Thứ Sáu, 30 tháng 10, 2015

Social Selling: 6 Questions Every Salesperson Needs to Know

“Customers don’t buy from glass buildings. They don’t buy from companies. They buy from people. Relationships are absolutely key.” – Kirsten Boileau, Director of Digital Startup, SAP

Speaking on Internet talk radio program Coffee-Break with Game Changers, presented by SAP, Boileau – who leads the social business and social selling initiatives for SAP – shared her insights about the positive impact social networks are having on sales practices. Host Bonnie D. Graham led a lively panel discussion that included Boileau as well as Kurt Shaver, CEO of Sales Foundry, and Jim Fields, Vice President of Customer Experience Marketing, SAP.

Social selling has become such a hot topic that Coffee-Break with Game Changers is dedicating an entire series to exploring its various facets and promoting best practices for salespeople. If you missed this opening episode, originally broadcast on September 8, 2015, you can listen to a recording of the show. To listen to other shows in this series, visit the SAP Radio area of the SAP News Center.

Sometimes called Sales 2.0, the term “social selling” was coined in 2006 by sales trainer Nigel Edelshain of Sales 2.0 LLC. Though the term has been around for a while, experts like Boileau point to the increased level of comfort people have achieved with social networks to highlight why now is the opportune time for sales professionals to make social selling part of their sales toolkit.

Here are six questions taken from the panel discussion that every sales professional should know about.

1.  Is social selling a brand new skill, or is it an old skill in sales – just revisited and repackaged for the digital age?

Think of it as a brave new world, albeit one where tried-and-true sales skills still apply.

“Social selling is selling using social networks. And social networks, in fact, are not even that new,” said Shaver, noting that big social networks like Facebook and LinkedIn have been around more than a decade. “More importantly, if we think of the second word in that term – selling – that’s been around a pretty long time. All those practices of rapport, relationship building, empathy, emotional intelligence, and networking – all of those things that are fundamental selling skills still apply in the social selling world.”

2.  Why is there apprehension around social selling?

The term social selling was coined almost 10 years ago, yet it is only now gaining traction in sales organizations. What took so long?

The panelists agreed that social involves new technology and ever-evolving tools. It has just taken a while for people in general to get comfortable with how to listen and engage in conversation on social networks. One panelist pointed out also that salespeople in particular have a high barrier for what they will spend their time on and what tools they will begin to use to help them sell.

Besides noting this pragmatic aspect, however, the panelists tapped into an emotional raw nerve with their observations that salespeople have been afraid of two things about social networks: 1. making themselves vulnerable by saying the wrong thing, and 2. being unable to undo a social posting they later regret. In other words: What’s posted on social, stays on social.

“One aspect of it is the permanence,” said Shaver. “I think that there is some fear of looking stupid or not knowing what you’re doing. Or there’s that element of it, and I think that people have also seen in the media, where things can sometimes blowup in a negative way online.”

Shaver encouraged people to embrace social networking, saying, “People are sometimes so scared about social networking or they don’t think they know a thing about it. You can’t really break anything. So, get in there and take action.”

3. Are millennials better suited to social selling than senior salespeople?

You would be surprised. There are now five generations working side by side in the workplace today. For sales teams that may mean that established sales professionals and stars who have their own proven way of doing things are working alongside millennials who have grown up in the age of social digital connectivity. In some cases, early talent is providing a type of reverse mentorship for senior professionals by showing how to work with new social tools. “Cold calling and cold emailing are bottoming out,” said Boileau. “The [senior salespeople] see that social is having great success, so they are eager to embrace it.”

Panelists also reported instances when some of the early talent questioned the value of using social networks for business. It’s important to note that it’s the senior employees who understand the principles of sales techniques well and can show the early talent how social networks can be applied to sales and business.

4. What are the benefits of social selling?

Social selling comprises branding, listening, relationship building, engaging, collaborating, and selling. It is a sales-driven, lead generation technique that is best positioned at the start of the sales cycle. Social selling is especially successful for B2B salespeople who are interested in lead-gen activities with a goal of getting appointments with prospects.

Social selling is considered both inbound marketing, because it is a content attraction strategy; and outbound marketing, because it is a prospecting strategy. LinkedIn, for example, offers a database of 400 million professionals that can be searched and sorted. Most significantly, your name is always attached to your social communications, which keeps you in front of your customers and puts you in front of prospective customers as content with your name on it gets shared and liked.

The potential impact of 10-15 minutes of engaging in social conversation can have as much impact as making 100 cold calls, according Boileau: “I’ve seen some research around the statistics that [indicates] 2 ½% appointment rate out of 100 cold calls. You might spend 5 days doing 100 cold calls and only get 2 appointments. That’s just not a good investment of your time; whereas, you’re spending 10 to 15 minutes listening to what your customers are talking about and then making sure that you’re sharing relevant and engaging content to them and to your own network to build your reputation.”

5. Should salespeople have to demonstrate that they are social?

“Yes!” said the panelists. Panelists agreed that evaluating a job applicant’s social network should be included in the hiring process, and it should consist of checking not just the raw number of contacts, but also the quality of contacts filtered by industry or position. Every employee is a brand ambassador, proclaimed the panelists. Therefore, if a company has 10,000 employees and each employee has connections with 500 contacts in their various social networks – that’s access to 5 million people.

The panel was generally supportive of the idea of setting quotas for social networking activities, saying that salespeople are very driven to make their numbers and therefore will be motivated to achieve this set of numbers too. “I think salespeople do respond well to having quotas assigned to them,” said Fields. “For the ones who are working their way up the chain and trying to build relationships they can leverage into sales, I think that’s a very appropriate kind of a challenge to put out there for them.”

6. Will social selling go away in the future?

Yes and no. The panelists predicted that social selling will be so common that we eventually won’t really think about it as a separate business activity but rather as a regular part of routine work. Future technology systems will integrate social selling seamlessly. Salespeople will become savvier about listening via social networks and will consume this intelligence in more sophisticated ways.

To learn more, tune in to the series Social Selling with Game Changers, presented by SAP on the VoiceAmerica Business Channel.

Photo source: Shutterstock



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The Spin with Megan Meany: A Spooktacular Spin

SAP TV Senior Correspondent Megan Meany has the latest SAP and tech news headlines.

This week’s news, insights and updates include the cloud puffing up in EMEA, SAP Jam Communities, Big Data making a big play on Capitol Hill; and more.

Watch all episodes of The Spin.



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Amazonas Sustainable Foundation Transforms Lives with SAP Lumira

Roberto was a woodsman. His father was a woodsman. And his grandfather was a woodsman as well. And Roberto never imagined that cutting trees down in the Amazon Forest could be a problem. It was part of the family’s tradition and this was the only thing he knew how to do.

However, eight years ago, Roberto met someone who explained that cutting trees indiscriminately was putting the  future of his family, of his community, of the forest itself and of the whole planet at risk.

Creating a Sustainable Future for People of the Amazon

I met Roberto a year ago. He does not cut trees anymore. Today, he is a community leader in Tumbira, a community of 20 families that lives alongside the Negro river – part of the Amazon River basin. He also owns a sustainable hostel and manages a local bank branch – which is nothing more than a telephone line and a device for electronic payments linked to a bank network – and his eyes twinkle when he talks about projects he has seen in the Amazon in the past years.FAS_Amazonas_Roberto

Meeting with Roberto, leaders of the indigenous communities in the region, and  FAS – Amazonas Sustainable Foundation – is certainly one of those moments that make us feel an immense pride of being able to contribute and transform the world into a better place. And all of this is thanks to the SAP Corporate Social Responsibility (CSR) programs. Since 2014, when the company started to support FAS projects with the donation of an analytics’ tool called SAP Lumira, I have seen how much work has been done to preserve and enhance the inhabitants’ lives in the forest and how this generates benefits to the people themselves and the entire environment.

Centralized Data for Real-Time Analysis from the Most Remote Villages

SAP donated SAP Lumira to FAS as part of a project led by the company´s CSR area. Conducted by three SAP professionals, representatives of 12 areas of FAS, and three specialists from partner Ramos Sistemas, the implementation was completed in four months. The experts have initially configured ten panels for cloud visualization of performance indicators for projects aimed at the education of youth, public health efforts and infrastructure development in the communities benefited by FAS.

Currently, FAS employees and managers fill in all the information about the communities and projects directly into SAP Lumira. In addition to the ten panels initially configured, managers can easily create new visualizations, establish indicators, metrics and data analysis features according to their particular needs.

“Today, we have access to centralized data which is available for real-time analysis, even when we’re talking about communities that are hours away from the nearest urban center and only accessible by boat,” said Virgílio Viana, superintendent at FAS. “We were also able to identify more efficient solutions for the improvement of indicators such as income generation, health and education,” he added, remembering that there are communities that can only be reached after several weeks of a boat trip leaving from Manaus, the capital of the Amazonas State.

Partnership for a Better FutureFAS_Amazonas_nativepeople

I have worked in the IT industry for over 15 years and I confess that nothing gives me more pleasure than seeing how the use of new technologies can really transform people’s lives. With this partnership with FAS, I live fully this feeling. As Robert says, his life dramatically changed for the better once he realized that the forest is worth much more when it is standing up, rather than down. This change in his life and in the lives of other 40 thousand people benefited by FAS gives me the confidence that I am working on something that is really worth. And this is just the beginning.

Photo source: SAP
Top photo: Roberto talking to journalist; Photo 1: Roberto; Photo 2: Woman with child in Amazon



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Thứ Năm, 29 tháng 10, 2015

Don’t Fence Me In: Performance in a 9-Box Grid

The buzz: 3X3. 

Ah, the infamous Human Resources nine-box grid.

The end result of a larger talent management process, the grid is intended to plot the progression of your people as resources for the future.

However, it is often seen negatively by employees striving to attain the top right quadrant, a well as by managers who dispute its motivational value.

Ultimately, many great performers can’t reach the perceived pinnacle of success in this format.

Is it time for the grid to be retired or are we doomed to nine boxes forever?

The experts speak.

Anthony Abbatiello, Deloitte: “…the future is about exceptional teams and the leaders within those teams who can out-maneuver, out-manage and out-innovate their competition.” (Barry Salzberg, Deloitte)

Elizabeth Duffy, SAP: “Engagement. ‘You keep using that word. I do not think it means what you think it means.’ (Iñigo Montoya, character in the 1987 film The Princess Bride)

Sherryanne Meyer, ASUG: “Why, anybody can have a brain. That’s a very mediocre commodity.” (Wizard of Oz, 1939 film)

Join us for Don’t Fence Me In: Performance in a 9-Box Grid.



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Connected Car Take 4: Driverless, Too!

The buzz: Climb in. Buckle-up. Your connected car is leaving the garage.

Just as radio, PCs and smartphones changed our world, connected vehicles will, too, as the automotive industry advances toward a fully autonomous connected vehicle.

Not to worry. It WILL be safe, courteous, green, shared, tailored for purpose – and driverless.

And it will be the business platform of the future.

Imagine that!

The experts speak.

Joe Barkai, Industry Analyst: “I can’t believe that!’ said Alice. ‘Can’t you?’ the Queen said in a pitying tone. ‘Try again: draw a long breath, and shut your eyes.’” (Alice in Wonderland by Lewis Carroll)

Otto Schell, GM: “Every new experience is unusual. The rest of life is just sleep and committee meetings.” (John Twelve Hawks, The Traveler)

Larry Stolle, SAP: “I call it like the domino theory of reality. If you can go one step at a time and it seems to make sense, you can then take your audience into an area that is relatively outlandish!” (Ivan Reitman)

Join us for Connected Car Take 4: Driverless, Too!



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Utilities 3.0: Traditional IT in a Non-Traditional World

The buzz: Playing catch-up.

We shop, talk with friends, watch TV, and check bank accounts—all on the Web, often from our smartphones. But many of us still receive utility bills by snail mail and pay by paper check. Why?

Reality check: Utilities’ adoption of digital technologies lags behind retail, communications, and even government. When will Utilities get on board?

The utilities industry is busy balancing existing infrastructure operations with the need to adapt to the volatile market environment. This means re-evaluating physical assets and customer relationships in order to re-think business models, processes, and their workforce.

The experts speak.

Michael Shanko, CMS Energy: “If we don’t change, we don’t grow. If we don’t grow, we aren’t really living.” (Gail Sheehy)

Jill Feblowitz, IDC: “It is change, continuing change, inevitable change, that is the dominant factor in society today. No sensible decision can be made any longer without taking into account not only the world as it is, but the world as it will be.” (Isaac Asimov)

James McClelland, SAP: “The reasonable man adapts himself to the world; the unreasonable one persists in trying to adapt the world to himself. Therefore all progress depends on the unreasonable man.” (George Bernard Shaw)

Join us for Utilities 3.0: Traditional IT in a Non-Traditional World.



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Is Social Selling Closing the Deal?

The buzz: It’s almost Hallowe’en 2015.

Calendar check. If your company is already a third of the way into your 4th quarter, we bet your Sales team is really putting the pedal to the metal to drive year-end success.

But if they’re using traditional pipeline-accelerating strategies, more and more of their deals may be getting stuck.

What can you do? Listen up!

The Aberdeen Group found that 72.6% of Salespeople using Social Selling outperformed peers and exceeded quota 23% more often.

How can Social help you?

The experts speak.

Barbara Giamanco, Social Centered Selling: “You have to learn the rules of the game. And then you have to play better than anyone else.” (Albert Einstein)

Liam McLaughlin, LinkedIn: “Ask yourself if what you are doing today is getting you closer to where you want to be tomorrow.” (Proverb)

Kirsten Boileau, SAP: “Forget today. Think about the future. While it can be rewarding in the short-term to focus on transactions, it will harm you in the long-term. Build and sell relationships.” (Amar Sheth)

Join us for Is Social Selling Closing the Deal?



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Pumpkinstein Carves Out Killer Halloween Niche

As the old saying goes, “build a better mousetrap and the world will beat a path to your door.” Tony Dighera of Cinagro Farms (organic spelled backwards) has taken this timeless quote of innovation to heart by thinking outside the pumpkin.

His “pumpkinstein” creations – pumpkins that grow inside specially made Frankenstein molds – are flying off the shelves, fetching upwards of $100 each.

pumpkin1.jpg

Photo courtesy of Cinagro Farms

But the path to pumpkin glory was hardly an easy one. Here’s more from CNBC:

Four years of trial and error with different molds and dozens of pumpkin varieties had Dighera exasperated, but he had one more idea. “I wanted to try just to see if it would make a difference, and it did,” he said. “I knew I had it.”

Dighera’s instincts were spot-on. His mad creation landed him on the cover of the New York Times this year. Big box retailers like Sam’s Club took notice and contacted Dighera about cutting a retail deal, but he was hesitant at first. Here’s more from CNBC:

“I’ve got to be honest, originally, I just kind of blew it off,” the farmer said. After all, Cinagro was producing a manageable number of pumpkins for top dollar, “and I just didn’t think it was a fit.”

Dighera ended up striking a temporary deal with Sam’s Club, which will sell pumpkinsteins for less than $30. This provides Dighera with the flexibility to still sell pumpinsteins at premium prices elsewhere – if he’s able to meet demand.

Last year, Cinagro produced about 5,000 pumpkins. This year, the farm has orders nearing 90,000. How can a company of Cinagro’s size manage such a frightening uptick in orders?

With a product like pumpkinstein, the demand can change considerably based on the hype generated by social media, according to Richard Howells, Vice President of Solution Management, SAP.

“Capturing this unstructured demand, as well as short term demand signals from point of sales devices in the store are critical,” said Howells. “Building this into the full demand picture can provide companies like Cinagro with visibility into how demand will be over time, as well as how it is changing from area to area, city to city, and even store to store during the peak season running up to Halloween.”

Will you purchase a pumpkinstein this Halloween?

This story originally appeared on SAP Business Trends.

Top image via Shutterstock



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SAP, Google Enter Patent Cross-Licensing Agreement

MOUNTAIN VIEW and WALLDORF — Google Inc. and SAP SE (NYSE: SAP) have entered into a long-term patent cross licensing agreement that covers a broad range of products and technologies.

The agreement covers the companies’ existing patents and those filed over the next five years.

“We are pleased to enter into this agreement with a leading global technology company like SAP and welcome discussions with any company interested in similar arrangements,” said Kirk Dailey, Head of Patent Transactions at Google. “Cross-license agreements like this enable companies to focus on bringing great products and services to consumers around the world.”

This agreement advances the relationship between the companies, which joined the LOT Network in 2014, a community-based patent-licensing agreement designed to reduce for its members patent troll litigation and the growing practice of patent privateering.

“We are proud to announce this important agreement with Google, a global leader in technology,” said Tony DiBartolomeo, Chief IP Counsel, SAP. “Giving talented engineers and developers the freedom to build great products is key to promoting innovation. Patent cross-license agreements like this one increase freedom to operate and prevent distractions from unnecessary patent litigation. And, like Google, SAP welcomes similar discussions with like-minded companies.”

For more information, visit the SAP News Center. Follow SAP on Twitter at @sapnews.

About Google

Google is a global technology leader focused on improving the ways people connect with information. Google’s innovations in web search and advertising have made its website a top Internet property and its brand one of the most recognized in the world.

About SAP

As market leader in enterprise application software, SAP (NYSE: SAP) helps companies of all sizes and industries run better. From back office to boardroom, warehouse to storefront, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable more than 296,100 customers to operate profitably, adapt continuously, and grow sustainably. For more information, visit www.sap.com.

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Designing Great Fan Apps: Who’s Behind the Fan Experience?

By putting the user’s needs at the center of all its activities, SAP creates a unique sports experience for fans in sports such as soccer, golf, tennis, and Formula One.

Design specialists are leading the way in the conception of ingenious and simple apps that transform the fans to the middle of the field, court, or race course. Listen to some of the “people behind the technology” that are helping make it happen.



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Africa Code Week 2015 Trains More Than 88,000 Children and Youth to Code in Only 10 Days

WALLDORF — SAP SE (NYSE: SAP) today announced that 88,763 children and youth from 17 African countries took part in the more than 3,000 free coding workshops as part of Africa Code Week 2015.

The initiative, held from October 1–10, far exceeded the target of training 20,000 set by SAP and partners, including the Cape Town Science Centre, the Galway Education Centre, Simplon, Ampion and the King Baudouin Foundation.

A strong network of more than 100 partners — local governments, NPOs, NGOs, educational institutions and businesses — made the initiative a resounding success.

“Africa Code Week is exactly the kind of leverage we needed to make coding accessible to underserved children and allow most of them to even touch a computer for the first time,” said Louis Diakité, CEO of Alink Telecom and Africa Code Week ambassador in Ivory Coast.

In Rwanda and South Africa, a team of nonprofits led by SAP, Ampion and the Cape Town Science Centre worked together to bring free coding workshops to more than 18,000 children in urban and rural areas. Touring the Kigali and Western Cape regions, a PC-equipped bus named “Ampion Africa Code Week on Tour” invited more than 1,200 children to learn coding on board.

With the highest engagement ratio of 99 youth per 100,000 population and a total of 33,589 introduced to coding during Africa Code Week, Morocco wins the Africa Code Week 2015 award and will receive a grant from SAP to roll out digital education kits in participating schools. As second on the list of top-contributing countries with a ratio of 92 per 100,000 and 20,291 youth engaged, Ivory Coast will receive a grant from SAP to support the creation of a web programming school for underserved young Ivorians. Tunisia came third in the 2015 ranking with a ratio of 46 per 100,000 and more than 5,000 youth introduced to coding.

“The viral impact of Africa Code Week in Morocco is a perfect example of how governments can leverage continent-wide initiatives like Africa Code Week to encourage ICT teaching in schools while driving engagement among students and teachers alike,” said Rachid Benmokhtar, Moroccan Minister of Education and Vocational Training.

Government support was also notably strong in Rwanda, South Africa, Togo and Tunisia.

With a ratio of female participation reaching 60 percent in Tunisia, 56 percent in South Africa and 50 percent in Togo, Africa Code Week also made inroads into gender equality in ICT education. Building on the success of this first edition, SAP and partners are now preparing Africa Code Week 2016, with plans to expand to 30 countries.

For more information, visit the SAP News Center. Follow SAP on Twitter at @sapnews.

Media Contact:

Rajiv Sekhri, + 49 6227 77 4871, rajiv.sekhri@sap.com, CET

Any statements contained in this document that are not historical facts are forward-looking statements as defined in the U.S. Private Securities Litigation Reform Act of 1995. Words such as “anticipate,” “believe,” “estimate,” “expect,” “forecast,” “intend,” “may,” “plan,” “project,” “predict,” “should” and “will” and similar expressions as they relate to SAP are intended to identify such forward-looking statements. SAP undertakes no obligation to publicly update or revise any forward-looking statements. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. The factors that could affect SAP’s future financial results are discussed more fully in SAP’s filings with the U.S. Securities and Exchange Commission (“SEC”), including SAP’s most recent Annual Report on Form 20-F filed with the SEC. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates.
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Thứ Tư, 28 tháng 10, 2015

SAP Business Transformation Summit: Hot-Wired for Digital Transformation

The 5th annual SAP Business Transformation Summit was held October 21-22 in St. Leon-Rot, Germany, the company’s birthplace and heart of its innovative legacy. The two-day, high-impact event brought together standing-room-only audiences representing some of the world’s top global companies.

Digital transformation is unleashing rapid, radical change in almost very aspect of business and society. This year’s summit challenged participants with strategies, ideas, and case studies to survive and thrive in this new environment.

In his keynote address, Michael Kleinemeier, member of the SAP Global Managing Board, told audiences that digital business is here to stay. He said that start-ups and incumbents alike are successfully changing the rules with disruptive, digital business models. Christoph Steiger, global head of Business Transformation Services, continued the keynote address by expanding on the SAP vision for the digital economy. “This isn’t a marketing platform,” said Steiger. “It is a platform for business transformation.”

Designing a Desirable, Digital Future

The ongoing paradigm shift from products to digital services offers tremendous business opportunities. But futurist and innovation strategist Anders Sorman-Nilsson says it will also force businesses to rethink their value proposition to customers. “Change isn’t going to stop to ask you whether you like it or not,” he said.

SAP is just one of a growing number of large companies who have made digital transformation a central part of their business strategy. Maggie Fox, senior vice president of digital marketing, SAP, explained how the company has embraced social selling to become more effective in today’s hyper-competitive environment. “When [digital transformation] is done right, it is amazing how nimble you can be when you set the right mindset and the right culture,” said Fox.

By combining future mobility with apps, car-sharing services have also scored early digital successes. Prof. Dr. Walter Brenner, professor at the University of St. Gallen, said that it is smart digital services like these that are pointing the way to future successful business models.

Creating Compelling Digital Experiences

To survive and thrive in the digital age, organizations face a “survival of the quickest,” says Philip Carter, vice president of the European Enterprise Infrastructure and Software Group, IDC. He said tomorrow’s winners will blend digital and physical experiences to build customer loyalty and disrupt industries.

Organizations will also be able quickly gather business intelligence to test and iterate new products on the fly. Political analyst and author Kerstin Plehwe, a veteran U.S. presidential campaign advisor, says that data-driven social media strategies now allow campaign organizations to quickly test messages to see which ones resonate best with voters. She says that this is a compelling model for business and marketing today. “Data drives action; and action generates data,” says Plehwe.

As the digital experience matures, the physical and digital world will continue to merge. Juri Strässle, part of the mobile business development team at Samsung Electronics Switzerland and Benjamin de Wit, partner and head of new business at WeMakeVR, demonstrated the full power of virtual reality (VR). As an immersive experience that links the physical and digital world, they said that VR will help business leaders experience markets, empathize with target groups, and ultimately make better decisions.

The summit also brought the digital experience to life with showcase exhibits from five leading innovators:

  • A motorcycle ride on the wild side. The EYE RIDE showcase put participants to the test with “Oculus Rift”, the revolutionary virtual reality headset, while “riding” a specially equipped, stationary BMW motorcycle. The massive field of view and head tracking technology recreated an utterly realistic, blood-pumping, high-speed motorbike race.
  • Digital crunch. A high-tech smart vending machine served up drinks and snacks with a digital twist. Instead of inserting bills and coins, users simply flashed their QR codes over a reader. They could then order food, candy, and drinks by touching life-size product images on the touch-sensitive machine door.
  • Going for speed. Mobile virtual reality put visitors in the passenger’s seat of a high-speed racing car contest. Samsung and WeMakeVR technology combines special optical head gear, a mobile phone, and a video delivery app for a choice of rich, realistic digital experiences.
  • C-Suite in the cloud. At the SAP Digital Boardroom showcase, SAP presented its vision for the future of business decision-making. The Boardroom of the Future promises to unite the CEO, head of sales, marketing, and other experts with real-time data, backed by advanced in-memory platforms like SAP Business Suite 4 SAP HANA (SAP S/4HANA).
  • Maps to the future. The Hasso Plattner Institute’s Digital Use Cases provided a glimpse at the organization’s rich repository of groundbreaking published work in the area digital transformation.
  • New Tools for a New World

Digital transformation goes hand in hand with strong partnerships and advanced tools. Prof. Dr. Christoph Meinel, CEO of the Hasso Plattner Institute Potsdam, told audiences that in-memory technologies like SAP S/4HANA are poised to radically transform business and society.

Karel Paarhuis, the director of FrieslandCampina, said that the dairy producer’s three digital transformation initiatives have made it nimble and ready for future change. He said that successful transformation projects must use good governance to communicate their goals and benefits, and deliver on promises. “You’re only as good as your last go-live,” said Paarhuis.

Human-Centered Transformation

Yet participants were also reminded that any digital transformation must remain people-centered. Author and speaker Prof. Dr. Lothar Seiwert encouraged participants to achieve a greater work-life balance. Hannes Jaenicke, German actor and environmental activist, called on technology-related industries to do their part in promoting sustainability.

2015 SAP Business Transformation Award

Thursday’s session concluded with a gala dinner at Heidelberg Castle and the presentation of the Business Transformation Award.  Valorem S.A. took home the SAP Business Transformation Excellence Award. Dole Packaged Foods and PCITC Sunhuimin both received this year’s SAP Business Transformation Achievement Award. Finally, British American Tobacco was the proud recipient of the SAP Business Transformation Distinction Award.

Michael Kleinemeier, member of the SAP Global Managing Board, delivers the keynote address.Christoph Steiger, global head of Business Transformation Services, delivers the second half of the keynote address.Attendees of the 2015 SAP Business Transformation Summit.The 2015 SAP Business Transformation Excellence Award winners demonstrated excellence in digital transformation.Becoming a digital disrupter: The event challenged executives to drive digital transformation in their careers and organizations.
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SAP S/4HANA Goes Way Off the Charts

Since February 2015, more than 1,300 customers have chosen SAP S/4HANA, the next-generation business suite, as their digital core to reimagine business, breaking SAP’s record of signed customers for a new product.

According to Rob Enslin, member of the Executive Board of SAP SE and president of Global Customer Operations, this record “validates that SAP S/4HANA is SAP’s biggest innovation since SAP R/3. Customers and partners have clearly understood the benefit of our new suite to reimagine business for today’s world.”

Companies that have implemented SAP S/4HANA are seeing incredible progress in their ability to drive end-to-end digitized processes including planning, execution, prediction, simulation and analysis – all in real-time and with one system.

Demonstrate the Business Value of a Digital Core

“Customers know they need to take action if they want to lead in the digital economy and are looking for a trusted advisor to guide them,” says Markus Schwarz, senior vice president and general manager for SAP S/4HANA. “This is our opportunity to demonstrate how SAP S/4HANA is the digital core for connecting all aspects of the value chain in real-time around customers, suppliers, workforce, assets and the Internet of Things.”

Companies can now quickly assess the maturity of their digital transformation and benchmark their stage – from ‘digital resistors’ to ‘digital disruptors’ – against industry peers with the SAP S/4HANA IDC Digital Transformation Benchmarking tool. Customers that complete the survey will get a personalized report and be automatically directed to our new SAP S/4HANA Digital Transformation Campaign Hub where they will find information about SAP’s Digital Business Framework and ways to engage with the company’s Value Engineering team.

Customers can also see exactly how a digital core will impact their specific lines of business by having their SAP software usage data analyzed through the business scenario recommendation tool and presented in a personalized report that shows how SAP S/4HANA can enhance the company’s performance and competitiveness.

The IT Impact of SAP S/4HANA

Customers can sign up for a free trial of SAP S/4HANA. The trials – available for both editions – are a great way to demonstrate the role-based user experience with predefined scenarios for project manager, cash manager, marketing expert, purchaser and various accountant roles. Customers can also evaluate first-hand the digitized business processes, such as order-to-cash or procure-to-pay.

“In addition to making the business case for a digital core, we must show our customers and partners the quick time-to-value for both the SAP S/4HANA on-premise and cloud editions,” said Wieland Schreiner, executive vice president and chief product pwner for SAP S/4HANA.

The move to SAP S/4HANA is also simpler with SAP Activate, which offers ready-to-run digitized business processes. This implementation methodology is a unique combination of SAP best practices, methodology, and guided configuration to help customers and partners get quick time-to-value with the on-premise and cloud editions of SAP S/4HANA.

And it’s only just begun!  When it comes to records, the sky is the limit.

Find out more on the SAP S/4HANA Journey Map.

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Spotlight on Women Leaders at SAP: Yean Fee Ho

Yean Fee Ho, Vice President of Engineering at SAP, is at heart an inventive artist who has found the ideal environment at SAP, managing software development teams in Singapore and China designing the company’s latest mobile innovations.

When Yean Fee Ho, Vice President of Engineering at SAP, is managing her developer teams in Singapore and China, she relaxes by horseback riding.

When Yean Fee Ho, Vice President of Engineering at SAP, isn’t managing her developer teams in Singapore and China, she relaxes by horseback riding.

Ho recently spoke with SAP News to share her thoughts on chasing her dream despite humble beginnings and why art and engineering are a natural fit.

Growing up in Singapore, Ho realized early on that she needed an international education to achieve her career goals, and traveled to Ohio State University to earn a bachelor’s degree in Computer Software Engineering. She joined SAP five years ago with its acquisition of Sybase, where she had been director of the Sybase Asia Development Center in Singapore.

Having begun her career by founding an international startup focused on multi-lingual software including Chinese, Japanese, Korean, Tamil and Arabic, Ho brings a unique entrepreneurial spirit to her current role in Singapore managing SAP’s Mobile Tooling team of developers. A champion badminton player in her youth, Ho has channeled her energy into smashing stereotypes about engineers. Behind the scenes, she’s worked with local governments to promote STEM education programs. Yet she’s equally at ease in front of the camera as SAP’s APJ spokesperson for high-profile events like the World Cup.

The most important quality that has brought me to this point in my career is…

My passion. Traveling to the other side of the world to chase a career wasn’t as common when I began my education, and my family was of modest means. But I’ve always pursued what I’m passionate about, surrounding myself with supportive people so we can build the dream together.

My first experience with technology was…

In my third year at junior college in Singapore. I was studying to become an architect when I took a variety of courses to broaden my exposure to various topics, including computers. Along with art and drawing, I realized I had an aptitude for science, math and engineering. This was the punch card era, and my first job was supporting word processor software running on mini-computers.

I was attracted to a career in high technology because…

There is so much room for creativity. I’m an inventor and love art and the creation process.

Working as a software engineer at SAP allows me to…

Be a valuable part of the large family of SAP solutions. My teams develop hybrid mobile tooling kits that allow our customers to build solutions using all the valuable data they have, regardless of where the applications are – on-premise and in the cloud – for our innovations like our mobile interface, SAP Fiori UX, and the SAP HANA Cloud Platform.

My advice for young women considering a career in high tech is to…

Understand that this is not just a man’s job. Computer software is like a language that permeates every business today. With engineering skills, anyone can contribute their creative voice, regardless of the industry.

The business trend I’m thinking most about is…

How the software industry has changed in the last decade, demanding more creativity from designers to deliver value-added services that not only delight customers, but also contribute to the bottom line.

I’m obsessed with…

Mobile technology because it’s the perfect platform to transform the experience people have, providing new services in new ways, going far beyond the capabilities of traditional applications.

Businesses can attract more women to the technology industry by…

Offering a community of mentoring that also showcases successful women.

When I’m deep in creative mode I always…

Start by conducting research to identify the problem we want to solve and what’s needed to do a better job.

My biggest career achievement so far has been…

Integrating my original team from Sybase into SAP, allowing us to bring the strongest user experience to our customers.

Being an engineer at SAP has given me the freedom to…

Use all of my skills, including communications. I understand mobile technology and can also speak multiple languages. In addition to being an executive spokesperson in our APJ region working with local media, I was recently made the APJ Greater China Mobile Executive, supporting customers in this region.

I’m helping women at SAP by…

Mentoring young women in our new SAP Lab in Singapore, and also requesting reverse mentorship so I can learn from others too.

When I’m not working, I relax by…

Horseback riding, playing badminton and deep sea diving off Sipadanm in Malaysia, and the Raja Ampat islands in New Guinea.

A woman I significantly admire and respect is…

Hillary Clinton because I read her book and was impressed that although she was First Lady as the President’s wife, she has also always been her own person.

Follow me @smgaler

Read more from the series: Spotlight on Women Leaders at SAP.

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Thứ Ba, 27 tháng 10, 2015

SAP Institute for Digital Government Opens in Australia

BRISBANE — SAP SE (NYSE: SAP) today announced that the SAP Institute for Digital Government has officially opened its doors in Canberra and delivered its first research output, launched alongside five founding partners at the Australian National Disability Insurance Agency’s NDIS New World: Disability in the 21st Century conference.

The SAP Institute for Digital Government was established to spur public sector innovation. In collaboration with government agencies, universities and partner organizations, the Institute will drive innovation through digital technology for deeper policy insight and improved service delivery. SAP will offer resulting solutions to government agencies across Australia and throughout the world.

“The quality and innovative spirit of Australian public administration is widely recognized,” said Isabella Groegor-Cechowicz, general manager, SAP Public Services. “As a think tank, the SAP Institute for Digital Government will help conceptualize new service models that improve livability for all.”

The SAP Institute for Digital Government’s five foundation partners include the Australian Catholic University (ACU), the Australian National University (ANU), the European Social Network (ESN), the International Social Security Association (ISSA), and Australia’s National Disability Insurance Agency (NDIA).

“It is impressive to see the launch of a think tank with a focus on how digital innovation can transform social protection,” said John Halloran, CEO, ESN, speaking at the launch of the Institute in Brisbane. “We look forward to collaborating with the Institute in areas of interest to our broad membership base across Europe.”

For more information, visit the SAP News Center. Follow SAP on Twitter at @sapnews.

Media Contact:

Mat Small, +1 (510) 684-3552, m.small@sap.com, PDT

Any statements contained in this document that are not historical facts are forward-looking statements as defined in the U.S. Private Securities Litigation Reform Act of 1995. Words such as “anticipate,” “believe,” “estimate,” “expect,” “forecast,” “intend,” “may,” “plan,” “project,” “predict,” “should” and “will” and similar expressions as they relate to SAP are intended to identify such forward-looking statements. SAP undertakes no obligation to publicly update or revise any forward-looking statements. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. The factors that could affect SAP’s future financial results are discussed more fully in SAP’s filings with the U.S. Securities and Exchange Commission (“SEC”), including SAP’s most recent Annual Report on Form 20-F filed with the SEC. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates.
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Where Robots Do the Dirty Work

A Brazilian manufacturer unlocks the benefits of IoT and goes beyond customer relationship management (CRM) with SAP solutions.

Locks have been used to safeguard property since the days of the Pharaohs, but back then slaves worked the metal. Today’s high-speed processes can be dangerous and hazardous; that’s why PADO, a Brazilian manufacturer of door locks and padlocks, purchased six robots for the filing stations on the production line.

“We are very concerned about the health and safety of our employees,” says Matheus Hirata, head of infrastructure at PADO. “Robots are extremely expensive. We only use them where they really make a difference in terms of safety and productivity.”

Adapt or Die on the Shop Floor

Besides ensuring safety, any manufacturing environment requires a continuous cycle of monitoring and measuring to drive productivity, making it a Big Data bonanza.

“SAP’s adaptive manufacturing approach allows us to respond dynamically. With 1,000 machines in the factory sometimes you don’t immediately notice if one breaks down. Now the system immediately sends an alert to the shop floor supervisor. If the machine is not serviced within an hour, it sends another alert to the company’s president,” says Hirata.

All of PADO’s machine data such as oil temperature or number of machine strokes is collected and analyzed on the SAP HANA platform. The data is accessible on screens all around the shop floor, enabling preventive maintenance in real time. And if a customer returns a defective product, it can be traced back to the exact machine which in turn will be serviced to prevent further errors.

“SAP MII connects the shop floor to our ERP system which has been running on SAP for years,” says Andrea Gardemann, a business administrator at PADO. “We can now make adjustments from our central station without interrupting production. Because it is all running in the cloud, you can access data from any device anywhere, anytime. This has reduced the time it takes to make decisions by 50 percent! SAP’s tools also allow us to visualize data in many different formats. Machine operators can pull up the designs of the locks they are working on in 3D right at their stations and make changes on the spot.”

Going Beyond CRM

With almost 75 percent market share in Brazil, PADO’s salesforce is scattered around a country of vast size and great differences in geographical and digital accessibility. “Previously, sales people in remote locations such as the Amazon weren’t always able to access the CRM system, leading to delays in customer service. With everything running in the cloud, we’re no longer dependent on the Internet,” says Hirata.

“Our sales teams are much more flexible,” adds Andrea. “They now have reports and sales details at their fingertips. Customers also benefit. We’re developing a portal where they can check the status of their orders, payments and invoices and use our 3D imaging tool to speed up the product selection process.”

With tools like these, PADO can truly engage employees and customers for the long term!

@magyarj

The Disruptors is a series of short stories of customer innovation from around the world.

Read more stories from The Disruptors series.

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The Quality Execution Principle

Why do some SAP customers get especially good results in software projects? Winners of the SAP Quality Awards for Europe, Middle East and North Africa know: emphasis on quality.

Prolific inventor Thomas Alva Edison (1847-1931) made it sound simple enough when he said: “There’s a way to do it better – find it.” But not every business manager possesses the genius required to find the “better way” as readily as Edison could. After all, implementing new information technology in an organization is a complex undertaking that frequently leaves the people involved unable to see the wood for the trees.

So how do we transform business processes effectively?

SAP sets out guidelines for its customers’ software implementations in the form of quality principles (see useful links), which are drawn from the experience gained in tens of thousands of customer projects.

Al Nasser Switches Over

Sajan Babu Balna von Al Nasser and Rimi-Baltic CFO Maria Holstroem.

Sajan Babu Balna von Al Nasser and Rimi-Baltic CFO Maria Holstroem.

While adopting best practices is crucial to the success of a project, flexibility is also a key factor. Saudi Arabia’s lighting specialist Al Nasser Group was well on the way to choosing Oracle when SAP HANA became available for the Middle East region. After a swift change of direction, Al Nasser teamed up with partner Isyx Technologies to become the first company in the MENA region to successfully implement the SAP Business Suite on SAP HANA as a new enterprise platform.

When it named Al Nasser as the Gold winner in the “SAP HANA Innovation” award category, the SAP Quality Awards jury praised the company’s outstanding change management approach and its exemplary project governance.

Al Nasser in turn expressed its gratitude to SAP partner Fujitsu for providing additional support during hardware selection. Yet the “jewel in the crown” of this project was undoubtedly Al Nasser’s intensive use of Google Apps for documenting the project phases and communicating project-related information. “We always knew exactly where we stood,” recalls IT manager Sajan Babu Balna.

But you can’t always rely on a toolbox – however function-rich – or on external service providers. It’s vital to have faith in your own abilities too, as retailer Rimi Baltic reveals. The Gold winner in the “Business Transformation” category operates a highly specialized SAP system. Thus, when it came to automating the ordering and delivery system for 240 stores in three countries, it was simpler for the Latvian company to rely on internal resources than to spend time getting an external partner up to speed.

As a result of its implementation project, Rimi Baltic has been able to expand the range of products available in its stores without increasing its warehouse capacity. The company’s new automated and extended system has also eliminated a large number of manual steps, freeing employees from the burden of regular overtime.

A rigorous approach to project management was a crucial factor in making this demanding implementation a success. Rimi Baltic’s IT PMO Lead, Marija Gaidukova, comments: “We learned a great deal as we went along; including how to plan and coordinate resources effectively when the good people are in constant demand. It was a massive challenge.” Thus, despite being in competition with other key initiatives at the company when it came to securing resources, the project came in on target and on time. Working with key users throughout the company was also key to success.

According to Project Manager Thomas Muench, “establishing strong Key Users from the very start of the project was a key success factor. It allowed us to deliver a sustainable solution that is accepted by the business departments.”

With Quality and Speed

Meanwhile, ZKW Elektronik, an Austrian provider of light systems for the automotive industry and top spot winner in the Quality Award’s “Rapid Delivery” category, took the concept of planning to a completely new level when it implemented a new ERP system for a new development and production location with its Austrian IT partner, scc EDV-Beratung.

“Company management had a clear idea of how it wanted the factory to operate, so it was fairly easy for us to define the solution specifications,” says Harald Fraunlob, ZKW Elektonik’s Head of Operations. As a result 87 SAP users were able to begin working with the system in just three and a half months.

ZKW Elektronik’s new facility in the Austrian city of Wiener Neustadt was constructed in a record-breaking five months, and its new technologies and processes make it significantly more efficient to operate than the company’s other factories.

Spurred on by the success of the first and second project phases, ZKW is now set to tackle the third phase of its 2,000-item process master list. In the words of Wolfgang Sieger, Head of Logistics & SAP Application Management at ZKW Elektronik, it will continue to proceed on the principle that “it’s better to take a bit more time defining the requirements before you start so you can save time during implementation.”

Learn more: The SAP Quality Principles[PDF]


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Insight-Driven Universities Go Fully Digital on the SAP HANA Platform

INDIANAPOLIS — SAP SE (NYSE: SAP) today announced at EDUCAUSE 2015 that the SAP HANA platform is making rapid inroads at postsecondary institutions worldwide.

Applications in academia of the in-memory capabilities of SAP HANA for analytics and modeling were immediately obvious and intuitive — for example, in cancer research. SAP HANA and SAP Business Suite 4 SAP HANA (SAP S/4HANA) suite form a digital core that can also improve customer experience, business processes, workforce engagement, supplier collaboration and Internet of Things (IoT) integration in addition to aiding processing-intensive research. For example:

  • The Swiss Federal Institute of Technology at Zurich (ETH Zurich), one of the leading international universities for technology and the natural sciences, recently selected SAP S/4HANA as the first step in its digital transformation journey for its finance, human resources, logistics and business warehouse systems. ETH Zurich plans to replace all its Oracle databases with SAP HANA databases by mid-2016.
  • Weill Cornell Medicine, one of the world’s most recognized medical schools, has selected SAP HANA Enterprise Cloud to support its three-fold mission: teaching, medical research and patient care.
  • To drive fundraising in the digital economy, Duke University has partnered with SAP to successfully develop the SAP Fundraising Management application, based on Duke’s best practices. The university is now running SAP Fundraising Management on SAP HANA to leverage the benefits of integrated real-time management of financial data.
  • In May 2015, Japan’s Okinawa Institute of Science and Technology selected the SAP HANA platform to centralize all IT operations, with plans to migrate finance and human resources in the near future.

“Especially since the launch of SAP S/4 HANA, university CIOs are imagining the possibilities of an integrated, fully digitized operation with the SAP HANA platform at the core,” said Malcolm Woodfield, global vice president, Higher Education and Research, SAP. “With integrated end-user software such from Ariba, Concur, hybris and SAP SuccessFactors solutions, institutions will see significant efficiencies and savings as they digitally streamline processes.”

SAP also announced that Regina Kunkle will join the Global Public Services team as vice president, State/Local Government and Higher Education, in part to help customers in education realize the benefits of the SAP HANA platform across research, operations and instruction.

Join SAP Live at EDUCAUSE 2015

Please join SAP’s Malcolm Woodfield and the University of Kentucky’s Vince Kellen for a presentation titled “Next-Generation Digitization: Creating an Insight-Driven University,” a survey of how universities can go fully digital, on Thursday, October 29, at 2:40 p.m. in Meeting Room 201-202 at the Indiana Convention Center. SAP representatives can be found at Booth #1618 throughout the event.

For more information, visit the SAP News Center. Follow SAP on Twitter at @sapnews.

Media Contacts:

Mat Small, +1 (510) 684-3552, m.small@sap.com, PT
Erin Albright, FleishmanHillard, +1 (212) 453-2344, erin.albright@fleishman.com, ET

Any statements contained in this document that are not historical facts are forward-looking statements as defined in the U.S. Private Securities Litigation Reform Act of 1995. Words such as “anticipate,” “believe,” “estimate,” “expect,” “forecast,” “intend,” “may,” “plan,” “project,” “predict,” “should” and “will” and similar expressions as they relate to SAP are intended to identify such forward-looking statements. SAP undertakes no obligation to publicly update or revise any forward-looking statements. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. The factors that could affect SAP’s future financial results are discussed more fully in SAP’s filings with the U.S. Securities and Exchange Commission (“SEC”), including SAP’s most recent Annual Report on Form 20-F filed with the SEC. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates.
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The Snohomish County Public Utility District Simplifies and Improves Business Processes with SAP

WALLDORF — SAP SE (NYSE: SAP) today announced the Snohomish County Public Utility District (PUD) is one of the first SAP global clients to consolidate several on-premise solutions using SAP Business Suite powered by SAP HANA software.

With SAP, Snohomish County PUD gains a more sophisticated view of its assets, enabling the utility to improve operational efficiency and deliver safe, reliable and cost-effective services to its customers.

The Snohomish County PUD supplies electricity to 327,000 customers and water to 19,000 customers in northwest Washington. The organization is the second largest public utility in the Pacific Northwest and the 12th largest in the country. It is also a recognized leader in tidal and geothermal research as well as regional conservation.

In March 2014, Snohomish County PUD initiated a project — dubbed the ONE program — to simplify and improve its business processes. In September 2015 the project went live, and the utility has witnessed a positive change in reliability and speed. With multiple innovative solutions from SAP now in place, the organization expects to see significant long-term impacts in:

  • Improving business user productivity
  • Simplifying the business user experience
  • Spurring product innovation
  • Reporting results in real time

“SAP is dedicated to helping our customers run simpler so they can continue to grow their businesses and exceed their customers’ expectations,” said Lloyd Adams, national vice president, SAP for Utilities. “We are pleased that the Snohomish County PUD has trusted us to help consolidate its landscape onto a single real-time enterprise platform, and we look forward to helping it continue its trajectory of growth.”

For more information, visit the SAP News Center. Follow SAP on Twitter at @sapnews.

Media Contact:

Jason Grosse, +1 (415) 694-8554, jason.grosse@sap.com, PT

Any statements contained in this document that are not historical facts are forward-looking statements as defined in the U.S. Private Securities Litigation Reform Act of 1995. Words such as “anticipate,” “believe,” “estimate,” “expect,” “forecast,” “intend,” “may,” “plan,” “project,” “predict,” “should” and “will” and similar expressions as they relate to SAP are intended to identify such forward-looking statements. SAP undertakes no obligation to publicly update or revise any forward-looking statements. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. The factors that could affect SAP’s future financial results are discussed more fully in SAP’s filings with the U.S. Securities and Exchange Commission (“SEC”), including SAP’s most recent Annual Report on Form 20-F filed with the SEC. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates.
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SAP SME Summit 2015 in Frankfurt: SAP Knows the Midmarket

As the trend toward digitization continues to catch on with small and midsize businesses, experts come together at the SAP SME Summit 2015 in Frankfurt to discuss the digital transformation of the midmarket.

At its fifth annual SAP SME Summit, SAP once again showed the world it understands the needs and concerns of small and midsize enterprises (SMEs). Experts, journalists, and analysts from nine countries came together at this exclusive event at the Steigenburger Hotel in Frankfurt to discuss real business challenges of today’s midmarket, its digital transformation, and the support available from SAP to enhance SME businesses.

The event kicked off with a round table, where Stefan Höchbauer, President of the SAP Middle & Eastern Europe (MEE) region, and Sergey Fedorinov, Chief Executive Officer of Ulmart, Russia’s largest Internet retailer, jointly announced their collaboration on a trade platform based on SAP hybris components and SAP ERP.

Ulmart’s transition to SAP was driven by strategic decisions to develop the company further, and in particular by regional expansion plans. The IT platform has become one of the key competitve advantages of Ulmart and one of the key drivers of its development in this area. Ulmart plans to implement an e-commerce platform from SAP as well as SAP Business Warehouse (SAP BW) powered by SAP HANA to help it analyze its data more efficiently. In addition, it will soon draw on the services of SAP Contact Center (previously SAP Business Communications Management) to help its call center increase customer loyalty by forming a stronger, more personal connection with its customers.

Federivnov explains: “The main task for us was to use the call center to create an emotional communications channel with the consumer, which could inspire the consumer to contact us before they make their next purchase, since in Russia live communication is a very important factor when shopping for products. The call center allows us not only to provide 24/7 customer support but also to provide remote consultations, which helps the customer to choose goods and to leave feedback on the level of service and product quality.”

Hoechbauer  confirmed the growing relevance of digital trade by citing some impressive statistics: Already, more than 3.1 billion people around the world use the Internet. What’s more, he said, in the e-commerce segment, the volume of online purchases is expected to increase to US $3.5 trillion by 2019.

Ilya Yuriev, responsible for SAP Global Partner Operations and Head of CIS Region, in turn presented some interesting facts about the digital revolution in Russia. E-commerce is one of the fastest growing segments of the Russian digital economy, and it in particular is able to help small and midsize businesses promote their goods and services and win over customers. The Internet and Runet (the Russian-language Internet) are what make this possible.

SAP is making a significant contribution to the Russian e-commerce market by providing its customers with innovative solutions ranging from the SAP for Retail industry solution portfolio to the SAP hybris solution for managing e-commerce and other business applications.

Panel Discussion: Digitization on the Rise for Smaller Firms

The subsequent panel discussion about the trend toward digitization in the midmarket also proved that SAP recognizes and understand its customers’ challenges. Höchbauer began by reporting on the feedback he receives from customers. The number one question customers asked themselves, he said, was “How do I stay relevant in my specific type of buisness as an SME? And only when they’ve addressed that problem, do they look at their business processes and their go-to-market strategies.”

The SMEs come in all shapes and sizes, he added: From e-commerce leader Ulmart to the small but exclusive Sansibar Restaurant on Sylt, which thanks to digitization now also sells its products through the Internet.

According to Höchbauer, hyper-connectivity and real-time digital information create new vast new opportunities, but also a new central challenge – complexity. Fortunately, SAP delivers a complete portfolio of SME solutions designed to support its customers and help them stay relevant, he noted.

John Higgins, director general of Digitaleurope, the association for the digital technology industry in Europe, provided a EU perspective on digital transformation for SMEs, looking at such issues as what are the legal frameworks in place and so on. After all, he pointed out, SMEs form the backbone of the European Union, accounting for almost 99 percent of all businesses. Promoting smaller firms and startups would therefore generate more jobs as well and support the European economy. A number of cities across Europe – such as the Irish capital Dublin – already serve as good examples of digital transformation. A recent study commissioned by the European Commission investigated the progress of digitization among European SMEs.

Joining the panel was Dr. Florian Kainzinger, former CEO of Labor Berlin, a fusion of the Charité Berlin hospital labs and the German health care group Vivantes. He reported on the successful digitization of Labor Berlin. Kainzinger was instrumental in driving that digitization, implementing SAP Business ByDesign and the SAP SuccessFactors HCM Suite in just six months. As a start-up consultant in the healthcare industry in Germany, Kainzinger firmly believes that digital transformation needs to happen top down. To succeed in your digitization project, you need digital management, he said, so it is important to win over your CEO or another executive board member as advocate.

Currently, two-thirds of all European employers are SMEs. Norbert Kunz, managing director of Social Impact, a stipend program for social enterprises in their start-up phase, therefore took a closer look at the job market. Most of the start-ups in Social Impact’s program are “digital natives,” whom Kunz sees as the nucleus of future market evolution. In his opinion, SMEs need a digital mindset built into their DNA. Given the increasing speed of change in our technological society – be it cloud, mobile, big or smart data, or business networks – it is extremely important that businesses keep up, he said. They should therefore adopt and maintain a certain start-up mentality in order to stay passionate about what they were doing.

Bert Schulze, SAP’s representative on the panel, pointed out that digitization is not just a matter for the midmarket. Digital capabilities are fundamentally changing every industry – from their external value chains to their internal processes. By 2018, he said, the number of smart wearable devices will have increased tenfold from the volume shipped today, providing new context for data. Meanwhile, companies such as Apple, BMW, Virgin Atlantic, and Nike have already begun transitioning from selling products to selling experiences – the modus operandi of the future. Automization, however, should not be confused with digitization.

The midmarket is extremely significant for SAP, as more than 80 percent of these customers come from the SME segment, as do the majority of the company’s e-commerce. Together with more than 13,000 partners worldwide, SAP delivers a complete portfolio of SME solutions designed for the way customers do business – providing choice of solution, deployment, and licensing model. Simple, affordable solutions can be implemented quickly, enabling SMEs to realize a quick return on their investment. Today, democratized technology decreases the barriers to create new businesses, reduces the necessary capital investment, and allows smaller firms to compete with larger, more established companies.

In line with this approach, SAP recently launched the SAP Anywhere solution in mainland China. SAP Anywhere is the first front-office solution specifically tailored to the e-commerce needs of small and midsize businesses with 10 to 500 employees, offering SMEs the opportunity to monetize digital sales channels by giving them a full set of customer experience and commerce features.

Numerous 1:1 meetings with experts plus demo pods focusing on cloud solutions as well as SAP HANA solutions for the midmarket rounded out the fifth annual SAP SME Summit in Frankfurt. The SAP SME Summit for America, Canada, and Latin America is scheduled to take place on November 10 in New York.

Follow the event coverage on Twitter: #SAPSMESUMMIT

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BAT Selects SAP to Simplify HR Operating Model

LONDON — SAP SE (NYSE: SAP) today announced that British American Tobacco (BAT) has selected the leading cloud-based human capital management (HCM) solution provider, SuccessFactors, an SAP company, to standardize human resources (HR) services for BAT’s 57,000 global employees.

“Our IT strategy focuses on a single portfolio of connected applications running on standardized technology to drive competitive advantage across the business,” said Phil Colman, CIO, BAT. “Implementing SAP SuccessFactors solutions will help us to continue to deliver on that strategy.”

SAP will provide both core HR and talent management capabilities to help BAT achieve a real-time and predictive view of critical HR data. This enables BAT leaders to make talent, leadership and organizational decisions more efficiently and with greater insight. SAP SuccessFactors solutions can help BAT effectively identify high-performing leaders and emerging talent to support the investment and focus on succession planning for critical roles.

BAT, a global tobacco company headquartered in London, has chosen to implement the full SAP SuccessFactors HCM Suite, including SAP SuccessFactors Employee Central, SAP SuccessFactors Recruiting, SAP SuccessFactors Performance & Goals and SAP SuccessFactors Learning. BAT is a top five FTSE leading organization and market leader operating in 200 countries, with manufacturing operations in 41 countries.

“Market leaders like BAT become leaders by focusing on making their people successful so the business will be successful. Managing a high-performing global workforce requires HR solutions that support today’s leadership, identify tomorrow’s leadership, and engage employees with tools that make their lives easier,” said Mike Ettling, president, SuccessFactors. “With the SAP SuccessFactors HCM Suite, BAT will bring in standardization of global processes along with best-in-class talent management to support the business’s vision and strategy.”

For more information, visit the SAP News Center. Follow SAP on Twitter at @sapnews.

About SAP

As market leader in enterprise application software, SAP (NYSE: SAP) helps companies of all sizes and industries run better. From back office to boardroom, warehouse to storefront, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable more than 296,100 customers to operate profitably, adapt continuously, and grow sustainably. For more information, visit www.sap.com.

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Any statements contained in this document that are not historical facts are forward-looking statements as defined in the U.S. Private Securities Litigation Reform Act of 1995. Words such as “anticipate,” “believe,” “estimate,” “expect,” “forecast,” “intend,” “may,” “plan,” “project,” “predict,” “should” and “will” and similar expressions as they relate to SAP are intended to identify such forward-looking statements. SAP undertakes no obligation to publicly update or revise any forward-looking statements. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. The factors that could affect SAP’s future financial results are discussed more fully in SAP’s filings with the U.S. Securities and Exchange Commission (“SEC”), including SAP’s most recent Annual Report on Form 20-F filed with the SEC. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates.
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SAP Celebrates 1,000 Cloud HCM Customers Milestone in EMEA

PARIS — SAP SE (NYSE: SAP) today announced that it has reached a significant milestone of 1,000 cloud-based human capital management (HCM) customers in Europe, the Middle East and Africa (EMEA).

The announcement was made at HR Tech World Congress, held October 27–28 in Paris.

A number of European companies, including Heineken and ThyssenKrupp, have recently selected leading SAP SuccessFactors HCM solutions to drive better workforce results. More than 400 of these 1,000 customers selected SAP SuccessFactors Learning, and more than 300 chose SAP SuccessFactors Employee Central. SAP is the clear choice for European customers as they seek new and innovative ways to manage and optimize their talent.

Leading global companies are recognizing the importance of human resources as a priority and are choosing cloud-based technology to build a workforce with the skills to meet future business objectives. The following companies have chosen SAP SuccessFactors solutions in their industries to optimize their workforce with cloud-based HCM software:

  • Bertelsmann, an international media, services and education company that operates in 50 countries around the world, is regarded as a top employer in Germany and internationally. Bertelsmann chose the SAP SuccessFactors HCM Suite, including SAP SuccessFactors Employee Central, for its 118,000 employees to build a single, unified, state-of-the-art HR system. This will enable the company to simplify and streamline HR processes and to improve HR efficiency and effectiveness, empowering Bertelsmann to achieve its strategic goals with regard to digital transformation and growth.
  • Computacenter, Europe’s leading independent provider of IT infrastructure services, selected the SAP SuccessFactors HCM Suite, including SAP SuccessFactors Learning and SAP SuccessFactors Recruiting, to standardize and simplify global HR processes and align employees with the business strategy. The UK-based company helps organizations maximize productivity and the business value of IT, and the SAP SuccessFactors HCM Suite will help Computacenter reduce complexity, increase productivity, and meet current and future business needs.
  • Rostelecom, one of the largest national telecommunications operators in Russia and Europe, selected the SAP SuccessFactors HCM Suite, including SAP SuccessFactors Learning and SAP SuccessFactors Recruiting, to drive standardization, build a unified HCM system and simplify HCM processes across the organization. Rostelecom is a recognized technological leader in innovative solutions, and the SAP SuccessFactors HCM Suite will enable the company to build a committed, competitive and productive workforce.
  • Telkom, a leading communications services provider in South Africa, selected the SAP SuccessFactors HCM Suite, including SAP SuccessFactors Learning and SAP SuccessFactors Recruiting, to simplify and automate HR processes, build a culture of compliance and create an accurate picture of the workforce. By choosing SAP SuccessFactors solutions, Telkom will be able to transform HR and communicate the company strategy and values to its 18,400 employees while staying compliant, reducing costs, increasing productivity and driving operational efficiencies.

“Building a strong team and keeping your employees engaged across the business is critical to success today,” said Mike Ettling, president, SuccessFactors, an SAP company. “Expectations are different — people increasingly demand solutions that support connectivity and mobility and that are easy to use. Recognized as a Leader in the 2015 Gartner Magic Quadrant for Talent Management Suites* for the third consecutive year, we meet these needs. Our ambition of providing leading global solutions is validated when top European companies, that do business around the world, select us as a partner.”

This week, SAP joins HR Tech World Congress in Paris, the world’s foremost congress and expo for global HR leaders across Europe. Visit SAP at booth #113. Join the conversation by following SuccessFactors on Twitter at @successfactors, and find more information on HR Tech World Congress here.

For more information, visit the SAP News Center. Follow SAP on Twitter at @sapnews.

Media Contact:

Geraldine Lim, +1 (951) 318-3494, geraldine.lim@sap.com, PT

*Gartner, “Magic Quadrant for Talent Management Suites” by Yvette Cameron, Jeff Freyermuth, Ron Hanscome and Helen Poitevin, August 2015.
Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
Any statements contained in this document that are not historical facts are forward-looking statements as defined in the U.S. Private Securities Litigation Reform Act of 1995. Words such as “anticipate,” “believe,” “estimate,” “expect,” “forecast,” “intend,” “may,” “plan,” “project,” “predict,” “should” and “will” and similar expressions as they relate to SAP are intended to identify such forward-looking statements. SAP undertakes no obligation to publicly update or revise any forward-looking statements. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. The factors that could affect SAP’s future financial results are discussed more fully in SAP’s filings with the U.S. Securities and Exchange Commission (“SEC”), including SAP’s most recent Annual Report on Form 20-F filed with the SEC. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates.
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Thứ Hai, 26 tháng 10, 2015

Wrapping Up SAP TechEd 2015 in Las Vegas

This year’s SAP TechEd in Las Vegas showcased new products, such as SAP HANA Vora and SAP Cloud for Analytics, that can many things that used to require many solutions. But these solutions can’t help transform organizations into digital enterprises if can’t use them.

“You have the ability to manage your company in a completely different way: data-driven, real-time planning and simulation,” SAP Executive Board Member Bernd Leukert told attendees during his keynote address Tuesday morning in Las Vegas. “This is why we’re here.”

Getting In The Zone

Teaching users to utilize new tools in new ways is part of why the SAP TechEd show floor featured four zones, each with its own mission:

  • Learn: Go there for product roadmaps, networking sessions and more.
  • Hang Out: Get coffee at the SAP Fiori Café while you learn about UX or play games.
  • Explore: Meet SAP and partner exhibitors, as well as ASUG and others.
  • Build: Get hands-on with state-of-the-art code and devices.

The Build Zone was the place to actually work with SAPUI5, OpenUI5 and more by developing an app, fixing SAP Vehicles Network code or just using a smart vending machine. The space also included two theatres for hosting 45-minute mini-CodeJams, the IoT Lab, Developer Garage and App Space.

There was so much traffic in the Build Zone, organizers hoped that attendees would use UI5, IoT and SAP HANA Cloud Platform to create at least 1,000 apps — a goal they met about hours before the show floor closed on Thursday. Click here to see a tweeted photo of the milstone.

Social Engagement

Speaking of social engagement, attendees downloaded the Mobile Event App more than 5,300 times, with more than 4,800 iOS downloads and more than 1,500 on Android.

And Twitter was kept aflutter by more than just an app counter. The SAP Mentors kept busy, sharing meetings with Irfan Khan and Sven Denecken, jamming at the#GeeksCanDance celebration and stopping for selfies with the #CatchAMentor contest.

Students from SAP University Alliances were highly engaged all week long, and SAP CEO Bill McDermott even joined in the tweeting with encouraging words on Wednesday.

In Other News …

The Live Studio team created almost 50 videos in Las Vegas, such as this discussion on the Internet of Things with SAP’s Diane Fanelli and Tanja Rueckert, as well as show floor reports and DataGenius coverage. My favorite is coverage of the third annual SAP TechEd 5K Fun Run/Walk up and down the Las Vegas strip:

DemoJam mainstays Nic Doodson and Will Powell and the rest of the Keytree Ltd. team won the ultimate developer competition for the fourth time on Wednesday night, thanks to an app that uses workstation sensors to help keep workers healthier, reduce absenteeism and cut healthcare costs.

A New SAP Dawns

Keytree’s app, like all of those on the show floor, can help transform even the staunchest, most complex analog business into a digital enterprise.

The night before Leukert’s keynote, Steve Lucas differentiated between the SAP that the audience had known and the SAP they should know. The president of SAP’s platform and analytics group kicked off SAP TechEd by explaining why all businesses must transform into digital enterprises — if they haven’t already.

Bill McDermott challenges us at SAP to help our customers Run Simple,” Lucas said in closing. “We believe that this is the on ramp to becoming a digital enterprise.”

Follow Derek on Twitter: @DKlobucher

This story originally appeared on SAP Business Trends.


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