HCP ValProp&PartnerUseCases PartnerVersion 1

SAP HANA Cloud Platform Value Prop and Use Cases
for partner migration / adoption discussions

SAP HANA Cloud Platform Product Management
SAP Platform Partner Ecosystem, SAP SE
PLEASE NOTE:
Current version of this document can be found on the Partner Center
Most current version of HCP-roadmap doc on http://service.sap.com/saproadmaps
June 9, 2016
Digital Business is Here to Stay

Disruption and Business Opportunities are Everywhere
Digital business models are disruptive.

The rules have changed.
Under Armour is not just selling shirts and shoes. They are
connecting 38 million people on a digital health platform
Facebook is not just a social network, it is the largest media
company even though it doesnt create content
Leaders are Emerging from Nowhere

90% of CEOs believe the digital economy will impact their
industry, but less than 15% are executing on a digital strategy *
Early Adopters are Winning

Early adopters are achieving +9% revenue creation, +26%
impact to profitability, and +12% market valuation.*
Industry Boundaries are Blurring

Every company is expanding beyond traditional industry
boundaries and also becoming a technology company
Uber is not just another taxi company, it is transforming

into an urban logistics company with 200,000 drivers,
roughly double the size of the UPS delivery workforce
Siemens is not just an industrial powerhouse. They are a
software company connecting their industrial assets in the
cloud and enabling customers to generate new revenue
streams by selling services, not products
Alibaba is not just the largest e-commerce company, they
are also a financial services and technology company
blurring industry lines
Source: * MIT Sloan and CapGemini, 2013,
2016 SAP SE or an SAP affiliate company. All rights reserved.
Competitive Advantages of SAP Portfolio and Platform

Size, depth, and breadth
Largest competitive installed base:

Core data
Extended business processes
Cross Enterprise:
Innovation at the digital core
Business networks for connectivity
Reimagine work and business processes
Omnichannel
Cloud Platform integration
Uniquely monetizing business network IP
S/4 HANA and SAP HANA Cloud Platform are THE Enablers for
Simplification and Innovation in the Digital Era
Business Network
Run Simple on a
SOLID
CORE
AGILE
INNOVATION
on SAP HANA
Cloud Platform
Enabled
SAP HANA Cloud Platform
ECOSYSTEM
SAP PartnerEdge - Build

~450 partners developing on HCP
~1.000 HCP apps in SAP HANA App Center
4

Business Results in the Cloud Start Here
Deliver Modern User Experience

to Any User on Every Device
Acquire Insights and Intelligence

with Analytics
Unlock Knowledge and Maximize

Productivity through Collaboration
Connect, transform and reimagine

with the Internet of Things
Free Your Apps and Data from Silos

with Cloud and On-Prem Integration
5
SAP HANA Cloud Platform is SAPs in-memory Platform-as-aService offering to build and run business cloud applications
App Center
New Apps / App Extensions
SAP HANA Cloud Platform (PaaS)
On-Premises /
Managed
Cloud
SaaS
Service Enablement | API Management
SAP S/4HANA
Runtimes
SAP Business Suite

SAP Business
Warehouse
Java
Business Services
YaaS
Commerce
YaaS
Marketing
YaaS
Service
Platform Services
Integration
IoT
Security
UX
Mobile
Collaboration
SAP ASE
Redis1
PostgreSQL1
MongoDB1
Dev
&
Ops
Analytics
XSJS
HTML5
SAP SuccessFactors
SAP Cloud for
Customer
SAP Ariba
Concur
Node.js1
Data & Storage

Services
Other1
IaaS
SAP S/4HANA
SAP Data Centers

SAP HANA Cloud Platform, virtual machines1
Big Data Services:
SAP HANA
SAP Fieldglass
SAP HANA Vora1 /

Hadoop1
SAP Business
ByDesign
Customer Data Centers1
1) planned innovations / future direction

Use Cases for Partners to address via SAP HANA Cloud Platform
USE CASE PLAYS
Extend
Cloud & OnPrem Apps
Extend On Premise-Solutions
(SAP incl. S4 / HANA, hybris or legacy)
Cloud-agility for innovating and extending processes (incl. HANA, mobile),

comfortable connectivity and security
Renovate user experience with SAP

Fiori
Renovate user experiences via Write once Run everywhere browser based apps for
desktops & mobile devices
Mobile Consumption
All mobile solution qualities (SMP 3.0) from the cloud (e.g., native, push-notifications,
SSO, offline, security, usage analytics)
Extend SAP Cloud Solutions
Build customized business processes in SAP HCP as extensions to SuccessFactors

Employee Central and Cloud4Customer
Ariba and SAP Fieldglass-scenarios*
Concur, SAP Anywhere-scenarios available*
Integration-solution, HCI-based
Real-time, mediated, bi-directional n:m process- and data integration
SAP HANA-based Analytical

applications
Full in-memory power with all HANA-features like predictive, Geo Spatial, Text mining,
Text search; Lumira Server for reporting interface
Build IoT solutions, SAP HANA-based
Securely connect multiple IoT devices to a single IoT hub in the cloud based on open
standards + apply full power of HANA-based analytics
Enterprise Collaboration
Leverage SAP JAM to connect solutions or embed SAP Jam capabilities into your
applications via pre-defined UI widgets or REST/ODATA-APIs
813
Integrate
Your Apps and
Data
Build
Brand New
Cloud Apps
USE CASE BRIEF
* planned innovation
Broad Partner Adoption Proves the SAP HCP Value Proposition
* only sample shown
Partner Benefits in Development and Go-To-Market Phase

Application Development with SAP HANA Cloud Platform
Development and Evolution
Fully managed, cloud-development environment for 1.500/year
(+ a la carte options)
Supports HTML5/UI5, Java, HANA XS*, and OData development
Rich and constantly growing set of application services and inmemory HANA-services, eg,
mobile via HCPms leveraging the SMP3.0-capabilities and -SDK
Native HANA* leveraging HANA XS and extensive libraries
Simple onboarding
No downloading of software and activating of licenses (outside some tools)
Extensive enablement and onboarding support assets
Comfortable integration support**

(1:1 using SAP Cloud Connector, 1:m, n:m using HANA Cloud Integration)
Back-end integration in the cloud via Cloud Appliance Library,

managed and pre-populated SAP systems in the cloud***
Go To Market and Delivery

Differentiate by selling own IP and related services
Quickly deploy your apps for your end-customers
Avoid the need to ship software and maintain different releases
Free listing on SAP HANA App Center

Be a fully self-sufficient cloud service provider while letting SAP run
the IT-operations
Embed SAP HANA Cloud Platform into your application for 25% revenue share
Choose multi-tenancy or single-tenancy deployment
within HCP-account (subject to app-design)
Leverage SAPs brand or offer the service fully under your brand
Sell independently to net new and existing SAP HCP customers
Leverage SAPs strategic push of HCP in the market
Build awareness for your HCP apps at SAP-events

eg, select partners porting their mobile apps could showcase at SAPphire 2015
Demo Theater
Become a reference for one of around a dozen HCP-use cases

* Requires dedicated HANA instance option for 390 p.m.
** innovation pack for HCI: 1500/year
*** CAL 600 p.m. + AWS-hosting charges
Embedded PaaS Completes Business Model Options for Cloud-ISVs

HCP Partner Business Models supported by SAP PartnerEdge - Build
Custom Dev
Develop customer-specific
cloud applications
Packaged App
Develop and sell packaged

cloud applications
App IP
Customer
Embedded Platform-as-aService (ePaaS)
Develop packaged cloud application

and sell app as SaaS including
embedded HCP resources
Partner APP
SAP
HANA
CloudPlatform
Customer
SaaS
App IP
Customer
App IP
Customer
HCP
Instance
SAP
App
Custom
App
HCP
Customer
HCP
Instance
SAP
App
Partner
App
HCP
Fulfilling our
partners asks
Partner
HCP
Instance
Partner
App
HCP
Enable go-to-market as self sufficient cloud service provider

Simple and transparent pricing for embedded HCP in line
with market best practices
No upfront commitments and risk/reward-sharing by SAP
Multi-tenancy deployment possible
10
Introducing SAP HANA Cloud Platform

embedded Platform-as-a-Service (ePaaS)
Partner APP
SAP
HANA
CloudPlatform
Highlights
Allows embedding of SAP HANA Cloud Platform (HCP) into partner app for true SaaS experience
Risk/Reward model: priced at 25% of the net cloud subscription revenue received from customer
Low minimum fees and high governor limits, unambiguously determined by app category
Available to all SAP partners building applications with innovation pack for HCP
Partner Benefits
Enables SaaS delivery of your app at your commercial terms
True cloud experience: no need to optimize resource consumption

of app or commit revenue upfront
Easy to plan, decoupled from HCP-pricelist
Supports all sales motions and customer buying preferences

including land-and-expand
Multi-tenancy deployment of apps as well as single-tenancy

deployment supported
Simple Order Form under SAP PartnerEdge - Build contract
Subscription
Partner Share
75%
Customer
Subscription
Revenue to
Partner
SAP Royalty
for HCP ePaaS
25%
11
Easy steps to first HCP-app for partners supported by simple tools

Evaluation
On-boarding
Enablement
Build
Go-To-Market
Inform yourself
Try it out
Sign-up as appl. devl

partner
Set-up
Learn capabilities
Build app use-case
Design, architect,
build solution
Certify app (optional)

List on SAP HANA App
Center
Market & Sell
Tools
Tools
Tools
Tools
Tools
Free, unlimited HCP-Trialaccount; free SAP HANA

Developer Edition (if native
HANA development needed,
cloud-hosting charges apply
Sign up Wizard on PC (for

existing partners click here)
Trainings and Enablement

materials on HCP and HANA
(PC)
HANA Partner
Engineering Service
(EMEA and NA) for
technical enablement
and assessment
App Readiness Checkwizard
Get-Started docu on App. Devl.

Partner Center (PC)
OpenSAP-courses for HANA and

HCP as well as Fiori
Blogs and Interaction on SAP
Community Network
Optional development-evaluation
of native HANA (charges for
cloud-hosting apply)
Select additional resources,

and options (e.g., HCI,
mobile services, SAP JAM
Devl Edition, SFSF
extension package), if reqd
Order
Step-by-step guide
Technical Onboarding
Guide
PSD-support for partners
Support on HANA and HCP

via the SAP Community
Network
Remote Opportunity
Assessment (feasibility
validation, architectural
guidance)
Prerequisite: App usecase evaluation based

on simple request-form
(via PSD)
Certification docu.
Step-by-step guide to selfservice publication incl.
wizard
SAP HANA App Center Dashboard

Listing in Partner Directory
Prerequisite: App use-case

evaluation based on simple
request-form (via PSD)
12
Invest in SAP HANA Cloud Platform and be a part of SAPs extension

strategy for SAPs On-premise and cloud solutions portfolio
HANA Cloud Platform

(PaaS)
Visit the partner center

here and sign up now!
13
Backups
Industry Shift to Digital Era Requires an Agile Open Business

Platform (Gartner Hypothesis)
1
Services
Business processes need to change to support

digital moments
Software spend will only grow at 1% economic

shift is actually to increased services and SaaS
Digital natives will rent rather than buy

accelerating shift to cloud
Landscape becoming Bi-modal
100%
23%
45%
Software
20%
Hardware
16%
20%
10%
Personnel
Mode 1: Stable core

Mode 2: Innovation platform
41%
25%
Current
Digital Era
Based on Gartner Symposium, 11 Nov 2014
Key CEO priorities include:

1. Ecosystem, partnerships, and value networks
2. R&D / Innovation
Business model transformation towards IP is inevitable; partner types are blurring

15
SAP HANA Cloud Platform is SAPs in-memory Platform-as-aService offering to build and run business cloud applications
ONE CLOUD INFRASTRUCTURE MANY OPPORTUNITIES
Runtimes /
Programming
Models
XSJS
Business
Services
Marketing
Application
Services
Mobile
Service
Commerce
UX
Analytics Collaboration
IoT
Security Integration
Database
Services
Transactions
Analytics
Streaming
Predictive
Spatial
Text Mining
* planned innovations / future direction

16

Business Results in the Cloud Made Simple
Powerful
Easy
Fast
Enterprise Cloud Platform

Capabilities
Access to Enterprise
Application Data Sources
Business Results
User Experience
Analytics
Internet of Things
Collaboration
Integration
SAP SuccessFactors
SAP Cloud for Customer
SAP Ariba
Concur
SAP S/4HANA
SAP Business Suite
Rapid Time to Value:

Move projects from years to a few
months
Deploy pre-built apps from SAP
and our partners for even quicker
results
17
Open standards &&

open source
Information
hcp.sap.com
help.hana.ondemand.com
Communication
Release notes
Tools && SDKs
SCN Dev. Center
tools.hana.ondemand.com
Twitter, Slideshare
Maven Central
Code samples
github.com/SAP
2014SAP
SAPSE
AG
SEor
or an
an SAP
SAP affiliate
AllAll
rights
reserved.
reserved.
2015
affiliatecompany.
company.
rights
reserved.
Education
open.sap.com
HANA Academy (YouTube)

18
SAP Data Centers Around The World

World-class Tier 3 and 4 SAP
datacenters around the globe
SAP managed data centers & select partners
operating according to SAP standards
Additional SAP HANA Cloud Platform presence
in preparation
Customer can choose in which datacenter
applications are run and data is stored
Additional planned availability in SAP data
centers
(primary + secondary)
Japan
China
SAP HANA Cloud Platform presence

Planned SAP HANA Cloud Platform presence
Second step: other (planned) data centers

For more details, see www.sapdatacenter.com

19
Expand beyond SAP S/4HANA scope with HCP

Create business value using a de-coupled agile layer
HCP: Extend reach. Integrate. IoT.
Input from external users &
devices
Variants of standard
processes and business logic
(e.g., micro vertical solutions,
localization)
Integrate with SAP Cloud

apps and 3rd party solutions
Extend core processes by
before and after steps, (e.g.,
customer service or triggers
from sensor data)
Focus on company owned

business documents (e.g.,
legal compliance in Finance)
Bridging applications
between Cloud and OnPremise
Analytics extensibility, e.g.,

tailored operational reporting
for minimized asset allocation
New standalone cloud apps
Enrich the Core

2015
SAP
SESE
or an
SAP
affiliate
company.
All rights
reserved.
2016
SAP
or an
SAP
affiliate
company.
All rights
reserved.
20
SAP S/4HANA and SAP HANA Cloud Platform (HCP)

Technology perspective
HCP: Extend reach. Integrate. IoT.
HTML5, SAP Fiori and OData
Develop application with Java

or HANA XS (*)
Integrate with Cloud Connector
and HCI
Side-by-side extensibility
with HCP
HANA Cloud
Platform
In-app extensibility in
SAP S/4HANA
Key User: Fields and tables,

business logic (rules
frameworks etc.)
Developer: Classic ABAP (onpremise only)
Enrich the Core

(*) Planned: node.js,Ruby
End-to-end demo at SAP TechEd Barcelona by Bjrn Goerke: http://events.sap.com/teched/en/session/26506
2015
SAP
SESE
or an
SAP
affiliate
company.
All rights
reserved.
2016
SAP
or an
SAP
affiliate
company.
All rights
reserved.
21
Innovate and monetize your business solutions leveraging

SAP PartnerEdge Build (fka SAP PartnerEdge for Application Development)
COMMERCIALIZE
Embedded Platform-as-a-Service for
INNOVATE
BUILD
SERVICE
SELL
SAP digital properties
Attractive fees for

BUILD
engagement:
SAP Hybris Cloud

for Customer
SAP
SuccessFactors
SAP
Jam
Other
Options
Integration Services Options

SAP HANA Cloud Platform,
Integration Services
On-Premise technologies
Partner with SAP

(Build: globally)
Explore partnership as an Open Ecosystem member
Additional
Resources Options
Cloud-Packs:
1500 p.a. each
On-Premise packs:
500 p.a. each
Common SAP
PartnerEdge
Base Fee
2000 p.a.
Free
(Build: 1 year)
22
Innovate and monetize your business solutions leveraging

SAP PartnerEdge Build (fka SAP PartnerEdge for Application Development)
COMMERCIALIZE
Embedded Platform-as-a-Service for
SAP digital properties
List on AppCenter Reach out to SAPs customers Leverage SAPs GTM services Offer services
INNOVATE
BUILD
SERVICE
SELL
Set your price
Attractive fees for

BUILD
engagement:
SAP Hybris Cloud

for Customer
SAP
SuccessFactors
SAP
Jam
Other
Options
Integration Services Options
Additional
Resources Options
SAP HANA Cloud Platform,

Integration Services
Cloud-Packs:
1500 p.a. each
On-Premise technologies
25 development licenses Enterprise support (or equiv.) Cloud resources Enablement Application Readiness Check
Common SAP
PartnerEdge
Base Fee
Partner with SAP

SAP partner status Partner management For Build: One global agreement Your add-ons your IP www.sapadpc.com
Explore partnership as an Open Ecosystem member

Exploration packs / SAP HANA Cloud Developer Edition
Base enablement
On-Premise packs:
500 p.a. each
Proof of Concept Community support
2000 p.a.
Free
(Build: 1 year)
23
SAP HANA Cloud Platform / SAP HANA Cloud Integration

Innovation packs plus additional resources options
Infrastructure
SAP HANA Cloud
Compute Unit
Lite
(1 core, 2GB)
Professional
(2 cores, 4GB)
Premium
(4 cores, 8GB)
Premium+
(8 cores, 16GB)
(prices in EUR p.m. as of Jan 1, 16)
Database
SAP HANA
dedicated instance (64GB)
SAP ASE
dedicated instance (40GB)
Application
290,-
Portal Administrator User
20,-
Portal Site visits (1.000 pa)
8,75
Mobile Services User
3,-
SAP Jam Devl. Edition

(2 instances, incl. languages)
40,84
30,-
173,40
Cloud Identity
(1000 logon requests p.m.)
Custom Domain
60,-
Mobile Documents User

(incl. 5 GB Storage)
2,40
3rd party Connection
60,-
SuccessFactors Employee
Central Test Tenant*
On request
Bandwidth (10 GB)
2,40
SAP Cloud for Customer

dev/test tenant
165,84
Innovation pack
for SAP HANA
Cloud Platform
1500 per year
Innovation pack
for SAP HANA
Cloud Integration
53,40
77,40
Unstructured Storage
(10 GB)
99,6,-
113,40
SAP HANA Cloud Platform SDK and tools for Java

25 named user licenses for SAP HANA Cloud
Platform mobile services
2 compute units "lite edition" for develt and testing
1 GB structured shared SAP HANA db storage
10 GB bandwidth
10 connections
10 GB bandwidth for development and testing
1500 per year

10 GB of unstructured storage volume tier

SAP HANA App Services, 2 Cloud Portal
Administrators
SAP HANA App Services, Cloud Portal,
5000 Site Visits (incl. C4C widgets)
SAP HANA Cloud Connector
SAP HCI
Options:
SAP Internet-of-Things (IoT) services (10 devices)

200 SAP Cloud Identity logon requests p.m.
SAP Web IDE development environment for
SAPUI5-based UIs
Full access to online learning material and webinars
SAP Cloud Services support
SAP HCI Devl. Ed.
125,-
3rd party Connection
15,-
Bandwidth (10 GB)
4,-
* Extension package included
24
Three App Categories are covering all relevant HCP Use Cases
Storage architecture of app determines minimum fee for 25% royalty and governor limits
App Categories
Typical Use Cases
Partner APP
SAP
HANA
CloudPlatform
Select Governor Limits* Minimum Fee**

(/HCP-instance/app/month)
Single-tenant
App uses advanced

SAP HANA database
services
- Side-by-side Analytics
- Predictive (XS), GeoSpatial
- Data focus
- 64 GB SAP HANA
DBaaS
- 6 Compute Units
App uses standard

database services
- Standalone apps
- SAP Cloud and OnPrem
extensions
- Transactional focus
App does not use

structured storage
UI modernization, Fiori UX
Lightweight extensions
Mobile consumption
User-interaction focus
multi-tenant
990
1.485
- 32 GB SAP HANA
DBaaS
- 3 Compute Units
490
735
- 2 Compute Units
- 300k Portal Visits p.a.
290
435
* For more details, please visit partneredge.sap.com

** Minimum fee credited against 25% revenue share
25
SAP HANA Cloud Platform ePaaS - Offering Details
Partner APP
SAP
HANA
CloudPlatform
Topic
Offering Details
Partner-Eligibility
All Application Development partners with valid contract and active subscription to the innovation pack for HCP
App-Eligibility
Packaged, configurable, entirely run on HCP, subscription incl. maint.& support
Contract
Additional Schedule and Order Form to SAP PartnerEdge Build contract
Scope
All HCP services available in innovation pack for HCP
Price
Royalty of 25% of net customer subscription revenue according to quarterly royalty report by partner*
Minimum fee
By HCP instance depending on storage architecture of app; all figures in EUR per month for multi-tenant / singletenant deployment: (1) no structured storage required: 435 / 290; (2) standard db services included: 735 / 490;
(3) advanced SAP HANA services included: 1.485 / 990
Governor limits
Depending on storage architecture of app; SAP reserves right to increase minimum price and governor limits in
case of excess usage
Subscription period
Minimum subscription of 3 months with 3months auto-renewals as long as partner has valid SAP PartnerEdge
Build contract (+12 months wind-down); pre-paid minimum fee credited against revenue share
Deployment
Multi-tenancy deployment of apps as well as single-tenancy deployment per HCP instance supported
Support
3rd level support for HCP included (to partner)
Ordering Process
Partner to contact his Partner Service Advisor or Request Order Form online on www.sapadpc.com
* SAP reserves right to agree a fair value substitute as basis for royalty in case of unnaturally low app-pricing by partner
26
SAP Hybrid Integration Options 1/2

Cloud
3rd Party Cloud
Applications
Prepackaged Integration Content
SAP Cloud
Applications
Packaged integration flows with prebuilt integration logic for

integration of SAP and 3rd-party, cloud and on-premise.
SAP HANA Cloud Integration
Integration Technologies
SAP HANA Cloud Integration: cloud integration platform for
mediated process-,data-, and user-centric integration. For customers
with cloud strategy, existing customers of SAP on-premise
middleware who want to diversify integration portfolio, and for
customers without on-premise middleware.
SAP Process Orchestration, SAP Data Services: For existing

customers of SAPs on-premise integration platform, who focus
mainly on on-premise integration landscapes and some cloud
scenarios.
HOP
Onprem
SAP
Solution
Manager
Service Bus
Capabilities
Extensible
Content
Integration
Gateway
Subscription
Fee
Operation on SAP
Cloud
SAP NetWeaver Process Orchestration

SCC
SCC
SCC
Service Bus
Capabilities
Extensible
Content
ERP
CRM
Integration
Gateway
BPM/BRM
Product License
Operated by
Customers
SGW
SAP on-premise solutions
Multi Tenancy
PLM
3rd party on-premise solutions

Siebel
PeopleSoft Legacy
27
SAP Hybrid Integration Options 2/2

Cloud
Integration Technologies
SAP Cloud
Applications
SAP Cloud Connector (SCC): Programmatic point-to-point

connectivity, for small-scope and early-stage projects, where no
mediation capabilities and message-level security is required. SAP
Cloud Connector is part of HCP. SCC can be used together with HCI
as secure tunnel for in-bound connectivity from on-prem backends to
HCI/ HCP over HCI's HTTP-based adapters (HTTP, SOAP, iDoc,
OData).
HCI OData Provisioning (HOP): Publishing/Exposing Odata services
in cloud (HCP) that are modeled and designed in SAP Business Suite
(no mediation capabilities). SCC can be used in conjunction to add
more security. No need of separate H/W GW HUB on-premise.
SAP Gateway (SGW): Publishing/Exposing Odata services onpremise modeled and designed in SAP Business suite (no mediation
capabilities)
HOP
Onprem
Service Bus
Capabilities
Extensible
Content
SAP
Solution
Manager
3rd Party Cloud

Applications
Integration
Gateway
Subscription
Fee
Operation on SAP
Cloud
SAP NetWeaver Process Orchestration

SCC
SCC
SCC
Service Bus
Capabilities
Extensible
Content
ERP
CRM
Integration
Gateway
BPM/BRM
Product License
Operated by
Customers
SGW
Multi Tenancy
PLM

Siebel
PeopleSoft Legacy
28
SAP HANA Cloud Integration, SAP Process Integration, SAP Cloud

Connector, SAP Gateway / HCI OData Prov. When to use what Backup
General Infos
All products will be developed and marketed in parallel and are fully complementary
Pre-packaged integration content is shipped for SAP HANA Cloud Integration as well as SAP Process Integration
Opportunities for SAP HANA Cloud Integration
Focus on cloud strategy, have the need for cloud-to-cloud integration, have the leading system(s) within the cloud
Do not have SAP Process Integration or SAP Data Services on-Premise
Do not want to invest into an on-Premise middleware and bear the costs associated with it (system set up, maintenance, etc.)
Prefer subscription fee based license model
Require fast innovation
Have Process Orchestration/Integration and wants to also leverage HCI for specific use cases
Opportunities for SAP Process Integration

Leverage investments into existing SAP Process Integration or SAP Data Services landscape
Systems that need to be integrated are mainly on-Premise, little or no need for integration of cloud applications
Opportunities for SAP Cloud Connector

Need for low-level integration of cloud- with on prem applications without mediation capabilities such as protocol-switching, mapping, routing,
connectivity, security, and so on.
Opportunities for HCI OData Provisioning / SAP Gateway

Need for OData-based integration with SAP on premise applications without mediation such as mapping, routing, connectivity, security with
OData-wrapping in the cloud (HOP) / on premise (SGW)
29

A quick comparison with Process Integration Orchestration
HANA Cloud Integration
(HCI-PI)
SAP Process Integration & Orchestration

On-Premise
Deployment
Cloud based service offering hosted by SAP
On-premise installation in customer landscape
Responsibility of
configuration & operations
SAP
Customer
Supported scenarios
Application Edition, FSN, HCP

New: Standard and Professional Edition
Unlimited (any-to-any) integration scenarios

A2A, B2B, ...
License model
Subscription fee
Product license & annual fees
Architecture
Virtualization, multi tenancy, data isolation

Automated failover
Rolling software update
Single tenant solution, no built-in virtualization

capabilities
Failover to be configured by customer
nZDM for SP / EHP updates
Prepackaged content
Available for selected SAP Cloud solutions
Available for a wide variety of on premise SAP /

non-SAP applications
Operations
By SAP Cloud Managed Services

Integrated with Service Provider Cockpit
Local monitors
By customer
Integration with SAP Solution Manager
Local monitors
Preferred use cases
Cloud--Cloud Integration, CloudOn Premise

integration
On Premise integration, CloudOn Premise

integration
30
Application Lifecycle Management Support

SAP HANA Cloud Platform-Tools
SAP HANA Cloud Platform Cockpit

Central visual web interface for managing
& monitoring your accounts and all your
applications across regions.
SAP HANA Cloud Platform Console Client

A command line console for managing your
applications.
Deploy & upgrade applications

Manage deployed applications, start,
stop, etc.
Manage staged development

Manage & view resource consumption
Monitor applications e.g. Availability
checks, JMX Checks
Manage & view logging

Manage application versions
For more information refer to the SAP HANA Cloud Platform Operators Guide
31
Appendix:
HCP Use Cases in Detail
Use-Cases substantiated with showcase-examples

many involved partners active in multiple business models
Extend
Cloud & OnPrem Apps
1.
Extend On Premise-Solutions
(SAP or legacy, including S/4H)
2.
Renovate user experience w Fiori
3.
Mobile Consumption
4.
SFSF-Extension
5.
C4C-Extension
6.
Other SAP Cloud SolutionsExtensions*
7.
Integration-solution, HCI-based
8.
SAP HANA-based Analytical

applications
Build
9.
Build IoT solutions, SAP HANA-based
Brand New
Cloud Apps
10.
Enterprise Collaboration
Integrate
Your Apps and
Data
Time2Go
Precision Marketing
Mobile Documents
ISV-Partner
Product Stewardship Network

Networking Lunch
* Ariba, SAP Fieldglass, Concur, SAP Anywhere
Service Partner
VAR Partner
33
PE4AD program elements & customer deployment requirements

Partner
Use Case
Application
PE4AD Program
Elements (Partner)
Partner
Cost (p.a.)
Content for development and testing
Customer application deployment at runtime
All except
4
Cloud app
based on Java

Innovation Pack (HCP IP)
1500
p.a.
Customer deploys application in his SAP

HANA Cloud Platform account
SAP HANA Cloud SDK and SAP HANA Cloud Tools for Java
2 compute units "Lite Edition, 200 SAP Cloud Identity logon requests p.m.
1/10 GB of structured SAP HANA/unstructured storage, 10 GB bandwidth
SAP HANA AppServices, 2 Cloud Portal Administrators
SAP HANA AppServices, Cloud Portal 5000 Site visits
SAP Internet-of-Things (IoT) services (10 devices)
SAP Web IDE development environment for SAPUI5-based UI
or: Partner provides application with HCP

embedded PaaS via Partner account
1, 2
SAP ERP
extensions
(via SAP GW),
incl. Fiori apps
HCP IP +
Appl.Integration Innovation
pack
1500 +
500 p.a.
Application integration innovation pack (for integration with SAP backend

system)
On Premise system for test purpose and add-on development
See above
SAP ERP/Business Suite on premise**
Option: Deployment of Fiori application on
premise*
Mobile Apps
HCP IP
1500 p.a.
25 development users for HCP mobile services

SAP Web IDE development environment for SAPUI5-based user interfaces
(incl. in HCP innovation pack) to create Fiori UX
See above
SAP HANA Cloud Platform mobile services
Option: Deployment on premise*
HCI-Adaptor
or Integration
Content
HANA Cloud Integration

innovation pack + optional
HCP IP or Application
Integration innovation pack
1500
p.a.
SAP HANA Cloud Integration, developer edition (10 connections, 10 GB

bandwidth)
Additional connections/bandwidth can be purchased (extra cost)
Customer deploys partner integration content

or partner adaptor in his edition of SAP HCI or
SAP HCP (which includes HCI)
5, 6
SAP HANA
native app
(XS)
HCP IP
+ SAP HANA dedicated
instance
1500 p.a.
+ 290
Monthly
64 GB SAP HANA instance for native SAP HANA development
See above
Option: Deployment of SAP HANA native apps
in a SAP HANA on premise system*
SAP Jam
Extensions
HCP IP + SAP Jam

developer edition
1500 +
490 p.a.
SAP Jam development and test tenant

Pre-integrated with HCP account
Customer deploys application in his SAP

HANA Cloud Platform account
SAP Jam enterprise edition
SFSF EC
extensions
HCP IP
+ SFSF demo tenant
1500 +
On request
SAP HANA Cloud Enablement for SuccessFactors

SuccessFactors test tenant (via separate SFSF test contract)
See above
SFSF Employee Central**
SFSF Employee Central extension pack
C4C
extensions
HCP IP + Cloud Identity

+ SAP C4C tenant
1500
Currently partners need an additional Cloud Solution Partner Agreement to

receive a SAP C4C-test tenant
See above
SAP C4C
+ 1990
2016In
SAP
SE or anon
SAP
affiliate SAP
company.
All rights reserved.
Note:
general,
Premise
applications
and ABAP-add

ons can not be deployed on HCP
* if no other HCP-app services used ** separate contract 34
HCP 1: Extend Solutions On Premise (SAP or Legacy)
Customer
HCP OP Connectivity via SAP Cloud Connector
User
HTTPS
SAP HCP
HCP-Applications
SAP Cloud Identity Service
HANA
SAP HANA
Cloud Integration
Authentication
Internet
Firewall
SAP Cloud Connector(SCC) establishes secure SSL VPN connection between the
SAP HANA Cloud and on-premise systems (SAP & 3rd Party system)
Leverage SCC for user ID propagation and access logging for auditing & compliance
Supports pre-configured Destination API and certificate inspection to safeguard

against forgeries
Complementary to SAP Gateway, SAP HANA Cloud Integration and 3rd party
integration suites both on-premise and in the cloud
HCP OP Connectivity via SAP HANA Cloud Integration Process Integration
For customers and partners with advanced integration needs
Jump start your integration project with prepackaged integration content
Combines process & data integration capabilities
SAP Cloud Identity Service
SSL Tunnel
Internet
Firewall
Customer On-Premise
(or Customer in HEC)
Use-Case-specific Considerations
SAP Cloud
Connector
N/A
Target partner characteristics
Identity Provider
ECC /
S4H
SSO, Support for 3rd party identity provider, federated authentication, user reuse
HCM
(e.g. SAP ID Service, SAP NetWeaver IdM,

Microsoft ADFS 2.0, )
Additional specific HCP-differentiators
Built-in services such as persistence, SAP HANA Cloud Portal, HCI-PI & DS,
Document Service
OP-connectivity via SCC w/o need to change the enterprise firewall configuration
CRM
SAP On-Premise Solution
Partner with expertise in existing SAP Business Suite and Industry solutions
35
HCP 2: Renovate user experience with SAP Fiori
Customer
Fiori UX
Cloud Portal
Access
Write once run everywhere browser based applications for desktops & mobile
devices
Renovate user experience of existing on-premise applications and create new

ones
SAP HANA
Cloud Portal
SAP Fiori, cloud edition to simplify and accelerate SAP Fiori implementation and
extension on the HANA Cloud Platform, while leveraging existing back-end
investments
Fiori Launchpad as the new application entry point
Firewall
Secure and easy connectivity to SAP systems with SAP Cloud Connector and
advanced integration with SAP HANA Cloud Integration
Consume on-premise backend functionality through OData based services
Improve developer productivity with SAP Web IDE covering end-to-end

application lifecycle: development, packaging, deployment, and customer
Internet
HTTPS
SAP Fiori UIs
SAP HCP
SSL Tunnel
Applications on
SAP HANA
Cloud Integration
SAPUI5 SDK
Java EE Server
Internet
Customer
(or Customer HEC)
SSL Tunnel
ODATA
SAP Cloud
Connector
Firewall
UX-renovation mainly as custom project
New packaged apps (e.g., extensions to SAP solutions) should follow Fiori design
guidelines
ECC /
S4H
HCM
CRM
SAP On-Premise
Solution
User experience products
Build Fiori apps
SAP Fiori cloud edition, SAPUI5, SAP Web IDE.

36
Customer
HCP 3: Mobile Consumption

Fiori
Browser-UX
Mobile Devices
(native/hybrid)
HCP Mobile Services
OData
HTTPS
Firewall
All mobile solution qualities from the cloud (e.g., native

capabilities, true mobile app experience, push-notifications,
SSO, offline, security)
Use-Case-specific Considerations*
Mobile
Services
SAP HCP
SAPUI5 SDK
Java EE Server
Mobile app configuration
SAP HANA
Cloud Integration
Internet
Customer
(or Customer HEC)
SSL Tunnel
ODATA
SAP Cloud
Connector
Cloud Backend
Developing new mobile app
On Premise-mobile apps available,
Experience with major device OSs

Firewall
Mobile app add-on (Gateway)
ECC /
S4H
No Syclo Apps, no Mobiliser, no MBOs
Enterprise-class mobile platform in the cloud
Easy extension of online app with offline-capabilities
Mobile app integration with SAP Backend
HCM
CRM
SAP On-Premise Solution (pot. HANA-based)
* runtime and design-time
37
HCP 4: Integration-solution, HCI based

Connectivity via SAP HANA Cloud Integration (HCI)
3rd-party Cloud
Applications
SAP Cloud
Applications
Cloud

Service Bus
Capabilities
Extensible
Content
Integration
Gateway
Multi Tenancy
Subscription Fee
Operation on SAP
Cloud
Real-time, mediated, bi-directional process integration and data

integration
Prepackaged graphical integration flows & mappings
Centralized monitoring and administration
Pre-built integration content and adapters
Partners can extend integration content as well as connectivity
options
Customer
HCI requires HCP with HANA as a database

ERP
CRM
PLM
Partners with Integration Platform aaS experiences or existing

assets, who want to commercialize additional integration
content and adapters
Partners, who want to extend cloud and OP-solutions

Siebel
PeopleSoft
Legacy
Compatible with SAP NetWeaver PI content (e.g., mappings)

and SAP Data Services (planned)
38
HCP 5: SAP HANA Based Analytical applications
Customer
SAP HANA DB Platform
SAPUI5
HTTPS
SAP
Internet
Heavy data processing in the database using Stored procedures,

Functions, Calculation Engine, Core Data Services etc.
Take advantage of features like Predictive Analytics, Geo Spatial, Text

mining, Text search and Graph engine etc
Create web based UIs according to Fiori design with SAPUI5
Usage of Analytics tools (server side or in the cloud)
Usage of SAP Cloud for Analytics (Planned for partners in 2016)

SAP Cloud for Analytics
Native HANA Applications
Text Search, Spatial, Geo,
HCP
Easy & fast access to dedicated SAP HANA instance in the cloud
Efficient and state-of-the-art development of web applications leveraging

SAP Web IDE (Web based development environment)
Usage of Smart Data Integration (SDI), Smart Data Access (SDA) and
consumption of series data (Planned for partners in 2016)
Data
SAP HANA DB Platform:
Partners aspiring to build next generation applications based on big data
Data + Data Processing
39
HCP 6: Build IoT solutions, SAP HANA-based
Customer
SAP HANA DB Platform
HTTPS
Internet
SAPUI5
Leverage open standard based technologies with secure connectivity options to

connect multiple IoT devices to a single IoT hub in the cloud
Use advanced HANA engines & business libraries like predictive, planning, geospatial, graph, text search, text analytics to analyze IoT Big Data
Store & forward data synchronization using embedded SQL Anywhere & SAP
Mobilink service
Build enticing user experiences following Fiori guidelines with SAPUI5 deployed on
the SAP HANA Cloud Platform
SAP HCP
IoT Applications
HANA
Mobilink
Service
Remote
Dev. Mgmt
Msg Mgt
Svc
Since October 2015 HCP IoT services are general available on HCP and include a
standardized Remote Device Mgmt. and Message Management to enable IoT
applications for partners/customers
OOEM Licensing Model for Partners is also in place
Firewall
SSL Tunnel
Internet
Remote Device Management: Manage the device life cycle from onboarding to
decommissioning
Message Management: Collect sensor data and store it in the HCP persistence layer
Customer Devices
Firewall
ESP Edge
Mobilink Client
SQL Anywhere
Local store &

forward
Well-suited for partners with an industry orientation towards (but not limited to)
Logistics, Utilities, Retail and Consumer Scenarios
Leverage open standard based technologies with secure connectivity options to

connect multiple IoT devices to a single IoT hub in the cloud
Machine, Devices, Things
40
SAP HANA Cloud Platform for the Internet of Things
SAP HANA Cloud Platform for IoT

End Customer
(On site)
SAP IoT
Connector
Adapter
Device
Data
Processor
Machine
Integration
SAP HANA Cloud

Platform IoT
services
IoT Applications
(SAP, Partner and
Custom apps)
SAP HANA Cloud
Integration
Network
Module
Device
Device
(3rd Party)
Gateway
Data processing
(3rd Party)
Device Cloud
Business owner
(SAP Customer)
Process
Integration
Business Suite
Systems
(ERP, CRM , etc.)
In-Memory
Engines
remote data sync
HANA Big Data Platform
41
HCP 7: Enterprise Collaboration
Customer
SAP Jam-based collaboration (extension)
Connect SAP and third-party solutions from all lines of

business and industries and bring its application data into
SAP Jam work patterns.
Embed SAP Jam capabilities into third-party business

applications via pre-defined UI widgets or through SAP
Jams REST and OData based APIs
HTTPS
SSL Tunnel
SAP HANA
Cloud Integration
SAP HCP
HCP-tenant
HCP-based app
Firewall
REST / SAP Jam

OData tenant
SAP Jam
/ Content
Jam Group/
Template
No embedded licensing/OEM of SAP Jam possible due to

lack of multi-tenancy support
ePaaS model for single customer would be possible.
Customer
(or Customer HEC)
Internet
SSL Tunnel
ODATA
SAP Cloud
Connector
Firewall
ECC /
S4H
SI or ISV
HCM
CRM
SAP On-Premise Solution (pot. HANA-based)
Secure access to existing on-premise solutions
42
HCP 8: SFSF-Extension
HTML5/SAPUI5 +
SuccessFactors
config UIs
Customer
SAP HANA Cloud Portal

Fiori Launchpad
Cloud Extension to SuccessFactors
Get started with SuccessFactors extension package
Build customized business processes in SAP HCP as extensions to

SuccessFactors HCM Suite
Additional APIs are made available with every subsequent release
Reach out to SAP SuccessFactors growing customer base
Internet
HTTPS
HCP HTML5
applications
HCP Java
applications
SAP
SFTP
SOAP
SAP HANA Cloud

Connectivity Service
(optionally)
SAP HANA Cloud
Integration/Boomi
ODATA
SuccessFactors
API layer
SuccessFactors
Employee Central
Compensation
..
Feasibility check needed for the customer scenario w.r.t. the scope of
available SuccessFactors APIs.
SuccessFactors implementation & OEM partners,
Partners in HR & HCM space
Datacenter co-location, resulting in low latency
Life cycle management, Security integration(Roles & permissions

propagation), Administration, embedded marketplace, extension trial
43
Customer
HCP 9: C4C-Extension
Fiori
SAPUI5 Apps
SAP HANA
Cloud Portal
Cloud Extension to C4C
Rich collection of oData services
Internet
Existing WebIDE templates to enable rapid development and

deployment of UIs against the APIs
HCP HTML5
applications
HTTPS
SAP
HCP Java
applications
ODATA
SAP HANA Cloud

Connectivity Service
(optionally)
SAP HANA Cloud
Integration/Boomi
Extend C4C using HCI
Enable extending C4C processes to external audiences (B2B /

B2C)
C4C partners / Partners in CRM space
External user facing application
Same datacenter zero latency
Service
Marketing
Sales
Cloud 4 Customer
44
SAP HANA Cloud Platform and SAP Cloud Applications Studio

Use cases for C4C environment
Best used for
SAP Cloud Applications Studio
Stand-alone cloud application development
Extension SAP cloud applications (in-app extension) like SAP

Business ByDesign, Cloud for Customer
Extension of SAP on-premise applications via cloud

applications
Extension of SAP cloud applications like SuccessFactors
(out-app extension) via loosely coupled applications
Fast innovation cycles and short time to developer
productivity (open standards, regular platform updates)
Secure integration with on-premise back-ends
Benefits and key

capabilities
Hook in to the behavior of SAP Business Objects and processes

Integrate your own additional objects, UIs, reports, forms,
Shortest time to market due to re-use of existing business

capabilities (e.g. billing, tax, customers, orders)
Structured (database) and unstructured (documents)

storage in the cloud
Easy extension of existing applications with enhancements to

SAPs standard objects or own objects with seamless UI
integration
Integration with existing identity federation and single

sign-on services
Pattern based user interface - out-of-the box mobile UI enabled
Low cost, fast deployment solution for stand-alone

applications/extensions complementing enterprise
applications
Partner Program
Backup
SAP PartnerEdge program

for Application Development
Innovation Pack for SAP HANA Cloud Platform
Re-use components for transactional business application

development, extension of predefined object models of
aforementioned SAP cloud applications
SAP Cloud Solution Partner Program
45

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SAP HANA Cloud Platform Value Prop and Use Cases

for partner migration / adoption discussions

Digital Business is Here to Stay

Digital business models are disruptive.

Leaders are Emerging from Nowhere

Early Adopters are Winning

Industry Boundaries are Blurring

Uber is not just another taxi company, it is transforming

Source: * MIT Sloan and CapGemini, 2013,

2016 SAP SE or an SAP affiliate company. All rights reserved.

Competitive Advantages of SAP Portfolio and Platform

Largest competitive installed base:

Uniquely monetizing business network IP

2016 SAP SE or an SAP affiliate company. All rights reserved.

SAP HANA Cloud Platform

2016 SAP SE or an SAP affiliate company. All rights reserved.

SAP PartnerEdge - Build

SAP HANA Cloud Platform

Deliver Modern User Experience

Acquire Insights and Intelligence

Unlock Knowledge and Maximize

Connect, transform and reimagine

Free Your Apps and Data from Silos

New Apps / App Extensions

SAP HANA Cloud Platform (PaaS)

Service Enablement | API Management

SAP Business Suite

Data & Storage

SAP Data Centers

Big Data Services:

SAP HANA Vora1 /

Customer Data Centers1

1) planned innovations / future direction

Cloud-agility for innovating and extending processes (incl. HANA, mobile),

Renovate user experience with SAP

Extend SAP Cloud Solutions

Build customized business processes in SAP HCP as extensions to SuccessFactors

Real-time, mediated, bi-directional n:m process- and data integration

SAP HANA-based Analytical

Build IoT solutions, SAP HANA-based

USE CASE BRIEF

2016 SAP SE or an SAP affiliate company. All rights reserved.

Broad Partner Adoption Proves the SAP HCP Value Proposition

2016 SAP SE or an SAP affiliate company. All rights reserved.

* only sample shown

Partner Benefits in Development and Go-To-Market Phase

Comfortable integration support**

Back-end integration in the cloud via Cloud Appliance Library,

Go To Market and Delivery

Free listing on SAP HANA App Center

Leverage SAPs strategic push of HCP in the market

Build awareness for your HCP apps at SAP-events

Become a reference for one of around a dozen HCP-use cases

Embedded PaaS Completes Business Model Options for Cloud-ISVs

Develop and sell packaged

Embedded Platform-as-aService (ePaaS)

Develop packaged cloud application

Enable go-to-market as self sufficient cloud service provider

2016 SAP SE or an SAP affiliate company. All rights reserved.

Introducing SAP HANA Cloud Platform

Enables SaaS delivery of your app at your commercial terms

True cloud experience: no need to optimize resource consumption

Easy to plan, decoupled from HCP-pricelist

Supports all sales motions and customer buying preferences

HCP ValProp&PartnerUseCases PartnerVersion 1

HCP ValProp&PartnerUseCases PartnerVersion 1