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1. SAP rapid-deployment solution for sales pipeline analysis with SAP HANA™Detailed Overview, October 2011

2. We Are Here to Discuss What is a Rapid Deployment Solution Benefits and Value Proposition Scope & Deliverables Product Demo Project Approach and Planning Pre-requisites Customer References

3. We Are Here to Discuss What is a Rapid Deployment Solution Benefits and Value Proposition Scope & Deliverables Product Demo Project Approach and Planning Pre-requisites Customer References

4. Preconfigured software and services enabling rapid deployment SAP BRINGS TOGETHER SOFTWARE AND SERVICES IN A NEW OFFERING THAT GIVES YOU ESSENTIAL REPORTING FUNCTIONALITY QUICKLY AND AFFORDABLY • Preconfigured software to eliminate the guesswork • Rapid deliver in as little as 4-5 weeks, using SAP consulting • An affordable, flexibly priced solution • Limited scope to jump start • A clear path to real-time operational analytics .

5. Immediate Value From Pre-configured ContentYou Get What You Need to Run Your Business ‘Out-of-the-box’ Value Adding Quick and Lean Cost-effective • Powerful solution delivered ‘out-of-the-box’ based on leading SAP rapid-deployment solution for sales pipeline analysis with SAP HANA™ • Start fast, with what’s most important, and expand later • Seamless access to SAP CRM back-office information • Clearly defined scope • Includes pre-configuration content and knowledge transfer to key users • Fast-track implementation methodology • Enables you to go live in as little as 4-5 weeks • Flexible pricing – ‘only pay for what you need’ • Attractive fixed-price services • Reduced resource requirement from Business and IT

6. We Are Here to Discuss What is a Rapid Deployment Solution Benefits and Value Proposition Scope & Deliverables Product Demo Project Approach and Planning Pre-requisites Customer References

7. Reality: Information Explosion Mobile Emails Shipping GPS Purchasing Planning Tweets Demand Planning Opportunities Speed Instant Messages Velocity Customer Transactions Financials Sales Orders Service Calls

8. Reality... Cannot Meet All 3 Requirements ? ? ? Cost-effective Management of Large Data Volumes Immediate Answerto Any Question Current and Complete Information

9. Your Reality with SAP HANA™ ? ? ? Scale 100x FasterOperational Analytics SAP HANA Groundbreaking In-Memory HW Innovations Speed Flexibility Current and Complete Information Real-Time Access to Transactional Data

10. SAP HANA™Time Becomes Your Competitive Advantage SAP BusinessObjects Other Applications BICS SQL SQL MDX • Run Bolder • Game changing innovation • Analytics, operations, AND performance mgmt in one • Innovative new business applications • Run Simpler • Streamlined IT landscape and reduced TCO • Groundbreaking functionality without disruption • Simple to deploy and without compromise • Run Smarter • Enables smarter business decision making • Increases visibility into massive amounts of data • Delivers real-time operational analysis and reporting SAP HANA appliance SAP HANA database Calculation and Planning Engine SAP HANAstudio SAP BusinessObjects Data Services Real–Time Replication Services SAP Business Suite SAP NetWeaver BW 3rd Party

11. SAP HANA™ Proof-Points SAP HANA * • * Please refer to the latest HANA Hardware sizing for the latest certified hardware sizes for maximum storage size on HANA 1.0. Above tests were done in the SAP Lab with customer data-sets.

12. What are the issues faced by Sales Executives and how does SAP HANATM help resolve them? SAP In-Memory Computing Typical Business Challenges • Missing real-time pipeline transparency on a consolidated level for executive reviews • Missing real-time view on consolidated pipeline from different angles – e.g. quarterly, regions, product lines Key benefits Capabilities • Identify pipeline issues in real time and react quickly • Make informed decisions on pipeline • Avoid surprises at the end of the quarter • Sales execution to follow strategy • Improved pipeline mix • Know the long term health of your business • Provide transparency on real time pipeline • Analyze huge pipeline data sets in real-time from every angle • Analyze sales force effectiveness • Forecast expected sales and pipeline composition SAP In-Memory Computing business impact Provides superior business transparency based on real-time pipeline analysis from every angle even on a consolidated level

13. What Do You Expect From the SAP rapid-deployment solution for sales pipeline analysis with SAP HANA™? • You want a solution for sales pipeline analysis that… • Allows you to gain real-time visibility into your constantly changing global sales pipeline • Enables you to identify and resolve issues in the pipeline early and avoid uncomfortable surprises at the end of the quarter • Provides you with analysis by sales organization or channel for a single product or a product category • Allows you to drill down to a single opportunity (no aggregation of data)

14. What Do You Expect From the SAP rapid-deployment solution for sales pipeline analysis with SAP HANA™? • You want a solution for sales pipeline analysis that… • Provides all users with a single source of truth – no additional reports are needed • Can analyze a huge data volume at a fingertips – even historical data can be explored to identify trends • Brings you from a pipeline reporting request to the final result with just a few clicks

15. We Are Here to Discuss What is a Rapid Deployment Solution Benefits and Value Proposition Scope & Deliverables Product Demo Project Approach and Planning Pre-requisites Customer References

16. New! SAP CRM rapid-deployment solution for sales pipeline analysis with SAP HANA™ - Available Jan 2012 Solution to provide compelling SAP CRM sales pipeline performance quickly and affordably • Business Models included*: • Opportunity Analysis • Quotations Analysis • Sales Contracts Analysis * The analysis shown here uses Business Explorer which is an optional tool

17. Opportunity analysis SAP Sales Pipeline Analysis HANA 1.0 ModelsOpportunity • Opportunity model covers the expected revenue and net value by various dimensions. > • Metrics • Expected revenue • Net Value • Number of items • Quantity • Dimensions • Sales Org, Sales Org Responsible • Distribution Channel • Division • Time (year, quarter, month, week) • Phase • Priority • Status • Product • Product category • Prospect, Prospect region, Prospect country • Opportunity reports (sample): • Expected revenue by sales organization for the current quarter • Top 5 products by Net Value • Opportunities by status for the current month • Opportunities in ‘open’ status by sales org • Expected revenue by distribution channel • Expected revenue by sold-to party for specific products • Top 10 opportunities by expected revenue • Top 10 sold-to party by net value • Bottom 10 products by quantity

18. Quotation analysis SAP Sales Pipeline Analysis HANA 1.0 ModelsQuotations • Quotation model covers the net and gross value by various dimensions. The quotations data is obtained from CRM and does not include quotations in ERP. > • Metrics • Net Value • Gross Value • Quantity • Dimensions • Sales Org • Sales Org Responsible • Distribution Channel • Division • Time (year, quarter, month, weekly) • Quotation Status • Product • Product category • Sold-to party, sold-to region and sold-to country • Quotation reports (sample): • Net Value over the last 4 quarters • Total revenue by product • Top 5 sales org by revenue • Total revenue by Sales Org and Sales region • Net revenue by Distribution Channel • Net revenue by sold-to country

19. Contracts analysis SAP Sales Pipeline Analysis HANA 1.0 ModelsContracts • Contracts model covers the target value and net value by various dimensions. The contract data is obtained from CRM and does not include contracts in ERP. > • Metrics • Net Value • Target Value • Target Quantity • Number of Contract items • Dimensions • Sales Org • Sales Org Responsible • Distribution Channel • Division • Time (year, quarter, month) • Status • Product • Product category • Sold-to party, sold-to region and sold-to country • Contract reports (sample): • Revenue analysis – target vs net value by month • Contracts in ‘open’ status by sales org • Net revenue by distribution channel • Top 10 contracts by target value • Target Quantity by sold-to-country

20. Key Deliverables What does SAP deliver? What do you have to do? • Check of Installation of SAP HANA • Initial scoping workshop to confirm requirements • Configuration of real-time data replication from SAP CRM to SAP HANA • Deployment of analytical model in HANA • Configuration of SAP Business Objects explorer with sample reports • Project documents: Work Breakdown Structure including a project schedule, Test Scripts and Scoping Questionnaire • Activation and Unit Test in development system • Knowledge transfer to key users and documentation on configured SAP rapid-deployment solution for sales pipeline analysis with SAP HANA™ • Rapid-deployment solution in the productive system • Support for going live • Provide the IT infrastructure (Running SAP HANA™ with connected CRM using real-time data replication) • Provide fixed contact people in the business and IT departments • Provide user and sufficient authorizations for consultants in CRM and SAP HANA™ • Performance and integration testing

21. We Are Here to Discuss What is a Rapid Deployment Solution Benefits and Value Proposition Scope & Deliverables Product Demo Project Approach and Planning Pre-requisites Customer References

22. Product Demonstration Add a topic related picture

23. We Are Here to Discuss What is a Rapid Deployment Solution Benefits and Value Proposition Scope & Deliverables Product Demo Project Approach and Planning Pre-requisites Customer References

24. Project Plan and Timelines 1 2 3 4 Steps Start Deploy Run Project Management Kick off Workshop Scope confirmation Techincal feasibility analysis Implementation in Development System Functional Testing Key User Workshop Data Management Implementation in Productive System End-user Training Customer Testing Project Sign-off &Support SAP involvement Customer involvement

25. Successfully Deploy in as Little as 4 - 5 Weeks Run Start Deploy 1 2 3 Expectations • User-acceptance testing • Onsite and remote support • Project management • Kick-off workshop participation • Preparing technical infrastructure • Implementation • Testing • Key User Training Results • Superior support to ensure smooth functioning • Mutually-approved scope document • Working SAP HANA™ system • Successful rollout and adoption • Configuration documentation

26. Implementation Methodology Start Deploy Run Kickoff Workshop Installation Guide Rapid-deployment Deliverables: Project Plan Readiness Check Check Lists Support Portal Access to the implementation methodology materials:http://service.sap.com/hana-crm

27. We Are Here to Discuss What is a Rapid Deployment Solution Benefits and Value Proposition Scope & Deliverables Product Demo Project Approach and Planning Pre-requisites Customer References

28. What You Need To Have And What You Will Get • SAP HANA 1.0 SP3 or higher • EHP1 for SAP CRM 7.0 or higher • EhP2 SAP Netweaver 7.0 • DMIS 2010 SP5 for SAP HANA Enterprise1 • Optional Front-end tools • SAP Business Objects Explorer2 • SAP Business Objects Dashboards • Web-Intelligence • Microsoft Excel • Opportunity Analysis • Quotation Analysis • Contracts Analysis Software Pre-requisites Delivered analytical content 1 This is an add-on SAP Landscape Transformation (SLT) component in SAP Netweaver that enables replication of data from CRM to HANA. 2 The standard services will connect and configure Business Explorer if the customer has the required software license.

29. System Landscape SAP BusinessObjects BI 4.0 (Optional) SAP BusinessObjects Explorer 4.0 Admin & model SAP HANA SAP HANA Studio JDBC ODBC ODBO SQL DBC (Existing) SAP HANA engine SAP CRM 7.0 EHP1 Real-time Replication Trigger-Based Replicaton Using SAP LT Sync

30. We Are Here to Discuss What is a Rapid Deployment Solution Benefits and Value Proposition Scope & Deliverables Product Demo Project Approach and Planning Pre-requisites Positioning for SAP Consulting Customer References

31. SAP HANA Customer Testimonials (not RDS) Highlighting Value and Benefits

32. SAP HANA Customer Testimonials (not RDS) Highlighting Value and Benefits

33. SAP HANA Customer Testimonials(not RDS) Highlighting Value and Benefits

34. Key Takeaways • FAST TO DEPLOY AND EASIER TO CONSUME • Rapid-deployment – Preconfigured software that delivers essential reporting and analysis functionality in as little as five weeks • Reduced complexity – A robust SAP rapid-deployment solution for sales pipeline analysis with SAP HANA™ solution from a single vendor, with superior global support, means fewer worries for you 1 • COMPETITIVELY PRICED • Predictable costs – Low, predetermined fees and clearly outlined deliverables mean no hidden fees or ˝gotchas˝ for the delivered solution 2 • BUILDING FOR SUCCESS • Foundation for growth – start small, prove the value of this solution, and then grow on your schedule to the full SAP rapid-deployment solution for sales pipeline analysis with SAP HANA™ software application, if needed. • Valuable customer insight – integrated with the SAP CRM application, the solution can provide a complete picture of your customers 3

35. Questions

36. Further information…. www.service.sap.com/solutionpackages è www.sap.com/rds SAP Software è SAP Predefined Services Pre- Configured Content Enablement Content SAP Rapid Deployment Solutions

37. Thank You! • Contact information: • Kristina Henn • Kristina.henn@sap.com

38. Appendix