SAP ERP Pricing For The Digital Age

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April 2018SAP ERP Pricing for the Digital Age 2018 SAP SE or an SAP affiliate company. All rights reserved.Addressing Indirect/Digital Access1 / 18

Table of Contents3Summary4Pricing Model Objectives4New Indirect/Digital Access Pricing Model5Indirect/Digital Access Document License Calculation5Pricing for Direct and SAP Application Access6What are the options for existing customers giventhis new Indirect/Digital pricing model?6Do Nothing7License Exchange7Contract Conversion7SAP Cloud Extension8Appendix – Application of New Policy for CommonIndirect/Digital Access Scenarios: Illustrative ExamplesThis document provides a general description of the new outcome-based ERP pricing for thedigital age announced on April 10, 2018.For additional information contact your SAP Account Executive.This document is for informational purposes only, and provides general guidelines regarding SAP’s pricing modelsand policies as of April 2018. It is provided without representation or warranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials. This document shall not be incorporatedinto any contract and does not constitute a contract, an agreement or commitment to any specific terms, or anmendment or supplement to a customer’s contract. Policies and this document are subject to change without notice.Should a customer have questions, they should engage their SAP Account Executive. Pricing models and policies,and changes thereto, and any referenced contract terms are intended to provide a consistent, globally-applied filterto the licensing discussion. However, a customer’s situation or contract terms may be different, and must be evaluatedunder their specific SAP contract. SAP reserves the right to revise its policies from time to time.This document may not be reproduced in any manner without the express written permission of SAP SE.All Rights Reserved.2 / 18 2018 SAP SE or an SAP affiliate company. All rights reserved.

ngSUMMARYThe technology landscape and how customersconsume and use SAP software has undergonedramatic changes. Not only are our customers’employees using the Digital Core (i.e., SAP ERP,SAP S/4HANA and SAP S/4HANA Cloud), theirbusiness partners, consumers, third-party applications, IoT devices, automated systems, andRPA/bots are also using the Digital Core. Indirect/Digital Access is when people or thingsuse2 the Digital Core without directly logging intothe system. It occurs when humans, any device orsystem, indirectly use the Digital Core via non-SAPintermediary software, such as a non-SAP frontend, a custom-solution, or any other third-partyapplication. It also occurs when non-humandevices, bots, automated systems, etc. use theDigital Core in any way. It is hard to measureuse accessing via Indirect/Digital Access, henceSAP is modernizing its pricing model to be moretransparent and predictable.mains unchanged, new pricing model for Indirect DigitalFigure 1: Use of SAP ERP and Types of AccessERP Pricing ModelAvailable April 2018 Onwardssedly)Outcome-BasedUser-Based§ User Licensenseensend Service Ordersse OrdersSAP ERP§ Document LicenseDigitalCoreS/4 HANA§ No additional ERP license needed1n Extensions containing the required measurement functionality. This does not apply to technology solutions, such as platform, database, middleware integration and Enterprisesulting from access by properly licensed SAP applications.41. Provided ERP is otherwise licensed, no additional ERP license is needed for use of the Digital Core resulting from accessby properly licensed SAP Applications.2. SAP On Premise Contractual Definition of Use: ‘Use’ is defined as to activate the processing capabilities of the Software,load, execute, access, employ the Software, or display information resulting from such capabilities. Use may occur by wayof an interface delivered with or as a part of the Software, a Licensee or third-party interface, or another intermediary system.All ‘use’ of SAP software, regardless of the method of access, requires an appropriate license.3 / 18 2018 SAP SE or an SAP affiliate company. All rights reserved.

PRICING MODEL OBJECTIVESThe new pricing approach for Indirect/Digital Accessfocuses on business outcomes and provides an objectivemeasure for the use of the Digital Core.NEW INDIRECT/DIGITAL ACCESS PRICING MODELSAP has idenfitied nine document types that representsystem generated records of commonly valued businessoutcomes from the Digital Core. Use of the Digital Corethrough Indirect/Digital Access will be licensed based onthese nine document types; there is no additional chargefor other document types. Counting Documents.––One time create cost. SAP counts and charges forthe creation of documents triggered via Indirect/DigitalAccess.––Read, update, delete included. All read, updates, anddeletion of documents via Indirect/Digital Access donot incur an additional charge.––Initial document creation only. SAP counts only theinitial documents created. For example: a sales document created by Indirect/Digital Access is automatically processed in the Digital Core resulting inthe creation of invoice, material or financial documents.SAP would charge only for the sales documents initially created and not for the subsequent documents.––Multiplier. Not all documents are weighted equally.Most documents are weighted at 100% (multiplier 1),documents of lower value and more frequently usedare weighted at 20% (multiplier 0.2). Volume Discounts. the higher the number of documents,the lower the price per document.4 / 18 2018 SAP SE or an SAP affiliate company. All rights reserved.

INDIRECT/DIGITAL ACCESS DOCUMENTLICENSE CALCULATION A Document License reflects the total documentslicensed for a 12-month period. This total is thesum of all document types times their respectivemultiplier. New SAP customers with no historical data mayestimate the number of documents neededby using benchmark data applicable to thecustomer’s business. For existing customers,an estimate of needed documents can becalculated using historical data. SAP is planning to provide customers with toolsto monitor and measure ERP use.Document TypePRICING FOR DIRECT AND SAP APPLICATIONACCESSDirect Human Access to the Digital Core continuesto be licensed based on users.1 Provided ERP isotherwise licensed, no additional ERP User licenseis needed for use of the Digital Core resulting fromaccess by properly licensed SAP Applications. SAPapplications refer to line of business and industryapplications (on premise and cloud); it also refersto SAP Solution Extensions. This does not includetechnology solutions (e.g., database, middlewareintegration, SAP Cloud Platform, etc.)QuantityMultiplierTotalSales (counted at line item level)Invoice (counted at line item level)Purchase (counted at line item level)Service & MaintenanceManufacturingQuality managementTime l (counted at line item level)Financial (counted at line item level)01,0000.20.20200Total Capacity800License Cost Total documents x document price5 / 18 2018 SAP SE or an SAP affiliate company. All rights reserved.

Figure 2: Optionsfor existingcustomersOptionsfor existingSAPSAPERPERPcustomersStatus Quo – Do NothingFor customers happy with their contractand who do not want to changeOption 1License ExchangeContract ConversionFor customers wanting improved transparency forIndirect/Digital access & remain in existing contractOption 2For customers licensing SAP S/4HANA andwanting to consolidate / simplify old contractsOption 3SolutionsSolutionsSolutionsSolutionsOrder License*Order License*OrderLicense*DocumentsOrder License*DocumentsUser LicenseUser LicenseUserUserLicenseLicenseUser LicenseUser LicenseDBDBDBDBDBSAP HANALicense Value License Credit Current Contractwith AddendumContract Value Contract Credit Current ContractConverted ContractCurrent ContractCurrent ContractSolutions Continue with current contract. No change. Continue with current contract with addendum Replace current BOM with new BOM that includes a Continue to use User and Order* Licenses for all Up to 100% credit for User and/or Order licensesimplified licensing dPurchaseOrderProcessing/Executiontypes of use and accessvalue** applied to new Document license value Opportunity to reconfigure solution landscape (new bill Back maintenance for indirect access waived 100% of the maintenance base of the convertingof material)licenses is carried forward. Up to 100% credit for old contract value** applied to Back maintenance for indirect access waivednew S/4HANA contract value 100% of the maintenance base of the converting*Sales & Service Order Processing/Execution and Purchase Order Processing/Execution; ** Conditions applylicenses is carried forward 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC7 Back maintenance for indirect access waivedWHAT ARE THE OPTIONS FOR EXISTINGCUSTOMERS GIVEN THIS NEW INDIRECT/DIGITAL PRICING MODEL?Existing SAP ERP on premise customers maychoose to do nothing and keep current contractterms in place, or choose to take advantage ofthe new Indirect/Digital Access pricing with eitheroption of a License Exchange or a full ContractConversion to a new simplified contract. We arecommitted to working with customers interestedin reconfiguring their licenses per the new model.SAP assures customers who proactively engagewith us in good faith that we will not pursue backmaintenance for under-licensing of SAP Softwareassociated with indirect access.Do NothingThis option is best suited for existing customershappy with their contract terms who do not wantto change. There are no changes to existing contract terms, and customer will continue usingUser and Order Licenses for all types of access.6 / 18 2018 SAP SE or an SAP affiliate company. All rights reserved.

License ExchangeFor existing SAP ERP customers wantingimproved transparency for Indirect/Digitalaccess while not converting existing contractContract ConversionFor existing SAP ERP customers licensingSAP S/4HANA and wanting to consolidate/simplifyold contracts (full contract conversion)The License Exchange option keeps existing contract in place and adds an addendum outliningthe new modern ERP pricing using DocumentLicenses for Indirect/Digital Access use. Customer receives a credit of up to 100%of the license fees paid3 for the user and/ororder licenses exchanged (e.g., Sales & ServiceOrder Processing or Purchase Order Processing)for equivalent value in Document Licenses.(100% credit is limited to the net fees owedfor the Document License)100% of the maintenance base of the convertinglicenses is carried forward. An example follows:The Contract Conversion option applies thevalue of the licenses in the customer’s existingcontract as a credit towards a new reconfiguredSAP S/4HANA-based solution landscape thatmeets current and future business needs. Replaces current bill of materials (BOM) withnew SAP S/4HANA based BOM that includessimplified licensing structure Opportunity to fully reconfigure solutionlandscape (new BOM) based on currentand future needs Up to 100% credit3 for old contract valueapplied to new bill of material Access to legacy SAP software duringthe transition One-time event Maintenance base does not go downDescriptionCalculated Cost for documents(Based on historical records ondocuments needed)Value in 500,000Credit for Sales and Service OrderProcessing Licenses(150,000)Credit for subset of User Licenses(350,000)Net Cost to CustomerMaintenance Base Carried Forward(based on total credits exchanged)0500,000SAP CLOUD EXTENSIONCustomers ready to move to the cloud or optfor a hybrid (on premise and cloud) landscapemay take advantage of the SAP Cloud Extensionpolicy to convert on premise maintenance feesto a subscription service spend on SAP Cloudsolutions.3. Conditions apply.7 / 18 2018 SAP SE or an SAP affiliate company. All rights reserved.

APPENDIXApplication of New Policy for CommonIndirect/Digital Access Scenarios:Illustrative ExamplesEach scenario below is licensed by the number of documentscreated in the Digital Core. The specific document in eachscenario is displayed in highlighted type. The subsequentautomatic processing of these documents in the Digital Coremay result in the creation of additional document types(e.g., material document or financial document) which areNOT counted towards the SAP customer’s total licensed document level. Statements of “no additional licensing needed” inthe following examples apply to licensing for Indirect/DigitalAccess, and assumes proper licenses are in place for any usevia SAP Applications or Humans directly logging onto theDigital Core.8 / 18 2018 SAP SE or an SAP affiliate company. All rights reserved.

SALES DOCUMENTFigure 3Our new model requires Document Licenseswhen indirect access triggers the creation ofcertain sales-related documents.Examples of scenarios where sales documents arecreated and licensed, include but not limited to:1. The SAP customer is using a 3rd party externalsolution managing the presales activities (lead,quote, etc), and the following occurs as a resultof such use:––In this process, customer is reading pricinginformation from the Digital core – no additional licensing needed––Updates customer master records withinthe Digital Core via the 3rd party solution –no additional licensing needed––Creates Sales orders within the Digital Core,triggered by the external system – salesorder line items counted as a Documentswhich must be licensed––The sales order line item is automaticallyprocessed within Digital Core resulting inthe creation of subsequent documents (e.g.,customer invoice line items, financial document line items) – no additional licensingneeded for such subsequent Documenttypes triggered within the Digital Core2. The SAP customer is using a 3rd party externalsolution managing customer portal /website/APP, where the end customer or business partner can enter scheduling agreement details.These scheduling agreements are processedin SAP S/4HANA – scheduling agreementcounted as a Document which must belicensed.9 / 18 2018 SAP SE or an SAP affiliate company. All rights reserved.

INVOICE DOCUMENTFigure 4Our new model requires Document Licenseswhen indirect access triggers the creation ofcertain invoicing-related documents.Examples of scenarios where Invoice documentsapply, include but not limited to:1. The SAP customer is using a 3rd party externalparty system to do logistics of finished goodsinventory, and the following occurs as a resultof such use––In this process, customer is reading thesales orders booked in ERP – no additionallicensing is needed––Once the goods on the sales order areshipped to the end consumer, the third partysolution triggers the creation of an invoice inthe Digital core – the invoice line items created by such Indirect/Digital Accesscounted as a Document which must belicensed––The invoice is further automatically processed within Digital Core resulting in thecreation of subsequent Document types(e.g., accounts receivable and GL posting)to complete the transaction – no additionallicensing needed for such subsequent Document types triggered within theDigital Core2. Ecommerce sites may directly post both thesales order and invoices into the Digital Core –here the customer must license Documentsfor both the sales order line items andinvoice line items created by Indirect/Digital Access. Note that in this example boththese documents are being received from 3rdparty ecommerce site. So, both are countable.No additional licenses are required for subsequent Document types created within the Digital Core as a result of the automatic processingin the Digital Core of the original sales ordersand invoices document.3. Supplier invoices are received via EDI interface –the supplier invoice line item created arecounted as a Document which must belicensed. No additional licenses are requiredfor subsequent Document types created withinthe Digital Core as a result of the automaticprocessing in the Digital Core of the originalsupplier invoice line item.10 / 18 2018 SAP SE or an SAP affiliate company. All rights reserved.

PURCHASE DOCUMENTFigure 5Our new model requires Document Licenseswhen indirect access triggers the creationof certain purchasing-related documents.Examples of scenarios where Purchase documents apply, include but not limited to:1. The SAP customer uses a third-party externalsolution to conduct the procurement processoutside of the SAP ERP and the followingoccurs as a result of such use In this process, customer is reading plannedorder from the MRP run and possibly the supplier and contract data from the Digital Core –no additional licensing is needed Once the procurement process is completethe external application posts the PurchaseOrders back into the digital core – the purchase order line items created are countedas a Document which must be licensed The purchase orders are automatically processed within Digital Core, resulting in thecreation of subsequent Document types(e.g., goods receipt, quality control, vendorpayment and post to GL) – no additionallicensing needed for such subsequentDocument types triggered within theDigital Core2. For MRO orders, SAP customer can placean order on a web site (e.g., Amazon, Staples;etc.) and a PO can be created in the digitalcore – here the MRO purchase order lineitems created are counted as a documentswhich must be licensed. No additional licensesare required for subsequent Document typescreated within the Digital Core as a result of theautomatic processing in the Digital Core of theMRO purchase order line item.11 / 18 2018 SAP SE or an SAP affiliate company. All rights reserved.

SERVICE & MAINTENANCE DOCUMENTFigure 6Our new model requires Document Licenseswhen indirect access triggers the creation ofcertain service order & warrant claim-relateddocuments.Examples of scenarios where service order &warrant claim-related documents apply, includebut not limited to:1. Customer contracts with a call center toaccept all service and warranty claims, and thecall center submits the claims to customer’sSAP Digital Core through a third party system,and the following occurs as a result of such use––Service Order/Warranty Claims are createdby this Indirect/Digital Access – the serviceorder documents created are countedas a Document which must be licensed––The Service Orders are automatically processed within Digital Core, resulting in thecreation of subsequent Document types(e.g., generate invoice and perform financialtransactions) – no additional licensingneeded for such subsequent Documenttypes triggered within the Digital Core2. An IoT device might detect a failure and automatically request a service call creating arecord – the Service Orders created arecounted as a Document which must belicensed. No additional licenses are requiredfor subsequent document types created withinthe Digital Core as a result of the automaticprocessing in the Digital Core of the originalservice order document.12 / 18 2018 SAP SE or an SAP affiliate company. All rights reserved.

Figure 7Our new model requires Document Licenseswhen indirect access triggers the creation ofcertain plant maintenance-related documentsis monetized via the new licensing policy.Examples of scenarios where plant maintenancerelated documents apply, include but not limitedto:1. Customer contracts with a third party to maintain their production equipment, and the thirdparty submits confirmations via a device toservice the customer’s SAP Digital Core, andthe following occurs as a result of such use––Once the service/repairs are completed thena plant maintenance confirmation is sent tothe Digital Core – the Plant Maintenancedocuments created are counted asa Document which must be licensed––The Plant Maintenance confirmations ar

Figure 1: Use of SAP ERP and Types of Access 1. Provided ERP is otherwise licensed, no additional ERP license is needed for use of the Digital Core resulting from access by properly licensed SAP Applications. 2. SAP On Premise Contractual Definition of Use: ‘Use’ is defined as to activate the processing capabilities of the Software,

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