Promote Your Solution on the SAP App Center for

Maximum Impact
Thorsten Leiduck, SAP Cloud Platform Ecosystem
Philippe Levy, SAP App Center
September 7th, 2017

FOR SAP PARTNERS ONLY

 FOR SAP PARTNERS ONLY
SAP App Center
The Digital Enterprise Marketplace

IDC By 2018 over 65% of top partners will have changed
their GTM model to better find and serve targeted customers The marketplace is For Nestl the most
necessary for business to important thing is to have one
- Most top partners will use marketplaces to create and offer
buy relevant apps but is single place to discover, try
complete, customer bespoke solutions, with a single
not the only decision and buy HCP apps, with SAP
invoice
criteria for a company to acting as the single point of
- Partners will begin to choose marketplaces that offer end
select HCP. A clear contact for all commercial
customer access, so customers can better control/track
strategy on how SAP matters. The Marketplace
their technology assets.
would recruit and promote proposal outlined for HCP
- The best partners will market to customers/prospects
partners needs to be in would make the purchasing
where customers spend time and via customers trusted
place to build a force.com of apps a lot easier and more
sources.
like ecosystem around attractive for Nestl.
HCP.

- Juergen Goeggerle - Kipp Verena

Shell Global Account Director Nestle Core Account team
2017 SAP SE or an SAP affiliate company. All rights reserved. 2
 Agenda
Overview
The Opportunity
App Center for Customers
App Center for Partners

How does it work For customers?

Transactions
Subscription Management

How does it work For Partners?

Participation Levels
Conditions & Fees
SAP Cloud Platform License Models
Field Comp
Best Practices

2017 SAP SE or an SAP affiliate company. All rights reserved. 3

 FOR SAP PARTNERS ONLY
SAP App Center
The Opportunity
Transactional marketplace
Discover Try, Buy, and Manage 3rd party solutions

One-stop shop Consolidated partner marketplaces from:

SAP Cloud Platform

LoBs: SuccessFactors, Hybris, S/4HANA
Technology areas: Analytics, SAP Cloud Platform, DDM

Rationalization with SAP Store:

SAP App Center: Partners solutions SAP Store: SAP solutions

~1,400 partner applications, ~150 transactable

There are 7,000+ SAP Cloud Platform customers today
Effective way to drive consumption of CP is through partner apps
App Center is the path to drive incremental CP demand

Field compensation on partner solution sell-through

2017 SAP SE or an SAP affiliate company. All rights reserved. 4

 FOR SAP PARTNERS ONLY
SAP App Center For Customers
The Digital Enterprise Marketplace

Discover, Try & Buy 3rd party apps in one place

Centralized User & License Management, across all
vendors
Enterprise-Class Purchasing (two-tier system: requester &
procurement/IT)
PO-based ordering, invoice settlement via Ariba Pay or
other payment gateway
Central Communication platform with all 3rd party vendors

2017 SAP SE or an SAP affiliate company. All rights reserved. 5

 FOR SAP PARTNERS ONLY
SAP App Center For Partners
The Digital Enterprise Marketplace

List solutions on the App Center with Price Books/Editions

Ariba Pay or other payment gateway configuration
API end-points configuration
Manage Trials, Leads and Sales in one place, for all
customers
Central Communication platform with all customers
Track Orders, Billings

2017 SAP SE or an SAP affiliate company. All rights reserved. 6

 FOR SAP PARTNERS ONLY
SAP App Center Customers
Transactions

Discovery & Transaction are facilitated on the App Center

Customer buys on Partner Paper (= merchant of record)

Partner Supports the Solution

Customer App Center invoices Partner

on behalf of Partner

Customer pays Partner

via App Center

SAP charges Cloud Service

Fee to Partner
SAP

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 FOR SAP PARTNERS ONLY
SAP App Center Customers
Cloud Subscription Management

More than a Store: manage subscriptions, assign users, etc. for all 3rd party solutions in one place

Buy / Subscribe to
an App
Customer

Manage
subscription & users
in the App Center

2017 SAP SE or an SAP affiliate company. All rights reserved. 8

 FOR SAP PARTNERS ONLY
SAP App Center Partners
Two Participation Levels

As Community As an SAP Partner

You may: You may:

List only (*) List
No trial, no transaction List and market your solution. SAP App Center is one-stop
destination for customers to discover all Partner solutions built on
SAP platforms.
Trial
Partner solutions can be configured for trial use either on their
own, or if built on SAP Cloud Platform, they may be auto-
provisioned on the App Center.
Transact
Partners may enhance their listing with transaction capabilities, so
that customers can purchase and manage user licenses digitally
(*)
through App Center.
Currently only available for Analytics extensions

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 FOR SAP PARTNERS ONLY
SAP App Center Partners
Conditions & Fees

Community (listing only) SAP Partner (list, trial, transact)

Conditions (*): Conditions:

Individuals (developers, students, Companies only

user groups, etc.) and non-partner SAP Partner Developer Agreement (PE Build, OEM, other), in good

companies standing

A/C Participation Agreement App Center Participation Agreement

ARC Solution must pass the Application Readiness Check (ARC)

Fees: Fees:

Listing on SAP App Center is free Listing on the SAP App Center is free
Provisioning of Trial Apps on SAP Cloud Platform is free
(*) Currently only available for Analytics extensions Cloud Service Fee on transactions: 15% on each invoice
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 Embedded SAP Cloud Platform ePaaS Business Model*

ePaaS is a 100% standardized application-specific Platform-as-a-Service license for SAP Cloud Platfom
which allows partner to embed SAP Cloud Platform into their solution for a true SaaS experience for customers

What is ePaaS? Partner pays SAP 25% revenue share on their net app subscription fee subject to minimum fees Bundled

NEW: 100% compensation and quota credit on ePaaS transactions for SAP direct sales, if partner
solution is sold via the SAP App Center and with a minimum subscription is 12 months

Benefits
True SaaS experience at your commercial terms
Partner Single contract for customer; one buying center
Customer 75% Share Elastic pricing decoupled from SAP Cloud Platform pricelist
Subscription
Revenue to Enables effective joint sales engagement and a land & expand
Partner approach w/o platform discussion (seeding strategy)
Multi-tenancy as well as single-tenancy deployment of apps
SAP Royalty supported
25% for ePaaS Low minimum fees; high governor limits

* Available to all SAP PartnerEdge Build partners with Innovation Pack SAP Cloud Platform. For large business cases OEM as negotiated variant available
2017 SAP SE or an SAP affiliate company. All rights reserved. 11
 INTERNAL
SAP App Center Partners
SAP Cloud Platform License Options
Sold through App Center Sold through App Center Sold through App Center
Embedded SAP CP Embedded SAP CP Embedded SAP CP
SAP App Center Fee /
Total Cost of Ownership for Customer

15% 15%
Partner Cost of Sales

Scope of
Partner App 85%
App Center 60% 75%
Value purchase

Bring your own

SAP Cloud Platform SAP CP 25% ePaaS (*) 25% ePaaS (*)
License License

(*)
ePaaS (*)
ePaaS
Royalty Minimum Fee applies Royalty Minimum Fee applies
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SAP App Center & ePaaS Field FOR SAP PARTNERS ONLY

2017 Sales Compensation Details

App Center: 15% revenue share from partner solution sell-through credits
What towards AE quota and commission
ePaaS: 25% revenue share, if transacted via the App center only, credits as
ACV towards AE quota min. 12 months ePaaS subscription period required

Enterprise Accounts:
Industry AE + First Line Manager
Specialists AE + First Line Manager
Who
GB (General Business) Accounts:
GB AE / CSE + First Line Manager

Call to Action Engage with your PBM/PSA for co-sell activities on SAP App Center!

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 FOR SAP PARTNERS ONLY
SAP App Center Partners
Best Practices (ePaaS)

ePaaS Guidelines:

Set up 2 editions:
Embedded SAP CP
BYOL SAP CP Services

12 month subscription to be eligible to

ePaaS Field Comp

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 FOR SAP PARTNERS ONLY
SAP App Center Partners
Best Practices (Digital Mindset)

Listing should be
Set up Pricing complete and Actively follow up
Enable your app(s) Always set up a with leads
Editions: Land & accurate. App page
for transaction Free Trial
Expand should lead to (SLA: 2 days)
conversions

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 FOR SAP PARTNERS ONLY
SAP App Center Support & FAQ
FAQ https://static.sapappcenter.com/faq.html
List Your App https://static.sapappcenter.com/list-app.html
Requirements for listing on the SAP App Center?
Be an SAP development partner (PE Build, OEM, Global Services Partners, Global Technology Partners, Cloud
Solution Partners/ByD partners)
Pass the App Readiness Check (or Solution Readiness Check for ByD partners)
Is pricing required to list on the SAP App Center?
No, pricing is not required. However, partners who publish pricing are eligible for marketing promotion and
spotlight features. If partners are unsure on how to price their products for a public marketplace, the SAP App
Center team can assist (appcenter@sap.com)
How can partners set up trials?
Partners can set up trials on their own servers/SAP Cloud Platform instances or on an SAP owned SAP Cloud
Platform instance (for SAP CP-based partner apps).
What ways can partners enable their app to transact?
Partners can enable their app to transact manually or automatically via API calls. With a manual transaction,
partners must go into the SAP App Center to resolve customer queries/events.
2017 SAP SE or an SAP affiliate company. All rights reserved. 16
 2017 SAP SE or an SAP affiliate company. All rights reserved. 17
Thank you.
SAP App Center Team
appcenter@sap.com