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Licensing Overview SAP S/4HANA CloudMichael Deller, Dirk KaestnerLicensing OverviewGlobal S/4HANA Solution ManagementSAP S/4HANA on-premiseSession ID #82651May 2019PUBLIC

Take the Session Survey.We want to hear fromyou! Be sure to completethe session evaluation onthe SAPPHIRE NOW andASUG AnnualConference mobile app. 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC2

Let’s Be Social.Stay connected. Share your SAP experiences anytime, anywhere.Join the ASUG conversation on social media: @ASUG365#ASUG 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC4

Q&AFor questions after this session, contact us:at our SAPPHIRE booth in the Digital Core / S/4HANA areaor here:Michael DellerDirk g.com/profile/Michael Dellerhttps://www.xing.com/profile/Dirk [email protected] 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC5

Topics: SAP S/4HANA Cloud Licensing OverviewIntroductionSAP S/4HANA Cloud Licensing Direct User Access Industry & LoB Solutions Infrastructure ServicesIndirect Use / Digital Access 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC6

2018Intelligent ERPC/4HANASAP HANA Data Management Suite

SAP S/4HANA Cloud Licensing Direct User Access Industry & LoB Solutions Digital Access Infrastructure Services

The 4 Dimensions of S/4HANA Cloud Licensing (subscription)Direct User Access to the Digital CoreSelf-Serve UseCore UseAdvanced UseFeaturesFeaturesFeaturesDigital Access (aka Indirect Use, via APIs)Monetizedacross all APIsMonetize partner appsvia revenue shareS/4HANACloud* Product subscription gives customer access to S/4HANA Cloud API Enablement Package** SAP to SAP integration included as part of core pricingSolution Add-Ons Premium capabilities Specialized processInfrastructure ServicesIncludedOptional100 GB2 tenantsRealSpendCashMgmtProductionTenant 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLICQualityTenant Incremental memory extension Disaster Recovery Differentiated tenants Preferred CareSpecializedTenant10

One SAP S/4HANA: the right solution for each customer cloud journey*according to Gartner Cloud (SaaS) DefinitionCloud ERP*SAP S/4HANA CloudSAP S/4HANA Cloud,single tenant editionERP in the CloudSAP S/4HANAERP OPSAP S/4HANA(Private cloud managed by SAP) (On-premise managed by cloudproviders or customers)Highly standardized,multi-tenant cloudservices coveringselected LoB- andindustry scenarios and acomprehensive ERPscopeStandardization, TCOand scalability of thecloud combined with thefull functional scope,extensibility and reach ofthe S/4HANA solutionIndividually sizedinfrastructure andapplication managementservices moving yoursystem to the nextgenerationStandardized nextgeneration ERPsolution that can berun and extendedaccording to customerpreferencesRapid innovation at thelowest TCOCloud standardizationat attractive TCOYour SAP guidedelevation to the publiccloudNext generation ERPsystem for onpremise use 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC11

One SAP S/4HANA: the right solution for each customer cloud journeyCloud ERP*SAP S/4HANA CloudERP in the CloudSAP S/4HANA Cloud,single tenant editionSAP S/4HANAImplementationGreenfield with data migrationGreenfield with data andconfiguration migrationGreenfield or conversion of existingimplementationsFunctional ScopeBusiness configuration of standardized core ERPand select LOB processesFull functional S/4HANA scope of core ERPand extended LOB and industry processesFull functional S/4HANA scope of core ERPand extended LOB and industry processesIndustriesSupportedIn-depth support for professional services andcomponent manufacturing;more industries on roadmapAll industries supportedAll industries supportedExtensibilityS/4HANA Extensibility Framework and extensionsvia SCP, using whitelisted APIsS/4HANA Extensibility Framework andextensions via SCP, with full extensibilityoptionCustomization, modification, and extensibilitypossibleInnovation CycleQuarterlyUp to 2 upgrades a yearAnnual;speed of adoption on customers’ scheduleDeploymentBenefitsMulti-tenant environment,Lowest TCO and fastest time to valueSingle-tenant environmentLow TCO and fast time to valueCustomer controlled deployment andimplementation effortsLicensingSubscription licensingSubscription licensingBYOL infrastructure subscriptionInfrastructureShared public cloud 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLICDedicated system landscape on cloudinfrastructure*according to Gartner Cloud (SaaS) DefinitionCustomer specific system landscapeRuns on SAP HANA Enterprise Cloud12

SAP S/4HANA Cloud Licensing – Multi Tenant EditionDetails on Direct User Access to Digital CoreSAP S/4HANA Cloud for advanced useThis license allows performing all role required operations including self-service configuration tasks.SAP S/4HANA Cloud for core use External ProcessingInspection PlanningInventory Analytics and ControlJust-in-time Inbound ProcessingKanbanMaintenance Planning & SchedulingProduct Development FoundationProduction ControlProduction ExecutionProject Financial ControlQuality EngineeringQuality ImprovementQuality InspectionSales Order Management and ProcessingService Order ManagementSubcontracting capabilities of S/4HANA Cloud for self-service use 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLICSAP S/4HANA Cloud for self-serviceuse Available to PromiseDelivery ManagementGoods MovementMaintenance ExecutionMaterial Requirements PlanningProduction ControlProduction ExecutionSelf-Service RequisitioningTime SheetTransportation ManagementWarehouse Management13

SAP S/4HANA Cloud 1902 – User Capabilities for Multi Tenant EditionFeature Scope DescriptionPublicly available on help.sap.com 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLICChapter 4: scope of S/4HANA Cloudfor Enterprise ManagementChapter 5: scope of S/4HANA CloudLoB- and Industry Solutions14

SAP S/4HANA Cloud Licensing – Single Tenant EditionDetails on Direct User Access to Digital CoreSAP S/4HANA Cloud for advanced useThis license allows performing all role required operations, including management and system administration tasks.SAP S/4HANA Cloud for core use External ProcessingInspection PlanningInventory Analytics and ControlJust-in-time Inbound ProcessingKanbanMaintenance Planning & SchedulingMulti-Channel Customer EngagementOpportunity ManagementProduct Development FoundationProduction BOM ManagementProduction ControlProject Financial ControlProject Logistics ControlQuality EngineeringQuality ImprovementQuality InspectionRecipe/Routing ManagementRepetitive Manufacturing Returnable Packaging LogisticsSales Lead ManagementSales Order Management andProcessingService Billing & SettlementService FulfilmentService Request ManagementService Order ManagementSubcontractingVariant ConfigurationWarranty ManagementSAP S/4HANA Cloud forself-serve use Available to PromiseDelivery ManagementGoods MovementMaintenance ExecutionMaterial Requirements PlanningOrganizational ManagementProduction ControlProduction ExecutionSelf-Service RequisitioningTime SheetTransportation ManagementWarehouse Management capabilities of S/4HANA Cloud for self-service use 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC15

SAP S/4HANA 1809 – Solution Capabilities for Single Tenant EditionFeature Scope DescriptionPublicly available on help.sap.com 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLICChapter 2: scope of S/4HANAEnterprise ManagementChapter 3, 4: scope of S/4HANALoB- and Industry Solutions16

SAP S/4HANA Cloud LicensingLicensing User Access to Digital Core via Full Usage EquivalentsS/4HANA Cloud user types0,5Full Usage Equivalents Full Usage Equivalent is a kind of flexible userand can be used for all type of users Different user types can be converted withspecific ratio in FUE Concept of Full Usage Equivalents currentlyavailable for S/4HANA Cloud, single tenantedition SAP plans to extend this concept also toS/4HANA CloudSAP Developer User1S/4HANA for advanced use3S/4HANA for core use30S/4HANA for self-service use Sales Bag: ERP FinancialsExample – how to use the FUE for different user types40 Prof Users 40 FUE75 Functional Users 25 FUE270 Productivity Users 9 ---------SUM 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 74 FUE17

Customers benefit from the FUE modelFUE can be seen as flexible usersBy adding up all user types customers can reach a higher tier and a better priceExample:2019 Licensing Model2018 Licensing Model# usersFUEratio# FUEsTierS/4HANA Cloud Advanced Use701:1701S/4HANA Cloud Core Use2101:3702S/4HANA Cloud Self-Serve Use6001:30202License MaterialLicense MaterialS/4HANA Cloud for Enterprise Management# FUEsTier1602Customer can re-allocate their users to avoid shelf-ware during their lifecycleExample:After re-allocationBefore re-allocation# usersFUEratio#FUEsSwapFUEsSwapUsersAdvanced Use701:170-10-10Core Use2101:370 10 30Self-Serve Use6001:3020User type 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC# usersFUEratio# FUEsAdvanced Use601:160Core Use2401:380Self-Serve Use6001:3020User type18

Indirect Use / Digital Access

Use of ERP and types of accessOne definition of use and three types of access3rd PartyCRMNon-SAPCustomFrontendSAP ERPDigitalCore3rd PartyApplication3rd PartyPlatformSAP Customer Experience 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC20

Technology landscape is evolving and so is the way customers access ERPIndirect/Digital Access is growing due to proliferation of devices, machine learning, AI, etc.ERP Use in 20th CenturyERP Use in 21st Century3rd PartyCRM3rd PartyApplication3rd PartyPlatform3rd PartyApplicationSAP ERPNon-SAPCustomFrontendSAP ERPNon-SAPCustomFrontendDigitalCoreDigitalCore3rd PartyApplicationSAP APPSAP APPSAP APPSAP APPSAP APPSAP APPSAP APPSAP APP 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC21

SAP is modernizing ERP pricingDirect and SAP Application Access remains unchanged, new pricing model for Indirect/Digital AccessLegacy ModelNew ModelAvailable April 2018 OnwardsUser-Based User LicenseUser-Based(Primarily)SAP ERPDigitalCore User License Order LicenseOutcome-BasedUser-Based User LicenseSAP ERPDigitalCore DocumentLicense– Sales and Service Orders– Purchase Orders No additional ERP license needed1 No additional ERP license needed11SAPapplications refer to line of business and industry applications (cloud and on premise), as well as SAP Solution Extensions containing the required measurement functionality. This does not apply to technology solutions, such as platform, database, middleware integration andEnterprise Information Management. Provided ERP is otherwise licensed, no additional ERP User license is needed for use resulting from access by properly licensed SAP applications. 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC22

NEW Indirect Digital Access Licensed Using DocumentsNine document types that represent system generated records and cover most valued outcomesfrom SAP ERP.Document TypesMultiplier Sales Document (counted at line item level) Invoice Document (counted at line item level)3rdPartyCRM Purchase Document (counted at line item level) Service & Maintenance DocumentNon-SAPCustomFrontend1.0 Manufacturing Document Quality Management Document3rd PartyApplication Time Management Document Financial Document (counted at line item level)3rd PartyPlatform Material Document (counted at line item level)0.2License CalculationLicense calculation based on initial Document createdRead, Update, or Delete Documents are not counted(Document (#) * Multiplier) (Document (#) * Multiplier)Where (#) is the Document Type from 1-9 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC23

Nine documents types cover most valued outcomes from SAP ERPDocument TypeDocument Item1Sales DocumentSales Order Line ItemSales Contract Line ItemSales Quote Line ItemSales Scheduling Agreement Releases2Purchase DocumentPurchase Order Line ItemPurchase Requisition Line ItemPurchase Scheduling Agreement Releases3Invoice DocumentBilling Document Line ItemBilling Document Request Line ItemSupplier Invoice Line Item4Manufacturing DocumentProduction OrderProcess OrderRepetitive Manufacturing Confirmation5Material DocumentMaterial Document Line ItemQuality Management DocumentDefectQuality NotificationInspection ResultInspection Point Result7Service & Maintenance DocumentMaintenance OrderMaintenance NotificationMaintenance ConfirmationService OrderService NotificationService ConfirmationWarranty Claim8Financial DocumentFinancial Document ItemS/4HANA and ECC implementation different due to different data model9Time Management DocumentTime Sheet RecordTime Management RecordS/4HANA On Premise and ECC only. S/4HANA Cloud not applicableTime Management Record includes Remuneration, Absence, Attendance, Substitution6 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLICRemarkS/4HANA Cloud and S/4HANA On Premise only, ECC not applicableS/4HANA Cloud and S/4HANA On Premise only, ECC not applicable24

Digital Access – Measurability and AuditBrief Recap of Technical ApproachBuilt-in Functionality Technical identifier („SAP Passport“) is sent todistinguish calls from SAP and non-SAPsender applications Within Digital Core (both S/4H and legacyECC) call is logged and documents arecounted in case technical identifier is missingNON-SAP applicationsEstimation NoteUser created documents(already measurable)SAPPricelistDocumentBusinessLogicSAP NW andnon-NW based 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC3rd party Estimation based on how documents havebeen entered into the system (via technicalusers) In cases of doubt, results will lean higherversus lower to avoid being misleadinglyoptimistic25

Digital Access – Measurability & AuditReadiness Status for Built-in FunctionalityMeasurability Functionalityplanned forTechnicalComponentsSenderReceiverMeasurability Functionality Available S/4H Cloud 1808 ECC 6.0 EhP 8 (SP11) ECC 6.0 EhP 3 (SP20) S/4H OP 1809 ECC 6.0 EhP 7 (SP17) ECC 6.0 EhP 2 (SP21) S/4H OP 1709 (SP03) ECC 6.0 EhP 6 (SP23) ECC 6.0 EhP 0 (SP31) S/4H OP 1610 (SP05) ECC 6.0 EhP 5 (SP18) S/4H OP 1511 (SP07) ECC 6.0 EhP 4 (SP21) Ariba SAP MII S/4H Cust. Paym. Fieldglass SAP Co-Pilot Concur IoT BridgeSAP CustomerCheckout SFSF Business One HybrisBanking Servicesfrom SAP CPI ABAP Core NW AS Java API Management ABAP Foundation PI (ABAP and Java) SCP OData Service Application Interface Framework Gateway NW AS Java PI (ABAP and Java)Q1/2019 SolEx Partner Products**Close collaboration with partners ongoing- unfortunately no strict enforcement possibleNote: Only solutions/components with implementation efforts are considered here 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC26

Digital Access – Measurability & AuditCustomer Dashboard for On-premise Use transaction RSUVM DAC to start thereport Last measurement is displayed By starting new measurement old resultswill be overwritten Planned Availabilities in SoftwareComponent SAP BASIS: 7.02 SP22 - RTC Nov 20197.31 SP25 - RTC July 20197.40 SP22 - RTC July 20197.50 SP13 - RTC March 20197.51 SP08 - RTC April 20197.52 SP04 - RTC April 2019 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC30

SAP Application AccessSAP Application Access: Summary of Key PointsSAP Application Access occurs when humans, devices orRPA/bots use the Digital Core via another licensed SAPapplication.SAP Application Access does not require any additionalERP licenses provided (1) ERP is otherwise licensed, and (2)use of ERP results from access by properly licensed SAPapplications.“SAP applications” refers to line of business and industryapplications (cloud and on premise), as well as SAPSolution Extensions. This does not apply to technologysolutions such as platform (e.g., SAP Cloud Platform),database, middleware integration (e.g., XI, PI, PO) andEnterprise Information Management. 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC31

Value of SAP Indirect / Digital Access Outcome Based PricingValue based – pay for system activityEliminates the need to count “users” accessing ERP, addresses concernsaround IOT (devices, bots, etc. )Outcome Focused3rd PartyCRMNon-SAPCustomFrontend3rd PartyApplication3rd PartyPlatform9 Document types address most valuable business outcomesNo additional charge for other document typesTransparentCounts creation of documents by Indirect/Digital Access Cost for read, update, and delete actions via Indirect/Digital Access included in creation Subsequent document types created, as a result of the automatic processing of the originaldocument created via Indirect/Digital Access, are not countedFlexible - Interchangeable Document CapacityCounts total documents created - regardless of typeBuilt-in volume discountsTiered pricing – the more you buy, the less you pay per unitMeasurableEntitlement to consumption dashboard planned 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC32

Options for existing SAP ERP customersStatus Quo – Do NothingFor customers happy with their contractand who do not want to changeOption 1License ExchangeFor customers wanting improved transparency forIndirect/Digital access & remain in existing contractOption 2Contract ConversionFor customers licensing SAP S/4HANA andwanting to consolidate / simplify old contractsOption r License*Order License*OrderLicense*DocumentsOrder License*DocumentsUser LicenseUser LicenseUserUserLicenseLicenseUser LicenseUser LicenseDBDBDBDBDBSAP HANALicense Value License Credit Current Contractwith AddendumContract Value Contract Credit Current ContractConverted ContractCurrent Contract Continue with current contract. No change. Continue to use User and Order* Licenses for all types of useand access SAP will waive back-maintenance for indirect access to SAPsoftware for customers who proactively engage with us in goodfaithCurrent Contract Continue with current contract with addendum Up to 100% credit for User and/or Order license value** applied tonew Document license value 100% of the maintenance base of the converting licenses iscarried forward. SAP will waive back-maintenance for indirect access to SAPsoftware for customers who proactively engage with us in goodfaith*Sales & Service Order Processing/Execution and Purchase Order Processing/Execution; ** Conditions apply 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC Replace current BOM with new BOM that includes a simplifiedlicensing structure Opportunity to reconfigure solution landscape (new bill of material) Up to 100% credit for old contract value** applied to new S/4HANAcontract value 100% of the maintenance base of the converting licenses is carriedforward SAP will waive back-maintenance for indirect access to SAP softwarefor customers who proactively engage with us in good faith33

Nine documents types cover most valued outcomes from SAP ERPDocument TypeDescriptionSales Document(counted at line item level)A record that represents the material or service being sold or quoted (e.g., sales order line item, sales quote line itemor a sales scheduling agreement release).Invoice Document(counted at line item level)A record that represents the material or service being billed (e.g., billing document line item or supplier invoice lineitem).Purchase Document(counted at line item level)A record that represents the material or service being ordered or requested (e.g., purchase order line item, purchaserequisition line item or a purchase scheduling agreement release).Service & Maintenance DocumentA record that represents the details of work to be performed, a reported problem or the status of processing, (e.g.,service or maintenance order/notification) or a record that represents a claim (e.g., warranty claim).Manufacturing DocumentA record which represents the production-related details associated with manufacturing (e.g., production or processorder or a manufacturing confirmation).Quality Management DocumentA record that represents the details of a nonconformance (e.g., defect or quality notification) or the results of aninspection (e.g., inspection result).Time Management DocumentA record that represents an employee's time worked (e.g., time sheet record)Financial Document(counted at line item level)A record that represents accounting information in a financial journal (e.g., journal entry line item).Material Document(counted at line item level)A record that represents a specific material being received, issued or transferred to, from or within a storage location orplant (e.g., material document line item). 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC34

Follow uswww.sap.com/contactsap 2018 SAP SE or an SAP affiliate company. All rights reserved.No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission ofSAP SE or an SAP affiliate company.The information contained herein may be changed without prior notice. Some software products marketed by SAP SE and itsdistributors contain proprietary software components of other software vendors. National product specifications may vary.These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation orwarranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials.The only warranties for SAP or SAP affiliate company products and services are those that are set forth in the express warrantystatements accompanying such products and services, if any. Nothing herein should be construed as constituting an additionalwarranty.In particular, SAP SE or its affiliated companies have no obligation to pursue any course of business outlined in this document orany related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation,and SAP SE’s or its affiliated companies’ strategy and possible future developments, products, and/or platforms, directions, andfunctionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reasonwithout notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, orfunctionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differmaterially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, and theyshould not be relied upon in making purchasing decisions.SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registeredtrademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. All other product and service namesmentioned are the trademarks of their respective companies.See www.sap.com/copyright for additional trademark information and notices.

SAP S/4HANA Cloud Licensing Licensing User Access to Digital Core via Full Usage Equivalents Sales Bag: ERP Financials Full Usage Equivalents 0,5 SAP Developer User 1 S/4HANA for advanced use 3 S/4HANA for core use 30 S/4HANA for self-service use Full Usage Equivalent is a kind of flexible