services
- SAP Best Practices For SAP S/4HANA
• Golden Rules for implementation – provides you with key information on
- Enterprise management layer for SAP
implementation; establish Solution Standardization Board for governance
S/4HANA
• Enterprise management layer for S/4HANA Cloud for private edition
• Considerations for 2-system landscape
Introduction
RISE with SAP customer onboarding journey
Partner
Contract Sign Date
Pre-Order Booking Order Confirmation and Customer Onboarding Form Sell
Checklist Welcome to RISE Email (5 days after contract sign)
Deliver
Engage
Check Access Customer Customer Onboarding

Build
to Support/ Onboarding Webinar Build & Sales Form Reminder Emails
S-User ID Handover Resources
• Customer
Onboarding
Resource Center
System Build • Customer

Transition Preparation Onboarding
Complete
BPI + Readiness Check Webinar Page
• Learning Journey
• RISE with SAP
IRIS Kit
Contract Start Date Self Service Resources Engage with

System Access Email (S/4 Onboarding Resource Center, BTP & BN Team
+ Bundled Components) Webinar Page, Learning
Journey, IRIS Package
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY SAP SAP + Partner Customer/Partner All 99
Introduction
Partner
Step 1. Pre-Order Booking Checklist Step 4. Customer Onboarding Form
Reminder Email Sell
• Set up the Perfect Order
• Contact Management • Email reminder is sent to customer at
• Technical Assessment key dates prior to Customer Deliver
• Data Center/Hyperscaler Onboarding Form due date if any
• Start positioning the Customer onboarding data is missing Engage
Onboarding Form with your customer
• Plan Network activities Build
Step 2. Contract Sign Date Emails Step 5. Sales Handover Resources

• Order Confirmation and Welcome to RISE • Sales to Success - Transition of deal
• Customer
Emails are to be sent out on Contract Sign information for meaningful post-sales
Onboarding
interactions with customers
date Resource Center
• Deal background, goals,
• Welcome to RISE with SAP Email – Inform contacts, implementations plans,
• Customer
customers and partners on RISE bundled Onboarding
business case
components and getting started information Webinar Page
• Partner Cloud Architect to SAP
ECS organization
Step 3. Customer Onboarding Form • RISE with SAP
Step 3. Customer Onboarding Form
Step 6. Customer Onboarding Webinar
IRIS Kit
• Purpose is to ensure technical alignment • Monthly (or available as a recording)
between SAP private cloud installation
and customer expectation • Help customers streamline provisioning
and setup process, walk through initial
• Form and instructions will be sent to the access to system, and introduce them
customer from the RISE Cloud Architect to support options
• Form must be submitted within 5 days
of the Contract Signature Date
SAP SAP + Partner Customer/Partner All
Introduction
Partner
Step 7. Check access to Support/S-User ID Step 10. BPI and Readiness Check
Sell
• RISE with SAP Private Cloud Edition • BPI – Process Discovery for SAP
Help Portal - Find information on S/4HANA Transformation will provide
tailor-made recommendations based Deliver
getting started, implementation, and
use of your RISE with SAP solution on data extracted from their SAP ERP
system Engage
• SAP Support Services IRIS page
• Readiness Check – Analysis tools and
• SAP for Me IRIS page an interactive dashboard to evaluate an Build
existing SAP ERP system in
Step 8. System Build preparation for transitioning to SAP S/4 Resources
HANA.
• Customer
Onboarding
Step 11. Self-Service Resources Resource Center
• SAP System Build by ECS Delivery • Customer
team (Project Lead/PC3) • Customer Onboarding Resource Center – Onboarding
One-stop shop to find all the right resources Webinar Page
for a smooth onboarding experience
• Customer Onboarding Webinar Page – • RISE with SAP
Register for upcoming webinars and watch IRIS Kit
session replays
Step 9. Contract Start Date - System
Access Email • Learning Journey – Common use cases to
help navigate RISE with SAP
• Automatically sent to customers on Contract Start Date • RISE with SAP IRIS Kit - Series of different
• Provides details in regards S/4 and RISE bundled video playlists pertaining to getting started
components and the RISE bundled components
Introduction
Partner
Step 12. Engage with BTP and BN Team
Sell
• Business Network Request Form – Deliver

Request Kick Off by filling out this form.
SAP will get back regarding steps to Step-by-steps tasks for SAP Business Engage
proceed. Network Starter pack can be found in
• Business Technology Platform Request SAP Activate Methodology for RISE with Build
Form – Same process as above SAP S/4HANA Cloud, private edition
Resources
• Customer
Onboarding
Resource Center
• Customer
Onboarding
Webinar Page
• RISE with SAP
IRIS Kit
Introduction
Partner
Primary points of
Sell
contact for ongoing
service and support The SAP S/4HANA Cloud Service Kickoff process Deliver
requirements of the will cover the following topics
customer related to
RISE with SAP Engage
S/4HANA Cloud, ➢ Introduction
Provide quality private edition Ensure regular ➢ Welcome & Key Enterprise Cloud Services Contacts
services to satisfy operations and Build
customer needs support alignment ➢ Customer Expectations & Responsibilities
and resolving with the customer ➢ Roles & Responsibilities document
technical throughout the ➢ Services explanation Resources
complexities duration of the
throughout their RISE with SAP ➢ SAP Enterprise Cloud Services Global Support and
entire lifecycle SAP contract. Channels
Enterprise
Cloud
Services Team Your best friend in case of trouble
Act as a trusted
partner in the
safeguarding and Contract
SAP Customer Interaction Center
optimization of administration and
customer‘s operational change
investments into management. CIC Contact for your support
SAP Enterprise
Cloud Service.
Escalation The RISE with SAP S/4HANA Cloud, private edition

Management during Roles and Responsibilities document is available in
operational run
phase. the SAP Product Policies website here
Private Cloud Customer Center (PC3) Introduction
Understanding the new digital customer engagement model from SAP Enterprise Cloud Services Partner
Sell
Managing the scale of RISE with SAP Deliver

The SAP Enterprise Cloud Services (ECS) Private Customer Center is a digital model
Core dedicated to manage service delivery at scale for RISE with SAP S/4HANA Cloud, Engage
private edition customers.
Build
Resources
Customers are provided with a digital Active human interaction is provided

Digital experience with self-service through the SAP Customer
Customer instructions, simple videos and Interaction Center by phone, Expert
Experience digital touchpoints to ensure chat and expert-on-demand
simplicity and flexibility. Call scheduling.
Customer engagement for delivery topics is managed by special

Engagement subject experts across individual Centers of Expertise, along the
Management respective engagement lifecycle phase, covered by a follow the sun
delivery.
SAP Enterprise Cloud Services | Private Cloud Customer Center ECS PC3
Introduction
ECS PC3 Shared Point of Contact for your engagement
Seamless partnership for joint customer success Partner
ECS PC3 Digital Customer Engagement Manager (dCEM) Sell

Expert CoEs per lifecycle phase
• Supports the ECS Self-Service Kick Off for the customer through triggering an email Deliver
• Provides customer with transparency about progress and KPIs of the ECS services via regular Service Reviews offered through
automated digital platforms and assets Engage
• Initial point of contact for Customers/Partners through:
• SAP Customer Interaction Center Build
• Dedicated CoE dCEM available for specific customer queries through tickets from One Support Launchpad
• Live-chat with experts Resources
• Calls scheduled by customers via Automated Scheduler, as required
• Ensures meeting the contractual agreed:
• SLAs, Response times. Resolution of escalations
• Change mgmt. through alignment with internal SAP stakeholders
Governance Escalation Framework Outputs

• Regular account health • ECS PC3 CoE Lead as the point of Efficient customer
Active support during
onboarding, Self-service
status (committed contact for all open unresolved issues. kick-off with all important
migration and committed
system delivery
deliverables, budget and information
commercials status) • ECS PC3 Regional Head – Next level

• Strategic & tactical of escalation point for ECS related Stable operations &
Service Reviews via Self-
collaboration for critical project support & Product support effective communication
via integrated SAP &
services, automated KPI
engagement aspects & issues. Partner collaboration
reporting, and more
improvement initiatives
INTERNAL – Authorized for Partners
Introduction
Need Help with Provisioning for your RISE deal?
The RISE Provisioning Hot Desk. Monday to Friday. All Timezones. Partner
Sell
OUR GOAL
WHAT WE DO Reduce or eliminate delays in Deliver
Help you track down the status of your customer provisioning
customer’s provisioning Provide status of provisioning to Engage
Support provisioning de-escalations you
Build
Help you and your teams understand the Help you and your teams get up
provisioning process, including what you to speed with the provisioning
need to do process Resources
Provide guidance in scheduling a Cloud Continuously improve the Sales
Architect to Delivery Handover process
How to get
help
Fill out
WHAT WE DON’T DO HOW TO GET HELP
Smartsheet to
initiate a
Complete the check list for you Fill out Smartsheet to initiate a request request
Complete the landscape architecture Let us know some basic info
Book the deal Customer ID
By-pass the in place provisioning process Contract Start Date
Prioritize Work At Risk Process Customer Checklist
Clean or update CRM / Harmony Contract Booking Date
Engage directly with the customer

We’ll get back to you as soon as possible
Engage directly with the partner
Introduction
SAP Activate Implementation Approach | Cloud Mindset
Partner
Transformative Sell
“Fit-to-standard” Deliver
▪ Business owns the solution Engage
▪ Lead with ‘standard’, best Build

practices
Traditional ERP Resources
“Design to blueprint” ▪ Agile, Modular, Scalable
▪ Rapid, repeatable delivery
▪ Consultative approach steps
▪ Waterfall project ▪ Accelerators: tools,
methodology templates, and content
▪ Customized solution ▪ Quicker ROI
▪ Development, not
configuration
▪ Historically been time
consuming and costly
Introduction
SAP Activate
Partner
Innovation as a Service is how your business deploys new capabilities, Sell

when and how you choose, to build a sustained competitive advantage
Deliver
Launch quickly and efficiently, Self-service to expand capabilities when, Engage

standardized for integration where, and how you choose
Build
Resources
Business-Driven Innovation with SAP Activate
SAP Activate
Self-service configuration through a clear deployment Roadmap
methodology of solution-specific practices, in a Viewer
Greater
standardized environment Speed of Innovation Productivity
Business Processes Clear Methodology for Apps for Adoption

Delivered Adoption and and Extensibility
Ready to Run Extensibility Business Impact
Growth & Scalability
Introduction
Customers have questions about deployment of SAP S/4HANA Cloud
SAP Activate guides them along the adoption journey Partner
Sell
How do I get started? What Deliver
How, what, why …. resources do I need to be successful?
Engage
How will standard business
content and processes support Who is accountable for what deliverables?
Who will do what? Build
my business needs?
Resources
How do I enable my team to How do we identify all our
implement cloud solution “the SAP Activate requirements and make sure they are
right way”? implemented well in the software?
How will we extend the solution

where it doesn’t cover our needs How do we integrate our ERP system
out of the box? into our solution landscape?
How will we setup printers in our What steps will we take to ensure
cloud environment? quality of the solution for our business
users?
What do we need to do in each How can I request SAP system

upgrade? provisioning?
Introduction
Deploy SAP S/4HANA Cloud with SAP Activate
Journey overview and key milestones Partner
Sell
Discover Prepare Explore Realize Deploy Run Deliver
Engage
Contract Start Go-Live
Continuous Innovation Build
Resources
Fit-to-
Discovery Setup and Scope and Migrate, Integrate, Onboard Users Innovate,
Standard Test
and Value Enablement Configure Extend and Deploy Operate, Support
Analysis
Discover the Initial planning Run a fit-to- Perform a series of Finalize setup Continue
solution and standard agile iterations to of the adoption of the
capabilities, preparation of analysis, configure, extend and production solution across
understand the the project. validate the test an integrated landscape, the business. Do
business value Onboard and solution fit, and business data loads, regression test for
and benefits of enable project identify delta environment. confirm system upgrades.
the solution to team. requirements for Perform data loads, readiness, Activate
customer’s Provision initial config, data, adoption activities, and go-live additional
business. landscape and integration and and plan production with the new functionality as
ALM tools. extensibility. operations. solution. needed.
Introduction
Enablers for Your Digital Transformation
SAP Activate Tools and Community Partner
Sell
Deliver
Engage
Build
Resources
SAP Activate Community SAP Roadmap Viewer SAP Best Practices

• Engage SAP Activate experts • Browse implementation Explorer
guidance for your digital • Access SAP Best Practices
• Ask questions and collaborate
transformation content
• Stay up to date
• Access SAP Activate • Power your project with ready-
• Follow the community at methodology assets and to-run processes
https://community.sap.com/topics accelerators
/activate • https://rapid.sap.com/bp/
• https://go.support.sap.com/road
mapviewer/#
Introduction
Service Authorization Requirements Partner
Service Track Sell

• Requirements for service authorization manual approval:
Project Manager - 1 Solution Consultant – 3
o Partners need to have at least 3 certified consultants on any SAP Deliver
S/4HANA (on-premise) line of business implementation. List of
relevant certifications can be found here (from page 12 to page
14). Cross Border Certifications apply here, see See Partner Engage
E_S4CPE_2021- RISE with SAP RISE with SAP S/4HANA Cloud Edge for more details
S/4HANA Cloud, private edition Private edition for Solution
implementation with SAP Consultants (Service) Build
Activate • Requirements for service authorization completion:
o Partners must qualify at least 3 Solution Consultants and 1 Project Resources
SAP Digital Supplier Network for Manager
Consultants
o At least 3 Solution Consultants have to successfully complete the
specific training* for RISE with S/4HANA Cloud, private edition.
Access to the web assessment will be provided only after
Any certification for SAP confirmation that requirement 1 (part of approval) is met.
S/4HANA Implementations
o Partners have to qualify at least one Project Manager. Certification
for Project Managers on RISE with SAP S/4HANA Cloud, private
edition is E_S4CPE_2021. Existing authorized partners have to
meet this requirement by July 2022.
o Cross Border Certification applies.
• Service authorization implies training and certifications costs. For
major part of the training subscription the SAP Learning hub is
required. Partner edition of the Learning Hub is highly
recommended as it is offered to partners at a very low price along
with more benefits.
Introduction
SAP Activate Implementation Methodology
How Do SAP Cloud Implementation Projects Differ? Partner
Sell
Standardized Solution Deliver

Focused scope solutions that allow tailoring to fit the customer’s business and reduce complexity
Engage
Build
Resources
Implement
Innovation Project Timeline section: S/4HANA
Extending the Solution Cloud on SAP
Updates and upgrades to public Implementation project starts immediately Partner Portal
cloud solutions are automatically Key-user extensibility and
after the subscription start date with
applied by SAP periodically productive use in as little as 4 weeks side-by-side extensibility
S/4HANA Cloud
SAP Learning
Hub
Roles Handover to Support
Customer owns many more tasks of a Cloud customers are handed over to SAP
public cloud implementation such as data Cloud Support for long term system
migration, testing and change management management
Deployment experience with SAP Activate Introduction
Key elements Partner
Sell
Agile implementation methodology with role-based detailed implementation tasks,
Methodology Deliver
available as content in the implementation portal and in the Roadmap Viewer.
Engage
Ready-to-use business processes, available in all SAP S/4HANA Cloud tenants. Build
SAP Best Practices Start the scoping and the configuration with standard processes.
Resources
Guided implementation with flexible task and content management leveraging best-
SAP Cloud ALM SAP Activate
practices content and methodology content combined to accelerate the Roadmap
implementation. Viewer
Discover Prepare Explore Realize Deploy Run
Continuous innovation
Fit-to-
Discovery Setup and Scope and Migrate, Integrate, Onboard and Innovate,
Standard Extend
Assessment Enablement Configure Test Deploy Operate, Support
Analysis
Introduction
Deploy SAP S/4HANA Cloud with SAP Activate
Journey Overview and Key Milestones Partner
Qualification Sell
Discovery Assessment Finalized scope and backlog Deliver

with delta requirements
Buy Cloud ALM & Central Go-Live Readiness Update &
Journey and Key Milestones
Business Configuration OCM Delivery & Monitoring Assessment Upgrade Engage

Onboard Project
Team Go-Live Activate new Build
scope / add
countries
Resources
Continuous Innovation SAP Activate for

SAP S/4HANA
Cloud in
Roadmap
Discovery Fit-to- Configure, Migrate, Viewer
Setup and Onboard Users Innovate,
Assessment Standard Play back Integrate, Extend
Enablement and Deploy Operate, Support
(Scope) Analysis Test
Trial System
Starter System Ongoing Transports
Landscape
Quality System
System
Initial Transport Production System

SAP Central Business Configuration
SAP Cloud ALM
Introduction
Target Picture and Business Value Partner
Sell
Deliver
SAP Central Business Configuration is a new
tool that will make it possible to configure a Engage
business process spanning different SAP cloud
Build
solutions from one central place.
Resources
Learn
SAP Central
Business
Configuration
Product Page
Key Objectives
▪ SAP Central Business Configuration for the Learning
Journey: SAP
Intelligent Enterprise, starting with Central Business
SAP S/4HANA Cloud Configuration
▪ Increased business process flexibility

▪ Reduced time to value & TCO
▪ Go-lives in smaller iterative steps
Introduction
Relevance for Products and Target Groups Partner
Sell
Deliver
Engage
Build
Resources
Engage
SAP S/4HANA
Cloud
Community
Build up your
knowledge of SAP
Central Business
▪ All new Rise with SAP S/4HANA Cloud customer implementations based on license contracts Configuration with
since January 2021 will use SAP Central Business Configuration. latest videos,
recordings and
▪ SAP will determine the sequence of existing SAP S/4HANA Cloud customers to convert to SAP Central information.
Business Configuration and when the conversion will take place. Conversion is executed by SAP and will
not affect the customer’s existing configuration.
▪ More information regarding conversion will be shared once available and existing customers will be
contacted.
Introduction
SAP
SAP Cloud
CentralALM & SAPConfiguration
Business Central Business
Configuration Partner
Key Target Components
Sell
Deliver
Engage
Configuration of the Implementation and
Intelligent Enterprise Operations of the Build
▪ Central business-driven scoping Business Scope Intelligent Enterprise
▪ Org structure setup & configuration and Tasks ▪ Processes & requirements Resources
▪ Configuration deployment ▪ Implementation tasks SAP Central
SAP Central Business ▪ Manual & automated tests Business
SAP Cloud ALM
Configuration ▪ Deployment orchestration Configuration with
SAP S/4HANA
Cloud Overview
Session (To access
the SAP Learning Hub,
edition for SAP
Enterprise Support, a
Based on one-time registration is
Based on required. You can find a
▪ Business Adaptation Catalog detailed step-by step
▪ Intelligent Enterprise scenarios guide here.
References ▪ Best practice process content
▪ Intelligent Enterprise scenarios ▪ SAP Activate methodology
▪ Best practice process content
▪ SAP Activate methodology
Customer Solution
Introduction
Key Target Components Partner
Sell
Deliver
Engage
Build
Project Scoping & Central Business Configuration
Experience Organizational Structure Configuration Workspaces Resources
Guided SAP cloud Scope your solution – select Configure integrated end-to- Manage parallel Implement
implementations countries/regions, business end business processes implementation projects openSAP course
processes & solution capabilities
Ability to set up additional Manage company rollouts The latest SAP
Set up and maintain your localizations via templates Central Business
Configuration
organizational structure
OpenSAP course
gives you a good
overview and lets
you deep dive into
various topics.
Content
Fueled by SAP Best Practices pre-configuration content and the Business Adaptation Catalog (BAC)
Introduction
SAP
SAP Central
Central Business
Business Configuration
Configuration & S/4HANA Cloud
System Landscape Partner
Key Target Components
Sell
Deliver
Engage
The system landscape consists of a quality system and a production system. SAP is responsible for both the software and Build
content updates and upgrades.
SAP S/4HANA Cloud Resources

In case you have
general
questions in
regards
to SAP Central
Business
Configuartion,
Quality System Production System
do not hesitate to
get in contact with
Artur Lüfing
(artur.luefing@sa
SAP Central p.com)
Business
Configuration Deploy Release Transport (Q2P)
Production
Quality Tenant
Tenant
Introduction
Top 3 reasons for Project Escalations and Delivery Issues Partner
Sell
Poorly documented scope, lack of knowledge and absence of Cloud Mindset continue to jeopardize Customer Success
Deliver
Customer Fit/Scope Lack of Knowledge Cloud Mindsets
Short-cuts in deal qualification and scoping always Utilizing uncertified consultants nearly always Cloud is not about Technology - It’s about Economics, Engage
lead to challenges in project due to: results in avoidable difficulties and sometimes Innovation and new Business Engagement Models –
complete failure. It also results in: failing to adopt a Cloud Mindset leads to challenges:
• Unclear scope that impacts implementation Build
approach and prolonging timelines • Higher support costs • Customer and partner are unprepared for
• Failure to prioritize business scenarios and scope • Reduced confidence by the customer continuous change
Resources
items adequately • Damaged partner and SAP reputations • Siloed/Functional-oriented engagement model vs.
• Limited ability to identify gaps and push back on collaborative, process-oriented setup.
• Lower adoption
increasing scope • Tackling Cloud with OP approach = failure!!!
Diligently execute the Digital Discovery • Presumably reduced renewals The mindset drives behavior and culture
Assessment Utilizing certified implementation team members: • In Cloud the ‘service’ doesn’t end when the
• Set the foundation for successful implementations • Guarantees a minimum set of knowledge product is shipped – Services Mindset
and renewals by ensuring we engage in good • Shows commitment • Adopting an ‘Agile way of life’ is key to work
business quickly and effectively in a changing, dynamic
• Reduces support costs environment
• Qualify opportunities fast and spend time on the
winning ones • Does not guarantee success, but is a move in the • Putting the Business-Outcome at the center of
right direction the Customer-focus is essential to implement a
• Obtain guidance on product, roadmaps and driving
the conversation standard solution
• Accelerated innovation cycles demand a
forward looking, continuous learning strategy
• User Experience = Adoption = Renewal
Introduction
The Top Ten Tips & Tricks Tick List has been created, for the implementing partner, as a Partner
prescriptive indicator of what a successful implementation looks like. Sell
Deliver
1 2 3 4 5
Assign certified SAP S/4HANA Confirm common understanding Establish a Business and IT Engage with services and Adhere to SAP Activate method. Engage
Cloud Consultants of objectives decision board success plans for SAP S/4HANA Cloud
✓ Key project roles – Line of Business ✓ It is essential that there is an aligned ✓ The speedy delivery of SAP ✓ Preferred success is a subscription ✓ SAP Activate guides the
Leads, Technical Lead, Project understanding between the S/4HANA Cloud is dependent on based success management implementation team through the Build
Manager – should all be certified business and IT as to the desired timely decisions that have the model for SAP customers with project, in alignment with best
outcome of the SAP S/4HANA support of both business and IT cloud solutions. practices.
✓ The Implementation Partner, SAP or
otherwise, maintains responsibility
Cloud project. stakeholders
✓ Additional support is also available ✓ SAP Activate Roadmap Viewer is Resources
for identifying and assigning suitable ✓ This alignment can be documented ✓ This could be achieved by instating through SAP QuickStart and SAP home to Best Practice descriptions,
resources in a Project Charter. a decision board Value Assurance for Cloud Templates and Release notes.
Solutions
6 7 8 9 10
Create statement of scope, Consolidate project plan Develop and execute a change Schedule all SAP Activate Execute testing, data migration
consistent throughout lifecycle between all teams management strategy phase Q-gates and integration activities
✓ A consistent approach must be taken ✓ The success of the project is ✓ SAP S/4HANA Cloud uses a ✓ A Q-gate, or Quality Gate, is a ✓ With S/4HANA Cloud, the weight of
to ensure SAP S/4HANA Cloud is dependent on the collaboration Fit-to-Standard approach in checkpoint that falls at the end of testing is done by SAP. The
aligned with business objectives between multiple teams, often; order to deliver simplicity, agility each SAP Activate phase. The aim implementation team and customer
throughout the duration of its lifecycle. Customer (both IT and Business), and access to innovation. of this is to highlight any potential however hold responsibility to
Partner and SAP. risks that may impact the project
✓ It is the responsibility of the validate configurations, check end-
✓ This way of working means
implementation team to ensure that ✓ SAP Activate provides a Project Plan timeline. to-end integration and to upload
customers will need to
scope and project expectations carry Template to help align these different understand the scale, scope ✓ Q-Gates should be planned into data.
forward from sales, to delivery groups and ensure consistency. and impact of this shift. the project plan from the start as
key milestones.
Introduction
Release & Scope Dependency Tool Partner
Sell
The tool
• Enables the customer to understand the impact of changes to the Deliver
activated scope items in their SAP S/4HANA Cloud system
Engage
• Helps partners to get an overview of the impact of changes to the
activated scope items of their customers Build
Highlights Resources
• Personalized scope analysis for customers based on their activated
scope or implemented scope
Blog
• Categorization of changes into functional, API, deprecated, CDS SAP S/4HANA Cloud Release &
Views, Authorizations and SSCUI for quick analysis of impact to their Scope Dependency Tool
existing scope
• Recommendation on what to test based on the degree of change
and impact of change to the scope items
• Additional information on new scope items that the customer can
potentially activate based on the dependencies among scope items
Introduction
Key Implementation Roles - Project Roles Partner
Sell
Deliver
Engage
Build
Resources
Implement
S/4HANA Cloud
on SAP Partner
Portal
Learning Journeys
on SAP Learning
Hub
Introduction
Key Implementation Roles - Project Roles Partner
Sell
Deliver
Engage
Build
Resources
Implement
S/4HANA Cloud
on SAP Partner
Portal
Learning Journeys
on SAP Learning
Hub
Introduction
Key Implementation Roles - SAP Roles Partner
Sell
Deliver
Engage
Build
Customer Engagement
Support Agents
Executive Resources
• Post-sale relationship management

• Provide support for incidents
• Strategic governance reported via self-service tools, web,
• Commercial management & and phone
renewals
• Solution adoption/consumption
measurement
• Business outcomes & value
delivery
Introduction
The partner delivery quality framework
SAP S/4HANA Cloud Partner
Sell
Deliver
The partner delivery quality framework drives SAP’s engagement with our partners to support them in:
Engage
Build
Partner readiness and Project Delivery and
ecosystem innovation Customer Success Resources
• Develop an ecosystem to scale • Work with partners to drive fast and smooth
Partner
deployments Delivery Quality
• Ensure adequate delivery capacity and
Framework on
capabilities • Ensure customer’s business outcomes SAP Partner
Portal
• Promote certification and continuous learning • Improve partner and customer experience
• Roll out innovations and new offerings
Our priority for RISE with SAP:
Support our partners in becoming cloud-ready high-quality S/4HANA Cloud delivery organizations that drive customer adoption
and consumption by delivering valuable business outcomes beyond go-live.
Introduction
Role of the SAP Partner Delivery Manager Partner
An important component of the Partner Delivery Quality Framework is the Partner Delivery Manager (PDM) team that help Sell
drive service quality of all key partners and drive project delivery quality for all partner-led projects. The Partner Delivery
Manager is focused on facilitating the successful deployment of SAP Cloud Solutions as part of the intelligent enterprise to our
Deliver
customers through the SAP Partner Ecosystem.
Engage
Works with any partner
type, including Service and
Build
Sell partners, across direct
and indirect accounts Resources
Drives a structed engagement to

Support partners unlock guide partners in building and
roadblocks in deployment to expanding their S/4HANA Cloud
realize fast and smooth go- delivery organization
lives
Partner Delivery
Manager
Gains insight into partner-led Proactively supports partners in expanding

implementations to drive RISE their S/4HANA Cloud delivery
with SAP adoption and capabilities to ensure project execution to
customer success the highest quality standards and customer
satisfaction
Is the main point of contact for

building and managing the partners’
post-sales relationship with SAP
throughout the Adopt phase of LACE
Introduction
Close collaboration in RISE with SAP partner-led deployments Partner
Sell
Transparency encourages collaboration Deliver
Engage
Information of cloud implementations, including the status of the SAP
counterparts that are working with this customer / project to encourage closer Build
collaboration.
Resources
Customer Review your projects in the Customer Cloud Project card of SAP for Me for
Partners, and in case of discrepancies submit your updates using the Partner
project submission template to [email protected]
SAP Partner
Introduction
Introduction to SAP Cloud ALM for Implementation
Why SAP Cloud ALM? Partner
Sell
SAP Cloud ALM for implementation offers:
Deliver
• Support for customers in the implementation of cloud-centric
solution landscapes with a preconfigured, out-of-the-box, cloud- Engage
native solution Build
• Features, functions, and processes are provided for the running Resources
of fit-to-standard workshops and management of all
implementation, testing, and deployment activities. They adhere
to the SAP Activate methodology, content, and tools.
• Ease of initial onboarding is followed by the availability of

preconfigured process with open interfaces that are extendable
and adoptable to a customer’s individual needs.
• Backed by these powerful capabilities, SAP Cloud ALM for

implementation is a key companion in your transition to the
cloud.
Introduction
Content-driven implementation projects Partner
Sell
SAP Activate Methodology
Deliver
Engage
Build
Resources
SAP Process Content
Scope Team Requirements
Rollouts Scope
Team
Introduction
SAP Cloud ALM for implementation and SAP Activate methodology Partner
Sell
Deliver
Engage
SAP Activate Continuous Innovation Build
Resources
Discovery Fit-to-Standard Scope and Migrate, Integrate, Onboard and Operate, Monitor,
Access Analysis Configure Extend, Test Deploy Support
Onboard Design Build Test Deploy

Innovate
Operate
Integrated Tools
Introduction to SAP Cloud ALM for Implementation Introduction
Implementation Capabilities Partner
Sell
Deliver
Change &
Process Task Test Engage
Deploy
Build
Consume Intelligent Perform implementation Prepare and execute tests Manage your requirements
Enterprise scenarios, SAP activities based on SAP based on SAP content for lifecycle by utilizing the Resources
best practice content, and Activate, integrated in SAP manual testing and change management
manage fit-to-standard toolchain integration of automated workflow and deployment
workshops testing tools orchestration
Your best companion for the transition to the cloud
Introduction
Steps before raising an incident Partner
Sell
Cloud Business comes with short implementation cycles and SAP S/4HANA
Cloud is not different. We want you to succeed with your implementations Deliver
quickly. Should you have any ‘how to’ questions or issues with SAP S/4HANA
Cloud solutions we want you to get answers as quickly as possible. Therefore, Engage
we created this one pager infographic to empower you finding the best Build
channels to use. The infographic provides you with steps including:
Resources
• Quick guide on available Enablement Programs.
• Guide on available resources.
• Leveraging your network.

• How to best engage SAP Support
Check out our SAP S/4HANA Cloud “Steps before raising an incident with SAP
Support” Infographic.
Earn a badge for “Support and Success Essentials for SAP Cloud Solutions”:
• eLearning (1.5 h) Search for “Support and Success Essentials for SAP Cloud
Solutions”
Introduction
Customer Community Partner
Sell
6 Reasons to join the SAP S/4HANA Cloud Customer Lines of Business
Community Access quick links directly to the line of business or solution that interests
Check out a range of exclusive resources, events, and engagement you. The go to resource for Partners to get answers for their How-To Deliver
opportunities that we're adding to our dynamic customer community. Questions:
Engage
Achieve the full potential of your investment in SAP S/4HANA Cloud by engaging
with a customer community designed to provide a variety of ways to help you
address critical technology and process needs.
Build
The SAP S/4HANA Cloud Customer Community comprises of knowledgeable peers Resources
and SAP experts who are eager to share their discoveries, best practices, and
experiences and offers a one-stop shop for all the most relevant information and
informational events. Visit the SAP S/4HANA Cloud Community Visit the SAP
S/4HANA
Cloud Community
Introduction
SAP S/4HANA Cloud Expertise Services Community Partner
Sell
Deliver
An implementation-focused community for SAP S/4HANA Cloud Partners and Internals.
Join today! Engage
What kind of community is it? Watch the video tour Build

A safe space where Partners and SAP Internals can ask questions and share Resources
their experience.
The focus of the community is the implementation and operation of SAP

Open the
S/4HANA Cloud. Discussions center around implementation tips, product community
how-to's and overcoming both product and implementation challenges. directly via
sap.com/s4h
The community is actively used by both experts and newbies to find c-expertise
answers, share insights and highlight specific information sources and
events that are critical knowledge for customer-facing and Click here
implementation roles.
Who is it for?
SAP partner implementation Not accessible by

SAP Internal post-sales
teams & post-sales roles customers
roles
(questions and answers are
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY not available for customers) 136
Introduction
SAP S/4HANA Cloud Expertise Services Community Partner
Sell
Deliver
An implementation-focused community for SAP S/4HANA Cloud Partners and Internals.
Join today! Engage
How to join Build
Resources
1 • Please Login/Register in the right
top corner of this page (use your
2 • Once approved, 3 Watch both steps in this video
please click Already a member?
SAP User ID - partner or internal)
Click here to go to SAP
Open the
S/4HANA Cloud Expertise
• Once logged in, please community
Services Community on this
click Already a member? Click directly via
page
here to go to SAP S/4HANA sap.com/s4h
Cloud Expertise Services c-expertise
• Login with your SAP User ID
Community and Request to Join Please feel free to
• Accept the T&Cs and you will be
• Your request will be approved
within the next 24 hours
logged into the community Click here
Need help?
Contact us at
[email protected]
Introduction
S/4HANA Customer Care Program
Now Available for S/4HANA Cloud, private edition Partner
Sell
The S/4HANA Customer Care Program will help to make your
SAP S/4HANA go-live project a success by offering: Deliver
A named Project Coach serving as a remote contact to share best practices and collect feedback. Engage
A named Development Angel facilitating the access to the SAP S/4HANA development organization. Build
The offer is free of charge. Resources
Enrollment is currently open for active go-live projects implementing SAP S/4HANA 2021 or SAP S/4HANA Cloud, private
edition. To apply for the
S/4HANA
Customer Care
Focus is on existing SAP ERP customers who transition to SAP S/4HANA and are willing to act as a reference. program, please
send the project
information to
The program support will commence with the start of your go-live project S4H_Customer_C
and end one month after your first Go-Live, but latest after 12 months. [email protected]
Click here for the questionnaire as a mail template :
• SAP reserves the right to decide which customer projects are accepted into the program based on defined criteria.
• SAP may decide to close the program at any time.
• As part of this program SAP does not take over any project responsibility.
• The S/4HANA Customer Care Program does not include standard SAP Consulting.
• The interaction between SAP and the project team will be virtual/remote. Default languages are English and German. Other languages can be supported on an exceptional basis.
• On average the program will support with 4-8 hours per week and project. To make best use of the resources, the project team needs to prioritize the topics in which the program is engaged.
• SAP will share the most current information. However, SAP does not take over any liability for problems resulting from incomplete information.
• No new developments will be delivered under this program.
Introduction
SAP Activate for S/4HANA Cloud
Resource Links Partner
Sell
▪ SAP Activate for RISE with SAP S/4HANA Cloud – link Deliver
▪ Review On-boarding deck in SAP Activate – link Engage
▪ SAP Central Business Configuration Product Page Build
▪ Learning Journey: SAP Central Business Configuration Resources
▪ Implement section: S/4HANA Cloud on SAP Partner Portal
▪ SAP S/4HANA Cloud SAP Learning Hub
▪ SAP Activate community pages - https://community.sap.com/topics/activate
▪ SAP S/4HANA Cloud Community
▪ SAP S/4HANA Cloud Expertise Services Community - sap.com/s4hc-expertise
▪ Digital Discovery Assessment - https://sap.com/s4hanacloud-discovery
▪ SAP S/4HANA Cloud Release & Scope Dependency Tool
▪ SAP S/4HANA Cloud “Steps before raising an incident with SAP Support” Infographic
Introduction
Deploy SAP S/4HANA Cloud, private edition with SAP Activate
Journey Overview and Key Milestones Partner
Sell
SYSTEM CONVERSION
Discover Prepare Explore Realize Deploy Run Deliver
Engage
Technical Preparation Functional Operate, Build

Experience Integrate and Onboard and
Steps and Test Conversion and monitor,
Trial extend deploy
Conversion Cut-Over support Resources
Learning
Go-Live Journey
Project
Lifecycle Activate for
SAP Solution Manager/ Cloud ALM S/4HANA
NEW IMPLEMENTATION
Cloud, private
edition
Fit-to-standard with
Operate,
Experience SAP Enterprise Scope and Migrate, integrate, Onboard and
monitor,
Trial Management Layer* or configure extend, test deploy
SAP Best Practices support
(*)
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY • Only available for SAP S/4HANA On Premise, SAP S/4HANA Cloud, extended edition and SAP S/4HANA Cloud, private edition 140
• Only included in the subscription package for SAP S/4HANA Cloud, extended edition
Introduction
RISE with SAP S/4HANA Cloud, private edition Partner
Sell
SAP Activate Methodology for RISE with SAP S/4HANA Cloud, private edition Product
Roadmap Deliver
The SAP Activate Methodology for RISE with SAP S/4HANA Cloud, private edition describes how the to structure
and run implementation or system conversion project. The content in SAP Roadmap Viewer is updated regularly to Engage
reflect the latest updates, project lessons learned and keep in step with the product. Check out the release notes for
Build
details on each release of SAP Activate methodology content for RISE with SAP S/4HANA Cloud, private edition.
Resources
Learning
Journey
Activate for
S/4HANA
Cloud, private
edition
Partners should take advantage of the information provided including a Standardization

Board, Playbooks for Remote Fit-to-standard and Remote Cutover and more...
Introduction
RISE with SAP S/4HANA Cloud, private edition Partner
Discover Prepare Explore Realize Deploy Run Sell
Deliver
Value Setup and Fit-to- Scope and Migrate, Integrate, Onboard and Innovate,
Extend
Discovery Enablement Standard Configure Test Deploy Operate, Support Engage
Transition Scenario Build
The SAP Activate methodology for deployment of SAP S/4HANA Cloud, private edition
guides customers during the cloud transformation. Resources
Key Characteristics
• Cloud mindset with Solution Standardization Board and use of SAP Best Practices, Follow SAP
enterprise management layer for SAP S/4HANA in fit-to-standard* and Partner Activate
community
templates*
• Supports all transition scenarios (system conversion, system copy, selective data
transition and new implementation)**
• Agile implementation techniques as part of the deployment approach, proven in
thousands of SAP S/4HANA projects
• Structured quality approach with clear sign-offs to ensure transparency and risk
management
• Use of SAP Solution Manager/CALM for solution documentation, including
deviations from standard functionality
• Easy to use and access in SAP Activate Roadmap Viewer *Not included in the subscription package
** Current release will only cover system conversion and new implementation
Introduction
SAP S/4HANA Cloud, private edition
Enterprise management layer for SAP S/4HANA Partner
• Provisioned for your SAP S/4HANA Cloud, private edition. Sell

• Enterprise management layer for S/4HANA can be
used as starting point for fit-to-standard for customers • Immediate consumption out-of-box. Deliver
implementing SAP S/4HANA Cloud, private edition.
• EML can be deployed as reference system in a sandbox, but
• It is ideal for enterprises with an international footprint mostly in the customer’s future productive landscape, as a Engage
that need to comply with multiple local business and legal solid foundation for the implementation project.
requirements. Build
• Build on the strong foundation of SAP Best Practices.
• Activated by default with 46 countries.
• Use the EML to accelerate your implementation. Resources
• Customers can choose the scope of their EML system in
• Partners can build new content on top.
terms of country scope and functional scope.
• New SAP S/4HANA Cloud, private edition – EML is a

service that can be added to the contract.
• Previous SAP S/4HANA Cloud, extended edition For More Information:
subscriptions – EML was included as part of the
subscription Enterprise Management Layer for SAP S/4HANA – Information
Hub | SAP Blogs
• Previous STE (S/4HANA Cloud, single tenant edition)
contracts – it is not included with the subscription and Link to SAP Best Practices Explorer
customers will need to contract the service
• On-premise S/4HANA customers – EML is not included
with their perpetual license but a service that can be
contracted.
SAP Activate – Implementing SAP S/4HANA with a Cloud Mindset Introduction
Five Golden Rules Partner
1. Foster cloud mindset by adhering to Fit-to-Standard and Agile Deployment detailed in SAP Sell
Activate Customers that adhere to
these rules realized Deliver
◼ Leverage SAP standard processes where possible
following benefits:
◼ Deploy your solution incrementally with short releases and sprints Engage
• Faster time to value
2. Use pre-configured solutions with predefined processes and utilize SAP Fiori UX
• Lower cost of initial Build
◼ SAP Best Practices deployment and on-
◼ SAP Enterprise Management Layer (*) going cost of running
the solution
Resources
◼ Partner templates (*)
• Ability to absorb
3. Use modern integration technologies
innovation delivered by
◼ Use SAP Business Technology Platform (SAP BTP) functionality for Cloud integration SAP at a faster rate Implement
◼ Use SAP API Business Hub SAP
• Lower risk during the S/4HANA
4. Use modern extensions technologies deployment of the Cloud,
solution private
◼ Develop customer extensions in a side-by-side approach using the SAP Business Technology Platform (SAP
edition with
BTP) • Higher flexibility and
Cloud
◼ Follow SAP S/4HANA Cloud Extensibility Guide
lower reliance on one Mindset
system integrator
◼ Leverage business logic extensibility within in-app extensibility; avoid classic coding enhancements where
possible • Deployment of future-
proof solution utilizing
5. Ensure transparency on deviations modern technologies
◼ Any deviation has to be clearly documented as part of the implementation; this will help the customer replace
these with standard capabilities if they are offered in the future
◼ Use standard capabilities of SAP Application Lifecycle Management tools to document the solution
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY (*) only applicable for SAP S/4HANA On Premise and SAP S/4HANA Cloud, private edition
144
Introduction
Solution Standardization board
Design Review Process for compliance with Golden Rules Partner
Project Work Stream Team Solution Standardization Board Steering Committee
(e.g., H2R, O2C, …) Sell
Deliver
Assess request,
1. Solution design to satisfy delta
review for
requirement needs extension Engage
compliance,
development and it falls into
evaluate risk,
amber or red classification per
formulate decision Build
Extensibility Guide for SAP “Yes” to
S/4HANA Cloud? at least
ONE Prepare and
2. Solution design requires
integration using non-white
question submit Resources
request for
listed API? Document
review by
3. The solution design has process decision & Decision on escalated
SSB
variations, prevents communicate to requests
implementation of consistent stakeholders Solution
standard process or standard Standardizati
data across the organization? on Board –
4. The solution design impacts the governance
expected value negatively? Regular for 5 Golden
Keep record of all report Review SSB decisions Rules
to steering
“No” to all questions decisions / report report and escalated
committee
Approved on standard requests in regular
Implement and by SSB compliance Steering committee
document the design metrics (monthly) cadence
in ALM tool
Declined
Escalate declined by SSB
request to Steerco
Work stream lead escalates to steering
Introduction
Solution Standardization Board
Activities in project lifecycle and beyond Partner

Sell
Deliver
Engage
Value Setup and Fit-to- Scope and Migrate, Integrate, Onboard and Innovate,
Extend
Discovery Enablement Standard Configure Test Deploy Operate, Support
Analysis Build
In Discover Phase In Prepare Phase In Explore Phase In Realize Phase In Deploy Phase In Run Phase
Resources
• Plan establishing • Project establishes • SSB evaluates and • SSB evaluates and • SSB prepares to • SSB continues its
function for all new
SSB as part of the and sets up SSB assesses all gaps assesses all transition its function
requirements – e.g.
upcoming from fit-to-standard* requirements from project mode to assess for compliance
• Appoint chair and key
implementation deviating from operations – with Golden Rules*
roles • SSB re-enforces the Solution
Golden Rules* reporting changes
“fit-to-standard” • SSB reports regularly Standardizati
• SSB is integral part from project steering
mindset in the project • SSB re-enforces the on deviations to C- on Board –
of project governance to c-level executive level executive
“fit-to-standard” governance
• SSB provides input office (CIO or COO
• SSB starts regular mindset in the project • SSB plays crucial role for 5 Golden
into Q-Gate and preferable)
cadence and review in preparation for Rules
receives results • SSB mandates regular system
of compliance with • SSB provides input
required upgrades – provides
Golden Rules • SSB considers use of into Q-Gate and
documentation for all transparency on
additional services receives results deviations from
• SSB requests Q- deviations
like Gap Validation standard, continuous
Gates during the • SSB ensures
from SAP as needed • SSB provides input re-enforcement of fit-
project compliance with
into Q-Gate and to-standard mindset
• SSB conducts documentation
• SSB provides input receives results and back-to-standard
system audits standard before activities
into Q-Gate and
• SSB conducts resources roll-off
receives results • SSB conducts system
system audits audits
• SSB conducts
system audits
* With focus on amber and red classification per extensibility guide)

Introduction
Roles & Responsibilities Guide Partner
• The R&R document can be found HERE on the SAP Agreements website under SAP Product Sell
Policies
Deliver
• It is part of the contract between customer and SAP, acts as a service catalog, describes the
Engage
governance and is not negotiable.
Build
• For learning purposes, we provide you an annotated Excel version as part of the Sales and
Services Authorization learnings for Solution Consultants on SAP Partner Portal. Resources
Category Activity Who Does Recurring
Business / IT Strategy / Benchmarking N
Pre-Project
Digital Transformation N
Choose „Roles &
Business Case / Phase 0 N Responsibilities“
SW Selection R&R
document
PMO and Change Management N
Business Process Re-engineering , N
Functional Setup N Choose your
Date Cleansing, Harmonization and migration N
Partner or Customer preferred language
Extension N
Delivery
Innovation (Last mile, UI, IA, RPA.. some innovation can

be packaged as
recurring services by
the partner
Integration, Network adoption N
Analytics and BI N
Security and Compliance N
Infrastructure and Technical Managed Services (non SAP Systems) N
Infra
Subscription (SW, Maintenance, Support,Infrastructure, Tech Managed Services for SAP System) SAP or sold by Selling y
SW
&
Partner (VAR)
AMS- Functional Y
AMS - Technical Partner or Customer Y
Operation
Infrastructure and Technical Managed Services (non SAP Systems) Y Choose the “RISE with SAP
Infrastructure and Technical Managed Services (SAP Systems) SAP or sold by Selling Y
S/4HANA Cloud,…“ document
Partner (VAR)
Introduction
SAP Cloud ALM & SAP Activate RISE with SAP Partner
Sell
Deliver
• SAP Activate for RISE with SAP S/4HANA Engage

Cloud, private edition is available now as
Build
task template within SAP Cloud ALM
(included in the standard bundle!) Resources
• You can find available SAP Cloud ALM
Business
Capabilities in the supported solutions Process
area (search for “private”) Monitoring can
be used to fulfill
AMS tasks
Value
Proposition for
CALM on
SAP Partner
Portal
Introduction
SAP Cloud ALM for implementation and SAP Activate methodology Partner
Sell
Deliver
Engage
SAP Activate Continuous Innovation Build
Resources
Discovery Fit-to-Standard Scope and Migrate, Integrate, Onboard and Operate, Monitor,
Access Analysis Configure Extend, Test Deploy Support
Onboard Design Build Test Deploy

Innovate
Operate
Integrated Tools
Introduction
Possible partner implementation approaches Partner
Sell
System conversion System copy New implementation Selective data transition
Deliver
from
SAP Legacy SAP ERP
Engage
SAP ERP Legacy SAP ERP
S/4HANA
Build
Resources
to
SAP SAP SAP Clean SAP
S/4HANA S/4HANA S/4HANA system S/4HANA
10Steps2S4
• Conversion of complete • Existing S/4HANA on- • New installation or • Environment with 10Steps2S4 to
system, configuration premise customers deployment of new multiple instances of PCE
and data practices SAP ERP
• Change of deployment
• Reuse of existing mode to SAP Cloud • Data migration (harder • Business requirement
implementation for old data) to harmonize or to do a
• Complete system can
• Direct conversion to be copied to S/4HANA • Full innovation of partial redesign
S/4HANA Cloud, Cloud, private edition S/4HANA possible from • Need for retention of
private edition possible day one historic data in
• High flexibility possible productive system
Main focus Main focus Possible alternative Requires evaluation

Introduction
System Conversion process Partner
Sell
Uninstall ABAP add-ons Simplification Software Update Manager 2.0,
during system update item checks incl. prerequisite check extended
Deliver
Engage
Planning phase Preparation phase Realization phase
Build
Activities performed….
In the source customer system In the target system Resources
(e.g. SAP ERP 6.0 landscape in customer data center) (e.g. S/4HANA Cloud, private edition)
Application
Application-
SAP Transformation System Maintenance Pre- Custom code Software Update specific
specific
Navigator requirements planner checks preparation Manager follow-up
follow-up
activities *
activities
For example:
Database migration
Cross-application and application-specific • Preparation and
Roadmap Software update migration of
preparation activities *
Viewer Data conversion
customizing
For example:
Simplification list • Data migration
• IMG activities after
▪ Identify and review the relevant simplification items
SAP Readiness Check ▪ Run customizing prechecks and adapt settings
migration
for SAP S/4HANA ▪ Check consistency and reconcile data • Application-specific
▪ Period-end closing activities follow-up activities
Remote scans with ABAP
▪ Document your posting data test cockpit • Material number field
▪ Archive data you no longer need length extension
Simplification item ▪ CVI migration
• Testing and validation
catalog ▪ Material number field extension
Introduction
SAP Official Statement on SAP S/4HANA Selective Data Transition Partner
Sell
• SAP does not certify 3rd parties'
products or services for SAP S/4HANA Deliver
Selective Data Transition
Engage
• Inconsistencies or issues which arise
from the use of non-SAP tools are not Build
covered by the SAP Support Agreements Resources
and may prevent SAP from being able to
identify and assist in the correction of
potential problems which, in turn, may
possibly result in unsatisfactory software
performance for which SAP cannot be
held responsible
• Beyond the statements above, SAP is
prohibited to comment feature, functions
or capabilities of any non-SAP tools in the
area.
3018442 - Selective Data Transition and Selective Data Transition Engagement

Introduction
SAP Activate for S/4HANA Cloud, private edition
Sell
• SAP Activate for S/4HANA Cloud, private edition Deliver
• Learning Journey : RISE with SAP - SAP S/4HANA Cloud, private edition
Engage
• Follow SAP Activate community
Build
• Implement SAP S/4HANA Cloud, private edition with Cloud Mindset
• Solution Standardization Board – governance for 5 Golden Rules Resources
• SAP S/4HANA Cloud, private edition - Roles and Responsibilities Summary

• Business Process Monitoring can be used to fulfill AMS tasks
• SAP Cloud ALM - Value Proposition
• 3018442 - Selective Data Transition and Selective Data Transition Engagement
Introduction
Partner
Sell
Engage Deliver
Engage
Build
Resources
Introduction
Engage Phase
Partner
This phase focuses on earning customer trust, support and Sell

additional business
Deliver
Content:
• Partner Customer Engagement Executive – provides you Engage
with information on the role and gives you discussion
Build
points for your partner meetings
• Customer Engagement – highlights the different phases Resources
of the Customer Lifecycle Management and their key
drivers Quick Links:
• Customer Satisfaction - Post Sales Excellence
• RISE with SAP S/4HANA Cloud - Partner CLM Playbook
• Release & Scope Dependency Tool – tool to
manage functionality changes and assess impact - Partner CEE – Support & Success
• Application Managed Services - S/4HANA Value Starter engagement
• RISE with SAP S/4HANA Cloud, private edition - SAP S/4HANA Cloud
• Application Managed Services
- Release & Scope Dependency Tool
Introduction
Partner Customer Engagement Executive
Partner
In the Cloud business model, revenue retention is the primary source of operating margin and business value. Sell
High renewal rates are critical to Improvements to renewal rate drive Renewals cost ~1/7 new bookings
achieving growth and margin increased gains in Customer Lifetime Value in the Cloud business model Deliver
Customer Engagement Executives are key for driving long-term customer engagements and strong relationships Engage
What is a CEE? What are the key responsibilities? Build

• Customer Engagement Executive = CEE • Product adoption and renewal focus
• Executive-level account manager with full responsibility for
Resources
• Post sales relationship management
customer retention and satisfaction • Strategic engagement
• Pro-active Engagement with Customer as trusted advisor • Commercial management See also Post
• Helping customer achieve adoption, optimization and value • Customer satisfaction Sales
realization of their investment in SAP Excellence on
What can be expected from SAP? SAP Partner
What are the key deliverables? • Provide main contact Portal
• Engagement Monitoring to ensure healthy customer • Guidance and support Partner CEE –
Support &
• Coach and guide customer on value realization • Partner Information Report Success
• Regular stakeholder meetings to discuss the engagement • CEE Onboarding Enablement and Playbook
• Issue mitigation and escalation management What is in for partners?
• Achieving best retention rates
• Recurring subscription revenue
• Increased up-/cross sell opportunities (e.g. additional
services)
• Increase of customer relationship 157
Introduction
Customer Engagement (refer to LACE model)
LAND Partner
The CEE carries forward the vision from the sales cycle and ensures that the business goals and customer’s desired outcomes are agreed upon for tracking.
Keys drivers: Sell
• Sales Handover
• Welcome and introduction meeting with the customer
Deliver
ADOPT
The CEE establishes the relationship governance and serves as the customer’s guide and voice within the SAP landscape. The CEE uderstands customer Engage
intentions and timelines for implementing and adopting their entitlements. This helps to establish a strong foundation for adoption, leading to desired levels of
entitlement consumption.
In this phase, the CEE also plays a critical role in helping customers with a successful launch of their solutions by identifying training needs and aligning with the Build
delivery team to validate go-live plans.
Keys drivers: Resources
• Governance strategy, engagement planning and relationship reviews
• Implementation tracking & success
• Prepare for the go-live with templates, checklists, services, users trainings
CONSUME See also Post

In the Consume phase, that begins when immediately following the customer’s successful go-live, the CEE starts to integrate the solution consumption into the Sales
relationship governance approach to track progress towards healthy solution consumption, desired business outcomes (KPIs), value realization, referenceability Excellence on
and renewal. SAP Partner
The CEE must also be the eyes and ears of their organization to understand whether the innovation is relevant to the customer base, identifying any barriers Portal
preventing adoption and / or confirmation of value realized based on the solution roadmaps. Partner CEE –
Keys drivers: Support &
• Consumtpion strategy, based on track and measure solution usage and adoption Success
• Drive Innovations
EXPAND
The CEE will work with the customer to renew the existing contract and to understand business & expansion needs. Renewal/expansion should be a regular topic
of discussion in quarterly meetings. As outcome of LACE, a successful contract renewal and/or expansion is the result of an engaged, satisfied customer who
has successfully adopted and is actively using SAP’s cloud solutions.
Keys drivers:
• Renewal, Upsell & Cross-sell management: plan, manage, forecast and execute
• Customer referenceability
Customer Satisfaction – Important Facts Introduction
Partner
• It costs 6 – 7 times more to acquire a new customer than retain an existing one. (Bain & Company) Sell
• Best-in-class companies generate upwards of 10% up-sell per year. (Gainsight) Deliver
• Companies that prioritize the customer experience generate 60% higher profits than their Engage
competitors. (Gartner Group) Build
• Increasing customer retention rates by 5% increases profits anywhere from 25% to 95%. (Bain & Resources
Company)
• On average, loyal customers are worth 10x as much as their first purchase. (White House Office of
Consumer Affairs)
• The probability of selling to an existing customer is 60 – 70%. The probability of selling to a new
prospect is 5-20%. (Marketing Metrics)
• A dissatisfied customer will tell between 9 and 15 people about their experience. (White House Office of
Consumer Affairs)
Introduction
Release & Scope Dependency Tool Partner
Sell
The tool
• Enables the customer to understand the impact of changes to the Deliver
activated scope items in their SAP S/4HANA Cloud system
Engage
• Helps partners to get an overview of the impact of changes to the
activated scope items of their customers Build
Highlights Resources
• Personalized scope analysis for customers based on their activated
scope or implemented scope
Blog
• Categorization of changes into functional, API, deprecated, CDS SAP S/4HANA Cloud Release &
Views, Authorizations and SSCUI for quick analysis of impact to their Scope Dependency Tool
existing scope
• Recommendation on what to test based on the degree of change
and impact of change to the scope items
• Additional information on new scope items that the customer can
potentially activate based on the dependencies among scope items
Introduction
Application Managed Services Partner
Primary Motivation: WHY Guiding Principles Sell

▪ Accelerate customer success, adoption, growth Deliver
& renewals with high quality, cloud centric AMS ▪ Customer Success at the center
delivered by partners Engage
▪ Increase SAP & Partner Customer Lifetime Value Build

▪ Partner Centric approach
(CLV) with robust and consistent AMS partnering
approach Resources
▪ Increase partner acceptance and differentiated ▪ Aligned with LACE approach

GTM potential on S/4HANA Cloud over
traditional on-prem AMS approach
▪ Consistency and Predictability for
Value Proposition
▪ Customers: Safeguard and maximize both customers and partners
S/4HANA Cloud solution investment & reduce
overall TCO
▪ Scale and Acceleration
▪ Partners: Grow recurring services revenue with
S/4HANA Cloud capabilities
▪ SAP: Scale and accelerate adoption with
qualified SAP Partner Ecosystem
Introduction
RISE with SAP S/4HANA Cloud, Service Matrix Overview
▪ Cloud centric AMS approach focuses on customers continuous innovation and transformation over classic incident Partner
management
Sell
▪ S/4HANA Cloud requires partners with AMS competence on key cloud delivery & support capabilities
S4HC Service Lifecycle /
Included in Deliver
Services Category Representative Service Offerings from Partners and/or SAP S/4HANA Cloud Service Providers
Program Phase
Subscription
Advise Strategy Value Discovery & Business Case Partner / SAP
Engage
Advise Strategy S/4HANA Cloud Roadmap Engagement Partner / SAP
Advise Strategy S/4HANA Cloud Cloud Transformation Partner / SAP Build
Implement Implementation Program Management Office Partner / SAP
Implement Implementation Organizational Change Management & Training Partner / SAP
Implement Implementation Functional (e.g. RTR, OTC, PTP, FTP, HTR, etc.) Partner / SAP
Resources
Implement Implementation Analytics / BI Partner / SAP
Implement Implementation SAP Authorization & Control Partner / SAP
Implement Implementation Data Management & Services (e.g. Migrations, Data Conversions, Governance, etc.) Partner / SAP
Implement Implementation Innovation, Process Extension, Cloud Development & Integration Partner / SAP
Implement Implementation Testing / Test Management Partner / SAP
Implement / Run & Operate Cloud Delivery S/4HANA Cloud Software Included SAP Cloud Operations
Implement / Run & Operate Cloud Delivery S/4HANA Cloud Infrastructure Included SAP Cloud Operations
Implement / Run & Operate Cloud Delivery S/4HANA Cloud Technical Managed Services (e.g. OS, DB, Network, etc.) Included SAP Cloud Operations
Implement / Run & Operate Cloud Delivery S/4HANA Cloud "Basis" Services Included SAP Cloud Operations
Implement / Run & Operate Cloud Delivery S/4HANA Cloud Application Functional Services (e.g. SAP owned configuration, localization) Included SAP Cloud Operations
Run & Operate Application Mgmt Services End User Support (Incident Management and Issue Resolution) Partner / SAP
Run & Operate Application Mgmt Services AMS Managed Services Advisory (Strategy, Roadmap, Business Consulting) Partner / SAP
Run & Operate Application Mgmt Services Continuous Innovation Services (e.g. iRPA, AI/ML, Industry Cloud Extension) Partner / SAP
Run & Operate Application Mgmt Services Functional AMS (Content Management, Release Management, Process, Scope Expansion) Partner / SAP
Run & Operate Application Mgmt Services Technical AMS (Extensibility Framework, Cloud Development & Integration) Partner / SAP
Run & Operate Application Mgmt Services Data Management & Services Partner / SAP
Run & Operate Application Mgmt Services Testing / Test Management Partner / SAP
Run & Operate Application Mgmt Services Content Management & Extensibility Framework Partner / SAP
Run & Operate Application Mgmt Services Cloud Application Lifecycle Management (e.g. CALM) Partner / SAP
Run & Operate Application Mgmt Services Continuous Operations (SAP Application Basis) Included SAP Cloud Operations
Introduction
Application Managed Services – Introduction Partner
Sell
• Application Management Services (AMS): offering maintenance, daily operation and Deliver
ongoing functional support for SAP business applications based on SAP S/4HANA Engage
Cloud, private edition.
Build
• To offer our customers a Software as a Service (SaaS) like experience, it is necessary Resources
to understand the services, what you as a partner should and can add.
• If you want to offer AMS, you should either have a SAP Partner Edge PCOE (minimum
recommendation) or a SAP Outsourcing Operation Services – SAP S/4HANA solution
operations (highly recommended, country specific, regional or global, depending on
your target market) certification.
• If you do not fulfill the minimum recommendation, you should be able to deliver the
minimum set of services with high quality and according AMS market standards.
Introduction
Application Managed Services Partner
Sell
Introducing Point Solution Packages for AMS
Deliver
Application Management Services
Engage
S/4HANA, private cloud edition AMS package Build

• Check for software updates
• Helpdesk (min. 10 x 5 • SAP note implementation Resources
• Package Type: Point
availability) • Upgrade services (except technical
Solution
upgrade)
• Partner services • SLA on Initial Response Time • Technical services for release and
change management
• GTM assets • Trouble Ticket System in • Innovation workshops for software
describing Scope and place version validation
Value • Certified consultants • EWA (Early Watch Alert) analysis
• Regular check of fastest growing
• Demo verified (Mandatory)
tables
• Minimum set of services • Transport Management
• RFC creation within the landscape
• Optional services • OData configuration
• Certification(s) (Optional) • ADS (Adobe Document Services)
© 2022 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY testing 164
Introduction
Application Managed Services – Value Proposition Partner
Sell
Deliver
Engage
Build
Resources
Introduction
Partner
Sell
Build Deliver
Engage
Build
Resources
Introduction
Build
Partner
This phase focuses on earning customer trust, support and additional
business Sell
Content: Deliver
• SAP PartnerEdge Build Journey for Extension Partners
• SAP-Qualified Partner-Packaged Solutions Engage
• Why partner packaging? Customer Benefits – provides an
Build
overview of benefits for packaged solutions
• SAP Business Technology Platform Quick Links: Resources
• Need of modern cloud-like Extensibility
• Build on SAP Partner Portal
• RISE with SAP S/4HANA Cloud Extensibility
• ISV Build Journey
• RISE with SAP S/4HANA Cloud, private edition
• SAP Package Finder on SAP.com
• Exended Services for SAP S/4HANA Cloud, private edition
• Custom Extensions - A Practical Guide
• Applies also for existing S/4HANA Cloud, extended edition
implementations • SAP S/4HANA Cloud Extensibility
Documentation
Introduction
SAP PartnerEdge Build Journey for Extension Partners
Partner
Sell
SAP Partner Portal DocuSign SAP Partner Portal www.sap.com/buildbetter DocuSign Welcome Email
Deliver
Order test, demo & Sign NCL Apply for
development licenses agreement
Check Non-Commercial 1 SAP PartnerEdge - Build Sign PE Build Start partner
Licensing (NCL) portfolio
agreement onboarding
Engage
Apply
Build
SAP Best Practices SAP Road Maps SAP Partner Value Engineering
Check Best Practices for Check SAP S/4HANA 2 Build your
SAP S/4HANA Cloud Cloud road map business case Resources
Get Started Business
Whitespace
Guidance planning
3 For more details
openSAP SAP TechEd SAP Learning Hub please refer to
SAP Customer Influence SAP API Business Hub Plan & Join course Watch SAP TechEd Explore SAP Learning the complete
Request new API’s Check API Business Hub Design Integration with SAP recording Hub, SAP S/4HANA ISV Build
S/4HANA Cloud Cloud edition Journey
API
Check 4 Enablement
Build & www.sapappcenter.com

Manage My Apps SAP Developer Innovate
List & sell solution on
Validate Solution Explore
SAP Store
ARC (no fee) or ICC (fee) SAP Extensibility Explorer for 5
SAP S/4HANA Cloud
Development
Go-to-
Market
Introduction
The Partner Solution Progression
Partner
Sell
Invitation only
Deliver
Engage
Value to SAP and SAPpartner
Invitation only Build

Spotlight
Performance based and Resources
earned status; (~10s)
no invitation required Build Experience on
Validated Partner Portal
Listed on SAP® Store
(100) Enablement
<3:1 Package: Simplified
SAP PartnerEdge
(~100s) Build Journey
(~1,000s) <10:1
SAP-led go tomarket
ISV Build Journey
30:1 The Partner Solution
50:1 1:1 comarketing Progression
1:few enhanced Premium qualification
1:many marketing
Premium certification
Certified Certified
SAP Store
Solution progression
Introduction
SAP-Qualified Partner-Packaged Solutions
Partner
Sell
Customer Needs Deliver
Engage
Clear Value Business Relevant, “Instant ROI” Build
Resources
Low Risk Transparency and Predictability
Find the list of
Speed Fast Time to Value qualified
packages
Affordability Pre-defined Scope and Price
>1100 >440 10 >90%

Partner packages Participating Mid-market Core Package implementation
already qualified partners solutions covered time <12 weeks
Introduction
Partner
SAP-Qualified Partner-Packaged Solutions Sell
Helping to deliver a fully digital experience Deliver
Engage
Build
Resources
Awareness Lead Nurturing Presales & Demo Delivery Customer
Adoption
Digital Marketing Digital Assets Remote Demo Remote Delivery with Securing renewals is
(References, capability and/or telepresence. Requires paramount, this can only
Social Media
Whitepapers, Value / “Try and Buy” strong project be done with regular
Tele account ROI proof) management, customer interaction.
management communication skills.
Digital is more important than ever before. Is your organization ready to

deliver with minimal human interaction? (Awareness, Presales / Demo,
Remote Delivery)
Introduction
SAP S/4HANA Accelerators Partner
Sell
SAP-Qualified Partner-Packaged Solutions Types
Deliver
Engage
Greenfield Projects Brownfield Projects
Build
(all SAP S/4HANA deployment options) (on-premise or private edition)
Resources
S/4HANA Packages Packages for Conversion to S/4HANA
• Software (mandatory) & Partner • Software (optional) & Partner Services

Services
• Go-to-market assets describing Scope and
• Go-to-market assets describing Effort / Outcome
Scope and Industry Value
• Minimum 1 completed ECC to S/4HANA
• Demo verified conversion live
All existing packages available on the sap.com Partner-Package Finder.
Introduction
SAP Business Technology Platform
Partner
SAP Business Technology Platform Sell

The Platform for the Intelligent Enterprise Deliver
The SAP Business Technology Platform empowers customers to become an intelligent enterprise through integration, Engage
extension, and data-to-value from all SAP and third-party application and data assets, while ensuring our customers’ long-term
success through agility, value-creation and continual innovation. Partners can innovate utilizing SAP BTP to build new IP using Build
extensions & integrations to build applications that complement the RISE with SAP offer and enhance the overall customer
solution. Resources
Quick Links:
Build on SAP
Partner Portal
DATABASE
AND DATABASE ANALYTICS APP DEVELOPMENT INTELLIGENT SAP Business
MANAGEMENT AND INTEGRATION TECHNOLOGIES Technology
Platform on SAP
Partner Portal
BTP Community
Capture, manage, Analyze all your data to Integrate and extend Data is the fuel
and govern your data accelerate insights and applications – build new propelling intelligent
to drive better business transform the data you ways to access and technologies forward –
outcomes have into the answers you interact with your data optimizing processes,
need and igniting innovation
Introduction
Partner
SAP BUSINESS TECHNOLOGY PLATFORM
❑ SAP Integration ❑ SAP Extension Sell
Suite DATABASE & DATA ANALYTICS APPLICATION INTELLIGENT
Suite
❑ SAP Data MANAGEMENT DEVELOPMENT
& INTEGRATION
TECHNOLOGIES
❑ SAP Deliver
Intelligence Conversational AI
❑ SAP Data ❑ SAP Intelligent Engage
Warehouse Robotic Process
Cloud Automation Build
❑ SAP HANA Cloud ❑ SAP Cloud SDK
Resources
Integration Data-to-Value Extensibility
Achieve integrated Create advanced Ensure rapid and
business processes insights and continuous
decide with innovation
confidence
Compose End-to-End Business Create advanced insights and decide Customize and Innovate Rapidly
Processes with One Seamless with confidence
Experience
The system landscapes in most enterprises Companies want a single insight layer across Partners need to stay agile and adapt
today range from everything between on- all their SAP data sources and applications, rapidly to new business conditions or
premise to cloud, across multiple vendors, and they want to extend this to their broader changing customer demands whilst not
creating friction for users. Customers can landscape beyond SAP. Data-to-Value disrupting critical existing processes. With
refine and enhance their business enables customers to perform all necessary our application development capabilities,
operations along the entire value chain by steps to make sense of data in a business business process management, and
connecting processes, data, and context, combining SAP’s market leading data intelligent business services, companies
experiences across SAP and third-party management, database, data warehousing, are empowered to build, extend and
solutions with our integration capabilities. and analytics capabilities as well as embedded enhance SAP applications according to
intelligent technologies. their needs.
Introduction
Example of starter scenarios for leveraging SAP BTP for RISE with SAP Partner
Sell
SAP Fiori & Central Fiori Launchpad Workflows on SAP BTP SAP Intelligent RPA Deliver
Engage
Create a modern user experience Add additional approval steps to an Automate manual processes
using SAPUI5 and the SAP Fiori SAP S/4HANA standard process in your SAP S/4HANA system. Build
launchpad
SAP Intelligent Robotic Process Resources
Automation uses intelligent bots to
automate repetitive manual processes.
As the robotic process automation
layer of SAP’s Business Technology
Platform, it can redirect resources to
high-value activities and processes.
✓ Reduce the presence of repetitive and
manual activities
✓ Make customers happier with a better
experience
✓ Reinvent processes and improve
continuously
• Use Case Overview @ SAP.com • Use Case Overview @ SAP.com • Use Case Overview @ SAP.com
• Explore @ Discovery Center • Explore @ Discovery Center • Explore @ Discovery Center
For additional BTP use cases, check out SAP Discovery Center
Introduction
Going beyond starter scenarios for leveraging SAP BTP for RISE with SAP Partner
Sell
Deliver
SAP S/4HANA Cloud Integration Extend SAP S/4HANA Cloud Data to Value with SAP
Analytics Cloud* Engage
Leverage tools and prebuilt content to Transform your business by
address the full range of integration digitalizing paper-based processes to Empower business analysts Build
challenges, including integration flows, create streamlined experiences and with actionable insights
connections to third-party solutions, and more efficient operational workflows, Resources
✓ Business intelligence,
API management. resulting in cost and time savings.
predictive analytics, and
planning in one place
✓ Intuitive and engaging user ✓ Intuitive data preparation,
✓ Intuitive and engaging
experience exploration, and storytelling
user experience
✓ Innovation without disruption ✓ Analytics augmented with
✓ Innovation without disruption
✓ Efficient application development the power of artificial
✓ Efficient application
environment intelligence
development environment
✓ Ability to easily extend SAP ✓ Affordable, available, and
✓ Ability to easily extend SAP
S/4HANA scalable cloud services
S/4HANA
• Overview @ SAP.com • Overview @ SAP.com • Use Case Overview @ SAP.com
• Explore @ Discovery Center • Explore @ Discovery Center • Explore @ Discovery Center
*Enterprise Edition not available under CPEA
For additional BTP use cases, check out SAP Discovery Center
Introduction
Need of modern cloud-like Extensibility
Partner
Sell
Deliver
Cloud ERP extensibility must be as rich and flexible
as we know it from the on-premise ERP. EXTENSIBILITY SCOPE Engage
But for the Cloud ERP, the extensibility must be 01 Rich and flexible like on-
premise Build
cloud-ready and upgrade stable.
Resources
Cloud readiness is ensured by enforcing CLOUD READINESS

Via released SAP APIs
▪ the use of upgrade stable released SAP APIs and extension points and extension points
▪ controlled access for key users, developers and admins
Rich and flexible cloud extensibility DEVELOPER

EXTENSIBILITY
▪ Keep the popular In-App extensibility
On-stack developer
▪ Use side-by-side extensibility for decoupled extension scenarios extensions
▪ Add on-stack developer extensibility with ABAP Development Tools (ADT)
Introduction
RISE with SAP S/4HANA Cloud extensibility today
Key user extensibility Partner
Sell
Example: Field Extensibility Deliver
In-app extensibility
SAP
SAP S/4HANA
S/4HANA ▪ Create and maintain custom fields that can be
SAP
SAP S/4HANA
S/4HANA
Applications Engage
Applications
Applications used to enhance applications and APIs
Applications
Finance, Procure,
Finance,
Finance,
Finance,
Produce,
procure,
procure,
procure,
Sales
▪ Choose different data types (e.g. Number, Text) Build
produce,
produce, sales
produce,sales
sales ▪ Custom fields can be used in applications and
Resources
their UIs, Reports, Email templates, Form
Templates, OData APIs, SOAP APIs and other
Build on
Partner Portal
Blog
ABAP Platform Cloud In-App Extensibility

Overview
SAP S/4HANA
SAP HANA CLOUD SYSTEM
Introduction
RISE with SAP S/4HANA Cloud extensibility today
Business Technology Platform ABAP Environment Partner
Sell
SIDE-BY-SIDE Deliver
EXTENSIBILITY
In-app extensibility CUSTOM
SAP
SAP S/4HANA
S/4HANA Engage
SAP S/4HANA ABAP
SAP S/4HANA
Applications
Applications Custom code
Applications DEVELOPMENT
Applications
Finance, Procure, (ADT) Build
Finance,
Finance, procure,
procure,
Finance,
Produce,
produce, procure,
Sales
sales
KEY-USER produce,
produce,sales
sales Partner extension
EXTENSIONS Remote API Resources
Low-/No code tools
Build on
Public interfaces Partner Portal
ABAP RESTful
application
programming model
ABAP Platform Cloud (RAP)
(same codeline)
Cloud-optimized
ABAP language
ABAP Released APIs
Environment
(“Steampunk”)
Further stacks
SAP S/4HANA available SAP BTP
CLOUD SYSTEM
SAP HANA SAP HANA ABAP Environment
Introduction
Partner Add-Ons / Extensions Guidelines when optional SAP Extended Services for S/4HANA, private edition
has been elected by the Customer (or for existing S/4HANA Cloud, extended edition customers) Partner
SolEx, S/4 OP/EX SolEx, not S/4 Not SolEx, S/4 OP/EX Sell
Categories Not SolEx, not S/4 OP/EX certified
premium certified OP/EX certified certified
Deliver
Allowed
➢ ABAP-only Add-Ons: Allowed
Allowed will be handled like customer's Engage
➢ Not commercialized but
Not Allowed own developments,
“tolerated” in customer’s Build
➢ Are already on SAP “tolerated” and in customer’s
responsibility
S/4HANA Cloud, ➢ Roadmap to be responsibility
Status private edition price list defined – these Resources
or planned to SolEx are
Add-Ons requiring access to the operating system and/or any
be commercialized for solutions not
additional components outside the ABAP stack but within the SAP
SAP S/4HANA Cloud, running on SAP
S/4HANA Private Cloud environment:
private edition S/4HANA
Not Allowed
Tolerated
➢ Tolerated means, installation, upgrading and testing are
fully in customer’s or his partner’s responsibility. SAP will
Commercialized
not take over any kind of responsibility in case of issues.
Governance
N/A ➢ Partners are advised to use the S/4HC EX “extensibility guide”
Model ➢ Add-On installed and
and avoid all RED items
managed by SAP
➢ For any resultant SLA-relevant issues in the system caused
by the partner add-on, the possible downtime will not be
counted in the downtime calculation.
RISE with SAP S/4HANA Cloud, private edition Introduction
Partner Add-Ons and Extensions
Partner
GUIDELINES when optional SAP Extended Services for S/4HANA, private edition has been
elected by the Customer (or for existing S/4HANA Cloud, extended edition customers Sell
Deliver
• Partner Add-Ons must be compatible with release customer has installed.
Engage
• Certification must be also valid for the requested release.
Build
• ABAP in stack only.
Resources
• NO OS-level Agent, no Middleware in the RISE with SAP S/4HANA Cloud, private edition environment.
• If any additional components outside the stack is mandated (IaaS, or something like Apache Webserver)
best way is to deploy it outside (side by side).
• No S/4HANA Java stack is offered (ADS) in
baseline solution
• Not in Scope - EU access and ECC
• USE the S/4HC EX Extensibility Guide and

Stay out of RED
RISE with SAP S/4HANA Cloud, private edition Introduction
SAP extended services for SAP S/4HANA Cloud, private edition
Partner
SAP S/4HANA Cloud, extended edition has been removed from the pricelist Sell
▪ Still available for upsell/renewals for customers who have subscribed to S/4HANA Cloud, extended edition Deliver
SAP extended services for SAP S/4HANA Cloud, private edition (8012320) is the successor Engage
offering for customers requiring advanced cloud qualities.
Build
▪ Licensed in addition to SAP S/4HANA Cloud, private edition
Resources
▪ Available for direct channel and Cloud Choice Flex. Not available for resell.
▪ Includes the CAS packages for application operations (8011053) and release upgrades (8011051)
▪ Comes with adjusted contract terms
– Mandatory upgrades every two contract years
– No source code modifications
– New implementations only (no system conversions)
– Only third-party add-ons that are ICC certified for S/4HANA Cloud, extended edition
▪ Differences to the predecessor offering
– Enterprise Management Layer (EML, fka multi-national model company) is available as an extra services
offering (vs. included in the subscription)
– All solution extensions commercialized for S/4HANA Cloud, private edition are available (vs. the subset
allowed for S/4HANA Cloud, extended edition)
Introduction
Partner
Sell
Resources Deliver
Engage
Build
Resources
Introduction
RISE with SAP
SAP Partner Portal Resource Links Partner
Sell
SAP S/4HANA Cloud on SAP Partner Portal
Deliver
RISE with SAP on SAP Partner Portal
Engage
Want to Learn more about the SAP S4HANA Value Starter program? Build
[email protected]
Resources
Latest Pricing Update on SAP Partner Portal (pdf along with a mp4 video)
Cloud Choice page on the SAP Partner Portal to learn more about Cloud Choice, Flex
Partners can go to SAP Partner Portal and register for additional RISE with SAP enablement:
RISE with SAP Enablement on SAP Partner Portal
RISE with SAP Training on the SAP S/4HANA Cloud Learning Hub
FREE – SAP Partner Demo Environment, shared option

• Navigate Demo Store Scenarios HERE
Introduction
SAP Activate Tools and Community
Partner
Sell
Enablers for Your Digital Transformation
Deliver
Engage
Build
Resources
SAP Activate Community SAP Roadmap Viewer SAP Best Practices Explorer
• Engage SAP Activate experts • Browse implementation guidance for • Access SAP Best Practices content
• Ask questions and collaborate your digital transformation • Power your project with ready-to-run
• Stay up to date • Access SAP Activate methodology processes
assets and accelerators
Introduction
SAP Activate for S/4HANA Cloud
Sell
▪ SAP Activate for RISE with SAP S/4HANA Cloud – link Deliver
▪ Review On-boarding deck in SAP Activate – link Engage
▪ SAP Central Business Configuration Product Page Build
▪ Learning Journey: SAP Central Business Configuration Resources
▪ Implement section: S/4HANA Cloud on SAP Partner Portal
▪ SAP S/4HANA Cloud SAP Learning Hub
▪ SAP Activate community pages - https://community.sap.com/topics/activate
▪ SAP S/4HANA Cloud Community
▪ SAP S/4HANA Cloud Expertise Services Community - sap.com/s4hc-expertise
▪ Digital Discovery Assessment - https://sap.com/s4hanacloud-discovery
▪ SAP S/4HANA Cloud Release & Scope Dependency Tool
▪ SAP S/4HANA Cloud “Steps before raising an incident with SAP Support” Infographic
Introduction
SAP Activate for S/4HANA Cloud, private edition
Sell
• SAP Activate for S/4HANA Cloud, private edition Deliver
• Learning Journey : RISE with SAP - SAP S/4HANA Cloud, private edition
Engage
• Follow SAP Activate community
Build
• Implement SAP S/4HANA Cloud, private edition with Cloud Mindset
• Solution Standardization Board – governance for 5 Golden Rules Resources
• SAP S/4HANA Cloud, private edition - Roles and Responsibilities Summary

• Business Process Monitoring can be used to fulfill AMS tasks
• SAP Cloud ALM - Value Proposition
• 3018442 - Selective Data Transition and Selective Data Transition Engagement
Introduction
SAP Signavio / BPI - Where to find more information?
Partner
An integrated business process improvement suite Sell

from insights to action (with impact) Deliver
Engage
Partner Enablement Content is available on SAP Partner Portal:
https://partneredge.sap.com/en/products/bpi/about.html Build
Resources
SAP BPI product announcement and news will be found on Process

Discovery
www.sap.com/BPI
SAP Path
finder
RISE with SAP – Process Discovery / SAP Process Insights BPI on sap.com
available already today:
Enablement
session: L2
Overview
www.s4hana.com https://www.sap.com/products/ www.sap.com/pathfinder
"Process Discovery for SAP process-insights.html for optimization for existing
S/4HANA Transformation" Understand, innovate, and transform S/4HANA customers moving into
(BSR next generation) for summary the private cloud, or customers
your business with rapid process
of recommendation already converted to expand the
insights, root cause analysis, and
+ dashboard.
direct improvement recommendations. scope.
SAP Signavio / BPI – How to enable ? Introduction
Overview of available Partner Academies (SAP Signavio / BPI in frames) Partner

Technical Academies Experience Academies Sell
SAP Data Warehouse Cloud SAP Data Warehouse Cloud
• Finance BTP workshop with SAP Data Warehouse Cloud • SAP Data Warehouse Cloud Deliver
• SAP Data Warehouse Cloud Overview
• SAP Data Warehouse Cloud Modeling in Business Builder SAP Analytics Cloud
• SAP Analytics Cloud Engage
SAP Analytics Cloud
• Introduction to SAP Analytics Cloud SAP Analytics Cloud for planning
• Deep Dive into SAP Analytics Cloud • SAP Analytics Cloud for Planning
Build
SAP Analytics Cloud for planning SAP Data Intelligence Resources

• Introduction to SAP Analytics Cloud Planning • SAP Data Intelligence
Application Development and Integration SAP HANA Cloud Process

• App Development Extension Suite • SAP HANA Cloud Discovery
SAP Data Intelligence Business Process Intelligence NEW! SAP Path

• Credit Risk Analysis assessment with SAP Data Intelligence • Business Process Intelligence finder
• Marathon Prediction with SAP Data Intelligence
• Data Governance with SAP Data Intelligence BPI on sap.com
• Sentiment Analysis with SAP Data Intelligence
SAP HANA Cloud

Enablement
• Data Federation with SAP HANA Cloud session: L2
• Multi-model Data Processing with SAP HANA Cloud Overview
• Machine Learning with SAP HANA Cloud using Predictive Analytics Library (PAL)
• Machine Learning with SAP HANA Cloud using Automated Predictive Library (APL)
Business Process Intelligence NEW!

• Order to Cash with SAP Signavio
• Purchase to Pay with SAP Signavio
• Capital Expenditure with SAP Signavio, Workflow, and iRPA
Introduction
RISE with SAP S/4HANA Cloud Integration & Extensibility
Partner
Sell
Deliver
Integration
Engage
• Business Technology Platform Integration Road Map Build
Extensibility Resources
• SAP S/4HANA Cloud API Business Hub

Cloud API services to support extensibility and integration options
• SAP Extensibility Explorer for SAP S/4HANA Cloud
Explore extensibility options & sample scenarios
Introduction
Partner Delivery Enablement Resources Partner
Sell
1. Digital First 2. Hands On Training 3. Social Learning 4. Certification & Stay Current
Deliver
SAP Learning Hub SAP Learning Hub/SAP SAP Partner Portal SAP Learning Hub
Education
• PartnerEdge Learning Room Certification Guidance
Engage
1. Solution Edition | Professional • SAP Live Access • SAP Partner Portal • List of Certifications
Edition | Enterprise Support • SAP S/4HANA Cloud Test & Demo • Training on SAP Partner Portal
Build
• Certification in the Cloud
Edition System
• Delivery Enablement Subscription
2. SAP S/4HANA Cloud Learning Framework Infographic
Resources
• Online Certification Hub
Journeys
• Meet-the-Experts Digital Badges
3. SAP S/4HANA Cloud Learning
Room • Step-by-Step Guide
• "How-to-Share" video
• Official announcement
Stay Current Guidance:
• Official Announcement
• Official Announcement on
PE.com
• Stay Current Schedule
Introduction
SAP Logistics Business Network
Where to find more information Partner
Sell
• SAP Partner Portal | assets and recordings
Deliver
• Stay current | detailed training materials
Engage
(requires a SAP Learning Hub subscription))
Build
• SAP.COM | marketing assets, guided demo
Resources
• SAP Store | commercials
• Help Portal | documentation and guides
• Wiki | implementation guides
Introduction
SAP Asset Intelligence Network
Where to find more information: Assets and Links Partner
Sell
Deliver
Engage
Build
Resources
• Solution Page: link • Roadmap Explorer: link • Help Portal: link • Community Page: link
Introduction
Business Technology Platform
Where to find more information: Partner Enablement Resources Partner
Sell
Strategy and Vision Learn about SAP BTP Deliver

• Watch the video RISE with SAP SAP Partner Portal Engage
Learn more about RISE with SAP on Partner Portal
• SAP Business Technology Platform
• Learn to extend, integrate and Innovate without disruption to the core with SAP Build
Business Technology Platform. Access the 3 step enablement program. Get SAP PartnerEdge Learning Room &
the full enablement overview here. Resources
Learning Journeys
• Ensure you can articulate the Intelligent Enterprise story with your
• SAP Business Technology Platform
customers: Become an Intelligent Enterprise Ambassador
• Build pipeline and grow your revenues by executing the SAP Business SAP BTP Certifications
Technology Platform Sales Plays that align with your expertise and business
strategy. • SAP Extension Suite
• SAP Integration Suite
• Learn about specific use cases and line of business cloud applications
scenarios for SAP S/4HANA, SAP Procurement, SAP SuccessFactors HXM • SAP Analytics Cloud
Suite, SAP Customer Experience solutions.
Partner Events
• Learn to bundle your intellectual property and services, with SAP solutions and
software, to profitably deliver affordable and predictable outcomes for your • SAP BTP Partner Event Calendar
customers: Create, Market and Sell Qualified Partner Packaged Solutions.
• Extend, Integrate and Innovate Events
• Access predefined learning paths with for SAP Business Technology Platform
Outcome Based Guidance for Decision Makers
Demo Readiness
• SAP PartnerEdge - SAP BTP Learning Room
Introduction
Business Technology Platform
Explore BTP Acceleration Use Cases Partner
Sell
MOVE DATA & EXTENSIONS INTEGRATE SAP APPLICATIONS1
Deliver
• Custom Code Migration Application • Integrate with SAP Concur
• Business Partner Data Conversion • Synch Purchase Requisition Documents to SAP Ariba Buying Engage
• Automated Upload of Documents • Integrate with SAP Field Service Management
• Integrate with SAP Fieldglass Build
• Integrate with SAP Subscription Billing
Resources
• Integrate with SAP SuccessFactors Employee Central
• Integrate with SAP Supply Base Optimization
• Integrate with SAP Customer Engagement Center
• Integrate with SAP Project Intelligence Network
• Integrate with SAP Market Rates Management
MAINTAIN CLEAN DATA INTEGRATE 3rd PARTY APPLICATIONS1
• Business Partner Background Check • Publish Documents from SAP S/4HANA Cloud to SharePoint
• Business Partner Master Data Check • Integrate IAS with Third-party IDP
• Eliminate data duplication in your master • Integrate with OEM Just-In-Time Solution
data1 • Integrate with Avalara AvaTax
• Integrate with Vertex Tax Solution
• Integrate with Third-party Payroll
• Integrate with Salesforce 1 Credits provide partial discount
• Integrate with Jira Visit SAP Discovery Center for more use cases
Introduction
Cloud Platform Enterprise Agreement (CPEA)
Where to find more information Partner
Sell
Use the Resources that will support you: Deliver
Support indirect customers on their innovation journey leveraging SAP Business Technology
Engage
Platform, helping customers move to the cloud by simply procure, consume, and pay on their actual
usage with an upfront commitment. Build
With CPEA, customers can reduce complexity and costs by leveraging self-provisioning and Resources
real-time usage/recording.
More Information
SAP Partner Portal and Enablement Package has been updated to include CPEA Resell:
• CPEA Partner Enablement (link to the slides & recording from this live session February
10th 2021)
• CPEA Enablement Package
• FAQ on Consumption-based commercial model: FAQ: Cloud Platform Enterprise Agreement

(CPEA)
It's time for your customers to accelerate
their transformation
Follow us
www.sap.com/contactsap
© 2020 SAP SE or an SAP affiliate company. All rights reserved.

No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of
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The information contained herein may be changed without prior notice. Some software products marketed by SAP SE and its
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These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or
warranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials.
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RISE with SAP S/4HANA Cloud

What is it? Sell

Develop Offer Market Sell Close Deliver Engage Engage

Partner Sell Deliver Engage Build

Partners will For every For SAP Cloud software,

AND… of SAP revenue

Source: SAP CMI market model version July 2020

✓ Filter and search by solutions, goals, personas,

RISE with SAP and SAP S/4HANA Outcomes

- Add RISE with SAP S/4HANA Cloud to Your Practice

Key Criteria CCF Deliver

Consider & Select Stage Adopt & Operate Stage

Commission Payment Commission Payment

Commission payment details

PARTNER Entry Requirements

Benchmark margins* Sell

SAP S/4HANA Cloud Sell

SAP + The Ecosystem

Sales Delivery Retention Deliver

Partner uses certified staff to perform

• Cloud first. More importantly, S/4HANA Cloud first! Sell

• Needs dedicated culture, organization and processes Deliver

• Focused marketing works Engage

• Improve prospect qualification (Digital Discovery Assessment)

RISE with SAP brings together what you need to

RISE with SAP

Business Process Intelligence

Business Platform and Analytics

Outcome-Driven Services and Tools

Country and region-specific business

All components included in RISE with SAP offering Partner

SAP Signavio (Business Process Intelligence) Partner

• A comprehensive portfolio to drive your process Deliver

SAP BPI Product Vision with acquisition of SAP Signavio Partner

transform all their BPI on

SAP Process Discovery part of RISE with SAP Bundle Partner

SAP Signavio Process Transformation Suite Sell

RISE with SAP BPI Starter Pack Deliver

These three products are a very natural starting point to

Get insights Narrow your Engage

BPI Webinar List

SAP Process Insights on the indirect price list Sell

All components included in RISE with SAP offering Partner

RISE with SAP - SAP Business Technology Platform Partner

RISE with SAP -

AIN Equipment Collaboration • Freight tendering and real-time load

No add. Authorization required for DSN (Open

RISE with SAP S/4HANA Cloud, RISE with SAP

Include at least one

Comprehensive, intelligent, Driving business innovation together Sell

Optional two step journey

Production Quality Development Optional

Fast track to innovation – flexible pathway to cloud

with industry innovation for top-line,

with continuous insight

with a trusted partner

• An email will automatically be sent for the Build

Quick Qualification Sell

• A Brand Guardian Review is only needed where there are