SAP S4HANA CLOUD Partner Playbook - Q4 2023 Update

SAP S/4HANA Cloud
Partner Playbook
Version Q4 2023
FOR INTERNAL SAP & PARTNER USE ONLY
© 2023 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.
Table of Contents (1 of 4)
Introduction
Sell
• A Message from SAP CEO Christian Klein
• Sell Phase
• Playbook Structure and what it is
• Enable Business Transformation with SAP S/4HANA Cloud
• Partner Lifecycle and Customer Success
• SAP S/4HANA Cloud – Focus 2023 is essential to our success
• The Case for Cloud: Partner Awareness Package to Get you Started...
• SAP S/4HANA Cloud: Differentiated Cloud Journeys
• SAP S/4HANA Cloud – Focus 2023 is essential to our success
Partner • We have a transition path for your customers
• Partner Phase • The Transition Path MUST Include the SAP Concept of Clean Core
• 'New' Customer Value Journey with SAP S/4HANA Cloud • Clean Core: Partner Enablement and Coaching Links
• Global SAP Total Addressable Market by Spend Type • Clean Core: Tools and Methodologies for Partners
• How can we optimize Customer Lifetime Value? • What is RISE with SAP?
• SAP S/4HANA Cloud creates a range of revenue opportunities for partners • RISE with SAP
• Partner Monetization - Collaborative Ecosystem Delivery Approach • Why SAP Business Technology Platform with SAP S/4HANA Cloud?
• Building an SAP S/4HANA Cloud Practice • Why use SAP Signavio in SAP S/4HANA transformations?
• How to Differentiate in the Market • SAP Signavio Process Transformation Suite
• PE Sell – Resell (Discount) Model • SAP S/4HANA Cloud and Other 2023 Key Focus Areas
• Cloud Choice, Flex Model • Extending the Value of SAP S/4HANA Cloud
• Partner Managed Cloud (PMC) • SAP S/4HANA Cloud - Where to Find Latest in Commercials / Pricing Updates
• Co-Selling with SAP • SAP S/4HANA Cloud Licensing
• SAP Partner Pricing App • SAP Cloud Extension Policy is Available
Sell continued on next slide
Sell (continued) Sell (continued)
• SAP S/4HANA Cloud - Digital Discovery Assessment Tool • RISE with SAP S/4HANA Cloud, private edition - Commercial Construct
• Accelerating the SAP S/4HANA Cloud journey • RISE with SAP S/4HANA Cloud, private edition – BASE Commercial Construct
• SAP Digital Discovery Assessment Tool as an integral part of a the SAP S/4HANA Cloud • RISE with SAP S/4HANA Cloud, private edition – PREMIUM Commercial Construct
Journey • RISE with SAP S/4HANA Cloud, private edition – PREMIUM PLUS Commercial
• Process Flow to support your SAP S/4HANA Cloud opportunities Construct
S/4HANA Cloud - Test/Demo & Development Options • RISE with SAP S/4HANA Cloud, private edition – Upgrade Options - Commercial
• RISE with SAP Construct
• Grow and SAP S/4HANA Cloud, public edition • RISE with SAP S/4HANA Cloud, private edition – Mainland China
• Partner Demo Environment - Shared Option Commercial Construct
• SAP S/4HANA Cloud – SAP Content Discovery • RISE with SAP Partner-led Campaigns
• SAP Signavio - how to demo the solution • 2023 On-Premise Commercial Update – could impact SAP S/4HANA Cloud Deals
• SAP S/4HANA – Demo Licenses & Demo 21 • SAP S/4HANA Cloud, private edition, tailored option
• SAP S/4HANA Cloud – QPPS • SAP S/4HANA Cloud, extended edition
• What is Grow with SAP?
• RISE with SAP S/4HANA Cloud, private edition - Customer First, Partner Centric
• SAP S/4HANA Cloud, public edition
• SAP Customer Evolution Program
• GROW with SAP Partner-led Campaigns
• Value Selling Offerings to Support Customer Evolution Engagements
• SAP S/4HANA Cloud - Sales Authorization Requirements
• SAP S/4HANA Cloud, public edition – Enablement for Partners • SAP S/4HANA Cloud - Sell Authorization Requirements
• SAP S/4HANA Cloud, public edition – Sell Authorization • RISE with SAP S/4HANA Cloud, private edition- Sell Authorization
• RISE with SAP S/4HANA Cloud, private edition - Indirect Selling Process involves the
Partner in Every Step
• SAP S/4HANA Cloud, private edition and the Partner Cloud Architect
Deliver
• Deliver Phase Deliver (continued)
• The Partner Delivery Quality Framework • PC3 Escalation Framework
• SAP Activate Implementation Approach | Cloud Mindset • SAP Enterprise Cloud Services Responsibilities & Collaboration
• Customers have questions about deployment of SAP S/4HANA Cloud • Need Help with Provisioning for your RISE deal?
• Enablers for Your Digital Transformation • SAP S/4HANA Cloud, private edition - Customer onboarding journey and SAP Enterprise
• Deploy SAP S/4HANA Cloud with SAP Activate Cloud Services Team
• The SAP S/4HANA Adoption Framework • How to register to the Onboarding Journey
• SAP S/4HANA Cloud, public edition - Service Authorization Requirements • Onboarding Prerequisites - SAP S/4HANA Cloud, private edition
• SAP S/4HANA Customer Care Program • Onboarding Journey Content: RISE with SAP – Entitlements
• Onboarding Journey for SAP S/4HANA Cloud, public edition • Customer Onboarding Content: RISE with SAP - Expert sessions
• How to register to the Onboarding Journey • Deploy SAP S/4HANA Cloud, private edition with SAP Activate
• SAP Activate Implementation Methodology • SAP Activate Methodology
• Deployment experience with SAP Activate • SAP S/4HANA Cloud, private edition - Enterprise management layer for SAP S/4HANA
• SAP S/4HANA Cloud, public edition - Key Implementation Roles • SAP Activate – Implementing SAP S/4HANA Cloud, private edition with a Cloud Mindset
• Deploy SAP S/4HANA Cloud, public edition with SAP Activate • Clean Core: Keep Your Customers & your Partner Extensions Clean
• SAP Central Business Configuration • Clean Core: Keep your Customer’s Data Clean
• SAP S/4HANA Cloud implementations • Clean Core: Keep your Customer’s Landscape Reliable
• SAP S/4HANA Cloud - The Top Ten Tips & Tricks List • Clean Core: Keep your customer’s Processes Flexible
• SAP S/4HANA Cloud, public edition - Release Assessment & Scope Dependency • Clean Core: Keep your Customer’s Operations Efficient
Tool • Solution Standardization Board
• Introduction to SAP Cloud ALM for Implementation • SAP S/4HANA Cloud, private edition - Roles & Responsibilities Guide
• SAP S/4HANA Cloud – steps before raising an incident • SAP S/4HANA Cloud, private edition - SAP Cloud ALM & SAP Activate for RISE with SAP
• RISE with SAP S/4HANA Cloud Customer Community • Introduction to SAP Cloud ALM for Implementation
• SAP S/4HANA Cloud Expertise Services Investing in Your Success • SAP S/4HANA Cloud, private edition - Possible partner implementation approaches
• Deliver SAP S/4HANA Cloud, public edition - Resource Links
• SAP S/4HANA Cloud, private edition, SAP Enterprise Cloud Services Private
Cloud Customer Center (ECS PC3)
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY
Engage Resources
• Engage Phase • SAP Partner Portal Resource Links
• Partner Customer Engagement Executive • SAP Activate Tools and Community
• Customer Engagement (refer to LACE model) • Clean Core Resources and Links
• SAP S/4HANA Cloud, public edition - Release Assessment & Scope Dependency Tool • SAP Activate for S/4HANA Cloud, public edition Resource Links
• SAP S/4HANA Cloud, public edition - Application Managed Services • SAP Activate for S/4HANA Cloud, private edition Resource Links
• SAP S/4HANA Cloud, public edition - Service Matrix Overview • Business Process Transformation / SAP Signavio
• SAP S/4HANA Cloud, private edition - Application Managed Services • SAP S/4HANA Cloud Integration & Extensibility
• SAP S/4HANA Cloud - Partner Delivery Enablement Resources
• SAP Business Network for Logistics
• SAP Business Network for Asset Collaboration
Build
• SAP Business Technology Platform: Enablement Path
• Build
• Top 10: Partner Enablement Resources - SAP Business Process Transformation
• SAP PartnerEdge – Build Journey for Extension Partners
• Cloud Platform Enterprise Agreement (CPEA)
• The Partner Solution Progression
• Business Technology Platform
• Simplified Revenue Sharing & Benefits
• SAP S/4HANA Cloud Expertise Services
• SAP Business Technology Platform
• How can partners go to market with SAP BTP?
• Need for modern Cloud-like Extensibility
• SAP S/4HANA Cloud, public edition - SAP Big Picture
• SAP S/4HANA Cloud, public edition - Extensibility
• SAP S/4HANA Cloud, public edition - Local APIs
• SAP S/4HANA Cloud, public edition - Current supported lifecycle scenario
• SAP S/4HANA Cloud, public edition – Extensibility - SAP BTP ABAP Environment
• SAP S/4HANA, private cloud and on-premise editions - Reuse the SAP S/4HANA Cloud
extensibility model
• SAP S/4HANA Cloud, private edition
• SAP S/4HANA Cloud, private edition - Partner Add-Ons and Extensions
• SAP S/4HANA Cloud, private edition - SAP extended services
© 2023 SAP SAP

SE orSE
anorSAP affiliate company. All rights reserved. ǀ FOR INTERNAL
ǀ FOR SAP SAP
& PARTNER USE USE
ONLY
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Introduction
Partner
Sell
Introduction Deliver
Engage
Build
Resources
The SAP Partner Ecosystem is at the Center of our GTM Strategy Introduction
A Message from SAP CEO Christian Klein 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 RISE on
own. We need a strong RISE with SAP is Partners innovate, Partner Portal
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
hyperscaler and are and expertise – for
launched from SAP. Our They provide the
complement and
embedded into 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.
ERP is €15-20B. 9
Introduction
SAP S/4HANA Cloud Playbook Structure and what it is
Partner
The playbook will provide you guidance to find
available assets relevant for the different Partner What is it? Sell
Lifecycle Phases. The intent is to go directly to your
section of interest rather than reading and reviewing ✓ …a self-explaining guide for you as guidance Deliver
from cover to cover. Therefore, it is divided into: throughout each Partner Lifecycle phase.
Engage
• Introduction – relevant information to get you ✓ …provides enablement on ‘key topics’ relevant
started with RISE with SAP S/4HANA Cloud and for a specific phase you are in. The playbook is to Build
information applicable for all phases.
be used in a ‘just-in-time’ fashion to refresh your
• The Lifecycle Phases – covering end to end knowledge.
Resources
engagement support for partners. The phases are:
•
Partner ✓ …a resource to quickly gain knowledge and
• Sell guidance on key topics relevant for your situation
for example SAP S/4HANA Cloud Pricing.
• Deliver
• Engage
• Build What is it NOT?
Your feedback and ideas for improvement are appreciated: x …a traditional learning collateral to be consumed
• Michele Boyer: [email protected] on the spot page by page –
• Mark Birster: [email protected]
PLAYBOOK LEGEND - Find Content Applicable to
Partners should use this Playbook as a reference
Public Cloud Private Cloud Both
repository whenever 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 Sell
SAP S/4HANA Cloud.
Deliver
Partner Engage
Content:
• The Customer Value Journey with SAP S/4HANA Cloud Build
• Optimization of the Customer Lifetime Value – guidance to
optimize the customer lifetime value Resources
• Partner Programs: Resell and Cloud Choice Flex – this is an Quick Links:
overview of the different available partner programs - Explore SAP S/4HANA Cloud on SAP Partner Portal
• Monetization – Partner can build incremental revenue – gives you - Methodologies & Programs on SAP Partner Portal
an understanding on how a partner makes money in the cloud - Cloud Choice Flex on SAP Partner Portal
• Building an SAP S/4HANA Cloud Practice – is an overview of - Next Generation Partnering
important areas to consider in Cloud Practice and qualification - Build on SAP Partner Portal
guidance for partners
Introduction
The Customer Value Journey with SAP S/4HANA Cloud
Partner
Sell
Deliver
Engage
Build
Resources
The Customer
Value Journey
with SAP
S/4HANA Cloud
The Customer Value Journey Makes the Case for Cloud Indisputable
The latest SAP Partner Live episode discussed how continuous engagement at key milestones helps
customers maximize value while setting our partners on a path to revenue and growth. This FAQ
answers some of the common questions asked by partners during the event.
Introduction
*NEW* The Customer Value Journey with SAP S/4HANA Cloud
Converging on ONE Engagement Model Partner
Sell
Deliver
Engage
Build
Resources
The Customer Value Journey Makes the Case for Cloud Indisputable
The latest SAP Partner Live episode discussed how continuous engagement at key milestones helps
customers maximize value while setting our partners on a path to revenue and growth. This FAQ
answers some of the common questions asked by partners during the event.
Introduction
*NEW* The Customer Value Journey with SAP S/4HANA Cloud
Keeping Customers at the Heart of Everything We Do Partner
Sell
Deliver
Engage
Build
Resources
The Customer
Value Journey
with SAP
S/4HANA Cloud
Introduction
Global SAP Total Addressable Market by Spend Type
Partner
Sell
Deliver
Engage
Build
Resources
Source: 2022 Global CMI State of the Market CMI State of the Market - 2022 Global - Extended - Partner Version (sap.com)
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 Watch Video:
3 11
8 Retention Time Revenue “Maximising
4 10 9
6 5 12 Success”
Revenues ACV & TCV
Funding requirement Annual or Total Watch Video:
LTV ARR Contract Value
Costs Margins Upsell “Making money in
Revenue Retention XaaS business”
CAC Churn
Delivery %
€ Revenue YoY (as
Best Practices Applied Cloud Metrics %)
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 %)
SAP S/4HANA Cloud creates a range of revenue opportunities for partners Introduction
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
Sell
Deliver
Engage
One SAP Contract One
stop shop for the SAP stack Build
Resources
Partner Leads the Business
RISE with
Transformation (on partner SAP on
SAP Partner
paper) Includes industry Portal
knowledge, domain expertise,
advisory and implementation
services, application managed
services plus solution extensions
and qualified packaged Add-ons
SAP + The Ecosystem

Accelerates transformation to
the intelligent enterprise
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL – Authorized
FOR INTERNAL for PartnersUSE ONLY
SAP & PARTNER 20
Introduction
Building an 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 an 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 Partner
or Line of Business Experts: Line of Business certification for certified Authorization
every LoB they are assigned to work in Requirements
• Solutioning Lead:
Fundamentals or Line of Business Partner Customer Engagement Executives are
highly recommended to be deployed by partners List of Current
• Partner Cloud Architect Every project has at least one SAP S/4HANA Certifications
Cloud experienced Project Lead and to every indirect deal.
Sell Qualified (key role for RISE with SAP
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, SAP 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 Log on here if you have access to the Digital Assessment tool Digital Assessment
or Register here to get access to the DDA Tool on Partner
• Involve experts from SAP and your organization Portal
• Don’t singularly measure your success on services! Demos in Content

Discovery
• 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
How to Differentiate in the Market
New Competency Framework Partner
Sell
1. The new framework helps partners meet demanding market changes and future expectations in delivering unparalleled
customer success Deliver
2. New tiered designations make it easier for customers to choose the right partner based on expertise and achievements Engage
3. SAP partners gain credibility and relevancy in the market by differentiating and accentuating their company’s expertise,
experience, and SAP practice maturity level to win more business Build
Resources
SAP Partner Finder Competency Framework
section and Knowledge
Requirements
SAP PartnerEdge
Program Guide
Competency and
Specialization Snapshot
Competency and
Specialization Check list
Frequently Asked
Question
Partner Guided Answers
➢ Identify best-fit partners based on
S/4HANA Cloud experience and
capabilities
➢ Customer to get competency and
specialization details of each
partner
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 business, long term customer Resources
contract and on renewals. relationships
• Renewals are AUTOMATIC and partner is responsible for See SAP
✓ Choice of deployment models PartnerEdge
managing timeliness and renewal approval by customer, for
receiving and paying SAP invoices (initial contract and ✓ Understandable, simplified and Sell
Program
renewals). SAP invoices with PE Discount taken off LP to the easy-to-sell commercial model
partner annually (and paid to SAP by partner). Partner ‘sets’ ✓ Joint demand generation and
the price to customer. 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
Partner Managed Cloud (PMC)
What is Partner Managed Cloud? Partner
Sell
Deliver
Engage
Partner managed cloud Build
provider
IP-implementation (Hosting) | Application management Resources
services (AMS) | Process execution support / BPO Services
Partner managed cloud
provider’s customer(s)
= End Customer
SAP Partner
Partner managed cloud at SAP is a license model: Portal | Partner
Managed Cloud
▪ The partner managed cloud provider is SAP’s licensee. Partner managed cloud providers inform SAP about their
end customers via order form to SAP (that means that there is no contractual relationship between SAP and end customer
under the partner managed cloud agreement)
▪ SAP grants use rights to the partner managed cloud provider to run the end-customers’ internal business operations (that
means 3rd Party use rights, owned by the partner managed cloud provider; not for internal usage; no resell), from application
management services (AMS) to full business process outsourcing (BPO)
▪ Applicable for SAP´s cloud services, including SAP S/4HANA Cloud, complemented with industry and/or LoB expertise and
intellectual property (IP) by the partner managed cloud provider
Introduction
Partner Managed Cloud (PMC)
When and Why Partner Managed Cloud? Partner
Sell
Partner Managed Cloud optimizes the way customers consume SAP solutions while leveraging
Deliver
SAP’s latest innovations in the cloud from our eco-system.
In today’s market, you need the most amount of dynamic, customizable, leading edge, cloud-based solutions to offer your Engage
customer as a service. Customers want a single source for the development, service, and ongoing enhancement of their
solutions through a long-term relationship with a trusted partner. Standard license and subscription models are Build
transformed by providers into flexible consumption models that are built around what makes the most sense for a
Resources
customer’s business.
What is the value to providers? What is the end value to customers?

▪ Transform SAP solutions into comprehensive cloud ▪ One-stop-shop cloud experience
and BPO services for customers ▪ Access to SAP’s latest cloud innovations
▪ Expand solution offerings to drive more revenue ▪ Flexible consumption models
▪ Develop new long-term customer relationships ▪ Fully utilize SAP’s experience and assets
▪ Retain & expand customer relationships with RISE ▪ Price, package, and configure solutions tailored to specific
with SAP customer business needs
▪ Price, package and configure solutions based on ▪ Access to SAP’s innovation roadmap
customer needs
▪ Ability to leverage SAP’s innovation roadmap
▪ PE RUN participation is available but optional
Qualification – By invitation
Introduction
Co-Selling with SAP: Influencing SAP S/4HANA Cloud direct business
What is the Co-Sell Model? Partner
Co-Selling is the primary partnering model in large enterprise segments enabling SAP and a service Sell
partner to position SAP S/4HANA Cloud and the implementation roadmap required to deliver customer Deliver
value.
SAP and Partner each contract directly with the customer. Engage
A win-win-win strategy Build

• SAP leads the SAP S/4HANA Cloud sales cycle coordinating with the
Resources
SI to provide a holistic business case, offering and transformation
roadmap aligned to the customer’s business objectives.
Services
Partner Led Services • Co-selling is most effective when SAP and partner collaborate early Offerings
to accelerate the customer’s time to value. from SAP
Advisory & Application Partnering

implementation management • Our SI Partners are supported by global and regional Partner with SAP
services services
Business Managers who facilitate joint business planning and
account-level execution. Jump In
SAP S/4HANA, Sessions
private cloud • Global and Regional System Integrators have developed business for Services
edition
case, industry reference architecture, implementation accelerators Partners
Software Technical
managed and integration offerings that expand the value of SAP S/4HANA
& support
+ Hyperscaler + services Cloud.
infrastructure
management • Global SI Partner offerings
• For more information, please contact Kathleen Gallo
Introduction
Co-Selling with SAP
When and Why? Partner
Sell
Value to:
• Aligned Partner & SAP value proposition Deliver
• Reduced complexity in decision process
Engage
Customer • End to end transformation with roadmap to success
• Coordinated migration to Cloud Build
Resources
• Strengthen services opportunity
• Long term customer engagement for Customer
Manage your
Lifetime Value (CLTV) Partnership
Partner • Innovation opportunity and up/cross sell with SAP
• Joint Account Control with SAP

• Activate global ecosystem around S/4HANA Cloud
(Grow and Rise)
• Activate global ecosystem around S/4HANA Cloud

• Faster cloud adoption and transformation
SAP • Accelerate & expand RISE value
• Prioritize S/4HANA Cloud in client relationships
• Innovation opportunity and up/cross sell
• Joint Account Control with Partner 33
Introduction
SAP Partner Pricing App
Partner
Find the SAP Partner Pricing App via SAP Partner Portal → Partnership → Sales → Pricing Sell
Deliver
or directly under this link: SAP Partner Pricing App
Engage
Build
Resources
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, Business Process Transformation 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
• 2023 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 - Explore SAP S/4HANA Cloud on SAP Partner Portal
- Demonstrations: SAP Content Discovery
• SAP S/4HANA Cloud Product / Sales Authorization Requirements–
guidance on sell authorization qualification program - Navigate Content Discovery Scenarios HERE
- Demo 21 – relevant information on demo 21
• RISE with SAP S/4HANA Cloud – Test & Demo Options – relevant
information on qualification and presales validation program and - SAP Partner Demo Environment Shared Option
available test & demo offerings for partner - SAP Cloud Appliance Library
• SAP-Qualified Partner-Packaged Solutions - why partner packaging - Partner Benefits Catalog
& overview of benefits for packaged solutions
• Learn more about SAP Customer Evolution Program
Introduction
Enable Business Transformation with SAP S/4HANA Cloud
Work with your customers to make a case for RISE with SAP Partner
Sell
Deliver
Engage
Build
Resources
Case for Cloud
on Partner
Portal - Assets
to Assist You
Position
S/4HANA
Cloud vs On
Premise
SAP S/4HANA Cloud – Focus 2023 is essential to our success Introduction
Partner
Making the Case for Cloud Sell
The Importance of Cloud Adoption As technology is the underlying factor to help all of our customers become more
successful, more than ever, moving our customers to the cloud becomes an imperative. The cloud fundamentally changes Deliver
how SAP delivers innovation to our customers. Companies on the latest technology will stay competitive, but if they are
not on the cloud, they will ultimately start falling behind in their industry. Engage
Build
Resources
Case for Cloud
on Partner
Portal - Assets
to Assist You
Position
S/4HANA
Cloud vs On
Premise
SAP S/4HANA Cloud – Focus 2023 is essential to our success Introduction
| Partner
Sell
At the center is the
Cloud ERP core – Deliver
–
depending on Engage
industry and
customer needs Build
With the Resources

as the foundation for
BTP on Partner
integration and Portal -
extension Link to Partner OVERVIEW
Facing Session PRESENTATION
Replay – Rise
a with SAP 2023
portfolio of integrated kick off and
SAP and ecosystem Updates
applications
Link to Partner
Facing Session
That together deliver Replay – GROW
complete with SAP
for all customers in

all industries
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL – Authorized for Partners 39
The Case for Cloud: Partner Awareness Package to Get you Started... Introduction
UNDERSTAND IT PUT IT INTO ACTION Partner
Sell
Insights: The Paradigm Shift in Partner Collaboration
Field One-Pagers: Cloud Differentiators Deliver
SAP’s Chief Partner Officer, Karl Fahrbach, outlines the
Explained
importance for making the Case for Cloud as it relates to
Explore and understand how to present the cloud Engage
partners, the critical role you play and the unique advantages
differentiators that make the move to rise with SAP
of RISE with SAP. A Paradigm Shift in SAP’s Partner
totally compelling for customers. Build
Collaboration Model and RISE with SAP: Be the Innovation
Download
Champion Your Customers Need
Resources
Webinars and Podcasts: The Case for Cloud Updates All you need
for now - Case
Catch the updates from both July 25th (Wave II Replay) and Customer Presentation: RISE with SAP for Cloud on
September 19th (Wave III Replay), the September 26 Virtual Why Cloud and why cloud now? This deck with Partner Portal
Event: Rise into the Future Replay and the October 24 help you start holistic conversations with customers
Partner Live Session with Karl and Scott Replay and make the case for cloud. Download
The Future of ERP Podcast Series Access Bookmark: Pages on SAP Partner Portal
We are adding new content all the time to help you
secure your success in the cloud Access
FAQ: Your Questions Answered.
This document is designed to answer key questions about With a clean core your customer will unlock their full
cloud differentiators so you can better articulate the ERP value potential. SAP Clean Core
messages to your customers. Download
Introduction
SAP S/4HANA Cloud: Differentiated Cloud Journeys
Partner
Sell
Deliver
Engage
Build
Resources
RISE with SAP
on SAP.com
RISE with SAP

on Partner Portal
SAP S/4HANA
- Deliver results right away with ready-to-work processes built on - Maximize your differentiation by tailoring business processes to Cloud on Partner
proven industry best practices your unique requirements Portal
- Quickly tackle your top business priority and expand as your - Protect your investment and move to the cloud at your speed
needs change
- Stay ahead by always getting the latest process and technology - Manage the pace of change by rolling out innovations on your
innovations timeline
- Build your own breakthroughs with a fully extensible platform - Choose the cloud infrastructure based on your landscape and
preferences
We have a transition path for your customers… SAP S/4HANA Cloud Introduction
Partner
Sell
Deliver
Engage
Build
Resources
RISE with SAP
on SAP.com
RISE with SAP

on Partner Portal
SAP S/4HANA
Cloud on Partner
Portal
Introduction
The Transition Path MUST Include the SAP Concept of Clean Core:
Transitioning to SAP S/4HANA Cloud and RISE with SAP Partner
Sell
Deliver
Engage
Build
Resources
Clean Core Landing
Page
Clean Core (PoV)
Clean Core Advisory

Service
Clean Core
Certification
Program
Certification of
Partner Solution
(Blog)
Introduction
Clean Core: Partner Enablement and Coaching Links
Partner
Sell
Enablement Coaching
Deliver
Sell/Service Authorization Learning Journeys
Objective: SAP Activate and Solution Standardization Board training as part of the Learning
SAP S/4HANA Cloud Extensibility Advisory by PES
Journeys for Solution Consultants / Project Managers (SAP Learning) and Sales, Pre-sales, CEE Engage
(PSA curated content).
Objective: Connect with SAP Partner Solution Adoption
Register
S4C81eLearning: Develop Extensions Using SAP S/4HANA
experts in a live virtual 1:1 call to discuss SAP S/4HANA
Cloud extensibility in the context of a concrete use case
Build
Cloud, ABAP Environment you have in your business.
Enablements/Workshops
Objective: SAP Learning introduction to S/4HANA Cloud, ABAP environment extensibility
(embedded Steampunk)
Resources
S/4HANA Clean Core & Extensibility Advisory Service by All:In
Dev4S/4 - Bootcamp for Architects & Developers Adoption Office
Objective: Unique access to SAP experts and hands-on exercises on S/4HANA Cloud, ABAP
environment. Architects Bootcamp (2 sessions, 4 hours) ; Developers Bootcamp (2 days, 8 hours). Objective: Deep-dive with SAP experts on a selected Register
reusable use-case to support Clean Core in SAP
S/4HANA. The experts will assist you and follow-up end-
3Days2SPA to-end.
Objective: It provides the ability to get hands-on experience working in SAP Build Process
Automation to use and create bots/workflows for S/4HANA Cloud.
Integrate4S/4
Objective: 5 days hands-on virtual bootcamp covering all the SAP Integration Suite
aspects related to S/4HANA Cloud Public and Private.
Legend
10Steps2S4 New
Objective: 10 days hands-on virtual bootcamp addressing all the aspect of a System
Conversion to S/4HANA. It includes 2 steps (STEP02 and STEP09) covering the custom
code analysis and adaptation during the conversion to S/4HANA. Hands-on
Introduction
Clean Core: Tools and Methodologies for Partners
Partner
Sell
Assess Extension
Use Case
SAP Application Deliver

SAP Application
Extension
Extension SAP Activate
New extensibility guide Engage
Methodology
5 Golden Rules & SSB

Define Extension Assess Extension
Methodology
Target Solution Technology
Enable Enterprise Architects to assess extension use Golden rules for implementing S/4HANA Cloud,
Build
Provides an overview on the extensibility options and
cases and define an extension target solution private edition with a Cloud Mindset.
guidelines for project managers, key users, and ABAP
developers.
Resources
Dev4S/4 Extensibility Advisory Learning Journeys Extensibility Advisory Dev4S/4 Extensibility Advisory
Clean Core service Integrate4S/4
Clean Core service
Custom Code SAP Integration Side-by-Side ext.

Migration Suite Migration tool SAP Build
Tools and Fiori App to analyze custom code for Migration assessment and execution from SAP Usage of SAP Build Process Automation for Low
migration to S/4HANA and ABAP Cloud. Process Orchestration (on-premise) to SAP Code / No Code side-by-side S/4HANA Cloud
Integration Suite (BTP) extensions.
10Steps2S4 S4C81 Extensibility Advisory Integrate4S/4 Extensibility Advisory
3Days2SPA Extensibility Advisory
What is RISE with SAP?
Introduction
Partner
Driving Business Innovation Together
Sell
Deliver
Portfolio Hierarchy Setup for 2023:
Engage
Build
CATEGORY LEVEL SOLUTION LEVEL PRODUCT LEVEL
Cloud ERP SAP S/4HANA Cloud
Resources
RISE with SAP
RISE with SAP on
SAP.com
This solidifies that RISE with SAP is a solution RISE with SAP Solution
designed to support the needs of the customer’s Brief
business in any industry, geography, and for any RISE with SAP - Value
regulatory requirement, with SAP responsible for Proposition for Partners
the holistic service level agreement (SLA), cloud
RISE with SAP -
operations, and technical support. Elevator Pitch 30s
RISE WITH SAP INCLUDES: RISE with SAP - Walk

with Me Pitch 3mn
SAP S/4HANA Cloud private edition RISE with SAP -

Executive Pitch 30mn
Business Process Transformation
Business Platform and Analytics
Outcome-Driven Services and Tools
Introduction
RISE with SAP Partner
Sell
Deliver
Engage
Build
Resources
RISE with SAP
on SAP.com
RISE with SAP

on Partner
Portal
RISE with SAP

Solution Brief
SAP S/4HANA
Cloud on
Partner Portal
Why SAP Business Technology Platform with SAP S/4HANA Cloud? Introduction
Partner
SAP BTP is the foundation Sell
Deliver
Engage
• Accelerate SAP BTP
consultant & developer
Build
certifications to
safeguard delivery Resources
capacity and quality
through free Learning
Journeys and SAP BTP on Partner
Portal -
Partner Certification OVERVIEW
Academies PRESENTATION
SAP Business Technology

SAP Build Process
Platform (BTP) - Clean Core Automation content
for SAP S/4HANA
SAP S/4HANA – Clean core Cloud
SAP Build with/and SAP BTP (Blog)
One unified portfolio for Low Code & No Code • Get started & enabled on SAP Build Extend SAP S/4HANA in the
Development and Automations that complements cloud and on premise with
by following this link
ABAP based extensions
the pro-code capabilities of SAP BTP and
• Utilize the free learning and
targeted on SAP BTP to business users A Paradigm Shift in SAP’s
certifications at learning.sap.com
Partner Collaboration Model
Why SAP Business Technology Platform with SAP S/4HANA Cloud?
Introduction
• Include SAP BTP use cases in all your RISE with SAP opportunities in Partner
order to support the customer journey to RISE with SAP, and in order to
drive Clean Core deployments Sell
Drive Customer Success by
positioning SAP BTP • Utilize SAP BTP Services bundled with RISE with SAP, including SAP Deliver
Build and CPEA Cloud Credits
Focus on value use cases & co- • Empower key users by leveraging the new low-code capabilities with SAP Engage
innovation through Partner IP Build
Build
• Co-innovate and package your Partner IP built with SAP BTP to scale
your success globally through SAP Store, Qualified Partner Packaged Resources
Solutions or Validate Partner Use Cases
SAP BTP TOP TEN
Partner Enablement
Resources
SAP BTP Partner
Enablement &
Coaching Overview
SAP Build for SAP

S/4HANA Cloud
(Partner Enablement
Session Recording)
Press Release: SAP Launches SAP Build to Unleash Business Expertise, Partners with Coursera to
Empower a New Generation of Developers
Introduction
Why use SAP Signavio in SAP S/4HANA transformations?
Partner
Sell
Irrespective of your transformation path, SAP Signavio supports your
customers’ move to SAP S/4HANA, making the transition fast, Deliver
SAP manageable, and most importantly, one that adds value
Engage
Signavio Process Analysis
Extract fast and actionable insights from your
Process Mining
Uncover opportunities to improve performance and Build
entire process landscape to drive immediate efficiency with deep insights and root cause analysis
and ongoing value during your transformation. on your data Resources
A cloud-based process
transformation suite that Process Modelling Process Governance L1 Deck
gives companies the ability Drive your implementation leveraging standard Keep control of your processes ensuring visibility and
L2 Deck
to understand, improve and SAP based practice processes, ensuring traceability while maintaining organizational
Roadmap for
alignment between business and IT and regulatory compliance
SAP Signavio
transform all of their (end-to-
end) business processes, Value Accelerators Process Collaboration
April 2023
Partner
fast and at scale Accelerate your project with pre-configured Collaborate to increase buy-in, leverage the wisdom
Enablement
Session
value accelerators and resources at your of the crowd, and de-risk your transformation
fingertips
(across SAP and non-SAP Journey Modelling Application Lifecycle Management

solutions) Get an outside-in perspective of Seamlessly integrate with application lifecycle
customer, employer and supplier experiences management to keep process design and
to understand and maximize value for all implementation in sync
stakeholders.
SAP Signavio Process Transformation Suite Introduction
for Transformations to SAP S/4HANA
Partner
Sell
Deliver
Engage
Build
Resources
L1 Deck
L2 Deck
Partner Landing
Page SAP Signavio
Detailed consultant
Training
Plug and gain
approach -
bootcamp
SAP Signavio Process Transformation Suite Introduction
Easy commercial setting and simple prerequisites
Partner
Partner seeding model for more flexible entry into customer Sell
engagements with seamless continuation
( global contact: [email protected] ) Deliver
Engage
Suite available through material codes per product
Build
• SAP Signavio products are available on the indirect price list
Resources
• Partners can sell this with the Open Cloud selling authorization
L1 Deck
L2 Deck
Solution Name Material ID SAP Signavio
SAP Signavio Process Insights 8011443 Sales Plays
SAP Signavio Process Intelligence 8011442 SAP Signavio Sell
page
SAP Signavio Process Manager 8011437
SAP Signavio Journey Modeler 8011438
SAP Signavio Process Governance 8011439
SAP Signavio Process Collaboration Hub 8011440
See the partner pricing app for more

details! (SAP Partner Edge user and
Partner PE Sell partnership needed)
Introduction
SAP S/4HANA Cloud and Other 2023 Key Focus Areas
Office of the CFO, Digital Supply Chain, Industry Cloud, LOB Solutions Partner
Since the launch of S/4HANA Cloud, we’ve seen tremendous customer response and interest in how SAP can kickstart a Sell
customer’s journey toward becoming an Intelligent Enterprise. Capitalizing on this momentum. To continue that momentum of
Deliver
2021 and to marshal the strength of SAP’s portfolio, there is an integrated focus for 2023 that is inclusive of SAP S/4HANA
Cloud, Office of the CFO (oCFO), and Digital Supply Chain (DSC) LoBs. The strategic intent behind the linkage of these three Engage
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. Build
Key Target Segments Resources

Requires a differentiated approach for
Net New Name (NNN) ERP and ERP Install Base (IB) Office of the CFO -
Upsell and Cross
Reference the diagram to help sell Add-Ons for
your Customer
visualize and interpret the RISE
Digital Supply Chain
with SAP customer value on Partner Portal
proposition and how the linkages Digital Supply Chain

Enablement on
of these businesses holistically Partner Portal
depict the SAP S/4HANA Cloud Finance LOB

Learning Journeys
Solution
Introduction
Extending the Value of SAP S/4HANA Cloud
+ with Office of the CFO Solutions and Finance & Risk Partner
Sell
Finance and Risk (oCFO)
Deliver
Finance and Risk Solutions provides proven value as a starting point for enterprises to transform to the cloud, and SAP seeks to become Engage
the top cloud provider for financial management suites by 2025.
Build
The reward for doing so is compelling: finance is projected to be the second largest spend category in 2022 at €40 billion and is in the
top-10 fastest-growing spend categories with a CAGR of 10.7% growth across 2020-2025. Resources
Office of the CFO - Upsell
For 2022, the GTM will focus on helping our ECC install base move to the cloud while supporting growth through net new customer and Cross sell Add-Ons
for your Customer
acquisitions in public cloud, leveraging finance end-to-end processes in top transformation areas, such as:
Finance LoB Learning
• Position SAP Finance LOB Solutions using top-performing, transformational sales plays: Journeys
Finance LoB Go To
Accelerate SAP S/4HANA Finance; Security and Data Protection; Governance, Risk, and Compliance; Financial Close and Market Enablement
Reporting; Global Tax and Trade; and Quote-to-Cash (Q2C). Finance-led Cloud ERP
(SAP S/4HANA Cloud)
• Position central finance as the proven starting point for the customer cloud journey. Benefits for Finance to
Move to SAP S/4HANA
• Highlight Q2C featuring SAP Billing and Revenue Innovation Management (BRIM) as a critical differentiator for
cloud ERP to enable profitable new revenue streams, including Everything-as-a-Service, Solution Selling, and Outcome-
Based Billing.
• Intensified industry GTM through industry-embedded finance messaging and industry starter packages.
• Rollout and invest in Partner Business Development to enhance GTM down to MU level and drive volume and value
business.
• Increase market reach and resonance through syndicated, curated, oCFO thought leadership.
Introduction
+ with Digital Supply Chain Solutions
S/4HANA Cloud and SAP Digital Supply Chain solutions allow customers to synchronize planning company-wide and use intelligent assets, processes,
Partner
Sell
and best practices to link every part of the design-to-operate process together, connect it with the rest of the company, and integrate it completely, taking
advantage of new advanced and modular capabilities in design, planning, manufacturing, delivery, and operation processes in harmony with ERP Deliver
environment.
Customers benefit from SAP’s unique ability to compose differentiated cross-functional processes from best-in-class solutions to deliver end-to-end value Engage
to their clients to drive productivity, innovation, and customer focus by providing real-time insights across planning and execution as well as embedded
analytics at each step. Combining SAP S/4HANA Cloud with Digital Supply Chain solutions can be a stepping stone to broader en terprise transformation. Build
SAP PORTFOLIO FOR RISK-RESILIENT AND SUSTAINABLE SUPPLY CHAINS INCLUDES:
Resources
Supply Chain Planning: Make informed, responsive, in-context planning decisions by bringing business and
operational data together in the moment. Simplify and integrate demand planning in the cloud. Check the DSC PLAN:
Sales & Operations Planning & Plan Execution and other available Sales Plays.
Digital Supply
Supply Chain Logistics: Help customers maximize their distribution strategy and move products and materials quickly Chain on
and efficiently with supply chain logistics and fulfillment software from SAP. Check the DSC DELIVER: Digital Logistics More details including Partner Portal
& Supply Chain Resilience and other available Sales Plays. assets on SAP Partner
Portal:
Digital Supply
Digital Manufacturing: Meet demand in a challenging market with manufacturing automation and flexible operations. Chain Learning
Control costs, improve quality, and manage risk. Check the DSC MAKE: Drive OEE with Manufacturing Operations SAP Digital Supply Chain Journeys
Management Sales Play and other available Sales Plays. Sales Plays
SAP Digital Supply Chain
Enterprise Asset Management: Integrate with ERP and operational technology systems – and support preventative
Management, edition for
maintenance, asset utilization, remote monitoring, real-time analytics, and more. Empower technicians to solve
S/4HANA
customer issues in the field with mobile tools, artificial intelligence (AI), machine learning, and IoT capabilities.
Check the DSC OPERATE: 1st Class Field Service Management, DSC OPERATE: Asset-Equipment Performance & SAP Business Technology
Biz Value, and other available Sales Plays. Platform for Digital Supply
Product Lifecycle Management: Define, develop, deliver, and manage innovative and sustainable products by Chain
connecting every aspect of product development. Check the DSC DESIGN: Product Development & Design Supply Chain Marketing
Engineering Management / PLM and other available Sales Plays. Assets for Partners
+ Extending the Value of SAP S/4HANA Cloud Introduction
with SAP Intelligent Spend and SAP Business Network for Procurement and Finance Partner
The connection into SAP’s broader strategy: Sell

✅ Sustainability – select and manage suppliers to scale ESG/Sustainability policies and accelerate positive global impact
✅ Business Transformation – drive significant and tangible business savings that fund the wider transformation ambitions Deliver
✅ The Intelligent Enterprise – consistently apply advanced technologies and best practices in an agile manner through integrated business processes
Engage
Solving the needs for Recommended entry point solutions
▪ CFOs
To find and select the optimal suppliers to meet customers’ business needs:
Build
▪ CPOs/Head of Procurement
▪ Head of ESG/Sustainability ▪ SAP Ariba Sourcing Resources
▪ VP of Supply Chain To deliver great buyer experiences for users that drive compliance:
Global SAP
▪ SAP Guided Buying for SAP S/4HANA
Procurement
Enhanced value with To digitalize and automate order and invoice processes to gain efficiencies: Solutions
▪ Reduced price of goods/services 5-12% Partner-Led
▪ SAP Business Network Commerce Automation, foundation option Campaign
▪ Improved purchasing cycle times 40%
▪ Up to 90% spend under management Entry point solutions which only require SAP Cloud Open Sell Authorization
▪ Up to 80% touchless invoicing supported with a partner-to-partner network as required.
▪ Embedded sustainability/ESG solutions
▪ Improved purchasing visibility and compliance
More details including assets on SAP Partner Portal:
Sales Play: SAP Business Network - Networked ERP
Driving synergies with
+ Bottom Line Results
▪ SAP S/4HANA
▪ ECC
Get your Digital badge
+
Introduction
with SAP Business Network for Supply Chain and Logistics Partner
The connection into SAP’s broader strategy:
Sell
✅ Supply Chain Resiliency – extend SAP core solutions to digitalize and automate communication across all parties in the supply chain
✅ Business Transformation – exploit the greater potential of change beyond the four walls and into the processes that extend into suppliers Deliver
✅ The Intelligent Enterprise – consistently apply advanced technologies and best practices in an agile manner through integrated business processes
Engage
Solving the needs for Recommended entry point solutions
▪ CxO/VP Supply Chain Build
SAP Business Network for Supply Chain:
▪ Logistics
▪ SAP Business Network Supply Chain Collaboration, foundation option
▪ Operations Resources
▪ SAP Business Network Supply Chain Collaboration*
▪ Procurement
▪ SAP Business Network Planning Collaboration
▪ Manufacturing
SAP Business Network for Logistics:
Enhanced value with
▪ SAP Business Network Global Track and Trace
▪ Reduced Days Inventory Outstanding (DIOs) 4-12%
▪ SAP Business Network Freight Collaboration
▪ Reduced stock-out revenue loss 8-23% ▪ SAP Business Network Material Traceability
▪ Reduced logistics costs 1-3%
▪ Reduced related resources (FTEs) 9-25% Entry point solutions which only require SAP Cloud Open Sell Authorization
▪ Improved user experiences supported with a partner-to-partner network as required.
* this specific solution requires SAP Ariba Sales Authorization.

Driving synergies with
▪ SAP S/4HANA More details including assets on SAP Partner Portal:
▪ SAP ECC Sales Play: SAP Business Network for Supply Chain
▪ SAP Integrated Business Planning and SAP Business Network for Logistics
▪ SAP Transportation Management
+
Introduction
with SAP SuccessFactors Partner

In today’s world, the companies that thrive are those that adapt quickly. This kind of true transformation requires changing your culture and ensuring that
Sell
your people are aligned, engaged, and properly skilled. This means business leaders can leverage SAP SuccessFactors solutions to:
✅ Structure for success – Build a foundation for connecting people data to financial data to measure profitability, plan and forecast accurately, and Deliver
manage compliance
✅ Reskill to innovate – Reskill project and technical teams with the training required to support ongoing transformation, drive adoption of new Engage
technology, and increase the speed of innovation
✅ Operationally transform – Improve operations and planning with access to people and finance data and intuitive experiences for payroll and time Build
tracking that help increase efficiency and engagement
Resources
Customer Business Goals Business Value
▪ Reduce the impact of change on people using and interacting with SAP and third- ▪ 200% more likely to have the project succeed if the project
party solutions Logistics team is fully skilled
▪ Speed rollout of new processes and improve cross-application process integration ▪ 76% of organizations experience stronger financial
▪ Ensure foundational org and people data is accessible to accelerate SAP S/4HANA performance when moving HR to the cloud
implementation and organizational transformation ▪ 40% improvement of efficiency of IT admin
Customer Business Pain Points Recommended entry point solutions

▪ Transformation is highly disruptive, impacting individual and organizational ▪ SAP SuccessFactors Employee Central
performance ▪ SAP SuccessFactors Recruiting
▪ Process change without understanding negative impact leads to slow change ▪ SAP SuccessFactors WorkZone
adoption creating hard and soft costs ▪ SAP SuccessFactors Performance & Goals
▪ Measurement without an ability to close skills or knowledge gaps only solves
▪ SAP SuccessFactors Learning
understanding issues not solving them
More details including assets on SAP Partner Portal:

Sales Play: RISE with SAP for SAP SuccessFactors,
Beyond Core HR
+
Introduction
Upskill in positioning top Lines Of Business cross-sell opportunities Partner

- Broaden your Customer’s Digital Transformation and differentiate with RISE & Line of Business Processes Sell
- Immediate opportunities: Source To Pay | Drive the SAP Business Network Supplier Portal as part of RISE and upsell; Recruit to Retire | Leverage RISE
Transformation Packages with HXM Employee Central; Lead to Cash| Drive the RISE digital transformation agenda for customer related processes Deliver
- Built as Delta Learning Journeys for RISE with SAP S/4HANA Cloud partners - sales/presales/business architect profiles aiming at the right level of
understanding to articulate the value of Intelligent Enterprise, RISE and selected top upsell / cross-sell scenarios in each LoB Engage
- RISE Partners: Position the end-to-end IE and EXPAND with LoB solutions as part of your digital offering. This is your competitive advantage.
Build
IE + LoB Delta Learning Journey franchise in a nutshell
o Intelligent Enterprise essentials Resources
▪ Earn an Intelligent Enterprise Digital Badge o End-To-End processes
• SAP Intelligent
▪ Delta Learning Journey: S4HC+ISBN positioning o Top-3 GTM solutions Enterprise for Source
to broaden RISE to Pay – Learning
▪ Get the badge now Journey and Badge
o BTP use cases
o Demo assets • SAP Intelligent
Enterprise for Recruit
o Official SAP SE digital badge: increase your visibility on to Retire – Learning
+ + social networks Journey and Badge
+
o Part of the competency framework – IE architect badge • SAP Intelligent
SAP Intelligent Enterprise for Source to SAP Intelligent Enterprise for Recruit to SAP Intelligent Enterprise for Lead To Enterprise for Lead To
Pay – Learning Journey and Badge – Retire – Learning Journey and Badge - Cash – Learning Journey and Badge - Cash – Learning
Sales and Presales - Link Sales and Presales - Link Sales and Presales - Link Expand your SAP S/4HANA Cloud skills Journey and Badge
SAP S/4HANA Cloud, public edition

SAP S/4HANA Cloud, public edition: Sales
SAP S/4HANA Cloud, public edition: Presales
RISE with SAP S/4HANA Cloud, private edition

RISE with SAP S/4HANA Cloud, private edition: Sales
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY RISE with SAP S/4HANA Cloud, private edition: Presales 59
SAP S/4HANA Cloud Introduction
Where to Find Latest in Commercials / Pricing Updates Partner
Sell
Deliver
Engage
Check the updated assets: Build
1. Pricing updates for SAP SELL Partners Resources

2. Partner Pricing App access and learning
3. Partner Pricing Fundamentals and Digital
Access
Introduction
SAP S/4HANA Cloud Licensing
Simplified and packaged, with flexible user assignment for the core Partner
Sell
Deliver
Engage
Build
Resources
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
SAP S/4HANA Cloud - Digital Discovery Assessment Tool
Provide customers direction to consume SAP 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
Cloud Digital
Industry processes), or both and change way of working at the company not the
Discovery Tool
software solution.
• Headquarter, Subsidiary, 2-tier SAP S/4HANA
• Ability / Willingness to adopt to default frequent Cloud Sales
• Need for Country localization
innovation & update cycles. Tools & Assets
• Governance: page - Private
Edition / Public
• Ability / Willingness for customers to have SAP Log on here if you have access Edition
manage the solution for them. or
• Ability / Willingness to run the solution in a SAP Register here to get access to the DDA
selected Data Center.
Check the latest enablement session on DDA here.

Introduction
Accelerating the SAP S/4HANA Cloud Journey
SAP Digital Discovery Assessment Tool - Benefits Partner
Sell
1. It’s a discovery and sales acceleration tool to explore the full breadth & depth Deliver
of process areas and functions that the customer needs - Provides and
shows relevant additional pricing details. Engage
Build
2. Demonstrates depth of our best practice processes in order to rapidly define
scope, benefits and a predictable implementation for the customer
Resources
Strategy – enables that the SAP S/4HANA Cloud Go-To-Market strategy is ensured and
the best solution is proposed
The Digital Discovery
Assessment Scope – provides transparency and guides selections of predefined best practices
accelerates the delivering end-to-end business processes which accelerate implementation and adoption
customer journey to
an intelligent,
sustainable Geographies – country scope and regulatory compliance
enterprise.
Architecture – define overall solution architecture including SAP line of business
Gamechanger and solutions and Business Technology Platform
competitive advantage
according to partners
& customers. Integrations - identify integrations and SAP Business Technology Platform use cases
Introduction
SAP Digital Discovery Assessment Tool as an integral part of a
the SAP S/4HANA Cloud Journey Partner
Sell
Deliver
Engage
Build
Resources
Introduction
Process Flow to support your SAP S/4HANA Cloud opportunities
Net New Name Partner
Sell
Deliver
Engage
Build
Resources
Introduction
S/4HANA Cloud
Test/Demo & Development Options Partner
Leverage a wide range of choices to test and demonstrate the S/4HANA Cloud offering Sell
to your customers Deliver
SAP Non- Shared Demo SAP Cloud SAP Content Engage

Commercial Services Appliance Library Discovery
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, public
SAP S/4HANA edition – Trial,
Cloud, public edition Test, and Demo
Systems
RISE with SAP Available* Available Available appliance: Available
SAP S/4HANA 2022, SAP S/4HANA
S/4HANA Cloud, Cloud, private
private edition Fully-Activated
edition – Trial,
Appliance** Test, and Demo
Systems
© 2023 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 67
Introduction
RISE with SAP
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* to test and demonstrate the new RISE with SAP offering to your customers.
Resources
Test,
Simplified Contracting for Check Active Services & demonstration
and
Test, Demonstration, and Order New Services development
Development Licensing
Services
• Quick Guide • Video

• Video • Place order
* 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
Grow and SAP S/4HANA Cloud, public edition
SAP Cloud Services for Test and Demonstration Partner
Sell
Cloud test, demo, and development for Deliver

SAP S/4HANA Cloud, public edition Engage
• FAQ – Cloud Test, Demo and Build

Development for SAP S/4HANA Cloud –
Resources
one system landscape
SAP has undertaken the effort to bring
the latest innovations to its partner test,
• SAP S/4HANA Cloud, public edition -
demo, and development environment for Demo and Development System (TDD)
Cloud test, demo,
SAP S/4HANA Cloud to provide partners Onboarding Process Tutorials &
SAP Central and development
hands-on experience and to showcase Business SAP Cloud ALM Instructions for SAP
not only the well-known business Configuration
• RISE with SAP - SAP Cloud Services for S/4HANA Cloud
functionalities, but also features such as Test and Demonstration – Get the latest – one-system
SAP Central Business Configuration and landscape
embedded ABAP Developer Extensibility.
material number for SAP S/4HANA Cloud (8012331)
• SAP Non-Commercial Price List via SAP
Based on 3 System Landscape (3SL) for
Partner Pricing App – Access pricing
S/4HANA Cloud, public edition, there is a
new Cloud test, demo, and development
information and service details
for SAP S/4HANA Cloud – one-system SAP S/4HANA Cloud, public edition • Order the latest Test and Demo
landscape available now for partners Environment using the current material
(SKU 8012331). number
* 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
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
150+ 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) 530+ Offline Demos in Content Discovery
• 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
SAP S/4HANA Cloud – SAP Content Discovery Introduction
Partner
Sell
Ready-to-run integrated demo scenarios from SAP Content Discovery
End-to-end ready-to-run demo scenarios are now available from the SAP Content Discovery to Deliver
explore and demonstrate the capabilities bundled in RISE with SAP - SAP S/4HANA Cloud
Engage
Build
Resources
SAP Content
Discovery
Introduction
SAP Signavio– How to demo the solution?
Partner
Additional Content in the SAP Content Discovery available for SAP Partners
Sell
Demos available in Content Discovery Test and Demo Licenses Deliver
related to SAP Signavio. For updates search (SAP Signavio available in the portfolio)
“Business Process Transformation” and “Signavio” in https://partneredge.sap.com/en/library/education/pa Engage
the SAP Content Discovery (~10 Signavio demos rtnership/licenses/e_ep_tdd_signavio.html
available plus additional demo related assets) Build
General information on Test and Demo licenses
Resources
Main overview demo: SAP Signavio ERP https://partneredge.sap.com/en/partnership/license
Transformation Demo (offline and online) – no. 17588 s/tdd.html New: SAP
Signavio
Process Insights
Additional scenarios are available for partners Partner Price list – Discovery
(example): SAP Partner Price List (again search for Signavio in Edition
the Non-commercial price list). Process

17995: SAP Process Insights – Improve your End-to- Discovery
End processes (Finance and Lead to Cash)
SAP Path
finder
SAP S/4HANA Cloud – 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 Partner Solution Build
Adoption contact and learn more Here. Resources
• Distinct delivery channel for the Fully Activated More

information
Appliance and
Registration
• Guided installation with „guaranteed“ success for Demo21
• 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
SAP S/4HANA Cloud
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 NEW Now

available to
selected
PartnerEdge
Services partners
as well.
>800 >400 10 >90%

Partner packages Participating Mid-market Core Package implementation
already qualified partners solutions covered time <12 weeks
SAP S/4HANA Cloud Introduction
SAP-Qualified Partner-Packaged Solutions
Partner
SAP-Qualified Partner-Packaged Solutions Sell

Helping to deliver a fully digital experience Deliver
Engage
Build
Resources
Lead Nurturing Presales & Demo Delivery Customer
QPPS on
Adoption Partner Portal
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-Qualified Partner-Packaged Solutions
SAP S/4HANA Accelerators Partner
SAP-Qualified Partner-Packaged Solutions Types Sell
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
• Available to PE Service partners as well
All existing packages available on the sap.com Partner-Package Finder.
Introduction
What is Grow with SAP?
Partner
Sell
Deliver
Engage
Build
Resources
Transforming
Finance
Service
Innovation
Smart
Manufacturing
Accelerate your SAP for

SAP S/4HANA, public
edition adoption with
packaged activation
SAP S/4HANA Cloud, public edition Introduction
Market View – Accelerated cloud growth happens Partner
Finance-led ERP will contribute ~2/3 of 2025 total addressable market
2,097
Public Cloud ERP Market Growth for >1,000 FTEs (€M) 647 Sell
1,115
Finance-led and Operational ERP 319 1,450
Operational ERP
796 Finance-led ERP Deliver
2021 2025 Across all
21,161 industries:
Engage
4,683
2,097 Distribution-Centric ERP ▪ Financial-led
2,893 3,002 ERP will Build
contribute
4,683 Asset-Centric ERP 1,870 Operational ERP
~2/3 of the
1,023 1,681 Finance-led ERP Resources
2025 TAM,
2021 2025 growing from
11,583 €7.3b in 2021
SAP S/4HANA
1,115 6,658 Services-Centric ERP 6,658 to €13.2b in
Cloud Marketing
0 2025
/Demand Gen on
2,893 3,856 Operational ERP (16% CAGR) Partner Portal
0
6,658 Finance-led ERP
3,856 ▪ Operational
3,856 ERP will
7,723 Product-Centric ERP 2021 2025 contribute
~1/3 of the
3,718 7,723
2025 TAM,
Operational ERP
growing from
4,351 €4.3b in 2021
2021 2025 Finance-led ERP
3,718 to €8.0 in 2025
(17% CAGR)
2,065
3,372
1,653
Source: CMI MM 2021 - Vendor Revenue and Market Forecast V2.0 2021-05-29
2021 2025 78
Introduction
GROW with SAP | Recommended Partner Profile
Partner
• Build a dedicated S/4HANA Cloud, public edition practice. That includes a practice lead, with the ambition to build a self-sufficient, Sell
volume-scalable and sustainable Cloud ERP and Business Technology Platform (SAP BTP).
• Focus is new customers in the mid-market segment. Deliver
• Develop ready-to-go offerings. Including fixed-price, fixed scope re-usable offerings and industry differentiated packages.
• Ability to drive complete sales cycles: including demo the end-to-end capabilities, qualifying customers with DDA, drive adoption Engage
with high quality project deliveries and customer lifecycle services.
• Drive demand generation with SAP including your own campaigns co-executed with SAP. Build
• Be a portfolio partner for your customers: have a strong SAP BTP practice to offer extensions & automations that integrates with
SAP and non-SAP customer solutions, provide innovative solutions and valuable planning, analytics & insights to customers. Resources
Requirements 2023 Area Sales & Marketing Area Adoption / Delivery
• Business Plan with minimum 5 new • Start at Essential Level of Competency Framework,
• Competency Level in SAP
S/4HANA Cloud customers adds in the first year reach Advanced Level in 2024
• 6 Certified Consultants
• Live and active in the S/4HANA Cloud • 1 Live customer
and BTP demo environments:
• Minimum Essential Level of Competency Framework
• Competency Level in SAP BTP • S/4HANA Cloud TDD: subscribed, (Recommended: App Dev & Integration specialization)
provisioned, active users • 3 certified consultants
• Pay-As-You-Go for SAP BTP for 1 live customer
• Additional GTM commitments in Partners | Free Tier Service Option • 2 trained consultants on Adoption & Activation
SAP S/4HANA Cloud, public subscribed, with active users Services
edition • Commitment to create 1 S/4HANA Cloud service
• Valid RISE with SAP S/4HANA
Cloud (public edition) Sell offering,
• Sell Authorization qualified by SAP and including content/innovations with
Authorization
BTP
Introduction
SAP S/4HANA Cloud, public edition: 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, public edition: Focused GTM approach
Cross Industry GTM Scenarios Partner
Finance Led ERP Sell

Two-Tier ERP for SAP S/4HANA Cloud, public edition
Financial
Lead to
Cash
Source to
Pay
Record to
Report
Planning & Deliver
Analysis
Target Customers Engage

▪ Customers looking for a comprehensive
“Admin ERP” and willing to adopt best Build
practices
▪ Core back office capabilities combined Resources
with integrated, end-to-end processes for
purchasing and sales
SAP
▪ SaaS model allowing agile adoption of S/4HANA
new capabilities with a platform for Cloud, public
continuous innovation. edition Sales
Plays
Business Benefits One pagers on
▪ Holistic, integrated financial management Partner Portal
solution enabling enterprise transformation
Business benefits
▪ Reduce the cost of finance and optimize Battlecards on
▪ Shared data and process models across HQ and Subsidiaries Partner Portal
working capital
▪ Faster multi-currency, multi-country business consolidation with shared
▪ Streamlining Order-to-Cash analytical structures across HQ and Subsidiaries
processes increasing productivity and
customer satisfaction ▪ Homogeneous resource planning across global operations
▪ Standardizing procurement processes ▪ Hub-Spoke manufacturing and distribution strategies

helping to reduce costs and efficiently ▪ Rapid implementation based on SAP Best Practices and SAP Activate
manage suppliers methodology
SAP S/4HANA Cloud, public edition: Focused GTM approach Introduction
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
Grow with SAP and SAP S/4HANA Cloud, public edition Introduction
Commercial Construct - SAP S/4HANA Cloud, public edition
Partner
Sell
| Deliver
Engage
Build
OR |
Resources
à la carte
Partners should work with their local sales team to get their transactional
pricing for their country and specific customer deal – pricing in this document
is Euro Annual Contract Value (ACV) list price only
Partner
Sell
Deliver
Engage
Build
Resources
Partners should work with their local sales team to get their transactional pricing for their country and specific
customer deal – pricing in this document is Euro Annual Contract Value (ACV) list price only
Partner
Partners should work with their local sales team to get their
transactional pricing – pricing here is list price only FYI Sell
Deliver
Engage
Build
Resources
Partner
Partners should work with their local sales team to Sell
get their transactional pricing – pricing here is list
price only FYI
Deliver
Engage
Build
Resources
Introduction
GROW with SAP Partner-led Campaigns
SAP S/4HANA Cloud, public edition Partner
• Transforming Finance. GROW with SAP Sell

• Cross industry campaign targeting CFOs, Finance Managers and CEOs in midmarket NN fast-growth companies in
need of an ERP to support their continued growth. Deliver
• Smart Manufacturing Industry Campaigns: IM&C, High Tech, Mill Products, Automotive, Wholesale, Life
Sciences Engage
• Industry-specific campaigns targeting fast-growth companies in need of a modern ERP: Discrete manufacturers
looking to transform their operations with an ERP or replace their existing legacy ERP, as well as accounts requiring
focused capabilities enabling integrated lead-to-cash, design-to-operate, and source-to-pay processes. Build
• Everything-as-a-service Industry Campaigns: Professional Services, Media, Banking, EC&O, Higher Education
• Industry-specific campaigns targeting services mid-market companies seeking an ERP to support their service- Resources
based business model(s).
• NNN Event-in-a-Box Package for SAP S/4HANA Cloud, Public Edition
GROW with
• Package including different assets to help partners organize a half day event or series of events (in-person or SAP Market
hybrid) explaining the value of Cloud ERP, leveraging business scenarios focused on finance and logistics.
tab
S/4HANA
Cloud public
edition
Market tab
Generic Content included in each campaign:
✓ Awareness & Acquisition Content (thought leadership papers, Infographics, etc.)
✓ Promotional Assets (Email, Social Media and Landing page copies
✓ Solution Info (Videos, briefs, Info sheets…)
✓ Campaign overview presentation with customer journey
All campaigns are available in different languages.
Introduction
SAP S/4HANA Cloud
Sales Authorization Requirements Partner
• SAP S/4HANA Cloud, public edition Sell

• RISE with SAP S/4HANA Cloud, private edition
Deliver
• For RISE with SAP S/4HANA Cloud, private edition you have to request: Engage
Sell Authorization-RISE with SAP S/4HANA Cloud PE
• For S/4HANA Cloud, public edition you have to request: Build
Sell Authorization-RISE with SAP S/4HANA Cloud Resources
• SELL Authorization requirements cover all Solutions (including the RISE with SAP)
SAP S/4HANA
• For SAP S/4HANA Cloud, public edition, partners must qualify at least: Cloud
o 1 Sales Executive Authorization
Details on Partner
o 1 Presales Consultant Portal
o 1 Customer Engagement Executive and
SAP S/4HANA
o 3 certified, current Solution Consultants. Cloud, learning
• SAP S/4HANA Cloud, private edition, partners must qualify at least room
o 1 Sales Executive
o 1 Presales Consultant
o 1 Customer Engagement Executive
o 1 Cloud Architect and
o 3 Solution Consultants
SAP S/4HANA Cloud, public edition – Enablement for Partners Introduction
SAP BTP Partner

Sell
Sell Authorization Adoption & Foundational Technical
Get started with enablement for all learning journeys for
• 1 Sales Executive implementation Activation Deliver
• 1 Presales Consultant Accelerators roles consultants/develope
• 1 CEE • Fundamentals rs Engage
• 3 Solution Consultants • 5 days virtual on how to • SAP BTP – SAP Build for Integration:
Workshops (integration,
(incl. SAP Learning use accelerators to SAP S/4HANA Cloud • Developing with SAP
extensibility, data
Certification) migration, testing) activate Baseline (Webinar replay) Integration Suite Build
• Discover SAP Business
• Implementation Register App dev & Automation:
Technology Platform
Essentials (Activate,
(Learning Journey) • Utilize SAP Build for Low- Resources
finance, professional Code/No-Code Applications
Service Authorization services, procurement) Go-Live Experience and Automations for Citizen
• 3/5 days onsite simulating Developers Access
• 3 Solution Consultants
a full project Individual use • Build side-by-side Learning
• 1 Project Manager Dev4S/4 -
implementation. case coaching extensions on SAP BTP Journeys on
both incl. SAP Learning Developer • Ask your PBM or PDM for Analytics & Insights: Partner
Certifications extensibility and the next session • SAP S/4HANA Cloud
Extensibility Advisory • Explore SAP Analytics Portal
ABAP Cloud Cloud
• S/4HANA Clean Core &
Integrate for S/4 Extensibility Advisory • Design Data Models and
• Bootcamp for Architects
Service Transform Data in SAP
(on-demand, 2 sessions, 4 • 5 days virtual workshop
Partner update hours)
Analytics Cloud
webinars on SAP Integraton Suite
• Bootcamp for Developers with S/4HANA Cloud.
(2 days, 8 hours, hands- Register Comprehensive Also check out our
• Service
Monthly global webinars
Authorization on) Certification Academies as an
provide updates on RISE overview of SAP
alternative learning experience
with SAP and S/4HANA BTP enablement & to the self-paced learning
Cloud. Check HERE coaching services journeys
• SAP BTP – Enablement

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY Overview Presentation 89
Introduction
SAP S/4HANA Cloud, public edition - Sell Authorization
Partner
Sales Executive - 1 Presales Consultant -1 Customer Engagement Executive -1 Solution Consultant – 3
SAP Franchise Sales Methodology - Foundational Presales Skills SAP Customer Engagement Partner Sell
Selling4Success Academy - Validation Assess. 6 hrs
1.5 hrs 3 hrs
It is highly
Deliver
SAP PartnerEdge – Sell Partner Any certification for SAP S/4HANA
discount Training Cloud, public edition, 3.5 hrs recommended
0.50 hrs Implementations*
€ for solution Engage
Cloud Cross Topics consultants to
1.5 hrs thoroughly go Build
through the
CPEA and SAP Build in RISE with SAP CPEA and SAP Build in RISE with SAP S/4HANA Cloud for Presales & CEE stay current
S/4HANA Cloud for Sales
Resources
1,5 hrs 1,5 hrs programs
delivered by
SAP´s Strategy for the Case for Cloud and the Intelligent Enterprise SAP Learning
0.5 hrs Access
Learning
SAP S/4HANA Cloud, public edition – SAP S/4HANA Cloud, public edition – € Subscription / Journeys on
Solution Overview for Sales Executives Solution Overview for Presales Certification costs Partner
6 hrs Consultants 8 hrs
are implied Portal
Customer Onboarding for SAP S/4HANA Cloud Public Edition
*Cross Border
1 hrs Certifications apply
Grow with SAP - Overview

1 hrs Requirement not changed
Updated Content for Stay
Customer On-Boarding overview for SAP S/4HANA Cloud
Current
0.5 hrs
1,hrs New Requirement – Effective
July 2023
New Requirement – Effective
Customer Onboarding for SAP S/4HANA January 2024
Cloud Public Edition 0.5 hrs
RISE with SAP S/4HANA Cloud, private edition Introduction
Commercial Construct - with SAP S/4HANA Cloud, private edition
Partner
Sell
Deliver
Engage
Build
Premium Premium Plus Resources

Base Option
SAP S/4HANA
Cloud, private
edition -
2023 Kick off
Enablement
Session for
Partners –
RECORDING
SAP NEWS - S/4HANA Cloud, Private Edition

Partners should work with their local sales team to get their transactional pricing for their country and specific
customer deal – pricing in this document is Euro Annual Contract Value (ACV) list price only
Introduction
Commercial Construct - with SAP S/4HANA Cloud, private edition Partner
Sell
Deliver
Engage
Build
Resources
RISE with SAP S/4HANA Cloud, private edition - Base Introduction
Partner
8014072- RISE with SAP S/4HANA Cloud, private edition, base (global base) Sell
14182 – RISE with SAP S/4HANA Cloud, private edition, base (China)
Deliver
Item overview
• Minimum = 60 FUE’s and offered only for Tier 1 / Comes with a 2SL Engage
• SAP / CDC datacenter delivery only, No Hyperscaler
• No entitlements, standard embedded Tools & Services Only Build
• Excludes NS2
• If there is a growth path > 135 FUE’s identified up front, should position the “premium” SKU and phase/ramp the deal from Tier 1 up Resources
• If the customer unexpectedly grows to > 135 FEU’s and Tier 2-9, then a restructure is required to move them from the base SKU to the premium
SKU. The same data center can be retained in the restructure scenario, the change would be to add a landscape and entitlements associated with Pricing Updates
the standard SKU. on Partner Portal
8014182- Rise with SAP S/4HANA, private cloud edition, base

8014072- RISE with SAP S/4HANA Cloud, private edition, base (global base)
(China)
Tier Min Max List(€) Tier Min Max List(€)
1 60 135 450 1 60 135 631
Partners - should work with their SAP Sales Team to get their transactional price for your deal
Material Code Material Name in blocks of Metric Min. Blocks Prerequisite Localization Channel Remarks
8014072 RISE with SAP S/4HANA Cloud, private edition, base 1 FUE 60 N <CN> CLDIR+ CLIND+ CCP [901]
8014182 RISE with SAP S/4HANA, private cloud edition, base (China) 1 FUE 60 N <CN> CLDIR+ CLIND+ CCP [901]
RISE with SAP S/4HANA Cloud, private edition - Premium Introduction
Partner
8014852– RISE with SAP S/4HANA Cloud, private edition, premium Sell
• Minimum = 60 FUE’s
• Tiers 1 – 9 available Deliver
• 2 system landscape in Tier 1 Tiers 2-9 have 3 SL
Engage
Build
Tier Volume List Fixed entitlements
SKU 8014852 RISE with SAP S4HANA Cloud,  BPI, base (50 GB)
private edition, premium Tier 1 60 - 135 716.00 Signavio Process Mgr (3 users) Resources
 Signavio Process Coll.(10 users)
Tier 2 136 - 550 398.00
Tier 3 551 - 1000 233.00 Embedded components
Partners - should work with Tier 4 1001 - 2000 164.00 SAP Build Work Zone SAP Build Process Automation
their SAP Sales Team to Tier 5 2001 - 4000 109.00 SAP Build Apps Group Reporting
get your transactional price Tier 6 4001 - 6000 64.00
for their deal Tier 7 6001 - 12000 47.00 Variable entitlement
Tier 8 12001 - 25000 39.00  CPEA (10K min, 20K max, 1% of RISE Ent Mgmt net AACV value)
Tier 9 25001 + 28.41
8014852 RISE with SAP S/4HANA Cloud, private edition, premium 1 FUE 60 N <CN> CLDIR+ CLIND+ CCP [901]
RISE with SAP S/4HANA Cloud, private edition – Premium Plus Introduction
Partner
8016421 – RISE with SAP S/4HANA Cloud, private edition, premium plua Sell
• Minimum = 60 FUE’s
• Tiers 1 – 9 available Deliver
• 2 system landscape in Tier 1 Tiers 2-9 have 3 SL
Engage
Build
Fixed entitlements
 BPI, base (50 GB)
Resources
SKU 8016421 RISE with SAP S4HANA Cloud, Tier Volume List  Signavio Process Mgr (3 users) Signavio Process Coll.(10 users)
private edition, premium plus
Tier 1 60 - 135 990.00 Embedded components
Tier 2 136 - 550 528.00 SAP Build Work Zone SAP Build Process Automation
Tier 3 551 - 1000 299.00 SAP Build Apps SAP Cash Management
Partners - should work Tier 4 1001 - 2000 212.00 SAP Receivables Mgt Group Reporting
with their SAP Sales Team Group Reporting Data Collection Sustainability Control Tower
Tier 5 2001 - 4000 135.00
Sustainability Footprint Management SAC Planning
to get your transactional Tier 6 4001 - 6000 81.00 ISBN Supplier Portal Data Sphere Gen AI
price for their deal Tier 7 6001 - 12000 61.00
Tier 8 12001 - 25000 51.00 Variable entitlement
Tier 9 25001 + 37.00  CPEA (10K min, 20K max, 1% of RISE Ent Mgmt net AACV value)
Introduction
RISE with SAP S4HANA Cloud, private edition - Upgrade Options
Sell
Partners - should work with their SAP
Sales Team to get your transactional Deliver
price for their deal
Engage
Build
Resources
RISE with SAP S/4HANA Cloud, private edition – Mainland China Introduction
Sell
Deliver
Engage
Build
Resources
Partners - should work with their SAP Sales Team to

get your transactional price for their deal
RISE with SAP Partner-led Campaigns Introduction
for SAP S/4HANA Cloud, private edition
Partner
▪ RISE with SAP Campaign for ERP Installed Base Customers Sell
This is a full demand generation campaign that will help you deliver the RISE with SAP message Deliver
to your customers. Includes a full list of awareness and promotional content pieces for the IT and
Finance audiences as well as Business Process Transformation content. It also has industry
specific assets. Engage
▪ RISE with SAP Ready-to-Use Campaign Packages and Guide Build
These are ready-to-use campaign packages that will help you move your on-prem ERP system
customers to the cloud. Includes a guide with ready-to-use digital assets where you will only have Resources
to add your logo. You can also download the copy and images to create your own assets..
▪ RISE with SAP Event-in-a-Box Find content in the
Digital Marketing
This is an event-in-a-box package that includes different assets to help you organize an event or Campaign Hub:
series of events (in-person or online) explaining the value of cloud ERP and the RISE with SAP
business transformation program. RISE with SAP
Market tab
Generic Content included in each campaign:

S/4HANA Cloud,
✓ Awareness & Acquisition Content (thought leadership papers, Infographics, etc.)
private edition
✓ Promotional Assets (Email, Social Media and Landing page copies Market tab
✓ Solution Info (Videos, briefs, Info sheets…)
✓ Campaign overview presentation with customer journey
All campaigns are available in different languages.
2023 On-Premise Commercial Update – could impact SAP S/4HANA Cloud Deals Introduction
REMOVAL from Pricelist
Partner
SAP S/4HANA Enterprise Management for ERP customers (7018538)
Sell
Deliver
Engage
Build
Resources
SAP S/4HANA
Cloud, private
edition -
2023 Kick off
Enablement
Session for
Partners –
RECORDING
Introduction
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 Size
customers requirements beyond Infrastructure Service (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 be
requirements SAP S/4HANA Cloud, premise) Resources
sold with a FUE metric.
private edition.
▪ Lowest TCO ▪ SAP offers tailored
▪ TCO-sensitive deals ▪ RISE Tailored Option - not on direct or
▪ Tailor the system landscape infrastructure, technical indirect price list but on a tailored option price
▪ HEC advanced edition with ▪ Fall back for customers managed services, and software list and processed in CRM NOT Harmony
with very specific with one contract
same set of technical managed
infrastructure ▪ A broad range of license materials for add-
services as PCE standard ▪ Business transformation as a
requirements ons and side-cars will be made available
service: The RISE with SAP
▪ Software, support, AMS license material includes use ▪ RISE with SAP S/4HANA Cloud, private
included. Infrastructure incl. rights for S/4HANA Cloud and edition, tailored option will replace HEC
HEC advanced not included the network starter pack, subscription.
but mandatory to each PCE Signavio, Business Process ▪ 1,001 units / 3 m€ ACV (core) is MINIMUM
tailored deal. Transformation. CPEA credits Requirement
are not included in phase 1.
▪ Not Available for any Indirect (no CCFlex,
▪ RISE Operations Desk will not
▪ Cross-Sell Opportunities no Resell) / Mid-Market/GB Segment
support opportunity creation for
Upsell of cloud “freebies”
deals that haven’t been ▪ Pricing available for only 1
approved by RISE Sales COO Hyperscaler (customer must pick preferred
Office. Hyperscaler up front
Introduction
SAP S/4HANA Cloud, extended edition
Partner
SAP extended services for SAP S/4HANA Cloud, private edition JAN 2022 Sell
Deliver
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, Engage
private edition plus SAP extended services for SAP S/4HANA Cloud, private edition
SAP extended services for SAP S/4HANA Cloud, private edition (8012320) is the successor offering for Build
customers requiring advanced cloud qualities.
Resources
➢Licensed in addition to SAP S/4HANA Cloud, private edition and is available for direct channel and
Cloud Choice Flex. Not available for resell. Latest Pricing
➢Includes the CAS packages for application operations (8011053) and release upgrades (8011051); Updates on
Partner Portal
can add “SAP extended services for SAP S/4HANA Cloud, private edition”
Requires compliance with all contractual conditions (e.g. no modifications, only certified third-party add-ons, Jan 2022
system previously built as new install, last upgrade < 2 years) Partner Update
Enablement
➢Comes with adjusted contract terms including Mandatory upgrades every two contract years; No Session -
source code modifications; New implementations only (no system conversions) and only third-party Recording
add-ons that are ICC certified for S/4HANA Cloud, extended edition
➢Differences to the predecessor offering
➢ Enterprise Management Layer is only available as an extra services offering
➢ All solution extensions commercialized for S/4HANA Cloud, private edition are available
Extended Services - Asset on Partner Portal
Introduction
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
Partner • Cloud Integration Services
Partners bring value with strong Resources
Advisory & Application Led
implementation management relationships as trusted advisors to • Managed Control Center
Services
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
SAP Customer Evolution Program Introduction
GTM 2023
Partner
SAP Customer Evolution Program accelerates our installed base customers’ journey toward an intelligent, sustainable enterprise.
By guiding existing customers on their move from on-premise solutions to the cloud, the program helps customers to reinvent Sell
their business – at their own pace and on their own terms, for unmatched business value.
Deliver
SAP Customer Evolution brings together best practices from SAP, the latest innovations, services, and tools, and the powerful
SAP ecosystem.
Engage
Build
The SAP partner ecosystem is critical to the success of SAP Customer Evolution Program. Customers rely on partners expertise
to reduce risk, shorten time to value, enhance customer lifetime value and increase customer satisfaction. Resources
SAP Customer
Evolution
Program on SAP
Partner Portal
March 2023
Partner
Enablement
Session - SAP
Customer
Evolution
Program
Introduction
SAP Customer Evolution Program
Transformation Journey toward an Intelligent, Sustainable Enterprise Partner
Sell
Deliver
From a legacy on-premise landscape… ... to the intelligent, sustainable enterprise
Engage
Agile & integrated system

Build
landscape
Extension Extension Resources
INT
MOD MOD
MOD MOD
INT
MOD Core Systems ERP
MOD Conversion from ECC to
SAP S/4HANA SAP
COMPLEX PROCESSES S/4HANA
Customer
Evolution
ABAP Business transformation & process
DEV INT Program
DEV CUST DEV redesign page
DIFFERENT DATA MODELS
Netweaver
SAP BTP as integration
and extension layer
On-Premise Infrastructure
Interlock RISE with SAP
Partner
SAP Customer Evolution and the RISE with SAP teams are working jointly on all customers that want to move their core ERP to
the cloud. However, while RISE with SAP targets customers that want to move their core ERP, oCFO, and DSC to the cloud, the Sell
SAP Customer Evolution Program guides customers across all solution areas.
Deliver
Once a customer has subscribed to RISE with SAP, the SAP Customer Evolution Program supports the customer beyond the Engage
commercial move with engagement, tools, and services by SAP and its ecosystem in close alignment with the RISE with SAP
adoption framework. Build
Resources
SAP
BTP HXM S/4HANA ISBN CX …
SAP S/4HANA
Customer
Evolution
Core Solution Areas Program page
SAP SIGNAVIO
ALIGNED TRANSFORMATION
STRATEGY:
SAP Product
SAP Field
SAP Ecosystem SAP CUSTOMER
Upcoming End of SAP ERP Mainstream Maintenance – Take Action Now
Partner
2025 2027 2030 Customer-Specific Maintenance Sell
• No legal changes
• No delivery of support packages
SAP ERP 6.0 EhP 0-5 Customer-specific Maintenance • No guarantee for technological Deliver
updates
Extended Maintenance Engage
Customer-specific
SAP ERP 6.0 EhP 6-8 Extended Maintenance
Maintenance
Mainstream Maintenance Build
Resources
1 Raise awareness with your customers that mainstream maintenance for SAP ERP 6 with
enhancement packages 0 to 5 will end on December 31, 2025 – less than three years from now! SAP S/4HANA
Customer
Evolution
2 Explain the value of mainstream maintenance (vs. customer-specific maintenance) Program page
– most customers do want to stay in maintenance! RISE with SAP

• Legal and HR changes Campaign for
ERP Installed
• Security patches and technology updates Base Customers
• …
Further information
3 Plan and execute the move • Blog: Maintenance Timelines for SAP ERP 6.0
• RISE with SAP S/4HANA Cloud, private edition – preferred option • Sales Play
• RISE with SAP S/4HANA Cloud, public edition • Move to S/4HANA – End of Mainstream Maintenance for SAP ERP
6.0
• SAP S/4HANA (On-Premise)
Introduction
Value Selling Offerings to Support Customer Evolution
Engagements Partner
Get expert guidance from SAP to help you build a value case for customers to move Sell
Partner Value Academy SAP Customer Evolution Kit Deliver

• Workshop-based partner enablement program • Workshop-based customer engagement Engage
WHAT • Learn and practice SAP value creation methodology and become self-sufficient • Available for direct and indirect customers
[Objective] • Typically requires 1 day and follow-up activities
• Joint collaboration on one customer engagement post the workshop Build
• Equip partners with the knowledge and tools to support value conversations with • Engagement to accelerate your customer’s digital transformation
customer and a creation of a compelling value proposition. • Guidance and expertise about why and how to move to the intelligent, sustainable
ENABLE • Program to make partner self-sufficient in discovering, demonstrate and prove the enterprise Resources
[Learn the business and economic value of an SAP Solution • Partners decide whether to recommend the engagement and should attend with the
message] • SAP Value Management learning content/certification for partners (webinars/skills customer
badge)
Delivery: Delivery:
Virtual or on-site partner workshop session followed by a coaching service: 1:1 remote sessions with SAP experts
4 to 8h workshop: to take you through the SAP Value Management methodology, SAP Customer enablement sessions:
Value Lifecycle Manager tool, and value assets for partners: RISE with SAP • Customer-specific value assessment and analysis
ENGAGEMENT • Actionable transformation plan specific to customer needs
[Execute the play] Coaching • Product roadmap and benefit case to identify how SAP will help to unlock value
• Support to build the value proposition business case plan on an existing opportunity • Customers with a valid support agreement participate free of charge
• Commit to a team of trained resources and use of the methodology for at least one • Partners decide whether to recommend the engagement to their indirect customer
year and are encouraged to attend also
• Create a customer win story or partner adoption story as a result of the engagement
RESOURCES • Industry and value assets for customer engagements available to partners • Registration platform
[Explore tools and • Industry-leading value platform SAP Value Lifecycle Manager • The engagement comprises Process Discovery, solution simulation, customer-specific
assets] • Customer value stories product map, SAP Readiness Check review, transition strategy
• Program details: Partner Value Academy overview
CONTACT • Nominate for participation [email protected] • Contact for queries: SAP Customer Evolution Program
[More information • Ask for more information and request for coaching service: SAP S/4HANA Cloud,
and how to book] Delivery Group
Introduction
SAP S/4HANA Cloud
Sell Authorization Requirements Partner
Sell
• For SAP S/4HANA Cloud, private edition you have to request:
Deliver
Sell Authorization-SAP S/4HANA Cloud, private edition
• For SAP S/4HANA Cloud, public edition you have to request: Engage
Sell Authorization-SAP S/4HANA Cloud, public edition Build
• SELL Authorization requirements cover all Solutions (including the RISE with SAP and GROW with SAP)
Resources
• For SAP S/4HANA Cloud, public edition, partners must qualify at least:
o 1 Sales Executive SAP S/4HANA
o 1 Presales Consultant Cloud
Authorization
o 1 Customer Engagement Executive and Details on Partner
o 3 Certified Current Solution Consultants Portal
• For SAP S/4HANA Cloud, private edition, partners must qualify at least SAP S/4HANA
o 1 Sales Executive Cloud, learning
room
o 1 Presales Consultant
o 1 Customer Engagement Executive
o 1 Cloud Architect and
o 3 Solution Consultants
Introduction
RISE with SAP S/4HANA Cloud, private edition- Sell Authorization
Partner
Sales Executive - 1 Presales Consultant -1 Customer Engagement Executive -1 Cloud Architect - 1 Solution Consultant – 3
SAP Customer Engagement Partner Sales Process for RISE with SAP RISE with SAP S/4HANA Cloud
Sell
SAP Franchise Sales Methodology - Foundational Presales Skills
Selling4Success Academy - Validation Assess. 6 hrs S/4HANA Cloud, PE for Cloud Architect Private edition for Solution
1.5 hrs 3 hrs 4 hrs Consultants (Sell)
4 hrs Deliver
SAP PartnerEdge – Sell Partner Digital Deep Dive for Cloud Architects
discount Training Part I
0.50 hrs
3.5 hrs
Any certification for SAP S/4HANA
Engage
Implementations
Cloud Cross Topics Digital Deep Dive for Cloud Architects
Part II Build
1.5 hrs 3.5 hrs
CPEA and SAP Build in RISE with SAP CPEA and SAP Build in RISE with SAP S/4HANA Cloud for Presales & CEE Resources
S/4HANA Cloud for Sales
1,5 hrs 1,5 hrs
Access
SAP´s Strategy for the Case for Cloud and the Intelligent Enterprise
0.5 hrs
Learning
Journeys on
Solution Overview & Partner Considerations for RISE w. SAP S/4HANA Cloud, private edition
Partner Port
al
2 hrs
Partner Services for RISE with SAP S/4HANA Cloud, private edition
1 hrs
SAP Signavio for RISE with SAP S/4HANA Cloud, private edition
Requirement not changed
0.75 hrs
Updated Content for Stay
Customer On-Boarding overview for SAP S/4HANA Cloud Current
0.5 hrs
1,hrs New Requirement – Effective
July 2023
Indirect Sales Process for RISE with Customer Onboarding for SAP S/4HANA Indirect Sales Process for RISE with SAP New Requirement – Effective
SAP S/4HANA Cloud, private edition Cloud Private Edition S/4HANA Cloud, private edition January 2024
0.5 hrs 0.5 hrs
Introduction
Indirect Selling Process involves the Partner in Every Step Partner
Sell
Deliver
Engage
Build
Resources
Link to Partner
Enablement
Session -
Replay
SAP S/4HANA Cloud, private edition and the Partner Cloud Architect Introduction
THIS ROLE IS MANDITORY FOR EVERY PARTNER WHEN SELLING PRIVATE CLOUD
Partner
KEY MESSAGE:
• The Partner Cloud Architect (PCA) role
This role is extremely Sell
was introduced in Q1 2022 critical for all Partners
• The Partner Cloud Architect role is a Selling Indirect SAP
S/4HANA Cloud, private
Deliver
qualification requirement for the PartnerEdge
edition:
Sell Authorization for RISE with SAP Engage
TAKE THE TRAINING
S/4HANA Cloud, private edition
for ALL your PCA’s (not
Build
• The Partner Cloud Architect supports just minimum 1
indirect customers with the preparation of requirement).
Resources
infrastructure and architecture YOU NEED THIS ROLE
solutioning and also assists additional IN ORDER TO CLOSE Learning Journey:
BUSINESS IN A RISE with SAP
sales to delivery handover activities. S/4HANA Cloud,
TIMELY MANNER
private edition:
• GET ALL OF YOUR PCA’s ENABLED – Partner Cloud
THIS IS KEY TO THE SALES PROCESS Architect
• Main responsibilities include: S/4HANA Cloud

private edition
• Technical assessment and validation of the Indirect Selling
Motion and the Role
Partner reselling private cloud offering of the Partner Cloud
during the sales cycle Architect
• Interfacing between the Customer and SAP

Enterprise Cloud Services (ECS)
organizations (e.g assisting with Customer The successful completion of the training in the “Become Competent Section” will qualify you
as Cloud Architect. It comprises four modules:
Onboarding Form towards ECS)
1. Solution Overview and Partner Considerations for RISE with SAP S/4HANA Cloud, private edition
• Capturing customer change request & 2. Partner Services for RISE with SAP S/4HANA Cloud, private edition
upselling support 3. Indirect Sales Process for RISE with SAP S/4HANA Cloud, private edition
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY 4. RISE with SAP S/4HANA Cloud, private edition – Digital Deep Dive for Cloud Architects 111
Qualifications for your Partner Cloud Architect Candidate
Partner
PURPOSE AND OBJECTIVES
Sell
The candidate will act as a primary point of contact for the customer on technical topics and will work closely with SAP during the
sales cycle. They will act as a trusted advisor and subject matter expert for the customer on the S/4HANA Cloud Private Edition Deliver
topic and its offerings.
EXPECTATIONS AND TASKS Engage
• Present RISE with SAP S/4HANA Cloud Private Edition service offerings and value proposition to the customers Build
• Conduct detailed technical workshops with customers to define the “to-be” architecture and plan the migration roadmap
• Blueprint customer requirements around HA/DR, Business Continuity, Security & Compliance, networks etc. Resources
• Own the technical discussions with the customer on the Private Cloud Edition topic and act as the orchestrator of experts
Learning Journey:
to obtain expertise from SAP Cloud Architecture & Advisory organization as required. RISE with SAP
S/4HANA Cloud,
private edition:
SKILLS AND COMPETENCIES Partner Cloud
• High proficiency in customer communications and presentations is required. Architect
• Good understanding of SAP technologies (releases, platform interdependencies etc.) S/4HANA Cloud
• Fair understanding of the entire platform stacks (storage, virtualization, hardware, networks etc.) private edition
Indirect Selling
Motion and the Role
of the Partner Cloud
WORK EXPERIENCE Architect
• Hands-on customer facing SAP Technology Consulting and/or Presales experience (e.g. Basis Admin, DB Admin,
Migrations, Upgrades, Business Continuity etc.)
• Experience with hosting providers, data centers is a BIG advantage; HANA / Suite on HANA skills would be very helpful but
not mandatory.
Responsibilities of the Partner Cloud Architect Partner
Sell
The Partner Cloud Architect (PCA) is an SAP-enabled architect that belongs to a sell-authorized Partner
actively participating in the Deal Execution for an indirect sales motion for S/4HANA Cloud, private edition. In a Deliver
Partner-Led Deal, the PCA assumes responsibility for executing the Technical Assessment with their Customer
and, post contract signature, completing the Sales2Delivery (S2D). Engage
Build
• Collaboration with the SAP Industry Account Executive (IAE)/Mid-Market Sales Executive (MSE) in the
Resources
drafting and validation of customer requirements for SAP S/4HANA Cloud, private edition
• Customer-facing interaction including the Technical Presentation of S/4HANA Cloud, private edition Learning Journey:
RISE with SAP
S/4HANA Cloud,
• Technical assessment of the proposed SAP S/4HANA Cloud, private edition private edition:
Partner Cloud
Architect
• Coverage of Private Cloud Operations and Cloud Security Topics
• Expertise regarding Technical & Network Integration between On-premise and other Cloud offerings
• Participation in the Sales2Delivery Handover (Customer Onboarding towards the ECS) upon deal closure,
provision of Customer Onboarding and Related Information
• Customer Change Request & Upselling Support

Responsibilities of PCA in Indirect Sales Cycle for Indirect Deals
Partner
Sell
Deliver
Engage
Build
Resources
Learning Journey:
RISE with SAP
S/4HANA Cloud,
private edition:
Partner Cloud
Architect
S/4HANA Cloud
private edition
Indirect Selling
Motion and the Role
of the Partner Cloud
Architect
S/4HANA Cloud, private edition - COMMUNITY and Partner Cloud Architect FORUM
NEW PCE COMMUNITY AND Partner Cloud Architect FORUM
Partner
We invite you to visit our new Sell
SAP S/4HANA Cloud, private
edition Delivery Group Deliver
Engage
Become a member
Subscribe to receive notifications Build
on latest posts
Resources
Ask questions
S/4HANA Cloud,
Initiate a Question any topic – our private edition -
experts are here to answer all the COMMUNITY
and Partner
questions Cloud Architect
FORUM
Read blog posts
Browse through the variety of unique
delivery blog posts to read latest
news and technical articles
Partner Knowledge Center

T
Access delivery accelerators and leading
practice content to help guide you through
implementations
Introduction
Partner
Sell
Deliver Deliver
Engage
Build
Resources
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
• The partner delivery quality framework
• SAP Activate - the methodology to follow in SAP S/4HANA Cloud projects Engage
Quick Links:
• RISE with SAP adoption framework Build
- SAP Activate Roadmap Viewer
• Deliver RISE with SAP SAP S/4HANA Cloud, public edition - SAP Activate Community
• RISE with SAP S/4HANA Cloud Service Authorization for public cloud Resources
- Cloud Mindset
• SAP S/4HANA Cloud Customer Care Program
• Onboarding journey - Solution Standardization Board
• SAP Activate - project flow, project team roles and responsibilities - Solution Consultant Requirements for Authorizations
• SAP Central Business Configuration - SAP Cloud ALM
• Why are cloud implementation projects different, Top 3 reasons for Project Escalation and Delivery
issues, The Top Ten Tips & Tricks Tick List
- RISE with SAP S/4HANA Cloud, public edition
• Release & Scope Dependency Tool, Key Implementation Roles - SAP Best Practices for SAP S/4HANA Cloud
• SAP Cloud ALM, Steps before raising an incident, SAP S/4HANA Cloud Customer Community & - SAP PartnerEdge S/4HANA Cloud Learning
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
• RISE with SAP S/4HANA Cloud Service Authorization for private cloud - S/4HANA Cloud Trial, Demo & Sandbox
• Onboarding journey
- S/4HANA Cloud Customer Community
• SAP Activate, SAP Cloud ALM, Possible partner implementation approaches, System Conversion
process, SAP S/4HANA Selective Data Transition - S/4HANA Cloud Consultant Learning Journeys
• SAP Enterprise Cloud Services – overview of available Enterprise Cloud Services - SAP S/4HANA Cloud, private edition
• Golden Rules for implementation – provides you with key information on implementation; establish
Solution Standardization Board for governance
- SAP Best Practices for SAP S/4HANA
• Enterprise management layer for S/4HANA Cloud for private edition - Enterprise management layer for SAP
• Considerations for 2-system landscape S/4HANA
Introduction
The Partner Delivery Quality Framework
SAP S/4HANA Cloud Partner
Sell
SUPPORT PARTNER DELIVERY PRACTICES IN: Deliver

Partner • Attracting talent
Services • Building cloud skills Engage
Quality
• Establishing a Cloud mindset
• Leveraging the latest innovations
Build
• Differentiating in the market
Partner
Resources
Ecosystem
Delivery
Delivery
Quality Partner
Quality
Framework Delivery Quality
SUPPORT PARTNERS DURING IMPLEMENTATIONS Framework on
SUPPORT CUSTOMERS BY: WITH: SAP Partner
• Access to best-practices
Portal
• Making transparent partner expertise
(Competency Framework and Partner Finder) Project • Tools and accelerators
• Provide guidance on best-fit partner selection Delivery
Quality • Access to documentation, experts and peer-to-peer
• Ensure partners are capable of doing the collaboration (PDGs)
implementation in emerging markets and for
• Risk management (portfolio of complementary
new products
services)
• Overcoming roadblocks for a successful go-live
Role at SAP: Partner Delivery Managers
An essential component of the Partner Delivery Quality Framework is the Partner Delivery Manager (PDM) team that help 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 customers through the SAP Partner Ecosystem.
Introduction
The Partner Delivery Quality Framework
Close collaboration in SAP S/4HANA Cloud partner-led deployments Partner
Sell
Transparency encourages collaboration Deliver
Engage
Foster close collaboration between SAP & Partners to support SAP Cloud
solution adoption, ensure every booking has a path to reach the go-live Build
milestone & customers derive value their SAP investment as soon as possible.
Resources
Customer Review your projects in the Customer Cloud Project card of SAP for Me for Guided Partner
Support -
Partners, and in case of discrepancies submit your updates using the Customer
“Register new project” functionality or register a new project manually (send it Success
to [email protected]) Dashboard
SAP 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 Development

upgrade? system? What information do I need to
provide? 122
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
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
The SAP S/4HANA Adoption Framework
Partner
Sell
The SAP S/4HANA adoption framework provides clarity on the entire cloud Deliver
journey and brings partners and SAP together to collaborate under a single
cloud operational governance model to proactively manage our common Engage
success. The SAP S/4HANA Adoption Framework applies SAP S/4HANA Build
Cloud public, and S/4HANA Cloud, private edition.
Resources
➢ Applies across the full customer lifecycle to support proactive customer L0 Presentation:
management RISE with SAP
Adoption
Framework Pitch
➢ Encourages early collaboration to drive successful adoption for Customers Deck
L1 Presentation:
➢ Drives transparency and agreement on customers to-be operational model, RISE with SAP
roles and responsibilities across SAP, their teams and their partner(s) Adoption
Framework -
Activity Map
Templates
❖ Review the latest material on the RISE with SAP adoption framework (link)
❖ Partner FAQ (link)
❖ Access this recording session (link)

Service Authorization Requirements Partner
Service Track Sell

• Requirements for SAP S/4HANA Cloud, public edition service
Project Manager - 1 Solution Consultant – 3
authorization Deliver
o Partners must qualify at least 3 Solution Consultants and 1
C_TS4C - SAP S/4HANA Cloud Any of the certifications listed below
Project Manager In particular : Engage
Implementation with SAP C_S4CWM_xxxx -Certified Application
Activate Associate - Warehouse Mng.
✓ Partners need to have at least 3 certified & current
C_S4CFI_xxxx SAP Certified Application Build
Associate - Finance
consultants on any SAP S/4HANA Cloud line of
C_S4CPS_xxxx SAP Certified Application business implementation. Exact list of relevant
Associate - Professional Services certifications can be found here (from page 3).
Resources
C_S4CSC_xxxx SAP Certified Application
Associate - Supply Chain ✓ Partners have to qualify at least one Project Manager.
C_S4CS_xxxx SAP Certified Application Certification for Project Managers on SAP S/4HANA Access
Associate - Sales
C_S4CSV_xxxx SAP Certified Application
Cloud, is C_TS4C - SAP S/4HANA Cloud Learning
Associate - Service Implementation with SAP Activate. Existing authorized Journeys on
C_BRU2C_xxxx SAP Certified Application partners have to meet this requirement by July 2022. Partner
Associate - SAP Billing and Revenue
Innovation Mng. o Cross Border Certifications apply here, see Partner Portal for Portal
C_BRSOM_xxxx SAP Certified Application
Associate - SAP Billing and Revenue
more details Cross Border Certification applies.
Innovation Mng.
C_S4CPR_xxxx SAP Certified Application
• Service authorization implies training and certifications costs.
Associate - Procurement For major part of the training subscription the SAP Learning
C_S4CMA_xxxx SAP Certified Application
Associate - Manufacturing
hub is required. Partner edition of the Learning Hub is highly
C_S4CAM_xxxx SAP Certified Application
recommended as it is offered to partners at a very low price
Associate - Enterprise Asset Mng. along with more benefits.
Introduction
SAP S/4HANA Customer Care Program
Available for S/4HANA Cloud, private edition Partner
Sell
The SAP 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
Resources
The offer is free of charge. To apply please send an e-mail to [email protected].
To apply for the
Enrollment is currently open for active go-live projects implementing SAP S/4HANA 2022 or SAP S/4HANA Cloud, private S/4HANA
edition. Customer Care
program, please
send the project
Focus is on existing SAP ERP customers who transition to SAP S/4HANA Cloud, private edition
Click here for the information to
and are willing to act as a reference. The program support will commence with the start of your S4H_Customer_C
go-live project and end one month after your first Go-Live, but latest after 12 months. questionnaire
[email protected]
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.
Onboarding Journey for SAP S/4HANA Cloud, public edition Introduction
Partner
Onboarding Journey ensures a consistent experience as customers move from contract signature to the start of the
implementation. Customers receive guidance, enablement and services focused on developing their internal experts, delivering Sell
successful implementations and achieving key business goals.
The Onboarding Journey is structured in 5 touchpoints: Deliver
Engage
Build
Resources
Customer
Onboarding
Resource
Center
Customer
Please make sure your customers register and attend these live sessions. Onboarding
Webinar Page
You may find a detailed explanation of the Onboarding Journey for SAP S/4HANA Cloud, public edition in this blog.
Customers will receive a welcome email containing all the required

details for first steps, including the onboarding sessions.
In 3 system landscape, Central Business Configuration and Starter System needs to be requested via SAP for Me
In case system provisioning is delayed, please create a High Priority incident under component “XX-S4C-OPR-SRV”
Introduction
How to register to the Onboarding Journey
Partner
Sell
Deliver
Engage
Build
Resources
Customer
Onboarding
Resource Center
Customer
Onboarding
Webinar Page
SAP S/4HANA Onboarding Resource Center
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 needs and reduce complexity
Engage
Build
Resources
Implement
Innovation Project Timeline Extending the Solution section: S/4HANA
Cloud on SAP
Updates and upgrades to public Implementation project starts immediately Key-user extensibility, Partner Portal
cloud solutions are automatically after the subscription start date with developer extensibility, and
applied by SAP periodically productive use in as little as 4 weeks side-by-side extensibility Enablement for
Private Cloud
Implementations
(services
Roles Handover to Support authorization)
Customer owns more tasks of a public Cloud customers are handed over to SAP
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 SAP Cloud ALM and in the SAP Activate Roadmap Viewer.
Engage
Ready-to-use business processes, available in all SAP S/4HANA Cloud, public
edition tenants. Start the scoping, fit-to-standard, and configuration with standard Build
SAP Best Practices
processes.
Resources
Guided implementation with flexible task and content management leveraging SAP
SAP Cloud ALM SAP Activate
Best Practices and SAP Activate methodology to accelerate the implementation. Roadmap
Viewer
SAP Cloud ALM

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
Key Implementation Roles - Project Roles Partner
Sell
Deliver
Engage
Build
Resources
Implement SAP
S/4HANA Cloud
on Partner Portal
Learning Journeys
on SAP Learning
Hub
Introduction
Key Implementation Roles - Project Roles Partner
Sell
Deliver
Engage
Build
Resources
Implement SAP
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 Success Support Agents Implementation S/4HANA Cloud Customer Resources
Partner Partner/SAP Care – Product Experts
• Provide solution/release • Provide support for • Consulting & • Provide guidance to the
guidance incidents reported via self- implementation services onsite implementation
• Manage deployment service tools, web, and • Implementation team (SI & customer)
success phone safeguarding delivery • Ambassador on SAP
• Procide mission-critical • Technical expertise Activate
support • Proactive service delivery • Analyze & Coordinate
• Provides engagement • Key & End User Configuration Requests
review Knowledge Transfer • Engage for customer
• Delivery of quarterly feedback and reference
scorecard activities
• Ensure feedback loop into
development
Introduction
Deploy SAP S/4HANA Cloud, public edition with SAP Activate
Journey Overview and Key Milestones Partner
Qualification
Sell
Journey
and Key Discovery Assessment Finalized scope and backlog Deliver
with delta requirements
Milestones Buy Cloud ALM & Central Go-Live Readiness Update &
Business Configuration OCM Delivery & Monitoring Assessment Upgrade Engage
Onboard Project Activate new
Team Go-Live scope / add Build
countries
Discover Prepare Explore Realize Deploy Run Resources
Continuous Innovation
Discovery Fit-to- Configure, Migrate,

Setup and Onboard Users Innovate,
Assessment Standard Play back Integrate, Extend
Enablement and Deploy Operate, Support
(Scope) Analysis Test
System 4 Starter System

Landscape
5 Development System
SAP for Me
6 Test System
7 Production System
1 Initial Transport Ongoing Transports
3 SAP Central Business Configuration
x Sequence of provisioning
2 SAP Cloud ALM
Introduction
SAP Central Business Configuration
Target Picture and Business Value Partner
Sell
Deliver
SAP Central Business Configuration is a tool
envisioned to let you configure a business Engage
process spanning different SAP cloud solutions
Build
from one central place based on your business
needs. Resources
Learn
SAP Central
Business
Configuration
Product Page
Key Objectives
▪ SAP Central Business Configuration envisioned Learning
as central configuration tool for the Intelligent Journey: SAP
Central Business
Enterprise, starting with SAP S/4HANA Configuration
Cloud, public edition
▪ Increased business process flexibility BTP on Partner Portal - OVERVIEW PRESENTATION
▪ 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
Configuration with
▪ All customer implementations of RISE with SAP S/4HANA Cloud, public edition based on license contracts since January the latest
2021 use SAP Central Business Configuration. recordings and
information.
▪ SAP will determine the sequence of existing SAP S/4HANA Cloud, public edition customers to convert from Manage Your
Solution to SAP Central Business Configuration and when the conversion will take place. The same holds true for the
conversion from SAP S/4HANA Cloud 2-system landscape to SAP S/4HANA Cloud 3-system landscape. 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
Whereas SAP Central Business Configuration enables you to manage the configurations for your project, SAP Cloud ALM (SAP's Partner
Key Target Components
cloud-based tool for application lifecycle management) focuses on the broader implementation and operations. For every task
concerned with configuration, SAP Cloud ALM will seamlessly guide you to SAP Central Business Configuration. 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 Configuration with
▪ Deployment orchestration
SAP S/4HANA
Cloud Overview
Session (To access
the SAP Learning Hub,
edition for SAP
Enterprise Support, a
one-time registration is
References Based on required. You can find a
▪ Intelligent Enterprise scenarios detailed step-by step
▪ Intelligent Enterprise scenarios guide here.)
▪ SAP Best Practices process ▪ SAP Best Practices process
content content
▪ SAP Activate methodology ▪ SAP Activate methodology
Customer Solution
Introduction
Key Target Components Partner
Sell
Deliver
Engage
Build
Resources
Implement
Project Experience Scoping Organizational Structure Configuration openSAP course
Free online course

Be guided through your SAP cloud Define your solution scope by selecting Set up and maintain your company’s Tailor business to get an overview
implementations countries/regions, business processes, organizational structure processes to meet your
and solution capabilities company’s requirements SAP Customer
Influence
Submit
improvement
Preconfiguration Content requests and vote
Fueled by the available SAP Best Practices preconfiguration content
Introduction
SAP
SAP Central
Central Business
Business Configuration
Configuration & SAP S/4HANA Cloud, public
edition
Partner
2-System Landscape for Customers Since January 2021 Sell
Besides a starter system, the 2-system landscape consists of a quality system and a production system. Transports from SAP Deliver
Central Business Configuration to the quality system and from the quality system to the production system are handled via SAP
Central Business Configuration. Engage
SAP S/4HANA Cloud, public edition Build
Resources
Quality System Production System
SAP Central
Business
Configuration Deploy Release Transport (Q2P)
Production
Quality Tenant
Tenant
Introduction
SAP
SAP Central
Central Business
Business Configuration
Configuration & SAP S/4HANA Cloud, public
edition
Partner
3-System Landscape for New Customers Since September 2022 Sell
Deliver
Engage
▪ Besides a starter system, the SAP S/4HANA Cloud, public edition
3-system landscape consists Build
of a development system, test
Resources
system, and production
system
▪ Transports to the development

system are handled via SAP
Central Business
Configuration
▪ Transports from the

development system to the
test system and to the
production system are handled
in SAP S/4HANA Cloud
Introduction
SAP S/4HANA Cloud Implementations
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!!!
• Presumably reduced renewals
Diligently execute the Digital Discovery Utilizing certified implementation team members: The mindset drives behavior and culture
Assessment • Guarantees a minimum set of knowledge • In Cloud the ‘service’ doesn’t end when the
• Set the foundation for successful • Shows commitment product is shipped – Services Mindset
implementations and renewals by ensuring we • Reduces support costs • Adopting an ‘Agile way of life’ is key to working
engage in good business quickly and effectively in a changing, dynamic
• Does not guarantee success, but is a move in the
• Qualify opportunities fast and spend time on the right direction environment
winning ones • Putting the Business-Outcome at the center of
• Obtain guidance on product, roadmaps and the Customer-focus is essential to implement a
driving the conversation standard solution
• Accelerated innovation cycles demand a
forward-looking, continuous learning strategy
• User Experience = Adoption = Renewal
Introduction
SAP S/4HANA Cloud
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 Establish a Business and IT
Engage
Engage with services and Adhere to SAP Activate method.
Cloud Consultants understanding 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 ✓ SAP Preferred Success is a ✓ SAP Activate guides the Build
Leads, Technical Lead, Project understanding between the S/4HANA Cloud is dependent on subscription-based success implementation team through the
Manager – should all be certified business and IT as to the desired timely decisions that have the management model for SAP project, in alignment with best
✓ The Implementation Partner, SAP or
outcome of the SAP S/4HANA
Cloud project.
support of both business and IT
stakeholders
customers with cloud solutions. practices. Resources
otherwise, maintains responsibility ✓ Additional support is also available ✓ SAP Activate Roadmap Viewer is
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
RISE with SAP
- Service
6 7 8 9 10 Partner
Create statement of scope, Consolidate project plan Develop and execute a change Schedule all SAP Activate Execute testing, data migration Selection
consistent throughout lifecycle between all teams management strategy phase Q-gates and integration activities Guidance for
✓ A consistent approach must be taken ✓ The success of the project is ✓ The implementation team and customers
✓ SAP S/4HANA Cloud uses a ✓ A Q-gate, or Quality Gate, is a
to ensure SAP S/4HANA Cloud is dependent on the collaboration Fit-to-Standard approach in checkpoint that falls at the end of customer are responsible for
aligned with business objectives between multiple teams, often; order to deliver simplicity, agility each SAP Activate phase. The aim regression testing, with the help of
throughout the duration of its lifecycle. Customer (both IT and Business), and access to innovation. of this is to highlight any potential the automated testing tool, validate
Partner and SAP. risks that may impact the project configuration, and confirm end-to-
✓ It is the responsibility of the ✓ This way of working means end integration. The implementation
implementation team to ensure that ✓ SAP Activate provides a Project Plan timeline.
customers will need to team and customer hold the
scope and project expectations carry Template to help align these different understand the scale, scope ✓ Q-Gates should be planned into responsibility to validate
forward from sales, to delivery groups and ensure consistency. and impact of this shift. the project plan from the start as configurations, check end-to-end
key milestones. integration, and upload data.
Introduction
Release Assessment & Scope Dependency Tool Partner
Sell
The tool
• Simplifies a customer’s journey through the SAP S/4HANA Cloud Deliver
half-yearly upgrades and continuous deliveries(CD)
Engage
• Enables the customer to understand the impact of changes to the
activated and used scope items in their SAP S/4HANA Cloud system Build
• Helps partners to get an overview of the impact of changes to the
Resources
activated and used scope items of their customers
Highlights Blog about the

tool
• Personalized scope analysis for customers based on their activated SAP S/4HANA Cloud Release & Access the tool
scope or used scope Scope Dependency Tool OpenSAP
• Shows impacts on apps, CDS views, Business Catalogs and APIs for Microlearning
a selected release FAQ Blog
• Option to view the changes categorized by Line of Business,

Localization, and type of objects
• Provides downloadable lists of impacts and improvements filtered by
used /activated scope
• Easy login vis S-user ID and simple to use
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.
SAP Cloud ALM
• 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,
Assessment Analysis Configure Extend, Test Deploy Support
Onboard Design Build Test Deploy

Innovate
Operate
Integrated Tools
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
SAP S/4HANA Cloud
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
RISE with SAP S/4HANA Cloud
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
Investing in Your Success Partner
1. Become a Community member RISE

Solution Adoption Fundamentals Sell
Implementation Fundamentals
Partner
2. Join the Fundamentals & Essentials workshop series Data Migration Fundamentals
Testing Fundamentals
Deliver
Expertise
3. Tune in to our E-Learning Portfolio
Integration & Extensibility Engage
Fundamentals
Build
Resources
Community
S/4HANA
Public Cloud
Competency
Framework
Introduction
SAP S/4HANA Cloud Expertise Services joined SAP Community as
private partner delivery group! Partner
Sell
Deliver
Engage
Migrated Users Public vs. Private New Users Video
Build
Resources
All members of SAP S/4HANA Cloud SAP Partner Delivery Groups
Expertise Services Community have been
migrated automatically to the new Video: Click
platform here
Issues with access please contact: Universal ID
[email protected]
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Introduction
Deliver SAP S/4HANA Cloud, public edition
Resource Links Partner
Sell
▪ SAP Activate for RISE with SAP S/4HANA Cloud, public edition Deliver
▪ SAP Central Business Configuration Product Page Engage
▪ Implement section: SAP S/4HANA Cloud on SAP Partner Portal Build
▪ SAP S/4HANA Cloud SAP Learning Hub Resources
▪ SAP Activate community
▪ SAP S/4HANA Cloud Community
▪ SAP S/4HANA Cloud Delivery Community
▪ SAP S/4HANA Cloud Expertise Services Community
▪ Digital Discovery Assessment
▪ SAP S/4HANA Cloud Release & Scope Dependency Tool
▪ SAP S/4HANA Cloud “Steps before raising an incident with SAP Support” Infographic
SAP S/4HANA Cloud, private edition, SAP Enterprise Cloud Services Private Cloud Customer Center (ECS PC3) Introduction
Understand the digital customer engagement model from SAP Enterprise Cloud Services
Partner
Sell
Managing the scale of RISE with SAP Deliver

The SAP Enterprise Cloud Services Private Customer Center (ECS PC3) is a digital Engage
model dedicated to manage service delivery at scale for RISE with SAP S/4HANA Cloud,
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
SAP Enterprise Cloud Services Private Cloud Customer Center (ECS PC3) Shared Point of Contact for your engagement Introduction
Seamless partnership for joint customer success
Partner
Sell
Deliver
ECS PC3 Digital Customer Engagement Manager (dCEM)
Expert CoEs per lifecycle phase Engage
Build
• Supports the ECS Self-Service Kick Off for the customer through triggering an email through the PC3 mailbox. Resources
• Provides customer with transparency about progress and KPIs of the ECS services via regular Service Reviews offered through
automated digital platforms and assets
• Initial point of contact for Customers/Partners through:
• SAP Customer Interaction Center
• Dedicated CoE dCEM available for specific customer queries through tickets from One Support Launchpad
• Live-chat with experts
• 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
INTERNAL – Authorized for Partners
SAP Enterprise Cloud Services Private Cloud Customer Center (ECS PC3) Shared Point of Contact for your engagement
Seamless partnership for joint customer success Introduction
Partner
Customer Sell
Success
Deliver
Governance Escalation Framework Engage
Periodic Service Performance Review and capacity planning on Build

customer request. KPI reports (memory, CPU, DB activity etc) available via
SAP for Me. Levels
Resources
24/7 access to SAP Customer interaction center(CIC) for any queries on PC3 Contact PC3 mailbox Regional CoE Regional
service requests and incidents. lead Onboarding
Manager/Regional
Head of PC3
24/5 “follow the sun” access to a global pool of dCEMs for technical
advice and operational support (ECS scope) with the option for the customer
to live chat/call transfer to a dCEM by calling CIC. Escalation framework is divided into 3 levels with 3 being the
highest escalation customers can initiate.
Progress of all service requests (or Incidents) are available via self service
on the SAP for Me.
Customer interactions via various digital channels (live chat, e-mail,

phone) are captured diligently to support the 24X5 follow the sun model.
Outcomes
Efficient customer onboarding, Active support during migration Service Reviews via Self-services, Stable operations & effective
Self-service kick-off with all and committed system delivery automated KPI reporting, and communication via digital channels
important information more (live chat, phone, email)
PC3Escalation
PC3 EscalationFramework
Framework Introduction
Levels Partner
Escalation framework is divided into 3 levels with 3 PC3 mailbox Regional CoE lead Regional Sell
being the highest escalation customers can initiate. PC3 Contact
Onboarding
Manager/Regional Head of
PC3 Deliver
An issue that was reported to PC3, was Step 1 : Contact PC3 via PC3 mailbox*. Prefix the subject line of the email with the word “Escalation” to
previously resolved but the issue continues to bring immediate attention to the issue. Quote the service request/incident number/case ID in your Engage
reoccur. communication.
OR Step 2 : Ask in your email, for a call to be scheduled with the dCEM. The dCEM will schedule a call with the
There is no visible progress or infact has been customer, maintain detailed case notes and respond with next steps/will resolve the customer’s concern Build
an unsatisfactory resolution to a query / during the call if possible.
concern / service request / assisted service Step 3 : For an existing ticket, raise the ticket priority if applicable and necessary, in the call with the dCEM.
request on an issue already logged with PC3
Resources
via email or ticket. dCEM assigned will maintain regular updates to you (Customer), until a satisfactory resolution is delivered.
Step 1 : Respond to the mail thread/ the communication with the Level 1 escalation point above to the PC3
mailbox*
Unsatisfactory response from Level 1.
Ask for a call to be scheduled with the respective Regional CoE Lead.
Step 2 : The Regional CoE lead will schedule a call with the customer together with the dCEM to discuss the
OR
progress on the case, next steps and path to resolution.
Step 3 : If necessary, the Regional CoE lead will trigger executive level escalations internally within SAP, to help
An issue from Level 1 is not resolved.
expedite a resolution to the customer issue.
Regional CoE Lead will maintain regular updates to you (Customer), until a satisfactory resolution is delivered.
Step 1 : Respond to the mail thread / the communication with the Level 1 escalation point above to the PC3
mailbox*
Ask for a call to be scheduled with the Regional Head of PC3.
Unsatisfactory response from Level 2. Step 2 : A call will be scheduled with the customer to debrief on the case progress, hurdles and blockers in
resolution so far. The Regional CoE lead and the Regional Head of PC3 will debrief the case history with the
customer, work with SAP stakeholders to address any road blockers and help expedite a resolution to the
case.
Regional Head will maintain regular updates to you (Customer), until a satisfactory resolution is delivered.
* NOTE: When contacting the central mailbox, please mention Customer Name / Email or CID for easy identification & accelerated response to your message.
Introduction
SAP Enterprise Cloud Services Responsibilities & Collaboration
SAP Enterprise Cloud Services provides many of the Technical Managed Services and Infrastructure Services described in your RISE with SAP
Partner
S/4HANA, private edition contract; however there remain some technical and other tasks your company is responsible for providing.
Sell
Review the applicable SAP Enterprise Cloud Services Roles and Responsibilities (R&R) document for your edition relevant to understand the
part your company's plays in the successful implementation and administration of your SAP systems (summary document here). Here are some
examples: Deliver
Customer Responsibilities:
Engage
• Application and business process functionality
Build
• Support Center / Help Desk
• Connectivity to SAP’s network Resources
• Business Continuity Planning
• User Authorizations
Customer
• 3rd Party applications
Onboarding
• Job Scheduling Optional CAS services will Resource Center
allow SAP to handle many
• Instance and Client Strategy ECS PC3 SWAY
additional activities
• Application Transport Management Page
• Version Upgrade Project Management
FOR MORE DETAILS SEE THE SERVICE DESCRIPTION GUIDE
SAP Enterprise Cloud Services Responsibilities:

• Most infrastructure and technical administration for SAP applications
based on the applicable SAP Enterprise Cloud Services R&R SAP Enterprise Cloud Services will
contact the IT contact to start the
engagement.
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
Customer onboarding journey and SAP Enterprise Cloud Services Team Partner
Sell
Primary points of
contact for ongoing The SAP S/4HANA Cloud Service Kickoff process Deliver
service and will cover the following topics
support
requirements of the
customer related to ➢ Introduction
Engage
RISE with SAP ➢ Welcome & Key Enterprise Cloud Services Contacts
Provide quality S/4HANA Cloud, Ensure regular Build
private edition ➢ Customer Expectations & Responsibilities
services to satisfy operations and
customer needs support alignment ➢ Roles & Responsibilities document
and resolving with the customer ➢ Services explanation Resources
technical throughout the
complexities duration of the ➢ SAP Enterprise Cloud Services Global Support and
throughout their RISE with SAP Channels
entire lifecycle SAP contract.
Enterprise
Cloud
Services Your best friend in case of trouble
Act as a trusted Team
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 operational Roles and Responsibilities document is available in
run phase.
the SAP Product Policies website here
Introduction
Onboarding Journey for SAP S/4HANA Cloud, private edition
Partner
Onboarding Journey ensures a consistent experience as customers move from contract signature to the start of the Sell
implementation. Customers receive guidance, enablement and services focused on developing their internal experts, delivering
successful implementations and achieving key business goals. Deliver
The Onboarding Journey is structured in 5 touchpoints: Engage
Build
Resources
Customer
Onboarding
Resource Center
Customer
Onboarding
Webinar Page
Please make sure your customers register and attend these live sessions.
You may find a detailed explanation of the Onboarding Journey for SAP S/4HANA Cloud, private edition in this blog.
Your customers will receive a welcome email containing all the

required details for first steps, including the onboarding sessions.
Introduction
Onboarding Prerequisites - SAP S/4HANA Cloud, private edition
Partner
After the contract signature, additional information will be collected in the Onboarding Form, which is required
for the ecosystem build:
Sell
Deliver
▪ Final Confirmation on product versions.
Engage
▪ S-User(s) creation for the delivery team tasks: software download, keys generation, delivering cloud
services… Build
▪ Networking and connectivity specifics like number of VLANs, subnets, domains, and other DNS info… Resources
▪ Support topics such as support & servers time zone, Customer's business hours.
Customer
Onboarding
▪ Best Practices specifics confirmation and questionnaire, if eventually in scope. Resource Center
Customer
▪ Not providing the needed onboarding information within 5 days after contract signature will impact the Onboarding
delivery dates. Webinar Page
The information collected in the Onboarding Form must be delivered by the customer to the SAP Cloud
Architect and Advisor (CAA) or Partner Cloud Architect (PCA) within 5 days after contract signature to
avoid delays on the delivery dates. Please note, SAP requires 4-6 weeks to build and deliver the
systems after the Onboarding Form is completed.
Introduction
Onboarding Journey Content: RISE with SAP - Entitlements
Partner
Sell
Deliver
Engage
Build
Resources
Customer
Onboarding
Resource Center
Customer
Onboarding
Webinar Page
Check out SAP Trust Center Service description and Supplement documents to understand product-specific terms, support policies, and operational availability.
Introduction
Customer Onboarding Content: RISE with SAP - Expert sessions
Partner
Sell
Deliver
Engage
Build
Resources
Customer
Onboarding
Resource Center
Customer
Onboarding
Webinar Page
Discover key assets, explore best practices, and register for live onboarding events in
the SAP Onboarding Resource Center.
Onboarding resources are available for:
• SAP S/4HANA Cloud, Public Edition

• SAP S/4HANA Cloud, Private Edition
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
Journey
Go-Live
Project Activate for
Lifecycle S/4HANA
Cloud, private
SAP Solution Manager/ Cloud ALM
NEW IMPLEMENTATION
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
(*)
© 2023 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 165
• 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 content in SAP Activate will only cover system conversion and new implementation
Introduction
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 49 countries. enhanced for multinationals and EML specific content such Resources
• Customers can choose the scope of their EML system in as Intercompany Processes and Project System.
terms of country scope and functional scope. • Use the EML to accelerate your implementation.
• Partners can build additional content on top.
• 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
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 Cloud, private edition Introduction
with a Cloud Mindset Partner
Five Golden Rules Sell

1. Foster cloud mindset by adhering to Fit-to-Standard and Agile Deployment detailed in SAP Activate
Deliver
◼ Leverage SAP standard processes where possible
Customers that adhere to
◼ Deploy your solution incrementally with short releases and sprints these rules realized Engage
following benefits:
2. Use pre-configured solutions with predefined processes and utilize SAP Fiori UX
• Faster time to value Build
◼ SAP Best Practices
• Lower cost of initial
◼ SAP Enterprise Management Layer (*)(**) Resources
deployment and on-
◼ Partner templates (*)(**)
going cost of running Implement SAP
the solution S/4HANA Cloud,
3. Use modern integration technologies private edition with
• Ability to absorb Cloud Mindset
◼ Use SAP Business Technology Platform (SAP BTP) functionality for Integration
innovation delivered by
◼ Use SAP API Business Hub Extend SAP
SAP at a faster rate S/4HANA in the
4. Use modern extensions technologies cloud and on
• Lower risk during the premise with
◼ Follow guidance from Extend SAP S/4HANA in the cloud and on premise with ABAP based extensions – deployment of the ABAP based
(A) Extend solution using released remote or local SAP APIs; (B) Extend SAP objects only via predefined extension solution extensions
points; and (C) Leverage cloud-enabled and released technologies.
• Higher flexibility and
◼ Retire custom ABAP extensions that you no longer need and renovate existing custom ABAP extension using cloud Extensibility Guide
lower reliance on one
extension techniques
system integrator
5. Ensure transparency on deviations from these Golden Rules • Deployment of future-
◼ Any deviation has to be clearly documented as part of the implementation process; this will help the customer proof solution utilizing
replace these with standard capabilities if they are offered in the future modern technologies
◼ Use standard capabilities of SAP Application Lifecycle Management tools to document the solution
© 2023 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
169
Introduction
Clean Core - Keep Your Customers & your Partner Extensions Clean
Partner
Sell
Deliver
Keep the
extensions clean 1 Extensibility Engage
Build
Main Aspects:
Keep the
 Extensions should be avoided when possible data lean 2 Data Resources
Developing
 Create cloud compliant Extensions, i.e. in a way Extensions
using SAP
that they would work in the cloud (3-Tier Model) by Keep the
setting up a strong governance
landscape reliable 3 Integrations S/4HANA
Cloud ABAP
 Custom extensions do not break an upgrade and Environment
upgrades do not break an extension* - separate Embedded
extensions by leveraging released APIs Keep the
 Leverage the full capabilities of extensibility on the processes flexible 4 Processes Steampunk
Architect &
Dev. Bootcamp
stack as well as side-by-side with SAP BTP
 Create technical debts only as informed decision
Keep the operations
effective and efficient 5 Operations
170
Clean Core: Keep your Customer’s Data Clean Introduction
Partner
Sell
Keep the Deliver

extensions clean 1 Extensibility
Engage
Main Aspects:
Keep the Build
 Modern (configuration, master and transactional) data lean 2 Data
data requirements are accuracy, completeness, Resources
consistency, timeliness, validity and uniqueness
Keep the
 Data volume needs to be controlled in order to
optimize memory and disk consumption landscape reliable 3 Integrations Cloud ERP
Migration and
Modernization
 Data should not contain outdated, unused or Center
redundant information
Keep the
 Personal master data must only be stored with processes flexible 4 Processes
justifiable purposes
Keep the operations

171
Clean Core: Keep your Customer’s Landscape Reliable Introduction
Partner
Sell
Keep the Deliver

Engage
Main Aspects:
Keep the Build
 Integrations shall be based on standard API’s data lean 2 Data
(OData and SOAP) Resources
 Side-by-side extensions should leverage API Custom Code
Keep the
Integration or S/4HANA Cloud SDK by utilizing the
tight coupling with SAP Integration Suite landscape reliable 3 Integrations
Migration App to
Analyze Your ABAP
Custom Code for
SAP S/4HANA
 Loosely coupled integrations could be realized in an Readiness
Event-Driven Design based on standard Events
Keep the
4
How can you
 Avoid traditional API’s (RFC and IDoc) and their Processes optimize your
processes flexible business process?
related classical extension options
Cloud ERP Migration
 Proper monitoring and error resolution capabilities and Modernization
Center
can be realized by utilizing SAP Application Keep the operations
Interface Framework
172
Clean Core: Keep your customer’s Processes Flexible Introduction
Partner
Sell
Keep the Deliver

Engage
Main Aspects:
Keep the Build
 Business process design should be close to SAP data lean 2 Data
up-to-date standard capabilities i.e. close to the Resources
shipped standard code-line
Keep the
 Mandatory extensions should be documented,
monitored and developed according to the landscape reliable 3 Integrations
requirements for clean extensions
 Organizations should be able to trace the business
Keep the
process performance based on a defined set of
PPIs (Process Performance Indicators) and industry processes flexible 4 Processes
benchmarks
Keep the operations

173
Clean Core: Keep your Customer’s Operations Efficient Introduction
Partner
Sell
Keep the Deliver

Engage
Build
Keep the
Main Aspects:
data lean 2 Data
 The paradigm of keeping the core clean is integrated Resources
into the end-to-end concept for operations
 Release management should make up the Keep the
foundation for a clean core landscape reliable 3 Integrations
 Housekeeping activities which are in line with SAP
best practices should be pursued and the distribution
Keep the
of roles and responsibilities that are agreed with SAP
should be followed processes flexible 4 Processes
 SAP should be able to perform maintenance for

technology within the pre-approved Contractual
maintenance periods (CMP) Keep the operations
174
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 requires review for
extension that doesn’t use cloud compliance, Engage
compliant extensibility evaluate risk,
technology? formulate decision
“Yes” to Build
2. Solution design requires at least
integration using non-released ONE Prepare and
API? question submit Resources
request for
3. The solution design has process review by Document
variations, prevents SSB decision & Decision on escalated Solution
implementation of consistent communicate to requests Standardization
standard process or standard stakeholders Board –
data across the organization?
governance for
4. The solution design impacts the 5 Golden Rules
expected value negatively?
Regular
Keep record of all report Review SSB decisions
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 Solution
implementation deviating from operations – with Golden Rules
roles • SSB re-enforces the Standardization
Golden Rules reporting changes
“fit-to-standard” • SSB reports regularly Board –
• SSB is integral part from project steering
mindset in the project • SSB re-enforces the on deviations to C-
of project governance to c-level executive level executive governance for 5
“fit-to-standard” Golden Rules
• SSB provides input office (CIO or COO
• SSB starts regular mindset in the project • SSB plays crucial role
into Q-Gate and preferable)
cadence and review in preparation for
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
Choose „Roles &

Responsibilities“
R&R
document
Choose your
preferred language
Choose the “RISE with SAP

S/4HANA Cloud,…“ document
SAP S/4HANA Cloud, private edition Introduction
SAP Cloud ALM & SAP Activate for RISE with SAP Partner
Sell
• SAP Activate for RISE with SAP S/4HANA
Cloud, private edition is available now as Deliver
task template within SAP Cloud ALM
Engage
• Learn how to request SAP Cloud ALM via
Build
SAP Cloud ALM onboarding deliverable in
the SAP Activate Methodology. 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 Lift & Shift 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 10 Steps to SAP
S/4HANA S/4HANA S/4HANA system S/4HANA S/4HANA
• Conversion of complete • Existing S/4HANA on- • New installation or • Environment with 10 Steps to SAP
S/4HANA Cloud,
system, configuration premise customers deployment of new multiple instances of private edition to
and data practices SAP ERP
• Change of deployment PCE
• 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

The SAP S/4HANA Cloud, private edition Delivery Group Introduction
Partner
We invite you to visit our new Sell

SAP S/4HANA Cloud, private Deliver
edition Delivery Group
Engage
Become a member Build

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Browse through the variety of unique delivery blog
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Access delivery accelerators and leading practice
content to help guide you through implementations
Introduction
SAP Activate for S/4HANA Cloud, private edition
Sell
Deliver
• SAP Activate for SAP S/4HANA Cloud, private edition Engage
• Follow SAP Activate community
Build
• Implement SAP S/4HANA Cloud, private edition with Cloud Mindset
Resources
• Solution Standardization Board – governance for 5 Golden Rules
• 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
• RISE with SAP S/4HANA Cloud, private edition
• Application Managed Services
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 (only for S/4 HANA Public Cloud) 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 187
Introduction
Customer Engagement Executive
SELECT 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/introduction meeting with the customer
• Onboarding Deliver
ADOPT Engage
The CEE establishes the relationship assessment for the governance and serves as the customer’s guide and voice within the SAP.The CEE understands
customer 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. Build
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
delivery team to validate go-live plans. Resources
Keys drivers:
• Governance strategy, engagement planning and relationship assessment
• Implementation tracking & strategies
• Prepare for the go-live See also Post
Sales
DERIVE Excellence on
The CEE starts to integrate the solution consumption checks into the relationship governance approach to track progress towards healthy solution consumption, SAP Partner
desired business outcomes (KPIs), value realization, referenceability and renewal. Portal
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
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
EXTEND
The CEE will work with the customer to secure the renewal of the existing contracts and to understand business & expansion needs. Renewal/expansion is 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
• Customer referenceability
Introduction
Release Assessment & Scope Dependency Tool Partner
Sell
The tool
• Simplifies a customer’s journey through the SAP S/4HANA Cloud Deliver
half-yearly upgrades and continuous deliveries (CD)
Engage
• Enables the customer to understand the impact of changes to the
activated and used scope items in their SAP S/4HANA Cloud system Build
• Helps partners to get an overview of the impact of changes to the
Resources
activated and used scope items of their customers
Highlights
Blog about
• Personalized scope analysis for customers based on their activated SAP S/4HANA Cloud Release & the tool
scope or used scope Scope Dependency Tool
• Shows impacts on apps, CDS views, Business Catalogs and APIs for Access the
a selected release tool
• Option to view the changes categorized by Line of Business,
Localization, and type of objects
• Provides downloadable lists of impacts and improvements filtered by
used /activated scope
• Easy login vis S-user ID and simple to use
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
SAP S/4HANA Cloud, public edition - 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 Link to the
Implement Implementation Testing / Test Management Partner / SAP Service
Implement / Run & Operate Cloud Delivery S/4HANA Cloud Software Included SAP Cloud Operations Catalog
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 have a SAP Partner Edge PCOE (minimum
recommendation)
• 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 Cloud, private 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)
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY testing 193
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 Engage
• SAP Business Technology Platform
Build
• Need of modern cloud-like Extensibility
Quick Links:
• RISE with SAP S/4HANA Cloud Extensibility Resources
• RISE with SAP S/4HANA Cloud, private edition • Build on SAP Partner Portal
• Extended Services for SAP S/4HANA Cloud, • SAP Non-Commercial Pricing – Test, Demonstration, and
private edition Development price app
• Applies also for existing S/4HANA Cloud, • SAP PartnerEdge Build: Pricing Models
extended edition implementations • Price List for SAP PartnerEdge – Build Partners
• FAQ about Partner Edge -Build Program
• SAP Package Finder on SAP.com
• SAP S/4HANA Cloud Partner solutions on SAP Store
• SAP S/4HANA Cloud ABAP Environment Community
• SAP S/4HANA Cloud Extensibility Documentation
• SAP S/4HANA Cloud Extensibility Advisory Service (SAP Partner
Benefits Catalog)
• Extend SAP S/4HANA in the cloud and on premise with ABAP
based extensions
SAP PartnerEdge – Build Journey for Extension Partners
Introduction
SAP Partner Portal DocuSign SAP Partner Portal www.sap.com/buildbetter

Partner
Click-Through Welcome Email
Order test, demo & Sign NCL
development licenses agreement
Check Non-Commercial
Licensing (NCL) portfolio
1 Apply for SAP
Sign Open Ecosystem - Start onboarding Sell
Open Ecosystem - Build
Build agreement
Membership
Apply*
Deliver
SAP Activate SAP Road Maps
2 SAP Partner
Check SAP Activate for

BenefitsCatalog Engage
Check SAP S/4HANA Build your Book SAP Innovation
SAP S/4HANA Cloud Cloud road map Get Started business case Lifecycle Build Services
Business
planning
Build
3
Use Case openSAP SAP Help Resources
Validation SAP TechEd
Preprare Join Open SAP Explore SAP Learning
SAP API Business Hub Watch SAP TechEd Journey on
SAP Customer Influence course
recordings
Request new API’s Check API Business Hub SAP S/4HANA Cloud
API For more details
Check 4 Enablement
please refer to
the complete
Develop SAP
SAP Developer SAP Developer www.sap.com/buildbetter Application Form PartnerEdge –
Join SAP S/4HANA Cloud ABAP Explore SAP Extensibility Build
Environment community Explorer for SAP S/4HANA Cloud
5 Apply for Validate Solution DocuSign Welcome Email
SAP PartnerEdge - Build ARC Experience
Sign PE Build Start partner
Development Partnership agreement onboarding
Validate**
6 www.sap.com/ICC SAP Partner Portal

Apply for List & sell solution on Scale the SAP Build
SAP Certification*** SAP Store Progression Journey
Publish
• * for development of initial GTM-ready solution

© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY • ** upgrade to take your solutions to market 196
visual © by Ivo van Barneveld • ***optional – recommended
Introduction
The Partner Solution Progression
Partner
Sell
Deliver
Engage
Build
Resources
Build Experience on
Partner Portal
Enablement
Package: Simplified
SAP PartnerEdge
Build Journey
The Partner Solution

Progression
Introduction
Simplified Revenue Sharing & Benefits
Partner
Sell
Content / BYOL Integration Platform
0% Rev Share 15% Rev Share 25% Rev Share Deliver
Partner-built static content Partner-built dynamic Partner-built solutions that Engage

packages that need an SAP integrations that connect to embed, package, or built on Build
deployment at the customer to run SAP Applications SAP platform technology
(e.g. analytics packs, bring-your- (e.g. API integration, (e.g. SAP BTP services; Resources
own-license stand-alone apps, exchange rate info) embedded SAP Analytics
configuration files) Cloud) SAP PartnerEdge
Build: Pricing
Models
SAP PartnerEdge -
→ Includes all SAP BTP Build price list
→ Integration costs to cloud services on SAP Application Interface
solutions PartnerEdge - Build Register Adoption
Guide
→ Option to publish the → Includes SAP Integration price list that are
solution on SAP Store Suite – Basic edition available
→ SAP Store Fee is → SAP Store –publish and → SAP Store – publish and
eliminated transact transact
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 Sell
Suite DATABASE & DATA ANALYTICS APPLICATION INTELLIGENT
Conversational AI
❑ SAP Data MANAGEMENT DEVELOPMENT
& INTEGRATION
TECHNOLOGIES
❑ SAP Intelligent Deliver
Intelligence Robotic Process
❑ SAP Data Automation Engage
Warehouse ❑ SAP Cloud SDK
Cloud Build
❑ SAP HANA Cloud
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
How can partners go to market with SAP BTP apps and accelerators?
Partner
All SAP solutions are now being built on SAP® Business Technology Platform (SAP BTP). Sell
As partners, you have the opportunity to bring unique expertise, innovations, and intellectual property to market to expand your
business and help customers make the most of everything SAP BTP has to offer. Deliver
Which route is right for you? Go-to-market (GTM) route:

Engage
Build apps ▪ SAP Store Build

Partners choosing to build applications
that integrate with and extend SAP BTP Resources
Partner Model: SAP® PartnerEdge® program – Build track
Sell and add packaged solutions ▪ SAP-qualified partner-packaged solutions

Resell the full platform or specific solutions and combine
your unique expertise, services, customizations with
SAP-qualified partner-packaged solutions.
Partner Model: SAP PartnerEdge – Sell track
Projects and custom content for SAP BTP ▪ Validated Partner Use Case (VPUC)
Partners offering implementation and other services for
SAP BTP.
Partner Model: SAP PartnerEdge – Service track
Why GTM with your apps and accelerators with SAP? Partners can reach 440,000 customers with the sales power of SAP.
* Please contact your SAP Partner Business
Manager for further details
Introduction
Need for 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)
SAP Big Picture – SAP S/4HANA Cloud Extensibility Partner
Key User SAP S/4HANA Cloud Sell

Side-by-side
Extensibility Key User Extensibility Extensibility Deliver
• UI field layout, custom forms and
templates Integration with Engage
SAP BTP services
• Custom analytics via CDS views
• Custom Business Objects
Local public CDS, API,
BADI, … • AI business Build
services
• Custom business logic using Cloud
BADIs • Process Resources
remote
public API automation
SAP S/4HANA and events SAP API Hub:
Cloud • Data marts and - Remote
analytics
Developer APIs
• Data science and - Local APIs
Extensibility intelligence
Local public CDS, API, SAP CEI:
BADI …
• IoT and big data - Remote
• Develop custom ABAP code Develop custom APIs &
• Extensions of SAP S/4HANA Cloud code Integration
solutions SAP Business - Local APIs
• Develop
• Partner extensions
Technology extensions and
• Directly on SAP S/4HANA stack SAP S/4HANA Cloud Platform SaaS solutions in
ABAP Environment ABAP, Java, or
(SAP BTP) Node.js
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY * planned 205
EXTENSIBILITY INTEGRATED IN SAP S/4HANA CLOUD, public edition SIDE-BY-SIDE EXTENSIBILITY
Introduction
SAP S/4HANA Cloud, public edition - Extensibility
Key user extensibility Partner
Sell
EXAMPLE: FIELD EXTENSIBILITY
SAP S/4HANA
SAP S/4HANA
Applications Create and maintain custom fields that can be Deliver
In-app extensibility
SAP
SAP S/4HANA
S/4HANA
Applications
Applications used to enhance applications and APIs
Finance,
Applications
Finance,
Engage
Procure,
Finance, Choose different data types (e.g., Number,
Finance,
procure,
Produce,
procure,
procure, Text) Build
produce,
Sales
produce, sales
produce,sales
sales
KEY-USER Custom fields can be used in applications and
their UIs, Reports, Email templates, Form
Resources
EXTENSIONS
Low-/No code tools Templates, OData APIs and other
ABAP Platform Cloud
SAP S/4HANA
SAP HANA CLOUD SYSTEM
SAP S/4HANA Cloud, public edition - Extensibility Introduction
Key Facts of SAP S/4HANA Cloud ABAP Environment Partner
Sell
Enable Custom ABAP Development
On-stack Extensions Directly on SAP S/4HANA Cloud Stack Deliver
Modern ABAP Development
In-app extensibility
Public interfaces
SAP S/4HANA Custom
SAP
SAP S/4HANA
S/4HANA code • SAP, customers and partners use the same Engage
SAP S/4HANA
Applications
Applications Custom
Key User Applications
Applications
development model
Finance, Procure, ABAP Build
Extensions Finance,
Finance, procure,
procure, Partner Development • High developer productivity
(Low/no code Finance,
Produce,
produce, procure,
Sales
sales extension
produce,
produce,sales
sales on SAP • ABAP RESTful application programming
tools)
S/4HANA Resources
model
Cloud
System – Development of SAP HANA-optimized apps Replay: RISE
(ADT) and services with SAP
– Eclipse-based ABAP development tools S/4HANA Cloud -
Public interfaces Q3 2022 -
• SAP Fiori tools for UI Development Solution and
• ABAP RESTful application programming model (RAP) • Proven Lifecycle Management Important
• Cloud-optimized ABAP language Commercials
• Released Objects and APIs Update Session
• BADIs Rules of the Game
SAP S/4HANA Cloud
• Clear separation between SAP solutions
ABAP Environment and extensions
• Only stable and reliable public interfaces and
SAP released objects from both, ABAP platform and
S/4HANA SAP S/4HANA Cloud applications can be used
SAP HANA Cloud System
• No modifications
Introduction
Local APIs – Current Status and Future Direction Partner
Available APIs in 2208 Sell

▪ Success of all Extension Projects
depends on a rich set of local APIs 3857 + 100 + 7483 Deliver
Read APIs Write APIs Other artefacts Engage
Build
Resources
Upcoming New APIs
▪ SAP continuously delivers ▪ Customers can request APIs

new local APIs with high via dedicated Customer
priority Influence Session
Additional ▪ Shipment of API via
Local APIs Continuous Feature Delivery
(CFD) or with next Release
Current supported lifecycle scenario | Export/Import with abapGit Partner
• The current supported Sell

use case is
Partner S/4HANA Cloud TDD “development on Deliver
develop behalf of the Engage
DEV customer”
Partner ADT Build
• Only customer
push namespace is allowed Resources
• Developments can be
exported (for example
open source git
from Partner TDD) client for ABAP:
pull
and imported in the ababGit
customer landscape
adapt + CTS CTS using the abapGit
activate
DEV QAS PRD interface available in
Customer / ADT ABAP Development
Partner on-behalf Customer S/4HANA Cloud Account Tools for Eclipse
• Further lifecycle tools
and scenario are
planned in the
roadmap (2023 and
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY beyond) 209
Introduction
SAP S/4HANA Cloud, public edition - Extensibility
SAP BTP ABAP Environment Partner
Sell
SIDE-BY-SIDE
In-app extensibility EXTENSIBILITY Deliver
SAP
SAP S/4HANA
S/4HANA
SAP
SAPS/4HANA
S/4HANA
Applications
Applications
Applications Custom code Engage
Applications
Finance,
Finance, Procure,
procure,
Finance, procure,
Finance,Sales
Produce, procure,
produce,
produce, sales Build
produce,sales
sales Partner extension
KEY-USER Remote API CUSTOM
EXTENSIONS ABAP Resources
Low-/No DEVELOPMENT
code tools Public interfaces (ADT)
ABAP RESTful
application
programming
model (RAP)
Cloud-optimized
ABAP Platform Cloud ABAP
ABAP language
(same code line) Environment
Released APIs (“Steampunk”)
Further stacks
SAP S/4HANA available
SAP BTP
CLOUD SYSTEM
SAP HANA SAP HANA ABAP Environment
Introduction
SAP S/4HANA, private cloud and on-premise editions Partner
Reuse the SAP S/4HANA Cloud extensibility model
Sell
Default for all Deliver

new extensions Engage
Build
Resources
SAP
S/4HANA
Cloud
ABAP
Environment
Community
Innovate or modernize
Retire CLASSIC CUSTOM ABAP CODE

(control and minimize)
Introduction
*Certification mandatory for 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 Partner
customers)
SolEx, S/4 OP/EX SolEx, not S/4 Not SolEx, S/4 OP/EX Not SolEx, not S/4 OP/EX Sell
Categories
premium certified OP/EX certified 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 Extend SAP
be commercialized for solutions not
additional components outside the ABAP stack but within the SAP S/4HANA in the
SAP S/4HANA Cloud, running on SAP cloud and on
S/4HANA Private Cloud environment:
private edition S/4HANA premise with
Not Allowed ABAP based
extensions
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.
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.
SAP S/4HANA
Cloud ABAP
• If any additional components outside the stack is mandated (IaaS, or something like Apache Webserver) Environment in
SAP Community
best way is to deploy it outside (side by side).
Extend SAP
• No S/4HANA Java stack is offered (ADS) in S/4HANA in the
baseline solution cloud and on
premise with
ABAP based
• Not in Scope - EU access and ECC extensions
• USE the S/4HC EX Extensibility Guide and

Stay out of RED
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
SAP S/4HANA
SAP Partner Portal Resource Links Partner
Sell
SAP S/4HANA Cloud on SAP Partner Portal (Public Edition / Private Edition)
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 Content Discovery 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
Clean Core Resources and Links
Partner
EXTERNAL: Sell
Jump-In Session
Clean Core Landing Page Deliver
Clean Core (PoV)
Clean Core Advisory Service Engage
Clean Core Certification Program
Certification of Partner Solution (Blog) Build
SAP Business Technology Platform (BTP) - Clean Core
SAP S/4HANA – Clean core with/and SAP BTP (Blog) Resources
Extend SAP S/4HANA in the cloud and on premise with ABAP based extensions
A Paradigm Shift in SAP’s Partner Collaboration Model
Custom Code Migration App to Analyze Your ABAP Custom Code for SAP S/4HANA Readiness
How can you optimize your business process?
How to use Embedded Steampunk in SAP S/4HANA Cloud, private edition and in on-premise
Introducing SAP Application Extension Methodology version 2.0
Cloud ERP Migration and Modernization Center
Partner Enablement and Coaching for Clean Core

Developing Extensions using SAP S/4HANA Cloud ABAP Environment
Embedded Steampunk Architect & Dev. Bootcamp
Time Schedule (Workshops & Bootcamps)
Introduction
SAP Activate for S/4HANA Cloud, public edition
▪ SAP Activate for RISE with SAP S/4HANA Cloud Sell
▪ Review On-boarding deck in SAP Activate Deliver
▪ SAP Central Business Configuration Product Page Engage
▪ Learning Journey: SAP Central Business Configuration Build
▪ Implement section: S/4HANA Cloud, public edition on SAP Partner Portal Resources
▪ SAP S/4HANA Cloud SAP Learning Hub

▪ SAP Activate community pages
▪ SAP S/4HANA Cloud Community
▪ SAP S/4HANA Cloud Delivery Community
▪ Digital Discovery Assessment
▪ 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
Business Process Transformation / SAP Signavio
Where to find more information? Partner
An integrated business process improvement suite • SAP S/4HANA Cloud API Business Hub
Cloud API services to support extensibility and integration options Sell
from insights to action (with impact) • SAP Extensibility Explorer for SAP S/4HANA Cloud
Explore extensibility options & sample scenarios Deliver
Engage
Partner Enablement Content is available on SAP Partner Portal:
Link to Business Process Transformation Partner Portal page Build
Resources
Business Process Transformation news will be found on NEW: SAP

Signavio Process
https://www.sap.com/products/business-process-transformation.html Insights -
Discovery Edition
RISE with SAP – Process Discovery / SAP Process Insights Process

Discovery
available already today:
SAP Path finder
www.s4hana.com https://www.sap.com/products/ www.sap.com/pathfinder s

"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.
Introduction
SAP S/4HANA Cloud
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 • SAP S/4HANA Cloud, public Build
• Certification in the Cloud
Edition System edition Training on Partner Subscription
2. SAP S/4HANA Cloud Learning Portal Resources
• Online Certification Hub
Journeys
• SAP S/4HANA Cloud, private Digital Badges
3. SAP S/4HANA Cloud Learning edition Training on Partner
Room • Step-by-Step Guide
Portal
• "How-to-Share" video
• Delivery Enablement
Framework Infographic Stay Current Guidance:
• Meet-the-Experts • Official Announcement
• Official Announcement on
PE.com
• Stay Current Schedule
Introduction
SAP Business Network for Logistics
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 Business Network for Asset Collaboration
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
SAP Business Technology Platform: Enablement path
Partner
Choose your
Learn the basics Get certified**
Expand your skills Expand your skills Sell
role by SAP BTP solution by LoB
Sales and presales Access the Partner Portal to Learning Journey for SAP • SAP S/4HANA Cloud Deliver
discover sales assets and explore Business Technology Platform: • SuccessFactors/HXM
how SAP BTP can support your Sales & Presales • Ariba Procurement
go-to-market strategy and grow SAP BTP Sales plays for 2023 • Customer Experience
Engage
your business. • Digital Supply Chain
Follow
scalable Developers and Learning Journeys available across Overview of all SAP BTP Learning Journey for SAP • SAP S/4HANA Cloud
Build
self-paced consultants the SAP BTP portfolio, starting with certifications. Business Technology Platform: • SAP SuccessFactors solutions
digital the Discover SAP Business Consultant and Developer • SAP Ariba Procurement* Resources
learning Technology Platform followed by • SAP Customer Experience*
curriculum many solution specific ones.
Customer Access post-sale resources on the Learning Journey for SAP

Engagement Partner Portal to see best Business Technology Platform:
Executive practices, enablement and self- Customer Engagement Executive
service offerings.
Attend virtual Virtual events & boot camps

events & Check out the overview of all available virtual events and boot camps
deep-dive
boot camps delivered live by SAP experts.
Get your own Partner
Join the SAP BTP Partner
Test, Demo and
Request Coaching services & Partner Co-Innovation Community to engage
Development SAP BTP
individual with peers and SAP
For end-to-end partner co-innovation request support from the Partner Co- via Pay-As-You-Go with
coaching from experts
innovation Desk or directly book relevant individual coaching services for Free Tier Services
SAP experts
your respective SAP Business Technology Platform use cases.
** Requires a subscription to the partner edition, solutions edition, or professional edition of SAP Learning Hub – Learn more
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ FOR INTERNAL SAP & PARTNER USE ONLY ** Requires access to “certification attempt(s)” – either as part of a SAP Learning Hub subscription or individually purchased. 225
For any questions related to the SAP BTP Enablement path please contact us at SAP BTP Partner Expert Desk
Top 10 Partner Enablement Resources
SAP Business Process Transformation
SAP Signavio Virtual Events Certifications SAP Learning Trial; Test, Development
Sales Plays and Boot Camps & Badges Journeys and Demo Licenses (TDD)
Exchange with Get certified Become Partner specific

Start here
experts competent demo tenants
Demo Offerings Sell & Service Learning SAP Partner Project

and Services Authorizations Platform Portal support
Get to main
Predefined offline Get authorized Join the Developer Leverage SAP
Signavio
and online demos to sell Learning Platform Services for project
partner page
support
Please note that most of the resources are only accessible by SAP Partners 1. How to access Learning Rooms 2. SAP Learning Hub subscription is required to access certifications
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)
SAP S/4HANA Cloud Expertise Services
LINKS
• Community
• Events calendar
• E-Learning
• Lessons Learned
Still have questions?
• Contact us at: [email protected]
© 2023 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL – Authorized for Partners 229
Follow us
www.sap.com/contactsap
© 2023 SAP SE or an SAP affiliate company. All rights reserved.

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distributors contain proprietary software components of other software vendors. National product specifications may vary.
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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SAP S/4HANA Cloud

Sell continued on next slide

© 2023 SAP SAP

Develop Offer Market Sell Close Deliver Engage Engage

Partner Sell Deliver Engage Build

Benchmark margins* Sell

SAP + The Ecosystem

Sales Delivery Retention Deliver

Partner uses certified staff to perform

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

• Needs dedicated culture, organization and processes Deliver

• Focused marketing works Engage

• Don’t singularly measure your success on services! Demos in Content

Key Criteria CCF Deliver

Consider & Select Stage Adopt & Operate Stage

Commission Payment Commission Payment

Commission payment details

PARTNER Entry Requirements

What is the value to providers? What is the end value to customers?

A win-win-win strategy Build

Advisory & Application Partnering

• Joint Account Control with SAP

• Activate global ecosystem around S/4HANA Cloud

With the Resources

for all customers in

UNDERSTAND IT PUT IT INTO ACTION Partner

RISE with SAP

RISE with SAP

Clean Core (PoV)

Clean Core Advisory

SAP Application Deliver

5 Golden Rules & SSB

Custom Code SAP Integration Side-by-Side ext.

RISE WITH SAP INCLUDES: RISE with SAP - Walk

SAP S/4HANA Cloud private edition RISE with SAP -

Business Platform and Analytics

Outcome-Driven Services and Tools

RISE with SAP

RISE with SAP

SAP BTP is the foundation Sell

SAP Business Technology

SAP Build for SAP

(across SAP and non-SAP Journey Modelling Application Lifecycle Management

See the partner pricing app for more

Key Target Segments Resources

proposition and how the linkages Digital Supply Chain

depict the SAP S/4HANA Cloud Finance LOB

The connection into SAP’s broader strategy: Sell

* this specific solution requires SAP Ariba Sales Authorization.

with SAP SuccessFactors Partner

Customer Business Pain Points Recommended entry point solutions

More details including assets on SAP Partner Portal:

Upskill in positioning top Lines Of Business cross-sell opportunities Partner

SAP S/4HANA Cloud, public edition

RISE with SAP S/4HANA Cloud, private edition

Where to Find Latest in Commercials / Pricing Updates Partner

Check the updated assets: Build

1. Pricing updates for SAP SELL Partners Resources

Fast track to innovation – flexible pathway to cloud

Check the latest enablement session on DDA here.