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1、Lo Apotheker President, C.S.O.Member of the Executive Board,SAP AGOBLITERATEORACLEAPOLLO INCENTIVE PROGRAMSign up NetWeaver Referenceable CustomersReplace Oracle ApplicationsPush out Oracle DB with DB2 or MAXDBTransition JDE/PS/Retek CustomersUp to $2,000 / deal$3,000 / deal2.5x UpliftSafe Passage A
2、wardsAPOLLO INCENTIVE PROGRAMApollo “Trifecta” Bonus$10,000COMPETITIVE POSITIONING VS. ORACLE12345678910 Undisputed Market Leader Primary Focus on Enterprise Applications Relentless Focus on Customer Value Deep Industry Capabilities Commitment to Quality Focus on Customer Satisfaction Superior Techn
3、ology Architecture Clear Long Term Vision Strong Partner Ecosystem Significant Risks for Customers with Oracles StrategyTop 10 Reasons Why Companies Choose SAP for their Business TransformationApollo Program & Safe PassageChanging the Game with ESAPeter Graf & Dennis MooreSAP 2005- Page 10AN ALL NEW
4、AN ALL NEWPLAYING FIELDPLAYING FIELDSAP 2005- Page 11BusinessApplicationsIntegrationInfrastructureApplistructure(Forrester Research)BusinessProcess Platform(Gartner Group)Databasesand OperatingSystemsTechnology Leadership(takes 3+ years to build)Application Leadership(takes 10+ years to build)SAPs U
5、nique Market PositionSAP 2005- Page 12Future Growth20041999Source: Meta Group SOA Study, May 2005; SAP Corporate Consulting Team#1 ERP+ #1 CRM+ #1 SCM+ #1 SRM+ #1 PLMTotal Addressable Market $10bn$30bnERPBusinessApplications$bn#1 ERP26,000 Customers2010E Composites+SAP NetWeaver+Mid-Market$70bnAppli
6、structureMarketIndustry-specificmySAPBusiness Suite100,000 CustomersTHE APPLISTRUCTURE OPPORTUNITY + #1 CompositesSAP 2005- Page 13Enterprise Services Architecture (ESA)Event-drivennEnd-to-end business process productivityn“Native user experience”Adaptive Business NetworksModel-basednEase of change,
7、 extensibilitynAllows your business to differentiateBusiness Process InnovationServices-orientednCo-innovation (partners, customers) on top of commonly defined Enterprise ServicesnInvestment protectionSAP as solution & platform vendorSAP NetWeaverEnterpriseServiceRepository Composite ApplicationExis
8、ting SystemsPortalDevicesOfficeRFIDA SERVICES-ORIENTED ARCHITECTURE FORIT POWERED BUSINESS INNOVATIONmySAPSAP 2005- Page 14mySAP & IndustrySolutionsUser upliftMore users & enginesSAP NetWeaverMore MDM, XI revenueMore developer licensesSAP NetWeaverMore MDM, XI revenueMore developer licensesComposite
9、 AppsCapture new usersResell Partner SolutionsmySAP & IndustrySolutionsUser upliftMore users & enginesThe Game Plan for Driving ESA AdoptionmySAP & Industry SolutionsUser upliftMore users & enginesSAP 2005- Page 15BRINGING BRINGING IN THE IN THE HEAVY HEAVY HITTERHITTERSAP 2005- Page 16Composite App
10、lications from SAPADDRESS BUSINESS PAIN POINTS - DRIVE ESA ADOPTION!Instantly UsablenBring the enterprise process and information into the users native working environmentShortest Time-to-ValuenUnite analytics, transactions and collaboration into a single process flownAdd-on to the customers existin
11、g landscapeHighly FlexiblenModel-based for agility and easy differentiationSAP 2005- Page 17Project Mendocino1st joint product of SAP and Microsoftsold by both companiesDesigned for information workerswho spend a lot of time in Microsoft OfficeExtends selected SAP businessprocesses into Microsoft Of
12、ficeand offers contextual integration into SAP NetWeaver PortalInstantly usableRevolutionizes access to enterpriseapplicationsShortest time-to-valueHigher productivity and better decision making for enterprise information workersUNITING THE UNIVERSES OF THEDESKTOP AND THE ENTERPRISESAP 2005- Page 18
13、SAP AnalyticsSTRATEGY ALIGNED EXECUTION100+ Analytic Applications in 2005Industry-specific analytic applications capture data from across the value chainInstantly usable“Management by exception” user experiencebuilt with Macromedia Flex technologyShortest time-to-valueAllows organizations to define,
14、 implement,monitor, and refine strategy and executionHighly flexibleModel-driven so theyre easy to changeSAP 2005- Page 19SAP xApps New UsersNew processes that “fill the gaps” between enterprise systems to empower more knowledge workersFlexible business processes on top of a stable platform Integrat
15、es and orchestrates functionality from existing application assets in the context of ESAFastest Path to ESAPackaged composite applications for process governance, compliance, and innovation management NEW PROCESSES FOR NEW USERSSAP 2005- Page 20TIMING ISTIMING ISEVERYTHINGEVERYTHINGSAP 2005- Page 21
16、“Load Your Bases” Now!MORE THAN 150 COMPOSITES AVAILABLE IN 2005“Project Mendocino” Preview starts December100+ SAP Analytics released to customer in OctSAP xApps on the Price ListnSAP GTSnSAP xRPMnSAP xPDnSAP xEMnSAP xCQMnSAP xIEPnSAP xMII by LighthammerSAP Mobile applications in mass shipmentnSAP
17、Mobile Asset Management for UtilitiesnSAP Mobile Sales for R/3nSAP Mobile Direct Store DeliverynSAP Mobile Time and TravelnSAP Mobile Sales (handheld & laptop & online versions)nSAP Mobile Service (handheld & laptop versions)SAP 2005- Page 22THETHEGRANDGRANDSLAMSLAMSAP 2005- Page 23SAP NetWeaver Del
18、ivers on ApplistructureSAP NetWeaverComposition PlatformEnterpriseServiceRepository Composite ApplicationExisting SystemsPortalDevicesOfficeRFIDFROM A COMPOSITION TO A BUSINESS PROCESS PLATFORMSAP NetWeaverBusiness Process PlatformEnterpriseServiceRepository Composite ApplicationExistingSystemsPorta
19、lDevicesOfficeRFIDSAP ProcessComponents20042006SAP 2005- Page 24New Opportunities Evolve2005: EXISTINGOPPORTUNITIESnmySAP Business SuitenChannel BusinessnSAP NetWeaver(specifically MDM, XI,and developer licenses)nSAP xApps2006: EMERGINGOPPORTUNITITIESnSAP NetWeaver“BPP licenses”nISVs resell SAP NetW
20、eaver as part oftheir solutionsnGrowing market for SAP NetWeaver educationnNew All-in-one solutionnCustom developmentnMore composite applications nNew SAP xAppsSAP NetWeaverBusiness Process PlatformEnterpriseServiceRepository Composite ApplicationExistingSystemsPortalDevicesOfficeRFIDSAP ProcessComp
21、onentsSAP NETWEAVER - A BUSINESS PROCESS PLATFORM BY 06SAP NetWeaverComposition PlatformEnterpriseServiceRepository Composite ApplicationPortalDevicesOfficeRFIDExisting SystemsSAP 2005- Page 25Evolving Into An ESA BlueprintnmySAP ERP successor of R/3nComplete suite andall Industry solutions on NetWe
22、aver 2004n150+ CompositesnISVs get access tothe first 1000 Enter-prise ServicesnComplete suiteand all Industry Solutions on “BPP”nIndustry versionsof SAP NetWeavernSAPs ESA roadmap completednBroad accessfor ISVsnMore composites by SAP and partnersnSAP NetWeaverdelivers a BPPn“Suite in a box”All-In-O
23、ne200520062007SAP NetWeaver Will Become A Business Process Platform (BPP)SAP 2005- Page 26Courtesy to G. Moores “Living on the fault line”Business Process LifecycleUse the same platform for custom development as the one that runs your business apps and into which you will anywayUse solutions that ar
24、e built along a services-oriented architecture so you can innovate your business as you new processesUse solutions that offer deployment flexibility so you can andat willINNOVATIONSTANDARD-IZATIONCOMMODI-TIZATIONINVENTIONMissionCriticalActivitiesEnablingActivitiesCONSOLIDATE COMPOSEINSOURCEOUT-TASKR
25、ETIREINVENTSCALECOREFOCUS ON DIFFERENTIATIONCONTEXTFOCUS ONPRODUCTIVITYSAP NetWeaver Will Become A Business Process Platform (BPP)CONSOLIDATE COMPOSEOUT-TASKINSOURCESAP 2005- Page 27Making It Work For Your ProspectMobile Devices with off-line sync.Industry Standard forFast Moving Consumer GoodsOut-t
26、asked services: sales order takingAdvanced Mobile Devices with order taking & settlementCOMMODI-TIZATIONINVENTIONINNOVATIONSTANDARD-IZATIONCONSOLIDATECOREFocus: DifferentiationCONTEXTFocus: ProductivityCOMPOSESCALEExtension with Trade PromotionsINSOURCEOUT-TASKSALES ORDER TAKING & FULFILLMENT IN CP
27、AND RETAILRETIREINVENTSAP 2005- Page 28WINNING THEWINNING THEWORLD SERIESWORLD SERIESSAP 2005- Page 29Sources: CMI, BPP product roadmap, competitor announcements in Q1 2005Visions and Ecosystem Plans200520062007Beyond“Data” Fusion architecture“Process” BPP V 0.9“Information worker” Enterprise Office
28、“BTO” Tools + ConsultingData hubs on FusionBPP V 1.0All-in-one onBPPAxapta 4.0 (partner ready)?ESAcompleteService-enable all 4 ERP productsFusion enterprise suiteBegin MBF (Green) on Longhorn?Individual Fusion applicationsSAP 2005- Page 30Partners Make The ISV EcosystemSAP 2005- Page 31Partners Are
29、Enterprise ServicesReadySAP 2005- Page 32The Interactive FormsOpportunity with AdobeJuly 12th KeynoteDon BeckVP of North American SalesAdobe Systems Incorporated34Shipping Today as Part of NetWeaverSAP NetWeaverComposite Application FrameworkPEOPLE INTEGRATIONMulti-Channel AccessPortalCollaborationI
30、NFORMATION INTEGRATION Bus. IntelligenceMaster Data ManagementKnowledge Man.PROCESS INTEGRATIONIntegration BrokerBusinessProcess MgmtAPPLICATION PLATFORMJavaDB and OS AbstractionABAPLife Cycle ManagementJ2EEABAPAPPLICATION PLATFORMAdobe document servicesDB and OS AbstractionAdobeDesignerAdobeDesigne
31、r35Field Service Management Scenario36Value of Interactive FormsCustomer Value1.Extending the power of every SAP application to Adobe Reader2.Any form connected to any SAP application3.Any form connected to any SAP userValue to You1.On your price list, deal size range $500K - $4.5M 2.Full quota and
32、commissions credit3.Sales cycle can be completed in 1 quarterJohn Nugent $3.5K SPIF for new reps37Key Sales ObjectivesClose Interactive Forms sales in 2H-2005 Add to existing opportunitiesUse Interactive Forms as a competitive weapon against OracleEnsure 100% customer successSatisfied customers key
33、to scaling in 2006Adobe technology assessment for every deal38Call to Action 1.Learn more:Interactive Forms sessions at SSM, room 251SAPnet at /adobe-internal2.Attend Adobe/SAP web conference with John Nugent on July 21st3.Engage with your Adobe sales counterpart to identify 3 forms accountsMeet by
34、July 25th August 5th39bcSAP 2005- Page 40SAP 2005- Page 41ESA Adoption ProgramnStep-by-step, customer specific road to Enterprise Services Architecture (ESA)nIT practices for pragmatic adoption of SAP NetWeaver Services and enablers provided by SAP and partnersTHE ROAD TO FAST IT DELIVERYOperationsE
35、valuationImplementationDiscovery Grasp theVisionBuild YourOwn RoadmapGo Live Show the ValueESA and SAP NetWeaver Vision Value SessionESA Opportunity WorkshopTCO Discovery SessionESA Enabling Roadmap WorkshopESA Roadmap Workshop Plan Services Build Services Run ServicesContinuous Operations and Gover
36、nanceESA / NetWeaver CommunityBecome an ESA leader in your industry SAP 2005- Page 42SummarySAP is uniquely positioned in both the application and the technology campESA is the next big thing Business Process Innovation is its valueComposites allow you to sell great businessvalue and drive for ESA adoption today!The SAP ecosystem plays a key role in preparing the market for ESAWe have a game changing strategy if we execute it, we will win big time!54321SAP 2005- Page 43
