Oracle Corporation et al v. SAP AG et al

Filing 1200

Declaration of Kevin M. Papay in Support of 1199 Brief Offer Of Proof Regarding Oracle's Hypothetical License Damages filed byOracle International Corporation. (Attachments: # 1 Exhibit A, # 2 Exhibit B, # 3 Exhibit C, # 4 Exhibit D, # 5 Exhibit E, # 6 Exhibit F, # 7 Exhibit G, # 8 Exhibit H, # 9 Exhibit I, # 10 Exhibit J, # 11 Exhibit K, # 12 Exhibit L, # 13 Exhibit M, # 14 Exhibit N, # 15 Exhibit O, # 16 Exhibit P, # 17 Exhibit Q, # 18 Exhibit R, # 19 Exhibit S, # 20 Exhibit T, # 21 Exhibit U, # 22 Exhibit V, # 23 Exhibit W, # 24 Exhibit X, # 25 Exhibit Y, # 26 Exhibit Z, # 27 Exhibit AA, # 28 Exhibit BB, # 29 Exhibit CC, # 30 Exhibit DD, # 31 Exhibit EE, # 32 Exhibit FF, # 33 Exhibit GG, # 34 Exhibit HH, # 35 Exhibit II, # 36 Exhibit JJ, # 37 Exhibit KK, # 38 Exhibit LL, # 39 Exhibit MM, # 40 Exhibit NN, # 41 Exhibit OO, # 42 Exhibit PP, # 43 Exhibit QQ, # 44 Exhibit RR, # 45 Exhibit SS, # 46 Exhibit TT, # 47 Exhibit UU, # 48 Exhibit VV, # 49 Exhibit WW, # 50 Exhibit XX, # 51 Exhibit YY, # 52 Exhibit ZZ, # 53 Exhibit AAA, # 54 Exhibit BBB, # 55 Exhibit CCC, # 56 Exhibit DDD, # 57 Exhibit EEE, # 58 Exhibit FFF, # 59 Exhibit GGG, # 60 Exhibit HHH, # 61 Exhibit III, # 62 Exhibit JJJ, # 63 Exhibit KKK, # 64 Exhibit LLL)(Related document(s) 1199 ) (Howard, Geoffrey) (Filed on 8/2/2012)

EXHIBIT UU

Service Initiatives Reporting
Update October 2007

Field Services & Service Solution Management
October 17, 2007

1

PTX_8010 Page 2 of 68

Service Initiatives - Management Summary (1/3)
Service Initiative /
Status

Achievements

Critical Issues

Owner
Field Services Programs
ESOA Roadmap &
Extended Services
Michel Sérié

268 completed engagements, 191 in progress, 502
in pipeline (target: 400 engagements)

Y

FS ME Program
Markus Schwarz

ISV Service Portfolio
Wolfgang Krips

G

None
21 Completed Showcases, 79 in pipeline (target: 25
showcases)
ASAP Focus methodology: ASAP Focus training is
integrated in the new learning curriculum for the A1
certification program

?

No status update available.

357 completed projects (target for 2007: 300)

Service Productization
Tony Ress

G

Upgrade Services for SAP
ERP (Project MOVE)
Martin Riedel

None

Education portfolio: Development of new A1
curriculum according to plan

Y

Additional 130 projects in process and 86 projects in
pipeline

4,818 SAP ERP 6.0 Productive Systems (93,6%
target achievement)
3,126 SAP ERP 6.0 Systems upgraded (109.7%
target achievement)

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

None

Incomplete staffing is considered a critical issue / risk
in several work packages

G = According to plan and no open issues
= Closed/Completed

2

PTX_8010 Page 3 of 68

Service Initiatives - Management Summary (2/3)
Service Initiative /
Status

Achievements

Critical Issues

SAP AGS organization prepared for mass adoption
(1,500 colleagues certified)

E2E Solution Operations Services to be sold by Field
(so far only marketing by AGS to MaxAttention
customers)
Need full support by the FKOMs of all regions
Due to the lack of adoption the expected savings on
the support cost through E2E Solution Operations is in
jeopardy

Owner
Global Service & Support Programs

E2E Solution Operations
Support
Uwe Hommel

Y

E2E Solution Operations offering established (first
pilots sold)
E2E Trainings: ca. 400 customers signed up for
certification
Actuals 2007: 66,8 M€

MaxAttention
Uwe Hommel

Y

Budget 2007 (62 M€) already overachieved (Actuals
+ Invoice pool + Pipeline: 98,3 M€)
Premium Support Sales 2007 YTD results in 10.1
M€ estimated revenue (218 active Premium Support
contracts in total)

Premium Support
Uwe Hommel

Y

Sales target for 2007 (100 contracts) overachieved
by 48 contracts (148 actual contracts)

Safeguarding Services
Uwe Hommel

The Premium Support Sales objectives 2007 can be
reached - the actual revenue is only 5.7 M€, but there
is 3.8 M€ in the invoice pool + 0.6 M€ weighted
pipeline for Q4 2007

G

Capacity issue regarding delivery: resources
completely booked with Escalations and MaxAttention
Safeguarding contracts (but required actions initiated,
see initiative details)

Premium Support is still not offered in association with
every new license deal ≥ 500 k€ (only in 18% of the
new license deals)
Delivery capacity no longer sufficient.

None.

Actual revenue 2007: 20,5 M€ (+ 13,3 M€ Invoice
Pool & Pipeline)

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

G = According to plan and no open issues
= Closed/Completed

3

PTX_8010 Page 4 of 68

Service Initiatives - Management Summary (3/3)
Service Initiative /
Status

Achievements

Critical Issues

Owner
Global Service & Support Programs

Safe Passage
Thomas Ziemen

Signed Safe Passage deals in 2007: 99 (as of
26.09.)

Y

Service Benefits Package: alignment on program
pricing (&entitlement) across different PE tracks

GSS ME Channel Business
(substitutes former “SME Service
Portfolio” program)

Oracle law suit
Signed TNow deals in 2007: 176 (as of 26.09.)
(target for Q3: 240)

G

ME Maintenance & Support Model (A1 VAR) with
Solution Manager:

Wolfgang Faisst

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

Certification exam available
Landing page in Channel Partner portal live

PartnerEdge deployment in SAP Japan most likely
postponed to 2008
SBP multi-office invoice not yet available due to
budget restriction on PRM side

G = According to plan and no open issues
= Closed/Completed

4

PTX_8010 Page 5 of 68

Field Services Programs
ESOA Roadmap & Extended Services
FS ME Program
ISV Service Portfolio
Service Productization
Upgrade Services for SAP ERP (Project MOVE)

Global Service & Support Programs
E2E Solution Operations Support
MaxAttention
Premium Support
Safeguarding Services
Safe Passage
GSS ME Channel Business

Appendix

5

PTX_8010 Page 6 of 68

Enterprise SOA Program - Progress Report
Program Manager

FSCT Sponsor

Michel Sérié

Regional Sponsor

Start Date

Planned End Date

January 1, 2007

Roy Wood

December 31, 2007

Planned Costs

Program Description
The Field Services ESOA program drives Consulting to support our customer needs resulting from the SAP corporate ESOA initiative. The cornerstone of this program is the ESOA Roadmap
Service offering. This is supported by additional ESOA related services, the ESOA services framework and the ESOA Adoption program.
Key Performance Indicators (KPI) For Program

Program Objectives

(List the performance indicators that are tracked for this program)

Drive eSOA adoption beyond the eSOA roadmap service through the extended services and meaningful
eSOA engagements
Drive customer success and stories for eSOA with the creation of 25 new eSOA showcases
Support the drive for ES Bundle customer references for Sapphire
Develop FS sales and implementation material for the 6 ES Bundles
Identify customers & complete pilot implementations to support Sapphire objective
Continue to develop and roll out the Enterprise Architect Framework and eSOA Services Portfolio

25 eSOA Showcases
ES Bundles: 5-10 Reference customers for Sapphire
400 Meaningful eSOA engagements

Overall Program progress
Date of report
10/10/2007

Reporting period
start date
9/1/2007

Reporting period
end date
9/30/2007

Submitted by
Michel Sérié

Overall Status
R

Y

Actual cost to date
in <currency>

Forecast at completion
in <currency>

G

Program Components
(Global work packages/projects as well as regional rollout work packages)
Planned Start

Planned Finish

Component Status

Work Package or Project Title

Lead

Meaningful eSOA Engagements

Michel Sérié

01.01.07

31.12.07

R

Y

G

eSOA Showcases

Michel Sérié

01.01.07

31.12.07

R

Y

G

Enterprise Architecture Framework and Portfolio

Franck Lopez / Heiko Stock

01.01.07

31.12.07

R

Y

G

Discovery System

Itai Sadan

01.01.07

31.12.07

R

Y

G

CPI for eSOA

Itzik Shoshan

01.06.07

31.12.07

Proof Points (ESEC) – complementing the ES bundles -

Thomas Eckert

01.01.07

31.12.07

Partner Enabling

Natascha Pelster

01.07.07

31.12.07

Y
R

Y

G
G

6

PTX_8010 Page 7 of 68

Meaningful eSOA Engagements - Progress Report

Program Milestones
Status of the major milestones for the program as defined in the program charter.

Program Key Accomplishments & Planned Activities
Top accomplishments during the period covered by this report.

Target
Completion Date

Status*

Continue to drive pipeline building for eSOA
engagements

31.12.07

IP

Integrate Paths to eSOA survey into c360 and
roadmaps

31.03.07

C

Continue to roll-out extended services training for
engagements

31.12.07

IP

Milestone

Rollout of reporting, KPI’s, templates to all regions

* Status notation: NS = Not Started

Accomplishments

Planned Activities for Next Period

268 Completed engagements, 191 in
progress, 502 in pipeline
Rolled out process to roll-in market needs for
bundles into development

C

IP = In Progress OH = On Hold

Leverage eSOA engagements to define
services needed in the future. Pilot with the
Proofpoints project.
Leverage Discovery system to achieve more
eSOA engagements and showcases
Push for EA related engagements
Sales enablement – work on FEG v2 and
preparing the bootcamps for Q1/08
Field enablement – work with SAP C DE to
come up with skill shift framework for
consulting managers
Events – Support Techeds & leverage as a
platofrm

C = Completed

Key Issues or Concerns
Top Issues or risks

Issue / Risk

Region(s)

Field Services to decide upon continuation with the
c360 Tool

ALL

Plan of Action

Get an estimate of the IT costs
Work out the specs of our needs

Michel Sérié, NPI

Responsible

“Hockey Stick” & Q4 emphasize the fact that
documentation of engagements is time consuming

ALL

FSSM to come up with limited incentive and process accordingly
Piloting with EMEA

Michel Sérié

Get more traction regarding showcases leveraging
the eSOA engagements moving into 2008

ALL

Work with regions (consulting and sales) on clear process
2008 Planning

Michel Sérié

7

PTX_8010 Page 8 of 68

eSOA Showcases - Progress Report
Program Milestones
Status of the major milestones for the program as defined in the program charter.

Program Key Accomplishments & Planned Activities
Top accomplishments during the period covered by this report.

Target
Completion Date

Status*

Delivery of the first 10 potential showcases

16.02.07

C

Working on integrating consulting pipeline into global
showcase pipeline

28.02.07

C

Working closely with the partner organization to
identify overlapping potential showcases

10.03.07

IP

Production of showcases and templates for
presentation to the Q-Gate

31.12.07

IP

Milestone

* Status notation: NS = Not Started

IP = In Progress OH = On Hold

Accomplishments

21 Completed Showcases , 79 in pipeline
Identified and defined the showcase pipeline
reporting to integrate with the NPI and IBU’s
Finalized presentation and definition of the
NPI process for identifying and submitting
potential showcases
Sync up DS and Showcase pipe
3 showcase customers used the Discovery
System
Following projects launched:
Services alignment
Sales Bootcamp 2008
Governance Workshop/Training
FEG Version 2

Planned Activities for Next Periods

Showcase Program - Continue to work with
the NPI and IBU’s to identify key customers
through pipeline planning calls
Sales enablement – work on FEG v2 and
preparing the bootcamps for Q1/08
Field enablement – work with SAP C DE to
come up with skill shift framework for
consulting managers
Events – Support Techeds & leverage as a
platofrm
Marketing - Achieve that showcase stories
are covering where appropriate the FS role

C = Completed

Key Issues or Concerns
Top Issues or risks
Issue / Risk

Region(s)

C360 as the tool to store information and generate
reports has currently no owner

Global

Plan of Action

Work out with IT a plan for 2008, in sync with the regions
expectations

Responsible

Michel Sérié

Make sure moving into 2008 we leverage the 07
engagements to increase

ALL

Need to ensure regional leads are following up on stories and
meaningful engagements as the pipeline continues to grow

All regional leads

8

PTX_8010 Page 9 of 68

ESOA Meaningful Engagements and Showcases –
KPI Dashboard
eSOA Meaningful Engagements
Region

NA
EMEA
APJ
LA
Total

Q1

Q2

Q3

Q4

FY
Bud PIP* FIN FC
FIN FIN FIN PIP WIP FIN
WC
20 48 29 70 11 0 105 81
97 111
32 50 46 342 158 0 210 500 132 171
13
1
12 29 20 0
55
49
26 58
4
6
7
61 2
0
30
63
17 30
69 105 94 502 191 0 400 693 272 370

eSOA Showcases
Q1 Q2 Q3

BC
116
355
79
32
582

FY

Q4

FC
Region FIN FIN FIN PIP WIP FIN Bud PIP* FIN WC
1
2
0
6 3 0 6
9 3
6
NA
5
4
5 27 31 0 12 58 15 26
EMEA
0
1
2
1 9 0 5 10 3
5
APJ
0
1
0
1 1 0 2
2 1
2
LA
6
8
7 35 44 0 25 79 22 39
Total

BC
9
33
5
3
50

9

PTX_8010 Page 10 of 68

Field Services Programs
ESOA Roadmap & Extended Services
FS ME Program
ISV Service Portfolio
Service Productization
Upgrade Services for SAP ERP (Project MOVE)

Global Service & Support Programs
E2E Solution Operations Support
MaxAttention
Premium Support
Safeguarding Services
Safe Passage
GSS ME Channel Business

Appendix

10

PTX_8010 Page 11 of 68

FS ME Program - Progress Report
Program Manager

Sponsors

Start Date

Planned End Date

Planned Costs

Gerd Oswald, Hans-Peter Klaey, Bernd-Michael
Rumpf

Markus Schwarz

01 January 2007

No end

Available on request

Program Description

The program aims to maximize Midsize Enterprise customer success and enable Field Services to be a profitable market maker for SAP in this segment.
The Midsize Enterprise segment is split into 2 parts, the traditional A1 business and the new SAP Business ByDesign.
Key Performance Indicators (KPI) For Program

Program Objectives

(List the performance indicators that are tracked for this program)

Ensure early customer success
Build the volume product and the volume services model for 2008 and beyond
Support overall SME business growth while maintaining service profitability

SAP Business ByDesign Customer references
Revenue
HC ramp-up

Overall Program progress
Date of report

Reporting period start
date

Reporting period end
date

01 September
2007

30 September
2007

10 October 2007

Submitted by

Overall Status

Y

G

Forecast at completion

in <currency>

I.Gagic

Actual cost to date

in <currency>

Available on request

Program Components
(Global work packages/projects as well as regional rollout work packages)

Planned Start

Planned Finish

Component Status

Work Package or Project Title

Lead

Global

Markus Schwarz

01 Jan 2007

31 Dec 2007

R

Y

G

APJ

Heiko Mauersberg

01 Jan 2007

31 Dec 2007

R

Y

G

EMEA Central / EMEA 1

N.N. / Christian Schroefl

01 Jan 2007

31 Dec 2007

R

Y

EMEA NEWS / EMEA 2+3

Eckhard Bauer

01 Jan 2007

31 Dec 2007

R

Y

Latin America

Raul Gonzalez

01 Jan 2007

31 Dec 2007

R

Y

North America

Craig Davis / Rupert Kaufmann

01 Jan 2007

31 Dec 2007

R

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

G
G

G = According to plan and no open issues
= Closed/Completed

11

PTX_8010 Page 12 of 68

FS ME Program - Global
Global Work Packages Progress
Date of report
10.10.2007

Reporting period start
date

Reporting period end
date

01.09.2007

30.09.2007

Components: Work Packages or Projects

Submitted by

Overall Status

R

I. Gagic

Y

Planned Start

Lead

(Global work packages or projects)

G

Actual cost to date
in <currency>

Forecast at completion
in <currency>

Available on request
Planned Finish

Available on request

Component Status

Methodology

Sofia Filaktou

01 Jan 2007

31 Dec 2007

R

Y

G

Education Portfolio

Arnold Jung

01 Jan 2007

31 Dec 2007

R

Y

G

Service Portfolio

Arne Schmidthals

01 Jan 2007

31 Dec 2007

R

Y

G

References

Tere Kururangi

01 Jan 2007

31 Dec 2007

R

Y

G

CSE

Markus Schwarz

01 Jan 2007

31 Dec 2007

R

Y

G

Global Work Package Milestones
Milestone

Key Accomplishments & Planned Activities
Target
Date

Status*

Accomplishments

Planned Activities for Next Period

ASAP Focus training is integrated in the new learning curriculum
for A1 certification program

New release of ASAP Focus is being prepared. Plan to be
delivered End of September
Start gathering feedback from Solution Centers
Web assessment for partners will be available within Sept
2007

Development of new A1 curriculum completed and currently
being piloted and implemented by regions
Sell-thru A1 partner education package currently being evaluated

Conversion of A1 curriculum to e-learning during Q4 2007
Regional pilot of new A1 curriculum in EMEA during
October. Global launch during November. All regions will
adopt curriculum regionally

Quarterly reporting on service development and
deployment

ASAP Focus Methodology

Dec 07

IP

Education Portfolio

Dec 07

IP

Service Portfolio

Dec 07

IP

Four additional midsize enterprise services available: SAP
Project Review Service for All-in-One packages, SAP Technical
Installation Service, SAP Data Migration Service, SAP Partner
Coaching
SAP Data Migration Service as a Global Delivery offering
discontinued per FS ME Council decision

CSE

Dec 07

IP

See CSE Status Report

* Status notation: P = Pending IP = In Progress OH = On Hold C = Completed

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

G = According to plan and no open issues
= Closed/Completed

12

PTX_8010 Page 13 of 68

FS ME Program - KPI Dashboard 2007

Dashboard 2007
Field Services - Midsize Enterprises (A1)
Status as of:

11. Okt. 07

Global
Target
YTD

Measure / KPI

APJ
Target
YTD

EMEA 1
Target
YTD

EMEA 2+3
Target
YTD

Target

LA
YTD

Target

NA
YTD

Revenue
FS ME Revenue
( in 10 0 0 €
)
A c c o rding t o S ys t e m f o r
M E & S E S e gm e nt

Consulting *

n/a

377.705

n/a

65.595

n/a

64.246

120.000

120.307

16.972

16.964

n/a

110.336

Education **

n/a

145.240

n/a

27.685

n/a

20.322

45.000

53.533

3.848

8.446

n/a

35.201

Leads, CEMs, ...

n/a

30

n/a

13

13

5

9

6

6

6

n/a

n/a

PM, Consultants, …

n/a

57

n/a

10

155

32

30

15

n/a

n/a

n/a

n/a

Completed

n/a

4

10

0

n/a

1

10

0

10

3

n/a

0

In Progress

n/a

6

n/a

1

n/a

0

n/a

0

n/a

5

n/a

0

Pipeline

n/a

48

n/a

20

n/a

6

n/a

13

n/a

7

n/a

2

Partner
(No. of Individuals)
Consultants
(No. of Individuals)

n/a

320

100

0

n/a

24

200

193

160

103

n/a

n/a

n/a

151

30

11

n/a

0

20

0

n/a

140

n/a

n/a

Effort Days

n/a

7.007

n/a

272

2.500

2.201

3.000

3.146

n/a

925

n/a

462

Effort Days

n/a

1.345

~600

0

750

0

1.500

420

n/a

925

n/a

0

Headcount
De dicated FS ME
Em ployees

References

A1 Custom er
Re ferences

PSL Enablement
PSL Enablem ent
(How to build,
How to im ple m ent)

Consulting Support for SM E Solution Centers
Be st Practice s
Production ***
Other Activities Not
Re lated to BP

* including Consulting Global Hubs and SAP C Backoffice
** including Global Education
*** globally funded only, excluding Effort Days funded by local SME Solution Center

13

PTX_8010 Page 14 of 68

CSE Program - KPI Dashboard 2007

Dashboard 2007
Customer Services Engagement (A1S)
Status as of:

11. Okt. 07

Total
Target *
YTD

Measure / KPI

APJ
Target *
YTD

EMEA1 (DE)
Target *
YTD

EMEA2+3
Target *
YTD

LA
Target *
YTD

NA
Target *
YTD

Global HQ
Target *
YTD

Financials
SAP Business ByDesign Revenue (in 1000€)

5.059

0

507

0

1.879

0

898

0

n/a

n/a

1.775

0

n/a

0

SAP Business ByDesign Operating Results
(in 1000€)

-11.552

-3.632

-898

-197

-2.721

-741

-1.989

-333

n/a

n/a

-4.370

-1.865

-1.574

-495

SAP Business ByDesign Costs (in 1000 €)

16.611

3.632

1.405

197

4.600

741

2.887

333

n/a

n/a

6.145

1.865

1.574

495

140

68

17

6

46

25

32

6

n/a

n/a

42

28

3

3

Completed

n/a

18

n/a

0

n/a

10

n/a

1

n/a

n/a

n/a

7

n/a

n/a

In Progress

n/a

0

n/a

0

n/a

0

n/a

0

n/a

n/a

n/a

0

n/a

n/a

Pipeline

n/a

7

n/a

0

n/a

5

n/a

0

n/a

n/a

n/a

2

n/a

n/a

Headcount
Operational Headcount

References
SAP Business
ByDesign Custom er
References

Project Related KPIs
Num ber of Projects

100

27

12

0

35

12

22

4

n/a

n/a

31

11

n/a

n/a

Service Center Share of Work

0

0

0

0

0

0

0

0

n/a

n/a

0

0

n/a

n/a

Average Effort Days per Project

0

0

0

0

0

0

0

0

n/a

n/a

0

0

n/a

n/a

* Kandinsky Budget as of 29 May 2007

14

PTX_8010 Page 15 of 68

Field Services Programs
ESOA Roadmap & Extended Services
FS ME Program
ISV Service Portfolio
Service Productization
Upgrade Services for SAP ERP (Project MOVE)

Global Service & Support Programs
E2E Solution Operations Support
MaxAttention
Premium Support
Safeguarding Services
Safe Passage
GSS ME Channel Business

Appendix

15

PTX_8010 Page 16 of 68

ISV Service Portfolio

No status update available !

16

PTX_8010 Page 17 of 68

Field Services Programs
ESOA Roadmap & Extended Services
FS ME Program
ISV Service Portfolio
Service Productization
Upgrade Services for SAP ERP (Project MOVE)

Global Service & Support Programs
E2E Solution Operations Support
MaxAttention
Premium Support
Safeguarding Services
Safe Passage
GSS ME Channel Business

Appendix

17

PTX_8010 Page 18 of 68

Service Productization - Progress Report 2007
Program Manager

FSCT Sponsor

Ress, Tony

Start Date

Planned End Date

Planned Costs

01.01.2007

Roy Wood

31.12.2007

Available on request

Program Description
Maintain Momentum and make Service Productization part of day to day business. Mainstream Business: Drive Service Productization within Field Services communities and regional
/ local Service Portfolio Management. New Solutions / Ramp-Up: Enhance service Productization for Ramp Up and NPI
Program Objectives

Key Performance Indicators (KPI) For Program

Improve Regional Adoption / Extend cross regional usage: Identify & improve Best Services; Promote regional &
local productized services
Implement: Integrate Service Productization into KM Communities & into RU
(Support) Development of new Services: “Mature” service innovation processes in particular for ramp-up products
and proactively include productization elements (Business Best Practices)

300 completed projects with productization components
Service Productization executed in 10 selected Communities
8 qualitative Customer References (“360° Feed Back”)
Defined and published Service Innovation Lifecycle process
Improved “Catalog” of local / regional / global productize services

Global Transparency: Collecting, Publishing and Promoting of regional / local productized services; Tracking of
projects associated with service productization; Extend services platform to accelerate productization exchange
across regions and countries

Overall Program progress
Date of report

Reporting period start
date

Reporting period end
date

Sept 1 07

Sep 30 07

10 Oct 2007

Submitted by

R

Y

G

Actual cost to date

Forecast at completion

in <currency>

M. Chang

Overall Status

in <currency>

available on request

Program Components
Planned Start

Planned Finish

Component Status

Work Package or Project Title

Lead

Global

Alexander von Halle

Jan 1, 2007

Dec 31, 2007

R

Y

G

APJ

Heiko Mauersberg

Jan 1, 2007

Dec 31, 2007

R

Y

G

EMEA

Gerald Dietz / Jürgen Reifenröther

Jan 1, 2007

Dec 31, 2007

R

Y

G

Latin America

Raul Gonzalez

Jan 1, 2007

Dec 31, 2007

R

Y

G

North America

Amy Maher

Jan 1, 2007

Dec 31, 2007

R

Y

R = Behind plan or urgent open issue; project sponsor decision required

Y = Behind plan or open issue; project management action required

G = According to plan and no open issues

G

= Closed/Completed

18

PTX_8010 Page 19 of 68

Service Productization - KPI Dashboard
September 2007
Status Completed Projects September 2007
Total

NA

LA

APJ

Target

300

135

75

30

60

Actual

357

145

74

66

71

In Process

130

84

4

23

19

Pipeline

2007
FS completed
projects*

EMEA

86

56

0

18

12

Quarterly Breakdown (accumulated)
Q1 / 2007
completed
projects

Target

30

14

8

3

6

Q1

35

14

10

8

3

Q2 / 2007
completed
projects

Target

91

41

23

9

18

Q2

169

80

41

37

11

Q3 / 2007
completed
projects

Target

200

89

50

20

41

Q4 / 2007
completed
projects

Q3

357

145

74

66

71

Target

300

135

75

30

60

Actual

EMEA Breakdown (accumulated)
EMEA C
2007
FS completed
projects

EMEA N

Cluster 1

Cluster 2

Cluster 3

Target

75

60

40

NA*

NA*

Actual

104

41

83

16

46

* Cluster KPI break-down not available at this time

19

PTX_8010 Page 20 of 68

Field Services Programs
ESOA Roadmap & Extended Services
FS ME Program
ISV Service Portfolio
Service Productization
Upgrade Services for SAP ERP (Project MOVE)

Global Service & Support Programs
E2E Solution Operations Support
MaxAttention
Premium Support
Safeguarding Services
Safe Passage
GSS ME Channel Business

Appendix

20

PTX_8010 Page 21 of 68

MOVE – Progress Report Summary
Program Manager

Sponsors

Martin Riedel (Global Head)

Start Date

Planned End Date

Planned Costs

September 2006

Léo Apotheker, Bernd-Michael Rumpf

tbd

available on request

Program Description
This program will accelerate the adoption of SAP ERP 6.0. The program supports regions to execute on the upgrade objective by:
ensuring a consistent and compelling message to the market; driving a coherent set of products, tools, and services for our customers and partners and establishing a center of expertise for
the upgrade topic.
Key Performance Indicators (KPI) For Program

Program Objectives

(List the performance indicators that are tracked for this program)

Increase the SAP ERP 6.0 adoption rate
Ensure a consistent and compelling message to the market
Drive a coherent set of products, tools, and services for cust. and partners
Establish a center of expertise for the upgrade topic; UCCs

See attached dashboard for full set of KPIs:
Microsoft Excel
Worksheet

Overall Program progress
Date of report

Reporting period start
date

Reporting period end
date

01 August 2007

31 August 2007

10 Sept 2007

Submitted by

R

Y

Actual cost to date

G

Forecast at completion

in <currency>

Riedel

Overall Status

in <currency>

available on request

available on request

Program Components
(Global work packages/projects as well as regional rollout work packages)

Work Package or Project Title

Planned Start

Team Members

Planned Finish

Component Status

Program Management & Measurement

Werner Trips, Sevgi Aydin

Sept 06

ongoing

R

Y

G

Marketing, Communications &
Field Engagement

Nancy Engels, Michael Erhardt, Frederike Zeier, (Phillips
Hofmann)

Sept 06

ongoing

R

Y

G

Service & Support

Frank Klees, Andreas Stengel

Sept 06

ongoing

R

Y

G

Partner Enablement

Marcus Blaesi, (Vasee Rayan, Jürgen Stegemann)

Sept 06

ongoing

Products, Tools & Knowledge Management

Steffen Thiem, Martin Caton, Anja Pusch

Sept 06

ongoing

UCC – Americas, APJ, EMEA

Marco Aurelio, Sanjay Makhijani, Jörg Rudat

Jan 07

ongoing

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

Y
R

Y

G

Y

G = According to plan and no open issues
= Closed/Completed

21

PTX_8010 Page 22 of 68

GUO KPI Dashboard Summary –
September 2007 – 1/2
Key Performance Indicator

Actual

Target

Achiev.

Delta

Trend

Last Update

Direct KPIs
Systems Live ( < SAP ERP 6.0 )

31,826

NA

-255

Sep. 30st, 2007

Number of SAP ERP 6.0 Productive Systems (13.1 % of IB )

4,818

5,150

93.6 %

+444

Sep. 30st, 2007

Number of SAP ERP 6.0 Systems Upgraded ( 8.5 % of IB )

3,126

2,850

109.7 %

+281

Sep. 30st, 2007

109

390

27.9 %

+38

Aug. 31st, 2007

7321

1,550

47.2 %

+163

Sep. 30st, 2007

Landscape Upgrade KPI

tbd.

Indirect KPIs
Number of SAP ERP 6.0 Projects led by Field Services2
Number of SAP ERP 6.0 Projects led by Partners
Number of SAP ERP 6.0 Productive Customers

3,744

Contracts Conversion

-

+338

Sep. 30st, 2007

59%

Extended Maintenance (4.6 C)

NA
NA

-

-

Aug. 31st, 2007

+69

Sep. 30st, 2007

443

No. of Hits Upgrade Homepage

640

69.2 %

45,488

NA

-

+3,377

Sep. 30st, 2007

5,467

NA

-

+305

Sep. 30st, 2007

Shipments - cumulative

17,626

NA

-

+619

Sep. 30st, 2007

License Keys – cumulative

13,792

NA

-

+532

Sep. 30st, 2007

Active Installations

1 Values
2

from bottom-up analysis; Data quality questionable, but improvement started
Numbers have been adapted to the KPI specification; Figures reported in the past included additional services and partner led projects

22

PTX_8010 Page 23 of 68

GUO KPI Dashboard Summary –
September 2007 – 2/2
Key Performance Indicator

Actual

Target

Achiev.

Delta

Trend

Last Update

Indirect KPIs
References
Number of Live SAP ERP 6.0 References

87

Number of Live SAP ERP 6.0 Upgrade References (cum.)

100

87 %

+17

Sep. 30st, 2007

123

-

-

Sep. 30st, 2007

85

NA

-

-

III. Quarter, 2007

193

NA

-

1,593

Number of reference customers in the Experience Data Base

NA

NA

QUA and Marketing Qualified Leads
Qualified campaign leads – cumulative
Qualified QUA leads - cumulative
QUAs executed / in progress - cumulative

309

865

CW 39, 2007

-

+226

CW 39, 2007

35.7 %

+22

CW 39, 2007

1 Values

from bottom-up analysis; Data quality questionable, but improvement started
Numbers have been adapted to the KPI specification; Figures reported in the past included additional services and partner led projects
Source: For information on data sources and details see attached dashboard:
2

Microsoft Excel
Worksheet

23

PTX_8010 Page 24 of 68

MOVE - Program Set Up

Program Milestones

Program Key Accomplishments & Planned Activities

Status of the major milestones for the program as defined in the program charter.

Top accomplishments during the period covered by this report.

Target
Completion Date

Status*

Program Charter Finalized

3 Nov 06

C

Establish and staff core Program Office

15 Nov 06

C

Confirm and initiate Execution Council

15 Nov 06

C

Master plan

3 Nov 06

P

Comprehensive Risk Mgmt Plan

30 Nov 06

P

Staff Upgrade Org. (central & regions)

31 Jan 07

IP

Define and approve program KPIs

30 Nov 06

C

Implement KPI reporting

31 Dec 06

C

2007 budget approved

31 Dec 06

C

Executive MBOs set

31 Dec 06

C

Financial Controlling infrastructure in place

15 Nov 06

C

Master Communications Plan

15 Nov 06

IP

Milestone

Accomplishments

Planned Activities for Next Period

Post role descriptions to recruiting in Intranet
Financial controlling in place
Consistent work stream progress reporting
ensured
2007 work stream deliverables planning
started
2007 financial controlling and monitoring set
up
Direct KPI definition finalized
2008 deliverables and budget planning
started
Data quality improvement process started
Update program charter (in progress)

Ongoing monitoring, tracking and controlling

* Status notation: P = Pending IP = In Progress OH = On Hold C = Completed

Key Issues or Concerns
Top Issues or risks

Issue / Risk

Plan of Action

Responsible

24

PTX_8010 Page 25 of 68

MOVE – Program Set Up
Work Packages Progress
Date of report

Reporting period start
date

Reporting period end
date

01 Sept 2007

30 Sept 2007

10 Oct 2007

Submitted by

Overall Status

R

Trips

Y

Actual cost to date
in <currency>

Forecast at completion
in <currency>

G

Planned Start

Planned Finish

Component Status

Major Work Packages – 2007

Lead

Program Planning and Definition

Haskins/Trips

already started

30 Nov 06

R

Y

G

Financial Controlling & Set Up

Haskins/Trips

already started

15 Nov 06

R

Y

G

Program Controlling & Monitoring

Haskins/Trips

already started

30 Nov 06

R

Y

G

Benefits Management (including KPI definition)

Trips/Aydin

already started

28 Feb 07

R

Y

G

Team Processes

Haskins/Trips

already started

15 Nov 06

R

Y

G

Program Staffing & Recruiting

Riedel/A Doerner

already started

31 Jan 07

R

Y

G

Infrastructure

Haskins/Trips

already started

30 Nov 06

R

Y

G

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

G = According to plan and no open issues
= Closed/Completed

25

PTX_8010 Page 26 of 68

MOVE – Marketing, Communication & Field
Engagement
Work Packages Progress
Date of report
10 Oct 2007

Reporting period start
date

Reporting period end
date

01 Sept 2007

Submitted by

30 Sept 2007

Overall Status

Engels

Milestones - 2007

Y

Forecast at completion
in <currency>

G

Key Accomplishments & Planned Activities

Status of the major milestones for the work package as defined in the program charter.

Key Milestones

R

Actual cost to date
in <currency>

Target Completion
Date

All touches executed

31 Dec

Top accomplishments during the period covered by this report.

Status*

IP

GUO involvement in SAPPHIRES 2007 – US,
Europe, Japan

31 Oct

IP

GUO involvement in annual user group conferences

31 Dec

IP

1st Review Marketing activities and respective impact

31 May

C

2nd Review Marketing activities and respective
impact

30 Sept

IP

3rd Review Marketing activities and respective impact

31 Dec

IP

Accomplishments
ERP 6.0 Upgrades messaging ready for
syndication
Touch 2 assets finalized for NA rollout
Touch 3, Financial Transformation in continued
localization efforts for APJ, LA, EMEA. Training
Course Hard Offer on target for October rollout
Secured upgrades presence (upgrade promotion,
pods, customer meetings) at Tech Ed Las Vegas
and Munich
GUO support plan for User Group events in place
and execution started
Touch 4, HCM, creative brief drafted, agency
engaged. Target delivery is late Q4
Collateral: hierarchy created; Sales Guide
collateral project initiated, agency retained; FAQ
and Cookbook collateral pieces in review cycles
Participating in MCO/Global Marketing 2008
planning process
Developed upgrades podcast for field enablement
purposes
Upgrade Newsletter finalized for early October
distribution
Regular communiques across SAP noting
progress and highlighting activities

Planned Activities for Next Period
Create Corporate Upgrades Presentation based
upon ERP 6.0 Upgrades Messaging Framework and
syndicate to key stakeholders
Continue to support delivery of QUA services offer
across all regions
Roll out Touch 3 in APJ, LA, (2 phased approach for
EMEA & NA)
Deliver upgrades terminals to UCCs
Support HP, IBM, Microsoft, & Intel partner 2008
joint marketing planning efforts.
Complete 2008 planning with MCO
First draft Upgrades Sales Guide
Finalize Upgrades FAQ & Cookbook drafts to put
into production cycle
Complete MCO marketing plan integration
Contribute to FKOM planning to ensure
GUO/upgrades presence
Participate in Tech Ed Munich event
Ensure upgrade presence (upgrade promotion,
pods, customer meetings) at TechEd Shanghai and
Bangalore
Ensure positioning of the upgrade topic at
SAPPHIRES 2008

* Status notation: P = Pending IP = In Progress OH = On Hold C = Completed

Key Issues / Concerns
Hiring efforts for Marketing and FE Director continue to be a
challenge. Internal candidates lacking. Marketing bandwidth is an
issue. Lack of Field Enablement resource hindering internal education
efforts.
R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

Region(s)
All
All

Plan of Action

Responsible

Continued internal outreach for marketing candidates
Identify Resource to perform FE duties

N. Engels
M. Riedel, N. Engels

G = According to plan and no open issues
= Closed/Completed

26

PTX_8010 Page 27 of 68

MOVE – Marketing, Communication & Field
Engagement
Work Packages Progress
Date of report

Reporting period
start date

Reporting period
end date

Submitted by

01 Sept 2007

30 Sept 2007

Engels

10 Oct 2007

Overall Status

R

Y

Planned Start

Actual cost to date
in <currency>

Forecast at completion
in <currency>

G
Planned Finish

Percentage of
Completion

Component Status

Major Deliverables - 2007

Lead

Global Team hired and set up

N. Engels

01 Jan

31 Mar

50%

R

Execute on touches, focus on touch 1 to 4

N. Engels

01 Jan

Dec 31

60%

R

Y

G

Define Marketing Activities for Q 3, Q4 and 2008

N. Engels

15 Mar

31 Jul

60%

R

Y

G

Execute on defined marketing activities for Q 3 and Q4

N. Engels

01 Aug

31 Dec

5%

Asses, establish and execute on dedicated customer engag. events

N. Engels

01 May

31 Dec

80%

Define touch 3-5 hard offers

M. Riedel/
N. Engels

01 Jan

30 Jun

40%

R

Y

Execute on touch 3-5 hard offers

N. Engels

01 Jan

31 Dec

20%

R

Y

Identify relevant and align with existing internal newsletters

F. Zeier

01 Mar

31 Jul

80%

Establish frequent communication framework and concept to execution council
and associated team members

P. Hofmann

01 Feb

30 Apr

100%

R

Y

G

Establish involvement at key events – FKOM, SAPPHIRE, TechEd

N. Engels

01 Mar

ongoing

75%

R

Y

G

Establish involvement in key user group events – ASUG, DSAG, etc.

N. Engels

01 Jan

31 Dec

75%

R

Y

G

Finalize Lead tracking system coverage (CRM customizing)

N. Engels

01 Jan

31 Apr

90%

Y

G

Positioning and development of Jump Start

N. Engels,
M. Erhardt

01 Jan

31 May

70%

Y

G

Get approval and execute on Sales incentive

M. Erhardt

-

-

90%

Y

G

Develop and syndicate upgrades messaging framework

N. Engels

01 Apr

30 June

80%

Y

G

Finalize Field Communications Plan

N. Engels

01 Mar

15 April

20%

R

Finalize Field Engagement Training Plan

N. Engels

01 Mar

30 April

10%

R

Establish communication framework for regional status update

N. Engels

01 Mar

31 Dec

100%

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

Y
G
G

G

R

Y
Y
G

G

G = According to plan and no open issues
= Closed/Completed

27

PTX_8010 Page 28 of 68

MOVE – Service & Support
Work Packages Progress
Date of report
10 Oct 2007

Reporting period start
date

Reporting period end
date

01 Sept 2007

Submitted by

30 Sept 2007

Martin Riedel

Overall Status

R

Y

G

Actual cost to date
in <currency>
Available on request

Milestones - 2007

Available on request

Key Accomplishments & Planned Activities

Status of the major milestones for the work package as defined in the program charter.

Forecast at completion
in <currency>

Top accomplishments during the period covered by this report.

Milestones

Target Date

Status*

Defined key upgrade service

31. May

C

Defined service ready for global positioning and
delivery

31. Jun

C

Global service portfolio ready

31. Oct.

IP

Process for continuous improvement of services
established

31. Oct.

IP

Decision on service delivery through partners

30. Nov.

31. Dec.

P

Second version of upgrade service portfolio ready

31. Dec.

QUA version 2.0 developed & globally launch
started
QUA demand continues to be strong;
delivered 320 times globally
“Coach for Upgrade” service defined
GDC support for field services has improved;
continues monitoring established
Project towards Value Assessment service
defined and started
First reference for QUA available

P

First version of GSS/AGS/support engagement model
ready

Accomplishments

Planned Activities for Next Period
Map upgrade services and define key service
content and delivery
Define QUE 3.0 based on outcome of mapping
process
Find new naming for QUA and QUE to better
differentiate and position
Investigate delivery readiness in regions
Analyze terms and conditions to have partners
delivering services
Finalize scoping and timeline for Value
Assessment project, including engagement
model with VE-US as well as use of the VLMTool
Strengthen alignment with AGS
Investigate Service (and tool) readiness for
Partners

P

* Status notation: P = Pending IP = In Progress OH = On Hold C = Completed

Key Issues or Concerns

Top Issues or risks

Issue / Risk

Region(s)

Staffing of the Director and team
Alignment/connect services
Services Partner ready

Global
Global
Global

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

Plan of Action

Accelerate hiring measures
Newly assigned
Newly assigned

Responsible

M. Riedel, MMT
A. Stengel, T. Schefold, L. Dick
M. Blaesi

G = According to plan and no open issues
= Closed/Completed

28

PTX_8010 Page 29 of 68

MOVE – Service & Support

Work Packages Progress
Date of report

Reporting period start
date

Reporting period end
date

01 Sept 2007

30 Sept 2007

10 Oct 2007

Submitted by

Overall Status

R

Martin Riedel

Y

Actual cost to date
in <currency>

Forecast at completion
in <currency>

G

Lead

Planned
Start

Planned
Finish

Percentage of
Completion

Sign off engagement model with Field Services

tbd

01 Jan

31 May

65%

R

Y

G

Finalized and agreed on MOVE key Services

tbd

01 Jan

31 May

90%

R

Y

G

Outline upgrade services based on customer feedback, e.g. ASUG, DSAG, SAPPHIRE

tbd

01 Jan

31 Dec

70%

R

Y

G

Collect and provide documentation for key SAP offerings for upgrade service for project
planning and execution (key countries)

tbd

01 Jan

31 Mar

70%

R

Y

G

Collect and provide documentation for approach, methodology, tools required and
deliverables of current SAP upgrade service offerings and transfer to focused service
offering

tbd

01 Jan

31 Mar

70%

R

Y

G

Proposal for aligned focused service offering in detail in regards to approach, methodology,
tools required and deliverables

tbd

01 Jan

31 May

80%

R

Y

G

Revised and agreed common upgrade service offering for execution with Field Services

tbd

01 Jan

31 Dec

60%

R

Y

G

Communicate internally toward common and comprehensive message

tbd

01 Jan

31 Dec

60%.

Analyze and prepare possibilities to enable partners for positioning and execution and
address issues in regards to scale, IP, competition, quality

tbd

01 Mar

30 Jun

20%

Common positioning of service and support upgrade offering

tbd

01 Jun

30 Sep

40%

Major Deliverables - 2007
(Global work packages or projects)

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

Status

G
R

Y

G

Y

G

G = According to plan and no open issues
= Closed/Completed

29

PTX_8010 Page 30 of 68

MOVE – Partner Enablement
Work Packages Progress
Date of report

Reporting period start
date

Reporting period end
date

01 Sept. 2007

30 Sept. 2007

10 Oct. 2007

Submitted by

Marcus Blaesi

Milestones 2007

R

Y

Actual cost to date
in kEUR

Forecast at completion
in kEUR

G

Key Accomplishments & Planned Activities

Status of the major milestones for the work package as defined in the program charter.

Top accomplishments during the period covered by this report.

Target
Completion Date

Status*

Provision of an overarching engagement framework
for SI/Technology partners

05 Mar

C

5 consultants globally staffed and trained to support
top Channel Partners in migrating their R/3-based
solutions

30 Apr

C

Complete regional roll-out of partner engagement
model / guidelines across all regional Alliance
Management teams

10 May

C

Detailed segmentation of Partner Ecosystem by size,
geography, industry and value prop.

01 Jul

IP

Comprehensive partner support offering globally
available, trained and delivered

01 Aug

IP

Partner strategy and engagement with “Supporting
Partner Segments”, e.g. ISV’s, BPO/ITO-providers
developed and executed

01 Oct

C

Milestone

Key Issues or Concerns

Overall Status

Accomplishments Quarter 03/07

Channel Partner support for solution migration
established, KPI target for 2007 already met
Global SI Partner segmentation done, reflecting
current focus on SI partners
Simplified KPI tracking established
New partner training/webinars delivered and
roll-out started
UCC partner support established, first regional
operational plans developed
14 Global SI partners educated about MOVE;
Tier 1 collaboration models with IBM,
Capgemini and HP started
Joint go-to-market started with IBM (DB2),
Microsoft (SQL), HP (EMEA, US); Global IBMled roadshow in preparation
Additional partner marketing activities are in
execution, e.g. “Quick Reference Guide” for key
local partners

Planned Activities for Quarter 4/07

Completion of partner segmentation
Deliver new partner support offerings
globally, e.g. new partner trainings for the
positioning of upgrades
Further development of partner
enablement offering (value prop. toolkit,
sales guide, tools, etc.)
Enhance go-to-market support for Tier 1 /
Tier 2 and Channel Partners
Successful deployment of the database
campaigns (MS, IBM DB2)
Run engagements with technology
partners (e.g. Intel, MSFT)
Deliver and new partner incentives, e.g.
reference case program
Increasing upgrade demand through
partners positioning industry-specific or
functional value propositions

Top Issues or risks

Issue / Risk

Region(s)

Plan of Action

Responsible

Staffing of global team

Global

Hiring out of given candidates pipelines

M. Blaesi

Insufficient reporting quality of SI-partner (country data)

ALL

Change measuring towards growth rate than
based on absolute number

M. Blaesi

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

G = According to plan and no open issues
= Closed/Completed

30

PTX_8010 Page 31 of 68

MOVE – Partner Enablement – Deliverables
Overview
Work Packages Progress
Date of report

Reporting period start
date

Reporting period end
date

01 Sept. 2007

30 Sept. 2007

10 Oct. 2007

Submitted by
Marcus Blaesi

Overall Status
R

Y

Major Deliverables - 2007

Forecast at completion
in kEUR

G

Lead

(Global work packages or projects)

Actual cost to date
in kEUR

Planned
Start

Planned
Finish

Percentage of
Completion

Global team hired and set up

M. Blaesi

01 Jan

31 Mar

50%

Status

R

Y

R

Y

Partner strategy / focus areas for 2007 defined; engagement frame defined

M. Blaesi

01 Jan

01 Mar

100%

Visibility in key global partner marketing assets ensured, e.g. newsletter, webinars, expert
sessions, playbook, Sapphire, World Tour, Teched, etc.

M. Blaesi
K. Terner

01 Jan

01 Mar

100%

5 consultants globally staffed and trained to support top Channel Partners in migrating their
R/3-based solutions

M. Blaesi,
UCC Heads

01 Jan

28 Feb

100%

Services from SAP field services available for partners / services from SAP FS that could be
delivered through partners defined (rescheduled due staffing)

M. Blaesi

15 Mar

31 Dec

75%

Y

G

Stable and sustainable engagement model with internal partner management, esp. for
global, key local SI-partners and channel partners established

M. Blaesi

01 Jan

25 Apr

100%

Y

G

M. Blaesi
UCC Heads

01 Apr

15 May

100%

Regional engagements/relationship between partners and UCC’s established
(EMEA delayed due to hiring delay, partially compensated via Partner Ops.)
Partner KPI tracking process and tool across regions (internal/external); pilot in EMEA-N
established

M. Blaesi

01 Apr

20 May

100%

Segmentation of ecosystem (size, geography, industry, value prop.) detailed

M. Blaesi

01 Jan

01 Jul

75%

Provide additional partner incentives where partners can demonstrate upgrade competence

M. Blaesi

01 May

01 Oct

50%

Comprehensive, multi-regional engagement models with min. 3 Global SI’s established,
including industry-specific positioning / value propositions

V. Rayan
M. Blaesi

01 Jan

01 Aug

100%

Comprehensive SI-partner enablement offer provided; including education, value
proposition, tools, services and go-to-market support, aligned with partner
classification/incentive structure

M. Blaesi

01 Jan

01 Aug

85%

Engagement models with Technology, ITO, BPO and ISV partners established to increase
market momentum with supporting messaging (selected partners)

M. Blaesi

01 Jul

01 Sep

100%

Co-marketing campaigns on regional / local level conducted to create pull effect via Global
SI’s, key local partners and supporting partner segments

M. Blaesi

01 Aug

01 Nov

85%

G

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

Y
R

G

Y

G

Y
R

G

Y
R

Y

G

Y

G
G

G = According to plan and no open issues
= Closed/Completed

31

PTX_8010 Page 32 of 68

MOVE – Products, Tools and Knowledge
Management
Regional Work Packages Progress
Date of report
10 Oct. 2007

Reporting period start
date

Reporting period end
date

01 Sept. 2007

Submitted by

30 Sept. 2007

Overall Status

R

Thiem

Milestones - 2007

Y

Actual cost to date
in <currency>

Forecast at completion
in <currency>

G

Key Accomplishments & Planned Activities

Status of the major milestones for the work package as defined in the program charter.

Target
Completion Date

Milestone

Top accomplishments during the period covered by this report.

Status

Present new approach to resolve MDMP/
Unicode issue

13 Apr

C

Upgrade Dependency Matrix:
Decision about concept and further
developments

31 Aug

C

Upgrade Dependency Matrix:
Tool development plan available

31 Oct

IP

Upgrade Cookbook (version 2) Draft

31 Aug

C

Upgrade Cookbook (version 2) available

30 Nov

IP

Create upgrade tools portfolio

31 Oct

IP

Upgrade Knowledge Platform available

31 Dec

Accomplishments

IP

Planned Activities for Next Period

MDMP/Unicode issue resolution: Issue
resolution completed, decision document
distributed, waiting for final Board decision
Upgrade Dependency Matrix
Tool development planning started
Approval for development project
received / resources available
Alignment with stakeholders ongoing
Alignment of investment buckets ongoing
Upgrade Cookbook (V2)
First review of draft carried out
Document revised and structure changed
New review and delivery date planned
Upgrade Knowledge Platform concept
available
Upgrade tools portfolio creation started

Upgrade Dependency Matrix
Finalize review of content
Continue development project planning
and finalize resource commitments
Continue definition of permanent
maintenance process
Reduction of dependencies (to be
planned)
2nd review of Upgrade Cookbook (V2) and
alignment with stakeholders
Creation of draft upgrade tools portfolio
Upgrade Knowledge Platform: new content
creation, start of blog, clean-up of outdated
documents
Working to engage necessary resources

* Status notation: P = Pending IP = In Progress OH = On Hold C = Completed

Key Issues or Concerns

Top Issues or risks

Issue / Risk

Region(s)

Plan of Action

Staffing and on-boarding of new resources

S. Thiem

Upgrade Dependency Matrix:
Phased tool development was not accepted due to complex tool landscape and limited
availability of expert know-how

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

Responsible

Adapt tool development plan

S. Thiem

G = According to plan and no open issues
= Closed/Completed

32

PTX_8010 Page 33 of 68

MOVE – Products, Tools and Knowledge
Management

Regional Work Packages Progress
Date of report

Reporting period start
date

Reporting period end
date

01 Sept. 2007

30 Sept. 2007

10 Oct. 2007

Major Deliverables - 2007
(Global work packages or projects)

Submitted by

Lead

Overall Status

R

Thiem

Planned Start

Y

Planned Finish

Actual cost to date
in <currency>

Forecast at completion
in <currency>

G

Completion Rate

Component Status

Team Staffing

Steffen Thiem

01 Jan

30 Mar

70%

R

Y

G

Alignment of investment buckets

Steffen Thiem

15 Sep 06

31 Dec 07

n.a.

R

Y

G

MDMP/ Unicode issue resolution

Steffen Thiem

15 Feb

13 Apr

99%

R

Y

G

Upgrade Dependency Matrix
(concept and alignment)

Steffen Thiem

01 Mar

31 Aug

100%

R

Y

G

Upgrade Dependency Matrix
(tool development plan/ Upgrade Dep. Analyzer)

Steffen Thiem

01 Aug

31 Oct

30%

Upgrade Cookbook (version2)

Steffen Thiem

01 Jun

30 Nov

80%

Upgrade Tools Portfolio

Steffen Thiem

01 Aug

30 Sept

30%

Upgrade Knowledge Platform

Steffen Thiem

01 Jun

31 Dec

50%

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

Y
R

G

Y
R

Y

G

Y

G

G = According to plan and no open issues
= Closed/Completed

33

PTX_8010 Page 34 of 68

Field Services Programs
ESOA Roadmap & Extended Services
FS ME Program
ISV Service Portfolio
Service Productization
Upgrade Services for SAP ERP (Project MOVE)

Global Service & Support Programs
E2E Solution Operations Support
MaxAttention
Premium Support
Safeguarding Services
Safe Passage
GSS ME Channel Business

Appendix

34

PTX_8010 Page 35 of 68

E2E Solution Operation – GLOBAL Executive Dashboard
Source: E2E Solution Operations Support Reporting Oct. 2nd, 2007
E2E Adoption Summary September 2007:
SAP AGS organization prepared for mass adoption: 1,500 colleagues are certified now in E2E
E2E Solution Operations offerings established – first pilots sold
E2E Trainings get more traction: ~400 customers signed up for certification
Many events campaigned with E2E Solution Operations
Successful ASUG User Group webcast campaign with over 750 attendees
TechEd Las Vegas, CCC Salzburg, some ASUG chapter meetings, MAX Adobe 2007 Chicago, DKOM Karlsruhe,
etc.
Run SAP development project started in Berlin in collaboration with SAP Consulting (LGD)

1600
1400
1200
1000
800
600
400
200
0

Usage of SolMan scenarios
E2E Knowledge (AGS
personnel certified)
E2E Knowledge (Prim & Dev
Support)

Se
p

Au
g

Ju
ly

Ju
ne

ay
M

Ap
r

ar
M

Fe
b

Ja
n

E2E Knowledge (Customer
& Partner)

Changes Feb2007: Targets got increased to reflect the effect on our
customer base rather than just a small segment.
Notes for March 2007 report:
RCA estimate March: 40 (only customers with latest SolMan SupportPack are sending
data on RCA back to SAP)
No OTO estimated yet.

Material Numbers:
7003298 Solution Manager Extended Service Desk
7003440 SEP

35

PTX_8010 Page 36 of 68

E2E Solution Operations Adoption – Details SEP 2007

Source: E2E Solution Operations Support Reporting Oct. 2nd, 2007

Summary September 2007:
E2E Solution Operations Services to be sold by SAP Field (CEM, AEs)
So far, marketing campaign only conducted “AGS internal” to MaxAttention customers
Need full support by the FKOMs of all regions
Due to the lack of adoption the expected savings on the support cost thru E2E Solution Operations is
in jeopardy

Actual

Usage of SolMan Scenarios (1) (Data base: all
SolMan installations)

Apr

May

Jun

Q2
goals

Actual
Jul

Aug

Sep

Q3
goals

Target
2007
1,500

Root Cause Analysis

85

87

90

300

95

98

112

1,000

Change Request Management

160

165

169

300

243

246

261

600

850

Business Process Monitoring

153

160

182

175

205

209

217

200

250

Upgrade Planning

44

120

182

100

280

286

300

250

300

Additional Sales Revenue thru Solution Manager
Solution Support Enablement Package (SEP)
HP-Mercury Adapter (in development)

(number of contracts)
0

0

0

10

5

8

14

20

30

n/a

n/a

n/a

n/a

n/a

0

1

5

30

10

100

550

E2E Solution Operations Program
Solution Operations Starter Packages

(number of delivered services)
n/a

n/a

n/a

n/a

n/a

n/a

APR RCA: = 1 (Siemens)
Adoption goals were increased to reflect the wider customer segment:
Top2000 now – instead of top300 before.

36

PTX_8010 Page 37 of 68

Field Services Programs
ESOA Roadmap & Extended Services
FS ME Program
ISV Service Portfolio
Service Productization
Upgrade Services for SAP ERP (Project MOVE)

Global Service & Support Programs
E2E Solution Operations Support
MaxAttention
Premium Support
Safeguarding Services
Safe Passage
GSS ME Channel Business

Appendix

37

PTX_8010 Page 38 of 68

SAP MaxAttention Revenues per Region:
Comparison ACT 07 / BUD 07

Source: MaxAttention Status Reporting September 2007
HY1
Posting period
Profit Center

ACT 07

FC 07

BUD 07

ACT 06

ACT 07/ BUD 07

* 1.000 €
EMEA

23.382

23.382

21.450

11.258

1.931

AMERICAS & APJ

17.160

17.160

4.075

7.290

13.085

40.542

40.542

25.526

18.549

15.016

Global Marketing

0

0

0

0

0

Global Sales & Admin

0

0

0

0

0

40.542

40.542

25.526

18.549

15.016

Research & Breakthrough Innovation

0

0

0

0

0

Product Technology Group

0

0

0

0

0

244

244

0

135

244

40.785

40.785

25.526

18.683

15.260

Global Field Operations

Customer Solutions & Operations

Global Service & Support
SAP Group Operative

HY2
Posting period
Profit Center

ACT 07*

FC 07

BUD 07

ACT 06

ACT 07/ BUD 07

* 1.000 €
EMEA

23.408

18.745

23.649

16.788

-242

AMERICAS & APJ

17.167

7.501

4.073

15.297

13.094

40.575

26.246

27.722

32.085

12.853

Global Marketing

0

0

0

0

0

Global Sales & Admin

0

0

0

0

0

40.575

26.246

27.722

32.085

12.853

Research & Breakthrough Innovation

0

0

0

0

0

Product Technology Group

0

0

0

0

0

Global Service & Support

57

780

0

259

57

40.632

27.026

27.722

32.344

12.910

Global Field Operations

Customer Solutions & Operations

SAP Group Operative

* Actual HY2 = Actual posted for Sept 07 (10,8 m€) + Accruals Oct -Dec 07 (29,8 m€) = 40,6 m€
Invoice Pool 2007 + Accruals Oct -Dec 07 = 23,3 m€

38

PTX_8010 Page 39 of 68

SAP MaxAttention Revenues per Region:
Comparison FC 07 / BUD 07

Source: MaxAttention Status Reporting September 2007
ACT 07
Jan – Sept
Company
code

FC 07
Jan – Sept

* 1.000 €

0008
0002
0023

* 1.000 €

* 1.000 €

Act 06
Jan – Dec

Delta
FC 07/BUD 07**

* 1.000 €

* 1.000 €

16.375

7.717

7.813

SAP Schweiz

9.012

13.517

8.523

4.849

4.994

SAP Deutschland AG &

8.412

12.618

8.297

6.160

4.321

SAP France SA

3.868

5.802

4.296

538

1.506

SAP Italia S.p.A.

3.452

5.178

2.968

1.402

2.210

0007

SAP UK Limited

3.355

5.032

3.147

1.760

1.885

0009

SAP Canada

2.529

3.793

1.889

906

1.904

0004

SAP Nederland BV

2.430

3.645

2.655

1.044

990

0060

* 1.000 €

24.188

0010

ACT Jan – Sept 2007

16.125

0005

Posting period
Profit Center

SAP AMERICA, INC.

BUD 07**
per location

SAP Brasil Ltda.

1.897

2.845

0

892

2.845

SAP Andina y d.Carib

1.766

2.649

1.094

1.357

1.555

EMEA

37.416

0062

AMERICAS & APJ

29.036

0017

SAP Africa (Pty) Ltd

1.638

2.457

2.166

484

291

66.452

0035

SAP Mexico

1.513

2.270

1.090

681

1.179

0251

SAP GOVERNMENT S&S I

1.355

2.033

938

510

1.095

0012

994

Global Field Operations
Global Marketing

SAP Sweden

1.245

1.867

874

418

0032

SAP Japan Co., Ltd.

1.228

1.842

1.463

1.045

Research & Breakthrough Innovation

0011

SAP Denmark

1.162

1.743

787

519

956

Product Technology Group

0235

SAP CIS LLC

947

1.420

350

278

1.070

300

0018

SAP Norway

689

1.034

558

0

476

66.752

0014

SAP AUSTRALIA PTY LT

660

990

927

53

63

0001

SAP AG

585

878

667

657

211

0016

NV SAP Belgium SA

497

746

353

0

393

0061

SAP Argentina

451

677

395

0

282

0065

SAP Public Services,

435

653

355

0

297

0038

SAP CHINA

347

520

453

1

0039

SAP Korea, Ltd.

321

482

486

0

-4

0265

SAP Retail, Inc.

221

331

169

-51

163

0046

SAP Finland

204

306

230

56

76

0074

SAP HONG KONG

185

278

197

0

81

0006

SAP Espana

176

265

193

932

72

0256

SAP TURKEY

45

68

47

44

21

0015

SAP ASIA PTE LTD

37

56

39

113

17

0069

SAP Andina y d.Carib

27

40

19

23

21

0013

SAP NEW ZEALAND LIMI

0

0

0

0

0

0206

SAP Public Services

-62

-92

0

0

-92

66.752

100.128

62.000

32.389

38.128

Global Sales & Admin
Customer Solutions & Operations

Global Service & Support
SAP Group Operative

66.452

Overall Result

380

67

**assumption

39

PTX_8010 Page 40 of 68

SAP MaxAttention
Management Summary

Source: MaxAttention Status Reporting September 2007
Comments

Status

Revenue
98,3
8,2

23,3

Actuals Q1.07 = + 18,9 m€
Pipeline
Invoice Pool

66,8

51,0
18,9
Q4.06

Q1.07

Actuals 03.07 = + 26,0 m€

66,8

40,8
Q2.07

Actuals Q2.07 = + 21,9 m€

Actual Revenue
Q3.07

Q4.07

Budget
Budget 2007 -> 62,0 m€ overachieved

50,0
BUD
2006

90,0
FC
2007

130,0 116,0

170,0

including pipeline (98,3 m€) = overachieved
excluding pipeline (90,1 m€) = overachieved

200,0

Target/BUD 2008 not yet approved.

62,0
BUD
2007

FC
2008

BUD
2008

FC
2009

FC
2010

Capacity
2775

Person-days

capacity limit
330
500
570

2775

2351

380
625
630

2775

2598

2775
440
710

625

937

790

2928

1250
3258

Escalations
SFG EoD & others PD
SFG Service PD
Max others
Max EoD

2380

2630

2965

3298

Q1.07

Q2.07

Q3.07

Max Service PD

Completely booked with Escalations and MaxAttention
Safeguarding contracts
Complex Escalations (large complex projects like Navy,
Lockheed Martin P&G etc.) grow dramatically in US
New technologies move to the next level of usage
(Volume, Availability, Performance). All US customers
deploy those before the ERP2005 upgrade. (Portal,
BI/BIA, ESS/MSS, MDM, CRM, XI)

Q4.07

40

PTX_8010 Page 41 of 68

SAP MaxAttention
Financial Cases

Source: MaxAttention Status Reporting September 2007
Cases
in m€

2004 – 2006

2007
2007

2004 – until Dec 2006

2008+

until Dec 2007

Revenue
assured
2007

Revenue
assured
2006

Profitability 63%

64,4

w/w Pipeline

Current Case
reflects the current
situation

w/w pipeline weighted

8,2

19,5

renewed
74,4

achieve all
renewals

23,2

new
93,9

expire 2007

90,1*

121,9

305,9 m€

21,5
Cumulated
(2007 – 2013)

2,3

212,0 m€

expire in Dec 07 5,7
43,1

baseline assured

Cumulated
(2004 – 2013)

(all phases A,B,C,D)

weighted (all phases A,B,C,D)

expired until
Dec 2006

Comments

effective in 2008 – 2013

baseline assured

(Actuals 2004 – 2006 cum.)

(Invoice Pool 2008-2013)

baseline assured

Cumulated

Best Case
see current case
with w/w weighted
pipeline (Phase A)

expired until
Dec 2006

19,5

renewed
74,4
expire 2007

with w/w
unweighted pipeline
(Phase A,B,C,D in 2008+)

93,9

w/w Pipeline
w/w Pipeline
8,2
weighted (all phases A,B,C,D)
weighted (Phase A)
23,2
new

expire in Dec 07
baseline assured
(Actuals 2004 – 2006 cum.)

21,5
2,3
5,7
35,9
43,1

baseline assured

98,3

137,9
new / renewals /
w/w unweighted pipeline

(2004 – 2013)

452,0 m€

(all phases A,B,C,D)

121,9

Cumulated
(2007 – 2013)

358,1 m€
baseline assured
(Invoice Pool 2008-2013)

* Revenue assured = Actuals Jan – Sept 2007 + Invoice Pool 2007 -> Datasource: Customer Overview New
© SAP 2007 / Page 41

41

PTX_8010 Page 42 of 68

SAP MaxAttention
Contracts

Source: MaxAttention Status Reporting September 2007
Contract trending New and Renewal Contracts

Key Message

+ 11 additional planned budget in 2007

in m€

45 new contracts in 2007

total
planned

130

total
assured

+ 25

new
c o nt rac t s

+ 26

will e xpire
D ec 08

+ 40

+ 28

total
planned

105

-5

94
13

expired
D e c 06

overachieved

+ 45

baseline +
renewal
planned

+ 18
12

e xpiring
in 2 00 7

Top 6 Opportunities:

t o be
rene wed
in 2 0 0 8

133
(incl.-5 lost)

Barclays Bank, BASF, George Weston Foods
Ltd., IM Corp., Pepsi International, Postbank

105
81

81

baseline +
renewal
planned

lost
2007

total assured
2007

delta BUD vs
assured

Budget 2007

potential
renewals &
assured 2007

Budget 2008

Contract trending by 2011

Key Message

in m€

Total planned 105 contracts for 2007

+ 47
+ 39

+ 28 new contracts overachieved

+ 31
247

+ 25

increase
06 vs. 07

2007

161

130

105

94

2006

- 5 contracts not renewed

200

+ 11

increase
07 vs. 08

# of customers

2008

increase
08 vs. 09

2009

increase
09 vs. 10

2010

increase
10 vs. 11

2011

# add. contracts per year

42

PTX_8010 Page 43 of 68

SAP MaxAttention
Financials

Source: MaxAttention Status Reporting September 2007
Key Message

Financial Overview 2004 – 2010
View 2007

in m€

Actuals Q3.07 = + 26,0 m€

BUD 07 = 62,0 m€
including pipeline = 98,3 m€ overachieved
excluding pipeline = 90,1 m€ overachieved

Profitability

62%

61%
59%

59%

61%

Budget 2007 -> 62 m€ overachieved

63%

including pipeline (98,3 m€) = overachieved
excluding pipeline (90,1 m€) = overachieved

59%

Target/BUD 08 not yet approved.

98,3

200,0

8,2

170,0

Profitability = 63%

23,3
130,0
93,9

116,0

90,0
66,8

42,9

66,8

Q3.07

Q4.07

62,0

40,8
18,9

15,6
2004 cum. 2005 cum. 2006 cum.

Q1.07

Q2.07

Actual Revenue

Invoice Pool

FC 2007

Budget
2007

FC 2008

Target
2008

Pipeline * (weighted)
* phases A

FC 2009

FC 2010

Budget/Target
** Target 2008 not yet approved.

Financial Overview in Quarters 2006 vs. 2007
in m€

Key Message
98,3
8,2

Actuals Q1.07 vs. Q1.06
-> increase of 11,2 m€ (145%)

23,3

Actuals Q2.07 vs. Q2.06
-> increase of 20,9 m€ (105%)
66,8
51,0
7,7
Q1.06

19,9
Q2.06

66,8

40,8

33,7

Actuals Q3.07 vs. Q3.06

18,9
Q3.06

Actual Revenue

Q4.06
Invoice Pool

Q1.07

-> increase of 33,1 m€ (98%)
Q2.07

Q3.07

Q4.07

Pipeline (weighted)

43

PTX_8010 Page 44 of 68

SAP MaxAttention Delivery Capacity
Stretched to the limit

Source: MaxAttention Status Reporting September 2007

Today:
Completely booked with Escalations and MaxAttention Safeguarding contracts
Complex Escalations (large complex projects like Navy, Lockheet Martin P&G,etc) grow
dramatically in US
New technologies move to the next level of usage (Volume, Availability, Performance). All US
customers deploy those before the ERP2005 upgrade. (Portal, BI/BIA, ESS/MSS, MDM,
CRM, XI)

2775

Person-days

capacity limit
330
500
570

2775

2351

380
625
630

2775

2598

2775
440
710

625

937

790

2928

2380

2630

2965

Q1.07

Q2.07

Q3.07

1250
3258

Escalations
SFG EoD & others PD
SFG Service PD
Max others

Starting the second quarter we either
deliver our MaxAttention/Safeguarding
contracts or deliver escalations
No Service Development anymore

Max EoD
3298

Max Service PD

Q4.07

SAP must sell MaxAttention to the right
customers, or we cannot deliver
anymore

44

PTX_8010 Page 45 of 68

SAP MaxAttention Delivery Capacity
Key constraints and immediate actions
Source: MaxAttention Status Reporting September 2007

Key Constraints:
We have not enough TQMs and EAs by far. Within the next six months we have to double
them
Too many escalations (complex projects and message escalations)

Immediate Actions:
Mandatory MaxAttention sales lists per region with reporting to Leo, Bill, Ernie and Henning
EA/TQM bootcamps right now
Increase remote delivery in MaxAttention contracts
Q3 and Q4 hiring for COEs to manage 2008 capacity
Integrate IBU resources
Establish Regional E2E Solution Operations RIGs (Align Netweaver RIG)

45

PTX_8010 Page 46 of 68

Field Services Programs
ESOA Roadmap & Extended Services
FS ME Program
ISV Service Portfolio
Service Productization
Upgrade Services for SAP ERP (Project MOVE)

Global Service & Support Programs
E2E Solution Operations Support
MaxAttention
Premium Support
Safeguarding Services
Safe Passage
GSS ME Channel Business

Appendix

46

PTX_8010 Page 47 of 68

Premium Support – Management Summary
Source: Premium Support Report September 2007

Premium Support Sales 2007 YTD results in 10.1 M€ estimated revenue (218 active Premium Support contracts in total)
The Premium Support Sales objectives 2007 can be reached - the actual revenue is only 5.7 M€, but there is 3.8 M€ in the invoice pool
+ 0.6 M€ weighted pipeline for Q4 2007
14 customers agreed on a customer profile about Premium Support, further 30 customer profiles are in the pipeline
Q3 2007: North America closed 10 Premium Support contracts, Latin America 3, EMEA 15 and APJ 10 Premium Support contracts
KPI

2007

Status

Financial View & Pipeline
Premium Support maintenance revenue budget 2007 of 10.0 M€ can be
achieved

Actual revenue
Estimated revenue (2007)

YTD
YTD

5.7 M€
10.1 M€

CRM Premium Support pipeline

Weighted CRM PS pipeline
Unweighted CRM PS pipeline

Q4
Q4

4.8 M€
12.9 M€

Premium Support is still not offered in association with every new license
deal ≥ 500 k€ (w/o license deals of MaxAttention customers and GAAs)

# Posted PS deals cum. /
# Posted license deals ≥ 500 k€ cum.

YTD

Premium Support lost opportunities according to CRM PS Pipeline

# Lost PS opportunities

YTD

27

No. of closed Premium Support contracts in 2007

# PS contracts

YTD

133

# Incoming prio 1+2 messages

YTD

2826

# FTE cum.

YTD

54

# Customer profiles
# Reference customers
# Customer video testimonials
# Customer profiles in pipeline

YTD
YTD
YTD
YTD

14
11
1
30

18%

Delivery
SLA’s: Prio 1 – 97%, Prio 2 – 100% fulfilled
Due to the big increase of contracts our delivery capacity is no longer
sufficient.
15 additional FTE are needed (Product Support) – budget request 2008
MaxAttention and SFG sales success will impact delivery of PS in
Solution Operations Support (budget request 2008)
References
14 customers agreed on a customer profile about Premium Support, further
30 customer profiles are in the pipeline

47

PTX_8010 Page 48 of 68

Premium Support – Management Summary
Source: Premium Support Report September 2007
Revenue Year End (cumulated)

Weighted / Unweighted Pipeline in 2007

Status:

Status:

25.000
64%

68%

70%

69%

Weighted*
Pipeline (k€)

Unweighted**
Pipeline (k€)

North America

90

3.180

Latin America

6.051

12

266

568

800

18% of new license deals ≥
500 k€ were closed with a
Premium Support contract.

719*

7.157

60%
6.049

600

40%
10.063

10.000

15.165

40

1.152

4.217

APJ

10

185

908

Total

152

4.783

12.851

15.165

10.000
5.668

EMEA
0%

-20%

3.763

-12%

400

20%

633

5.000

k€

Opport.

21.214 21.215

15.000

5.668

3.037

1.212

1.193

2006

0

Status:

80%

20.000

Conversion Rate

Q1.07 Q2.07 Q3.07 Q4.07 Target 2008
07

Act. revenue YTD

Invoice pool YTD **

Weighted pipeline YTD

2009

Margin

Data Source:
Act. revenue: Finance Workplace (P&L)
Invoice pool: Software Contracts Administration (ISP)
Pipeline: BW Query YCRMS_GLSTAND_SO_RAW (IWP)
Slide Owner: S. Mohr
Data pull was on October 10, 2007

Key Message
Targeted revenue (end of 2007): 10.0 M€
Actual revenue: 5.7 M€
Estimated revenue (2007): 10.1M€

200

152
133
27

0
YTD

1.*Weighted: absolute deal volume weighted by probability of
deal closure (e.g. deal in phase A has 90% probability of
contract closure)
2.**Unweighted: absolute deal volume
3.The absolute deal value of a Premium Support opportunity is
calculated on a 12 month period value
4.'Commitment Flag' was not considered
5.Only opportunities in status 'in process' in Q4 2007 were
considered.

Data Source: BW Query YCRMS_GLSTAND_SO_RAW (IWP)
Slide Owner: M. Menges
Data pull was on October 1, 2007

Key Message
152 opportunities are currently in the pipeline
Weighted pipeline: 4.8 M€
Unweighted pipeline: 12.9 M€

No. of license deals ≥ 500 k€
No. of opportunities
No. of booked contracts
No. of lost opportunities

*w/o license deals of MaxAttention customers and GAAs
Comment: Of 27 opportunities set to "lost", only 10 included
Premium Support deals. The other 17 lost opportunities were
pure license deals.
Data Source:
New license deals: Order Entry Report
Opportunities BW Query YCRMS_GLSTAND_SO_RAW (IWP)
Booked contracts: Software Contracts Administration (ISP)
Slide Owner: M. Menges
Data pull was on October 1, 2007

Key Message
719 license deals ≥ 500k€
124 contracts (93%) were signed by new names
in 2007

48

PTX_8010 Page 49 of 68

Premium Support – Management Summary
Source: Premium Support Report September 2007

Cost of Delivery Overview (cumulated)

Headcount Investment (cumulated)

Status:

Status:

Product Support

# customer

No. of booked contracts

1.715

2.000

1.715

962

1.000

428

Slide Owner: S. Mohr
Data provided by: S.Weinbrecht/I.Sambel/T.Tschaut
Data pull was on October 10, 2007

180
133

150

Solution Support

100

28

50

87

67
38
28

20
07

85

1Q

07

85
2

2

2Q

07

3Q

07

n

14
Q
14
FC

95

115

0

0

Es
tim
at
io

Solution Support

0

3.000

13

0

200

3.168

Ac
tu
al
Q

25

4.000

12

400

5.000

Ac
tu
al
Q

50,0

1

50,0 44,5

39,0

218

200

Ac
tu
al
Q

50,0

250

5.436

6.000

Ac
tu
al
Q

50

600

estimated # customer

61,0 59,8

De Ac
Headcount Investment in FTE
liv tu
er al
FT
y
D
em E Q
an 1
d
Q
1
De
Ac
liv
er
y t FT
D
em E Q
an 2
d
Q
2
De
Ac
liv
er
tF
y
TE
D
em
Q
an 3
d
Q
3
De
A
liv
er c t
FT
y
D
em E Q
an 4
d
Q
4

57,7

Status:

7.000

800

75

Booked Contracts

Product Support

Canceled Contracts
Active contracts signed 2007 YTD
Active contracts signed in 2006
New booked contracts per quarter

Comment:

Key Message
High increase of delivery demand is based on pipeline values
(Quality of pipeline needs to be watched carefully)
Comment Product Support: Due to a tense overall capacity
in Product Support additional Premium Support customers
require a budget increase in Product Support or will be
serviced at the expense of Standard Support customers
or coverage of further products. (The initial Product Support
resource budget of 35 FTEs was calculated for about
100 Premium Support customers to provide a global
minimum functional coverage.)
Comment Solution Support: Due to overall success of
MaxAttention and Safeguarding Sales, the delivery capacity
in Solution Support will not be sufficient to delivery Premium
Support Advisory and CQCs if PS Sales continues to grow.

Costs of Product Support are calculated based on Premium
Support message receipt
Estimation 2007 is based on 10 Mio € revenue
Slide Owner: S. Mohr
Data pull was on October 10, 2007

Key Message
Estimated cost of delivery (without onetime
invest) based on actual revenue, invoice pool
and weighted pipeline of the respective period.
Delivery costs are expected to increase in 2008,
as most contracts are closed with new net
customer who will go live in 2008 and beyond.

Data source: Software Contracts Administration (SCA – ISP)
Slide Owner: M. Menges
Data pull was on October 1, 2007

Key Message
Number of booked contracts in 2007: 133
Number of canceled contracts: 2
Reasons for cancellation:
Project has been stopped
Contract migration to MaxAttention

49

PTX_8010 Page 50 of 68

Premium Support – Management Summary
Source: Premium Support Report September 2007
Top 10 Customer Deals

Average Contract Volume per Region

Status:

Status:
New
Name

Customer
1. Tesoro Companies, Inc.
2. Dixons Stores Group Retail Ltd

Existing
Coverage
Customer
x

Contract
Volume in €

x

SAP USA
SAP UK Limited

499.005

100%

SAP USA

356.074

Total Volume of Booked Contracts
Contracts (€)
#
%

Region

607.858

100%

x

3. IGT

Sales Org

100%

4. KDDI CORPORATION

x

100%

SAP Japan Co., Ltd.

345.798

5. Pacer International

x

100%

SAP USA

Average Volume
per Contract (€)

North America

7.256.717

101

46%

71.849

Latin America

861.378

22

10%

39.154

4.727.797

66

30%

71.633

333.595

6. Inchcape Management

x

100%

SAP UK Limited

286.566

7. The Manitowoc Company, Inc.

x

100%

SAP USA

8. Albany International Corp

x

100%

SAP USA

229.823

9. LensCrafters Inc.

x

100%

Khimetrics, Inc.

207.266

10. Birds Eye Iglo Ltd

x

100%

SAP UK Limited

EMEA

232.701

Total

205.490

APJ

1.765.751

29

13%

60.888

Total

14.611.643

218

100%

67.026

3.304.176

The absolute deal value of a PS contract is calculated on a 12 month period value.

Data source: Software Contracts Administration (SCA – ISP)
Slide Owner: M. Menges
Data pull was on October 1, 2007

Data source: Software Contracts Administration (SCA – ISP)
Slide Owner: M. Menges
Data pull was on October 1, 2007

Key Message

Key Message

Out of the Top 10 deals
6 are closed in the US, 3 in EMEA and 1 in Japan
The Top 10 deals represent 23% of the overall Premium Support annual
revenue

The average deal size is currently 67K €
46% of the Premium Support contracts have been closed in North America
30% of the Premium Support contracts have been closed in EMEA

50

PTX_8010 Page 51 of 68

Premium Support – Management Summary
Source: Premium Support Report September 2007

Booked Contracts – Distribution by Region
Status:

North America
Sales Org
Canada
United States
Total

Contracts
5
96
101

%
2%
44%
46%

Latin America
Sales Org
Mexico
Chile
Brazil
Puerto Rico
Argentina
Venezuela
Total

Contracts
8
5
4
3
1
1
22

%
4%
2%
2%
1%
0,5%
0,5%
10%

- Data source: Software Contracts Administration (SCA – ISP)
- Data pull was on October 1, 2007

EMEA
Sales Org
Germany
Austria
United Kingdom
Italia
France
Switzerland
Netherlands
Belgium
Russia
Spain
Finland
Greece
Polen
Public Serv. Pty
SAP Africa (Pty) Ltd
Sweden
Turkey
Total

Global
Region
North America
Latin America
EMEA
APJ
Total

Contracts
17
9
8
6
5
5
3
2
2
2
1
1
1
1
1
1
1
66

Contracts
101
22
66
29
218

%
8%
4%
4%
3%
2%
2%
1%
1%
1%
1%
0,5%
0,5%
0,5%
0,5%
0,5%
0,5%
0,5%
30%

%
46%
10%
30%
13%
100%

APJ
Sales Org
Japan
India
China
Australia
Indonesia
New Zealand
Singapore
Thailand
Total

Contracts
18
3
3
1
1
1
1
1
29

%
8%
1%
1%
0,5%
0,5%
0,5%
0,5%
0,5%
13%

51

PTX_8010 Page 52 of 68

Field Services Programs
ESOA Roadmap & Extended Services
FS ME Program
ISV Service Portfolio
Service Productization
Upgrade Services for SAP ERP (Project MOVE)

Global Service & Support Programs
E2E Solution Operations Support
MaxAttention
Premium Support
Safeguarding Services
Safe Passage
GSS ME Channel Business

Appendix

52

PTX_8010 Page 53 of 68

SAP Safeguarding Management Summary
Source: SAP Safeguarding Status Report September 2007
# Signed Contracts 2007 vs. Sales Target

1

# Signed Contracts 2007 vs. Active Contracts

2

(cumulated per year)

(per region)

2007 Sales Target
already overachieved

188

169

40
148

148

100
Pipeline

91

55

Q1.07

64

Actual Contracts

40

Q4.06

23

Q2.07

Q3.07

Q4.07

Sales Target
2007

21

21

56

17

APJ

EMEA

Total w/w
(YTD)

SUMMARY
1

*

SAP Safeguarding Sales Target for 2007 (100 contracts)
overachieved by 48 contracts (Actuals: 148)
Expected Sales Target achievement in 2007: 188%
Actual Opportunities: 352

2

Signed contracts in 2007 YTD: 148 (total value: 25,5m €)
Active contracts in delivery: 169

3

Actual revenue: 20,5m € (Invoice Pool 2007: 7,4m €)
Forecast: 33,8m € (Budget: 20,0m €)
Expected Budget Target achievement: 169%
Average Deal Size in 2007: 182k €

33,8
5,9
7,4

20,0
Pipeline

22,3

20,5
4,2

Q4.06

61

54

Latin America North America

SAP Safeguarding Revenue (m€)

3

148

Active Contracts in delivery
New Contracts in 2007

Q1.07

20,5

Invoice Pool

7,7
Q2.07

Actual Revenue

Q3.07

Q4.07

Budget
2007

53

PTX_8010 Page 54 of 68

SAP Safeguarding Average Deal Size

Source: SAP Safeguarding Status Report September 2007

Number of contracts per deal size (2006 vs. 2007 YTD)

120

Average deal size in k€ (2006 vs. 2007 YTD)

107

# contracts

100

190

80
185

Total Year 2006
60

34

40
20

41

182

2007 YTD
180

12
3

7

178

175

0

Deal size 1 (<100k €)

Deal size 2 (100-400k €)

Deal size 3 (> 400k €)

170

Tota l Ye a r 2006

2007 YTD

54

PTX_8010 Page 55 of 68

Field Services Programs
ESOA Roadmap & Extended Services
FS ME Program
ISV Service Portfolio
Service Productization
Upgrade Services for SAP ERP (Project MOVE)

Global Service & Support Programs
E2E Solution Operations Support
MaxAttention
Premium Support
Safeguarding Services
Safe Passage
GSS ME Channel Business

Appendix

55

PTX_8010 Page 56 of 68

Safe Passage - Progress Report
Program Manager

Sponsors

Thomas Ziemen

Start Date

Planned End Date

Planned Costs

January 2005

Gerhard Oswald, Léo Apotheker

-

-

Program Description
•
•
•

Service & Support as key differentiator for Safe Passage license business
Support of PSFT/JDE/SEBL/BAAN solutions to reduce Oracles maintenance revenue (via TomorrowNow)
Deliver packaged Migration Services for a smooth transition (SAP ADM)
Key Performance Indicators (KPI) For Program

Program Objectives

(List the performance indicators that are tracked for this program)

Operationalize maintenance offering
Implement migration tools
Complement offering with Education/Consulting

Signed Safe Passage Deals
Signed TomorrowNow Deals
Safe Passage License Revenue
TomorrowNow Revenue
Maintenance Volume taken away from Oracle by TNow
Pipeline Growth Safe Passage
Pipeline Growth TomorrowNow

Overall Program progress
Date of report

Reporting period start
date

Reporting period end
date

Jun 1, 2007

Aug 31, 2007

Sep 25, 2007

Submitted by

Overall Status

Y

Forecast at completion

in <currency>

T. Ziemen

Actual cost to date

in <currency>

G

-

-

Program Components
(Global work packages/projects as well as regional rollout work packages)

Planned Start

Planned Finish

Component Status

Work Package or Project Title

Lead

Due Diligence for Lawson/Intentia (TNow)

Service Business Development

Mar 2007

Dec 2007

R

H

TNow Business Extension for Oracle E-Business Suite

Service Business Development

Jan 2007

Dec 2007

R

H

G

TNow Business Extension for Hyperion

Service Business Development

Mar 2007

Dec 2007

R

H

G

Hyperion Sales & Marketing Campaign

Global Marketing

Jul 2007

Dec 2007

R

Y

G

Cross-Sell Program (TNow

Service Business Development

Jan 2007

Dec 2007

R

Y

G

SAP)

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

G = According to plan and no open issues
= Closed/Completed

H = On Hold

56

PTX_8010 Page 57 of 68

Safe Passage - Progress Report
Program Milestones

Program Key Accomplishments & Planned Activities

Status of the major milestones for the program as defined in the program charter.

Top accomplishments during the period covered by this report.

Target
Completion Date

Status*

Acquisition & Integration of TomorrowNow

Jan 2005

C

ADM Release I

Oct 2005

C

ADM Release II

May 2006

C

ADM Release III

Nov 2006

C

ADM Release IV

Jun 2007

C

Globalization of Business Model (foundation
of TNow Australia, Latin America set-up)

Dec 2006

C

Siebel as 3rd Service Business Line
established

May 2006

C

Baan as 4th Service Business Line
established

Dec 2006

C

TNow @ Sapphire 2007

May 2007

C

Set-up of Oracle EBS and Hyperion as further
Service Business Lines in Preparation

Dec 2007

OH

Milestone

Accomplishments

Ramp Up projects for SAP ADM continue in
EMEA
SAP ADM Baan enhancement activities
Re-work Safe Passage and SAP ADM
assets
Conducted two German Baan Infodays via
partners
TNow AEs now directly involved in SAP
opportunities
TNow signed several Siebel maintenance
contracts
Launched TNow operations in Mexico,
signed first Latin America deal in February
2007
TNow signed first Baan contract in February
2007
Completion of analyst and press road show
in the US
ADM Releases successfully rolled-out
TNow and Safe Passage Services presented
@ Sapphire

Planned Activities for Next Period

Active SAP ADM Project acquisition in US
and EMEA
Reactivate SAP ADM content development
Relaunch Safe Passage Partner program
Reinforce Biz Development in APJ
Evaluation of Data Migration also for
Hyperion
Global Baan Safe Passage launch
Hyperion Safe Passage program launch
Reimplement Service offering
TNow conversion program targeted at SMBs
TNow business expansion to Spain and Italy

* Status notation: P = Pending IP = In Progress OH = On Hold C = Completed

Key Issues or Concerns
Top Issues or risks

Issue / Risk

Plan of Action

Responsible

Oracle Lawsuit

In Progress (case management conference
before Judge Martin Jenkins on Sep 25, 2007)

Legal

57

PTX_8010 Page 58 of 68

Safe Passage - KPI Dashboard

Status as of Sep 25, 2007

Measure / KPI

Reported by T. Ziemen
Global
QIII 2006
Target

Signed Safe Passage Deals
Signed Tomorrow Now Deals

Actual

Target
148

140

SP License Revenue
Tomorrow Now Revenue
Maintenance Volume taken
aw ay from Oracle by TNow

Global
QIV 2006

142

€ 28.0M

€ 6.1M

Actual

Target
193

225

€ 185.5M
€ 6.3M

Global
QI 2007

228

€ 32.3M € 40.0M

€ 9.0M

Actual

Target
32

70

€ 206.8M
€ 9.5M

Global
QII 2007

76

€ 41.4M € 48.0M

€ 3.4M

Actual

Target
86

150

€ 50.0M
€ 3.7M

Global
QIII 2007

135

99
240

€ 100.0M
€ 8.2M

€ 46.2M € 58.0M

Actual
176
€ 119.0M

€ 6.8M € 11.0M
€ 48.4M € 70.0M

€ 9.4M
€ 49.1M

Pipeline Grow th SP

311 open Opps

231 open Opps

348 open Opps

323 open Opps

246 open Opps

Pipeline Grow th TNow

863 open Opps

816 open Opps

846 open Opps

813 open Opps

850 open Opps

58

PTX_8010 Page 59 of 68

Field Services Programs
ESOA Roadmap & Extended Services
FS ME Program
ISV Service Portfolio
Service Productization
Upgrade Services for SAP ERP (Project MOVE)

Global Service & Support Programs
E2E Solution Operations Support
MaxAttention
Premium Support
Safeguarding Services
Safe Passage
GSS ME Channel Business

Appendix

59

PTX_8010 Page 60 of 68

Service & Support programs for ME channel
business - Progress Report
Program Manager

Sponsors

Start Date

Wolfgang Faisst

Planned End Date

Planned Costs

1 Jan 06

U. Hommel, K. H. Hess, M. Schwarz,
W. Krips, H. P. Klaey

No end

Available on request

Program Description
Build the services offerings to support the development and growth of SAP in the Small and Midsize Enterprise Market

Key Performance Indicators (KPI) For Program

Program Objectives

(List the performance indicators that are tracked for this program)

Active Portfolio Management : Develop a Service Portfolio roadmap and planning cycle
Protect services and support profitability and develop new business opportunities for
SAP and Partners
Support quality ecosystem growth through partner enablement programs

Overall Program progress
Date of report

Oct 02

Reporting period
start date

Sep 1

Reporting
period end date

Oct 2

Submitted by

Overall Status

R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

Y

G

Forecast at completion

in <currency>

Wolfgang Faisst,
Heike Laube,
Mario Fritsch

Actual cost to date

in <currency>

Available on request

Available on request

G = According to plan and no open issues
= Closed/Completed

60

PTX_8010 Page 61 of 68

Service & Support programs for ME channel
business - Progress Report
Program Components
(Global work packages/projects as well as regional rollout work packages)

Work Package or Project Title

Service Benefits Package

Planned Start

Lead

Planned Finish

Component Status

R

H. Laube

Oct 07

Apr 08

•

SBP Communication Deliverables for version 2.0

H. Laube / St. Wagner

Sep 07

•

SBP replenishment (PE Spring Release 08)

H. Laube / St. Wagner

Oct 07

Mar 08

•

SBP multi-office invoice (PE Spring Release 08)

H. Laube / B. Glasstetter

Oct 07

Mar 08

SBP paid services

tbd

tbd

tbd

R

G

R

•

Y

Dec 07

ME Maintenance & Support Model (A1)

G
G

M. Fritsch / H. Laube /
M.Rink / H. Hirsch

G

Y

•

A1 maintenance contract template revision

M. Fritsch / M. Loehle

Mar 07

•

Partner Communication Package

M.Rink / H. Hirsch

Sep 07

Oct 07

•

Partner Roadmap & Checklist

M.Rink / H. Hirsch

Oct 07

Mar 08

•

ME Message Billing (A1)

G

Aug 07
G

Y

G

M. Fritsch / W.Ritter

Oct 07

Dec 07

G

ME Implementation Incentive

H. Laube / T. Scerry

tbd

tbd

G

ME- Product Qualification process

J. Graf, A. Pichardo

Jun 06

Mar 07

ME-Reduce proactive and reactive svcs within maintenance

A. Reuther, V. Reinstorf

Aug 06

Aug 07

ME- VAR support consultant curriculum program

Stefan Wagner, Heike Laube

Jun 06

Oct 07

R

Y

G
G

R

G

Note:
-SE-related project & portfolio progress (= SAP Business One) is reported via B1 EMT Meeting
-SAP Business ByDesign is covered thru separate project tracking & reporting
R = Behind plan or urgent open issue; project sponsor decision required
Y = Behind plan or open issue; project management action required

G = According to plan and no open issues
= Closed/Completed

61

PTX_8010 Page 62 of 68

Service & Support programs for ME channel
business - Progress Report
Program Milestones

Program Key Accomplishments & Planned Activities

Status of the major milestones for the program as defined in the program charter.

Top accomplishments during the period covered by this report.

Milestone

Target
Completion Date

Status*

SME- Service Benefits Package

Apr 08

IP

SBP Paid Services

Mar 08

Accomplishments

3rd invoicing loop for Q3 2007 started
Alignment on program pricing
(& entitlement) across different
PartnerEdge partner tracks

P

ME Maintenance & Support Model (A1 VAR) with
Solution Manager:
- Support Consultant Curriculum
- Partner Communication Package
- Partner Roadmap for Support Center Set-Up
- Message Billing

IP
Mar 08

ME Implementation Incentive

Planned Activities for Next Period

Produce communication deliverables for
deployment of version 2.0 with Fall Release
2007
Project submission to PE Spring
Release2008 (replenishment, hierarchy/multioffice)
Build proposal with CSO & Custom
Development on how PSD can be used to
actively position (= sell) consulting and CD
services to channel partners.
Initial discussions with respective parties
show eagerness to leverage PSD.

Certification exam available in all countries
Landing page in Channel Partner portal live
Partner workshop with channel DE to
introduce new support infrastructure,
processes & enablement; collecting
deployment requirements

Build Initial communication package for
channel VARs by end of October
Build VAR roadmap for setting up support
infrastructure & processes
Alignment meeting with AGS to intensify
project support
After top-ten country approach, now SME
regional communication for expansion into
global process w. Q4
Build proposal on how to incent and reward
partners for good implementation projects
and providing good support to customers
Consider inclusion in Pinnacle Award

P

* Status notation: P = Pending IP = In Progress OH = On Hold C = Completed

62

PTX_8010 Page 63 of 68

Service & Support programs for ME channel
business - Progress Report
Key Issues or Concerns
Top Issues or risks

Issue / Risk

PE deployment in SAP Japan most likely postponed until PE
Spring Release 2008 - due to
country-specific deviations in partner type mgmt
missing program for 2nd tier partners
SAP direct support for A1 required as standard
SBP delivery requested in Japanese / out of JP
SBP Multi-office Invoice, important for some of the economically
weaker regions, but potential budget constraint on PRM side

Plan of Action

Responsible

M. Schmitt and SAP Japan
Refined SBP business case for JP submitted to region
Answer still pending
Workshop scheduled for Oct 10/11

Requirements & scenarios submitted to PE program team

B. Puschmann

63

PTX_8010 Page 64 of 68

Field Services Programs
ESOA Roadmap & Extended Services
FS ME Program
ISV Service Portfolio
Service Productization
Upgrade Services for SAP ERP (Project MOVE)

Global Service & Support Programs
E2E Solution Operations Support
MaxAttention
Premium Support
Safeguarding Services
Safe Passage
GSS ME Channel Business

Appendix

64

PTX_8010 Page 65 of 68

New Customer Consumed Services - Roadmap Summary
Focus on Services for the Business Suite
BS

Q2

SAP Netweaver Master Data
Management
(FS-Edu)

SAP Netweaver Master Data
Management
(FS-Edu)

-

GDS

-

Data Modeling

-

A1

SAP Technical Upgrade Service
Package
A1
(FS-Cons)
SAP Project Review Service
(FS-Cons)
SAP Technical Installation
Service Package
(FS-Cons)

Print Publishing

Certification Solution
Consultant SAP
Netweaver 2004
BS
E2E Appl. Management Expert
(FS-Edu)
-

-

Root Cause Analysis

Certification
A1

-

Change Control
Management
Certification

E2E Business Process ExpertBS
–
Business Process Integration
and Automation Certification
(FS-Edu)
E2E Program Manager
– Technical Upgrade
BS
Management Certification (FSEdu)

BS

Q3

Q4

Duet Assessment Workshop BS
(FS-Cons)
BS
Work Center Assessment (FSCons)

Master Data Quality Analysis
Service
BS
(FS-Cons)

BS

Global Risk & Compliance:
BS
Compliance Calibrator 5.2 (FSEdu)
BS
BS

Full Analysis Service

-

Quick Analysis Service

-

Monitoring Service

-

Enhancement Services

BS

Enterprise Services Modeling
for Enterprise SOA (FS-Cons)

Technical Upgrade Assessment
BS
(FS-Cons)
Master Data System Sizing
Service
(FS-Cons)
Certified Business Process
Professional
(FS-Edu)
Community Network Forums
(Product Support)
Help Desk
(Product Support)

BS

Duet Packaged Services (FSCons)

-

BS

Value Assessment for
Enterprise SOA
(FS-Cons)

BS

Master Data Quality
(FS-Cons)

Organizational Planning and
Governance
(FS-Cons)

IT Strategy Realization (FS- BS
Cons)

Certified Business Process
Associate
(FS-Edu)

SAP Data Migration Service
Package
A1
(FS-Cons)

BS

BS

Certified Professional
Enterprise SOA Architect (FSBS
Edu)

CPM (FS-Edu)

Business Strategy for
Enterprise SOA
(FS-Cons)

Business Process Innovation for
Enterprise SOA (FS-Cons)

Certified Associate SOA
Enterprise Architect
(FS-Edu)

Duet 1.0 (FS-Edu)

2008
Q1

BS

2007

BS

Q1

BS

Master Data Governance
Service
(FS-Cons)
Master Data Quality
(FS-Cons)
Development
Boot Camp
(CD)

BS

BS

BS

BS

BS

A1

Value Based Risk Management
(Product Support)
BS
A1

Customer Consumed Services not included for:

-

A1S

Roadmap

-

B1

Benefit Evaluation

SAP General Ledger Migration
BS
(CD)

Solution Operation Support

BS SAP Business Suite

BS

A1 SAP All-in-one

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New Partner Consumed Services – Roadmap Summary

2007

2008

SI

Q1

Q2

VAR

Partner Coaching (FSCons)

SAP Netweaver Master
Data Management
(FS-Edu)

SAP Netweaver Master
Data Management
(FS-Edu)

- GDS
- Data Modeling

-

Print Publishing

-

Certification
Solution Consultant
SAP Netweaver
2004

E2E Appl. Management
Expert (FS-Edu)
-

Root Cause
Analysis
Certification)

-

SSP

Q3

SSP

Change Control
Management
Certification

E2E Business Process
Expert – Business
Process Integration and
Automation Certification
(FS-Edu)
E2E Program Manager –
Technical Upgrade
Management
Certification
(FS-Edu)

VAR Value-added-Reseller

BPO

A1 VAR Support
Enablement
(PSD)

System Integrator

Q4

SI

Q1

Partner Service Advisor
(PSD)
Certified Business
Process Professional
(FS-Edu)

Certified Associate SOA
Enterprise Architect
(FS-Edu)
Certified Professional
Enterprise SOA Architect
(FS-Edu)
Certified Business
Process Associate (FSEdu)
Global Risk &
Compliance: Compliance
Calibrator 5.2
(FS-Edu)
Duet 1.0
(FS-Edu)

Premium Qualification
SSP
(ICC)
ESOA Roadmap for
SSPs
(ICC)

SSP Enabler
Qualification
(ICC)

SI

SI

SSP

SSP

Q4

SSP

ESOA CertificationsServices Provisioning
(ICC)

Composite Application
Development
(CD)
Development
Boot Camp
(CD)

SI

SSP

SSP

ESOA Certifications –
Services Consumption
(ICC)
Provider Expert on SSP
Demand Services (AMS
Expert on Demand)
(BPO)
AMS

CPM
(FS-Edu)
Development System
Landscapes (extended)
(ICC)

SSP Software Solution Provider

SI

VAR

Business Process Outsourcing Partner

SSP

AMS Application Management Services Provider

Relevant for all partner types, except for VARs.

66

PTX_8010 Page 67 of 68

Copyright 2007 SAP AG
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