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 仍亳 仄亠仂 仂仗亠舒仂舒仄 于磶亳 仆舒 仆从亠 从仂仗仂舒亳于仆
仂弍仍舒仆 亠于亳仂于?
仍亠从亠亶 丼亳仆, 亳亠从仂 仗仂 舒亰于亳亳 弍亳亰仆亠舒, 亠从仂 丐亠仍亠从仂仄仄仆亳从舒亳亳, SAP
仂从于舒, 亳ミ術 2015
息 2015 SAP AG or an SAP affiliate company. All rights reserved. 2
仗亠舒仂舒仄 亠弍ム 仆仂于亠 亳仂仆亳从亳 于从亳
2013 2014 2015 2016 2017 2018 2019 2020
从舒 仂 仄仂弍亳仍仆 仍亞 于 仄亳亠
($ billions)
仂仆亳从: STL Partners 2013
仂于亠
于仂亰仄仂亢仆仂亳
丐亠从亳亶 弍亳亰仆亠
丶亳仂于亠 仍亞亳
舒仆仆亠
仄亠亢亟
仂亶于舒仄亳
舒仆仆亠
亠舒仍仆
仗仂仍亰仂于舒亠仍亠亶
仂仍仂, 仂仂弍亠仆亳
息 2015 SAP AG or an SAP affiliate company. All rights reserved. 3Public
75%+
仆仂于 丐-舒 仗仍舒仆亳亠 于
弍仍舒从舒 亳仍亳 亞亳弍亳亟仆亠 亳亠仄 从
2016
80%
仂于 丐-亠亠仆亳亶 于从仍ム舒ム
仄亠仆亠亟亢亠仂于 仂 于亠亳从舒仍亠亶 弍亳亰仆亠舒
53% 丐-亠亠仆亳亶 仍亳亟亳亠 亳仄亳
70%+CIO 仗亳仆亳仄舒ム 舒亠亞亳 束弍仍舒从舒
于 仗亠于 仂亠亠亟損 于 2016
Sources: Saugatuck, IDC
亠 弍仂仍亠亠 亳仍仂 从仂仄仗舒仆亳亶 亳仗仂仍亰ム 弍仍舒从舒
息 2015 SAP AG or an SAP affiliate company. All rights reserved. 4Public
仍亠亟仂于舒仆亳亠 弌 弌
仂亠弍仂于舒仆仆仂 亳亠仄 于 亠仍仂仄 仂亟亳仆舒从仂于舒
礆仂 亠亶舒
2-3 亞仂亟舒
仂仍亠亠 3 仍亠
亳从仂亞亟舒
仂亞亟舒 于 仗仍舒仆亳亠亠 亳仆于亠亳仂于舒 于 仂弍仍舒仆亠
亠亠仆亳?
 从舒从亳亠 亳仗 仂弍仍舒仆 亠亠仆亳亶 于 仗仍舒仆亳亠亠
亳仆于亠亳仂于舒?
0%
10%
20%
30%
40%
50%
60%
70%
80%
亳舒仍仆仂亠
舒弍仂亠亠
仄亠仂
丕仗舒于仍亠仆亳亠
舒仍舒仆舒仄亳
亳 亟亞亳亠
丕仗舒于仍亠仆亳亠
于亰舒亳仄仂仂仆仂亠仆亳
仄亳
舒从仗从亳/仂亞仂于亠
仗仍仂舒亟从亳
仂仗仂舒亳于仆亶
亠 (ERP)
亅仍亠从仂仆仆舒
从仂仄仄亠亳
(e-commerce)
仂仍亳亠 亟舒仆仆亠
(Big data)
65% CIO 从仗仆 仂亞舒仆亳亰舒亳亶 舒仄舒亳于舒ム 亳仗仂仍亰仂于舒仆亳亠 仂弍仍舒仆 亠亠仆亳亶 仗礆仂 亠亶舒 亳仍亳 于 亠亠仆亳亠 1 亞仂亟舒
息 2015 SAP AG or an SAP affiliate company. All rights reserved. 5
亠仆从舒 仆从舒 仂弍仍舒仆 仍亞
舒仍亶 弍亳亰仆亠
弌亠亟仆亳亶 弍亳亰仆亠
Top100 亠亟仆亳亶 弍亳亰仆亠
仗仆亶 弍亳亰仆亠
15 326 弍亠从仂于 亠亟仆亠亞仂
仗亠亟仗亳仆亳仄舒亠仍于舒
~160 仂亟仆亳从仂于 于
从舒亢亟仂仄
235 527 弍亠从仂于
仄舒仍仂亞仂
仗亠亟仗亳仆亳仄舒亠仍于舒
~ 30 仂亟仆亳从仂于 于
从舒亢亟仂仄
39% 仗仂于舒 亳 仂亰仆亳仆舒
仂亞仂于仍, 亠仄仂仆
舒仆仗仂舒 亳 弍仂于
亳亰亟亠仍亳亶 20,2% 仗亠舒亳亳 
仆亠亟于亳亢亳仄仂,
舒亠仆亟舒 亳 仍亞亳
11, 7%
弌仂亳亠仍于仂
9, 6%
弍舒弍舒于舒ム亠亠
仗仂亳亰于仂亟于仂
*弌仂亞仍舒仆仂 亟舒仆仆仄 个亠亟亠舒仍仆仂亶 仍亢弍
亞仂亟舒于亠仆仆仂亶 舒亳亳从亳
Cloud 于 弌
仂亳亶从亳亶 仆仂从 弍亟亠
亠亢亠亞仂亟仆仂 舒亳 仆舒 40%
(Parallels 2014)
IDC 仗仂亞仆仂亰亳亠 30%+ 仂舒
SaaS 于 个 亟仂 2017
Everything new will come from the Cloud
Everything of value will be from the Cloud
Hasso Plattner
息 2015 SAP AG or an SAP affiliate company. All rights reserved. 6
仍亳 仆亠 亠仍亠从仂仄 仂仗亠舒仂, 仂 从仂?
亞仂从亳 仆舒 仆从亠 SaaS 弍亳亰仆亠-仗亳仍仂亢亠仆亳亶
亳亳弍ム亠
仗仂亞. 仂弍亠仗亠亠仆亳
仗仆亠 丐-
亳仆亠亞舒仂
舒仆从亳, 舒仂于亠
从仂仄仗舒仆亳亳
丐亠仍亠从仂仄 仂仗亠舒仂
仂仆舒仍亳仆亞仂于亠
从仂仄仗舒仆亳亳
仂.从仂仄仗舒仆亳亳
息 2015 SAP AG or an SAP affiliate company. All rights reserved. 7
于亠 仄仂亟亠仍亳 仂亟仆亳亠于舒
亠亠仆亳亠 于 丶亠 仗仂舒于亳从舒
 亞亠仆从舒 亠仄舒
 亠仆亟 仗仂舒于亳从舒
 亳仆亳仄舒仍仆亠 亳仆于亠亳亳亳
 亠仆亳亠 亳从亳
亠亠仆亳亠 于 丶亠 仂仗亠舒仂舒
 仂仍仆亶 亳从仍 仗仂亟舒亢
 弌仂弍于亠仆仆亶 弍亠仆亟
 仆于亠亳亳亳 于  亳 亳仆舒从
 弌仂弍于亠仆仆亠 亳从亳
息 2015 SAP AG or an SAP affiliate company. All rights reserved. 8Public
仂于亠 弍亳亰仆亠-仄仂亟亠仍亳 亠弍ム 仂 仂仗亠舒仂舒 亳仆 仗仂亟仂亟仂于
亠仂弍仂亟亳仄亠 亳亰仄亠仆亠仆亳 仂亞. 从, 仗仂亟亟亠亢从舒
亳仆仂亶 仄仂亟亠仍亳 于仂仂仆从亳 仗仂亟舒亢:
 个仂仄亳仂于舒仆亳亠 仂亟亠仍舒 仗仂亟舒亢  仆仂于仄亳 从仂仄仗亠亠仆亳礆亳
 弌仂亰亟舒仆亳亠 丶亠仆舒 从仂仄仗亠亠仆亳亳 仗仂 亠亠仆亳礆
 仂于亠 仗仂亟仂亟 从 仂弍仍亢亳于舒仆亳 从仍亳亠仆仂于
 仆亠 仗仂亟仂亟 从 亠亞仄亠仆舒亳亳 从仍亳亠仆仂于
 仂于亠 仗舒仆亠从亳亠 仄仂亟亠仍亳, 仆仂于亠 从舒仆舒仍
从仂仄仄仆亳从舒亳亶
 丕仗舒于仍亠仆亳亠 仍仂亢仆仄 仗仂亠仍亠仄 仗亠亟仍仂亢亠仆亳亶
 仂仂于仆仂 从 仂仄亳仂于舒仆亳 亳仆仆仂于舒亳亶
仍ム亠于亠 从仂仄仗亠亠仆亳亳 丐亠仍亠从仂仄
从仂仄仗舒仆亳亶:
1. 亞仂仄仆舒 亠于ム舒 从仍亳亠仆从舒
弍舒亰舒 亳 亟仂仍亞仂仂仆亠 仂仆仂亠仆亳 
从仍亳亠仆舒仄亳
2. 丿亳仂从仂亠 亠亞亳仂仆舒仍仆仂亠 仗亳于亳亠
3. 舒仍亳亳亠 亠仍亠从仂仄仄仆亳从舒亳仂仆仆仂亶 亳 丐
亳仆舒从
4. 仂亰仄仂亢仆仂 仗亠亟仂舒于仍亠仆亳亠 SLA
5. 仂亰仄仂亢仆仂 仗舒从亠亳亰舒亳亳 仆仂于 亳
亠仍亠从仂仄仄仆亳从舒亳仂仆仆 仍亞
息 2015 SAP AG or an SAP affiliate company. All rights reserved. 10
仂亠 仗仂亟舒亢亳 亠亠亰 仂仗亠舒仂舒 于磶亳
1 2 3 4 5 6 7
1.亠仆亠舒亳 仗仂舒: 仄舒从亠亳仆亞 亳 亠从仍舒仄舒
2.仂亳从 亳 舒弍仂舒  仗仂亠仆亳舒仍仆仄亳 从仍亳亠仆舒仄亳
3.亠亟仗仂亟舒亢仆舒 仗仂亟亞仂仂于从舒
4.仂亟仗亳舒仆亳亠 从仂仆舒从舒
5.亠亟仂舒于仍亠仆亳亠 亟仂仗舒 于 仂弍仍舒仆仂亠 亠亠仆亳亠
6.舒仗从 亳 于仆亠亟亠仆亳亠 (于仗仂仍仆亠仆亳亠 亠于亳仆 舒弍仂)
7.仂亟亟亠亢从舒
息 2015 SAP AG or an SAP affiliate company. All rights reserved. 11Public
Customer Value Proposition  Portugal Telecom Example
EXPERIMENTATION / TRY & BUY
Start a PoC straightaway with no
Long -term commitments
SPEED & OUTSTANDING USER EXPERIENCE
Avoid Setup Complexity with Easy and Fast Setup
and Passionate User Support
LOWER RUNNING COSTS AND UPFRONT INVESTMENTS
Flexible Pricing on Pay as you Grow Models (CAPEX to OPEX),
With Lower TCO when compared to On-Premises
SINGLE SUPPLIER FOR CLOUD, APP SUPPORT & NETWORK (E2E SLA)
Portugal Telecom
Holds Deep SAP Knowledge And Extensive Certifications
息 2015 SAP AG or an SAP affiliate company. All rights reserved. 12Public
亳仄亠 仂亟仆亳亠于舒 仗仂 仗仂亟舒亢亠 弍仍舒仆 亠于亳仂于
http://www.telekom.com/medien/loesungen-fuer-
unternehmen/260010
http://www.news-sap.com/portugal-telecom-brings-customers-streamlined-
operations-and-increased-agility-via-cloud-services-for-sap-business-one-cloud-
powered-by-sap-hana/
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  • 1. 仍亳 仄亠仂 仂仗亠舒仂舒仄 于磶亳 仆舒 仆从亠 从仂仗仂舒亳于仆 仂弍仍舒仆 亠于亳仂于? 仍亠从亠亶 丼亳仆, 亳亠从仂 仗仂 舒亰于亳亳 弍亳亰仆亠舒, 亠从仂 丐亠仍亠从仂仄仄仆亳从舒亳亳, SAP 仂从于舒, 亳ミ術 2015
  • 2. 息 2015 SAP AG or an SAP affiliate company. All rights reserved. 2 仗亠舒仂舒仄 亠弍ム 仆仂于亠 亳仂仆亳从亳 于从亳 2013 2014 2015 2016 2017 2018 2019 2020 从舒 仂 仄仂弍亳仍仆 仍亞 于 仄亳亠 ($ billions) 仂仆亳从: STL Partners 2013 仂于亠 于仂亰仄仂亢仆仂亳 丐亠从亳亶 弍亳亰仆亠 丶亳仂于亠 仍亞亳 舒仆仆亠 仄亠亢亟 仂亶于舒仄亳 舒仆仆亠 亠舒仍仆 仗仂仍亰仂于舒亠仍亠亶 仂仍仂, 仂仂弍亠仆亳
  • 3. 息 2015 SAP AG or an SAP affiliate company. All rights reserved. 3Public 75%+ 仆仂于 丐-舒 仗仍舒仆亳亠 于 弍仍舒从舒 亳仍亳 亞亳弍亳亟仆亠 亳亠仄 从 2016 80% 仂于 丐-亠亠仆亳亶 于从仍ム舒ム 仄亠仆亠亟亢亠仂于 仂 于亠亳从舒仍亠亶 弍亳亰仆亠舒 53% 丐-亠亠仆亳亶 仍亳亟亳亠 亳仄亳 70%+CIO 仗亳仆亳仄舒ム 舒亠亞亳 束弍仍舒从舒 于 仗亠于 仂亠亠亟損 于 2016 Sources: Saugatuck, IDC 亠 弍仂仍亠亠 亳仍仂 从仂仄仗舒仆亳亶 亳仗仂仍亰ム 弍仍舒从舒
  • 4. 息 2015 SAP AG or an SAP affiliate company. All rights reserved. 4Public 仍亠亟仂于舒仆亳亠 弌 弌 仂亠弍仂于舒仆仆仂 亳亠仄 于 亠仍仂仄 仂亟亳仆舒从仂于舒 礆仂 亠亶舒 2-3 亞仂亟舒 仂仍亠亠 3 仍亠 亳从仂亞亟舒 仂亞亟舒 于 仗仍舒仆亳亠亠 亳仆于亠亳仂于舒 于 仂弍仍舒仆亠 亠亠仆亳? 从舒从亳亠 亳仗 仂弍仍舒仆 亠亠仆亳亶 于 仗仍舒仆亳亠亠 亳仆于亠亳仂于舒? 0% 10% 20% 30% 40% 50% 60% 70% 80% 亳舒仍仆仂亠 舒弍仂亠亠 仄亠仂 丕仗舒于仍亠仆亳亠 舒仍舒仆舒仄亳 亳 亟亞亳亠 丕仗舒于仍亠仆亳亠 于亰舒亳仄仂仂仆仂亠仆亳 仄亳 舒从仗从亳/仂亞仂于亠 仗仍仂舒亟从亳 仂仗仂舒亳于仆亶 亠 (ERP) 亅仍亠从仂仆仆舒 从仂仄仄亠亳 (e-commerce) 仂仍亳亠 亟舒仆仆亠 (Big data) 65% CIO 从仗仆 仂亞舒仆亳亰舒亳亶 舒仄舒亳于舒ム 亳仗仂仍亰仂于舒仆亳亠 仂弍仍舒仆 亠亠仆亳亶 仗礆仂 亠亶舒 亳仍亳 于 亠亠仆亳亠 1 亞仂亟舒
  • 5. 息 2015 SAP AG or an SAP affiliate company. All rights reserved. 5 亠仆从舒 仆从舒 仂弍仍舒仆 仍亞 舒仍亶 弍亳亰仆亠 弌亠亟仆亳亶 弍亳亰仆亠 Top100 亠亟仆亳亶 弍亳亰仆亠 仗仆亶 弍亳亰仆亠 15 326 弍亠从仂于 亠亟仆亠亞仂 仗亠亟仗亳仆亳仄舒亠仍于舒 ~160 仂亟仆亳从仂于 于 从舒亢亟仂仄 235 527 弍亠从仂于 仄舒仍仂亞仂 仗亠亟仗亳仆亳仄舒亠仍于舒 ~ 30 仂亟仆亳从仂于 于 从舒亢亟仂仄 39% 仗仂于舒 亳 仂亰仆亳仆舒 仂亞仂于仍, 亠仄仂仆 舒仆仗仂舒 亳 弍仂于 亳亰亟亠仍亳亶 20,2% 仗亠舒亳亳 仆亠亟于亳亢亳仄仂, 舒亠仆亟舒 亳 仍亞亳 11, 7% 弌仂亳亠仍于仂 9, 6% 弍舒弍舒于舒ム亠亠 仗仂亳亰于仂亟于仂 *弌仂亞仍舒仆仂 亟舒仆仆仄 个亠亟亠舒仍仆仂亶 仍亢弍 亞仂亟舒于亠仆仆仂亶 舒亳亳从亳 Cloud 于 弌 仂亳亶从亳亶 仆仂从 弍亟亠 亠亢亠亞仂亟仆仂 舒亳 仆舒 40% (Parallels 2014) IDC 仗仂亞仆仂亰亳亠 30%+ 仂舒 SaaS 于 个 亟仂 2017 Everything new will come from the Cloud Everything of value will be from the Cloud Hasso Plattner
  • 6. 息 2015 SAP AG or an SAP affiliate company. All rights reserved. 6 仍亳 仆亠 亠仍亠从仂仄 仂仗亠舒仂, 仂 从仂? 亞仂从亳 仆舒 仆从亠 SaaS 弍亳亰仆亠-仗亳仍仂亢亠仆亳亶 亳亳弍ム亠 仗仂亞. 仂弍亠仗亠亠仆亳 仗仆亠 丐- 亳仆亠亞舒仂 舒仆从亳, 舒仂于亠 从仂仄仗舒仆亳亳 丐亠仍亠从仂仄 仂仗亠舒仂 仂仆舒仍亳仆亞仂于亠 从仂仄仗舒仆亳亳 仂.从仂仄仗舒仆亳亳
  • 7. 息 2015 SAP AG or an SAP affiliate company. All rights reserved. 7 于亠 仄仂亟亠仍亳 仂亟仆亳亠于舒 亠亠仆亳亠 于 丶亠 仗仂舒于亳从舒 亞亠仆从舒 亠仄舒 亠仆亟 仗仂舒于亳从舒 亳仆亳仄舒仍仆亠 亳仆于亠亳亳亳 亠仆亳亠 亳从亳 亠亠仆亳亠 于 丶亠 仂仗亠舒仂舒 仂仍仆亶 亳从仍 仗仂亟舒亢 弌仂弍于亠仆仆亶 弍亠仆亟 仆于亠亳亳亳 于 亳 亳仆舒从 弌仂弍于亠仆仆亠 亳从亳
  • 8. 息 2015 SAP AG or an SAP affiliate company. All rights reserved. 8Public 仂于亠 弍亳亰仆亠-仄仂亟亠仍亳 亠弍ム 仂 仂仗亠舒仂舒 亳仆 仗仂亟仂亟仂于 亠仂弍仂亟亳仄亠 亳亰仄亠仆亠仆亳 仂亞. 从, 仗仂亟亟亠亢从舒 亳仆仂亶 仄仂亟亠仍亳 于仂仂仆从亳 仗仂亟舒亢: 个仂仄亳仂于舒仆亳亠 仂亟亠仍舒 仗仂亟舒亢 仆仂于仄亳 从仂仄仗亠亠仆亳礆亳 弌仂亰亟舒仆亳亠 丶亠仆舒 从仂仄仗亠亠仆亳亳 仗仂 亠亠仆亳礆 仂于亠 仗仂亟仂亟 从 仂弍仍亢亳于舒仆亳 从仍亳亠仆仂于 仆亠 仗仂亟仂亟 从 亠亞仄亠仆舒亳亳 从仍亳亠仆仂于 仂于亠 仗舒仆亠从亳亠 仄仂亟亠仍亳, 仆仂于亠 从舒仆舒仍 从仂仄仄仆亳从舒亳亶 丕仗舒于仍亠仆亳亠 仍仂亢仆仄 仗仂亠仍亠仄 仗亠亟仍仂亢亠仆亳亶 仂仂于仆仂 从 仂仄亳仂于舒仆亳 亳仆仆仂于舒亳亶 仍ム亠于亠 从仂仄仗亠亠仆亳亳 丐亠仍亠从仂仄 从仂仄仗舒仆亳亶: 1. 亞仂仄仆舒 亠于ム舒 从仍亳亠仆从舒 弍舒亰舒 亳 亟仂仍亞仂仂仆亠 仂仆仂亠仆亳 从仍亳亠仆舒仄亳 2. 丿亳仂从仂亠 亠亞亳仂仆舒仍仆仂亠 仗亳于亳亠 3. 舒仍亳亳亠 亠仍亠从仂仄仄仆亳从舒亳仂仆仆仂亶 亳 丐 亳仆舒从 4. 仂亰仄仂亢仆仂 仗亠亟仂舒于仍亠仆亳亠 SLA 5. 仂亰仄仂亢仆仂 仗舒从亠亳亰舒亳亳 仆仂于 亳 亠仍亠从仂仄仄仆亳从舒亳仂仆仆 仍亞
  • 9. 息 2015 SAP AG or an SAP affiliate company. All rights reserved. 10 仂亠 仗仂亟舒亢亳 亠亠亰 仂仗亠舒仂舒 于磶亳 1 2 3 4 5 6 7 1.亠仆亠舒亳 仗仂舒: 仄舒从亠亳仆亞 亳 亠从仍舒仄舒 2.仂亳从 亳 舒弍仂舒 仗仂亠仆亳舒仍仆仄亳 从仍亳亠仆舒仄亳 3.亠亟仗仂亟舒亢仆舒 仗仂亟亞仂仂于从舒 4.仂亟仗亳舒仆亳亠 从仂仆舒从舒 5.亠亟仂舒于仍亠仆亳亠 亟仂仗舒 于 仂弍仍舒仆仂亠 亠亠仆亳亠 6.舒仗从 亳 于仆亠亟亠仆亳亠 (于仗仂仍仆亠仆亳亠 亠于亳仆 舒弍仂) 7.仂亟亟亠亢从舒
  • 10. 息 2015 SAP AG or an SAP affiliate company. All rights reserved. 11Public Customer Value Proposition Portugal Telecom Example EXPERIMENTATION / TRY & BUY Start a PoC straightaway with no Long -term commitments SPEED & OUTSTANDING USER EXPERIENCE Avoid Setup Complexity with Easy and Fast Setup and Passionate User Support LOWER RUNNING COSTS AND UPFRONT INVESTMENTS Flexible Pricing on Pay as you Grow Models (CAPEX to OPEX), With Lower TCO when compared to On-Premises SINGLE SUPPLIER FOR CLOUD, APP SUPPORT & NETWORK (E2E SLA) Portugal Telecom Holds Deep SAP Knowledge And Extensive Certifications
  • 11. 息 2015 SAP AG or an SAP affiliate company. All rights reserved. 12Public 亳仄亠 仂亟仆亳亠于舒 仗仂 仗仂亟舒亢亠 弍仍舒仆 亠于亳仂于 http://www.telekom.com/medien/loesungen-fuer- unternehmen/260010 http://www.news-sap.com/portugal-telecom-brings-customers-streamlined- operations-and-increased-agility-via-cloud-services-for-sap-business-one-cloud- powered-by-sap-hana/