Technical

Initial Signoff
Analysis
Discovery

Sizing and Technical Assessment

Migration Planning Readout Onboarding

RISE with SAP S/4HANA Cloud, Private Edition

Partner Deals - Bootcamp
Welcome
Cloud Architecture & Advisory Team (CAA), May 2022

INTERNAL – Authorized for Partners

RISE with SAP S/4 HANA Cloud, private edition
Prerequisites

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 2
 RISE with SAP S/4 HANA Cloud, private edition
Partners journey
Wave 3 Available since
May 2022 June End of July
partners 2021

New

Partner
• Consume all Learning • Attend the regional • Work together with SAP • Partner Cloud Architect is
Journeys content bootcamp CAA on the first 2-3 ready to perform the Technical
opportunities Assessment for all new
• Pass final web • Final de-brief and kick-off opportunities
assessment of coaching (next step)
Partner (Presales /
• Partner Cloud Architect
Cloud Architect) • Start having indirect becomes internal multiplier for
opportunities in the other partner CAA
pipeline
• Customer checklist is sent to
SAP CAA for validation

Self-learning Bootcamp Coaching Readiness

SAP CAA = SAP Cloud Architect & Advisor | SAP Partner CAA = SAP CAA assigned to help partner led deals | Partner Cloud Architect = Partner‘s technical architect and pre-sales
© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 3
Contents
Why? RISE with SAP S/4HANA Cloud, Private Edition
▪ Why S/4HANA Cloud, Private Edition ?
▪ What is included in S/4HANA Cloud, Private Edition?
▪ Extend the scope using Cloud Application Services
Concepts ▪ Deployment Architecture
▪ Infrastructure Scalability
▪ Customer Connectivity
▪ Security

Apply ▪ Working Practices

▪ Customer Qualification
▪ Onboarding Process & Timeline
Processes
▪ Customer Preparation
& ▪ Quote Creation and Approval
▪ Deal Finalization
Tools ▪ Delivery Management & Support
▪ Additional Resources

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 4
Agenda: RISE with SAP S/4HANA Cloud, Private Edition
Partner Deals Bootcamp

Day Topic Presenter

Rise with SAP S/4HANA Cloud, Private Edition

Amit S
Overview

Day-1 Working Practices for Partner Cloud Architects Amit S

Customer Qualification Alex J

Q&A All

Technical Scope & Preparation Alex J

Quote Creation & Approval Alex J

Day-2 Deal Finalization Alex J

Delivery Alex J

Q&A All

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 5
Why S/4HANA Cloud, Private Edition? • ~20% lower TCO** compared to on-premise deployment
• High Flexibility via all-in user based pricing and hyperscaler infrastructure
• Cloud based deployment allows Faster time to go live
• Default Application Availability SLA of 99.7%

Advisory & Application

Implementation Management Key Benefits and Values
Services Services

Business Benefits Technical Benefits

• Access to S/4HANA Extensibility

• Full scope of SAP S/4HANA Framework
• Wide range of partner add-ons allowed • Side-by-side and In-App extensions
Software S/4HANA Cloud Technical • 64 Country/Region versions in 39 • Code enhancement & code
& Managed
Support
Private Edition languages modifications allowed
Services
• SAP concierge service to simplify move to • Expert configuration(full IMG access)
the cloud
• Scalable platform
+ + Strategic Benefits
Infrastructure Operational Benefits
• Simplified system conversions and
brownfield migrations into the cloud • Resilience and TCO of hyperscaler
• Application and technical operations from infrastructure
one vendor • Technical operations done by SAP
• Safeguarded prior investments into • Upgrade installation on customer
new SAP systems request
© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 6
** Based on 2020 IDC analysis.
What is included in S/4HANA Cloud, Private Edition?

Software & Support

Infrastructure

• SAP Software and Enterprise Support • Low TCO

Advisory & Application based on SAP S/4HANA Enterprise • Highest Flexibility with
Implementation Management Management (On-premise) Hyperscalers
Services Services • Cloud Connectors and Agents to • Best scalability option
connect to SAP Ariba, SAP
SuccessFactors, SAP Concur and SAP • Availability
IBP • Data Center Availability
• SAP Adobe Document Services
(Forms as a Service) for printing
Technical Managed Services
Software • Supportability of wide set of partner
S/4HANA Cloud Technical
add-ons :
& Managed
Private Edition • Service Resilience
Support Services • SAP Solution Extensions (SolEx)
solutions (SAP supported) • Availability SLA: 99.7% for productive
systems and 95% for non-productive
• SAP S/4HANA partner certified
systems
+ + solutions (Customer supported)
• Roles & Responsibilities matrix
Infrastructure • ABAP-only add-ons from 3rd
parties (customer supported) • Technical System Operations
• Availability of Additional Packages: • Technical Landscape Deployment
SAP S/4HANA Line of Business (LoB) • Technical Upgrades
and Industry Add-Ons (optional) • Continuous Service planning and
review
• 24*7 service delivery for productive
systems and 24*5 for non-productive
© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only systems 7
S/4HANA Cloud Private Edition – Extend Scope with Cloud Application Services (CAS)

SAP Cloud Application Services • Focus on innovation and

Business Process Transformation
transformation
• Maximizing value from
Transform Cloud Solutions Data Integration &
S/4HANA
Integration Lifecycle Management

Business & Application

• High agility responding to
Business Process Improvement
changing market
Test Management & IT Operations requirements
Execution Improvement
Extend the • Fast time from idea to
scope with Improve Deployment Application Change market
CAS Management Management
• Advanced real-time
Managed Operations Control Center monitoring including
integration
Release Version Advanced Security &
Management Compliance
• Maximum security
Run Reactive Application Continuous measures
Management Application Operations

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 8
 Hyperscaler Specific

RISE with SAP S/4HANA Cloud, private edition: Full Usage Equivalents (FUE)

Minimum FUE count of 60 System Tier Usage Tier System Tier System tier Application
PRD & QA DEV RAM Servers*
• 1 FUE = 0.5 Developer Access RAM (GiB)** (GiB)**
• 1 FUE = 1 Advanced Use XXS Up to 135 FUEs Up to 256*** Up to 256 2
• 1 FUE = 5 Core Use XS up to 550 FUEs Up to 256 Up to 256 3
• 1 FUE = 30 Self-service Use
S up to 1,000 FUEs Up to 512 Up to 256 3

M up to 2,000 FUEs Up to 1,024 Up to 256 Up to 5

The standard build timeline does not
include: L up to 4,000 FUEs Up to 2,048 Up to 512 Up to 6
• Best Practices Content Activation
XL up to 6,000 FUEs Up to 3,892 Up to 512 Up to 10
preparation during initial build
• More than 9 additional Languages (other XXL above 6,000 FUEs Up to 6,700 Up to 512 Up to 10
than EN and DE) during initial build
* SAP Delivery may leverage application server size (32GB-128GB) and quantities that vary from the quantities set forth in the table
• Activation of Business Functions during the above, as it reasonably determines is appropriate.
initial build ** Delivery by hosting providers other than SAP deviate from above System Tier. Please refer to to-be landscape information later this
presentation for customer-specific sizing.
*** No QA system tier provided

Reference : Link to RISE with SAP S/4HANA Cloud, private edition Service Use Description Document
© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Customers only 9
SAP Global Reference Architecture – What is it?

SAP Enterprise Cloud Services worked with each of the Hyperscalers (AWS, GCP, Azure) to
develop a reference model of deployment which involved ~1 year of effort with each Hyperscaler
The reference architecture is a model for SAP deployments leveraging the Hyperscalers
▪ We leverage our SAP best practices from our 1600+ customer deployments
▪ We leverage Hyperscaler specific best practices
▪ We create a standard reference model to support our SLA, RTO/RPO, and optimal performance
▪ We select Hyperscaler DCs that meet our standards
▪ We select Hyperscaler infrastructure that meets our standards for:
– Networking security
– Server Performance (reserved instances)
– HANA certified only VMs
– Storage I/O performance
▪ The deployment has to meet our standard for our Roles & Responsibilities, SAP Security (SAP Trust Center)
and our ability to meet our compliance standards

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Customers only 10
End-to-End Application SLA Leveraging SAP Reference Architecture

SLA to Business • How do you guarantee an

application availability SLA
meaningful to the business on
Hyperscaler?
SAP Application System

RISE with SAP S/4HANA

SAP HANA DB Cloud, private edition SLA
covers the ENTIRE Solution
Operating System stack
• Aggregated availability SLA
Aggregated SLA % provided by Hyperscaler platform

99.95% 99.95% 99.95% 99.95%

•
covers infrastructure layer only

Individual infrastructure services

99.7%
has varying SLAs
(provided by Hyperscaler)

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Customers only 11
S/4HANA Cloud, Private Edition – Deployment Architecture
• S/4HANA Cloud, Private Edition is a single tenanted deployment of S/4HANA in a
dedicated virtual network for each customer. This virtual network is configured in a
customer specific dedicated subscription (Azure) or project (GCP) or account (AWS)
Fiori SAP GUI Integration Mobile Cloud
which is owned and managed by SAP.
• The landscape by default consists of a 3 tier environments* meant for development,
quality assurance and production usage. Customers can optionally purchase additional
environments to address their specific requirements.
On-Premise • Infrastructure sizing is in general mapped to the license metrics. Details are
documented in the Service Description Guide. Additional infrastructure can be
Private purchased based on the actual needs of the customer.
connectivity • As this is a private cloud offering, the dedicated virtual network is created using
TLS 1.2 customer provided private CIDR address range (RFC 1918 compliant) which is non-
S/4HANA Private Cloud overlapping with customer’s on-premise network.
Web Application Firewall
Dedicated virtual network for customer • S/4HANA Private Cloud Edition requires the customer to connect using a dedicated
private network link. Site-to-Site VPN or dedicated access options such as Direct
Cloud Connector
Connect (AWS), ExpressRoute (Azure), Cloud Interconnect (GCP) are supported.
• Name resolution is configured by creating a dedicated zone under the customer’s
internal DNS domain (sap.<customer domain>)
• Exposure of services to the public network (Internet) is restricted to specific use cases.
Mobile users can be enabled for Fiori applications via a secure web application firewall
upon customer request. Internet outbound is allowed for cloud Integrations using secure
protocols and connecting to other SAP Cloud solutions (Such as Ariba, Concur,
SuccessFactors etc..)
• SAP Adobe document services are leveraged from SAP Business Technology Platform by
DEV QAS PRD
default (“Forms as a Service”). Required integration via SAP Cloud Connector is delivered
DNS Zone: sap.<customer internal domain> as part of customer landscape in PE.
• Customers can optionally subscribe to Disaster Recovery for their productive
environments in cloud. Failover sites are configured with data replication from
productive environments and with equal infrastructure capacity.
© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 12
*: FUE Dependent
 S/4HANA Cloud, Private Edition – Infrastructure Scalability
• System sizes are mapped against license usage tiers. Details are documented in the Service
Description Guide. Scale up of HANA systems are possible via subscribing either to a higher
usage tier or to additional memory extensions.
• Example:
• Usage Tier (Up to 550 FUE) is mapped to a system size of “XS”
• XS Size has the HANA configuration of 256GB** and two upgrade options are
illustrated here. In both cases, landscape gets upgraded to next T-shirt size “S”

Scenario 1: 256GB 256GB 256GB Scenario 2: Subscribe

Subscribe to higher to memory extension
usage tier DEV QAS PRD packages
(In this example, (In this example,
subscribed to usage additional 1 quantity of
tier “up to 1000 memory extension
FUE”) 512GB 512GB package for PRS, QAS
256GB each)
App Server Scale-out
DEV QAS PRD
• Memory extension, private edition allows the purchase of the standardized configuration of a
higher infrastructure tier system without the purchase of additional FUEs. Refer to service
description guide for additional details.
• Each T-shirt size has specific number of application servers as mentioned in the service
HANA Scale-up description guide. Additional application servers can be added to each environment by
subscribing to the application server package. Desired application server size is determined by
SAP cloud delivery team matching to the specific T-shirt size deployed.
• Additional environments for requirements such as testing, training, pre-production etc.. can be
subscribed with additional fees.

** In Hyperscalers, configuration may slightly vary based on instance availability

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 13
Reference Architecture: Multi-Cloud Strategy
Business
Technology
Connect Platform
Extend Integrate Build

Secure Tunnel
Connectivity

OData

https + SSO
Cloud

(Internet)
Connector
RISE with SAP
S/4HANA SAP Web
Cloud, private Dispatcher
edition
SAP and non-SAP Cloud Applications

https + SSO
Point to point connection
(Internet)
https, RFC, SNC, sFTP, SSO
Customer Onsite Network
VPN, MPLS, Cloud Peering, SSO Authentication to be finalized based on
or hyperscaler specific customer strategy
At least one P2P is mandatory

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Customers only 14
General example of customer network setup

S/4HANA

NOTE: At least one private,

P2P connection is mandatory.

Note: this is typical deployment architecture for RISE with SAP S/4HANA Cloud,
private edition, however some variances may occur with Internet Architecture
© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Customers only 15
 S/4HANA Cloud, Private Edition – Internet based access scenarios

Fiori Access for Mobile Devices

It is allowed to access Fiori applications from customer’s
mobile devices over Internet. Publishing such applications to
Internet would require mandatory data-in-transit encryption
using TLS 1.2 or above using customer provided certificates.
A Web Application Firewall (WAF) is used to secure the
SAP S/4HANA Private Cloud internet inbound access. Such an access is not turned on by SAP S/4HANA Private Cloud
default and customer would require to highlight this
requirement as part of onboarding preparation.

TLS 1.2
TLS 1.2

Cloud Integrations
S/4HANA Private Cloud Edition provides connectors and agents
that are required to integrate the S/4HANA system with other
public cloud solutions from SAP. These agents are provisioned on Internet
Internet
request basis and upon customer’s accusation of respective cloud
solutions.
All such outbound connections are based on restricted access
control list configured in the security components that are used
within the cloud. All such outgoing accesses are to use TLS 1.2 or
Mobile Fiori Access above based in-transit encryption.
Special Exception is possible if the customer would like to use their internet breakout / proxy to go to the internet.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 17
S/4HANA Cloud, Private Edition – Security
 Security measures are audited and  Network Security
confirmed through various Certifications & – Network Filtering
Attestations – Intrusion Prevention Systems
– ISO Certificates – Web Application Firewall
o ISO9001 Quality Management System
– 2-factor Authentication
o ISO27001 Information Security Management
System – Proxies with Content Filtering
o ISO27017 Implementation of cloud specific
information security controls
o ISO27018 Protection of personal data in the cloud  Secure Product Development Lifecycle
o ISO22301 Business Continuity
– SOC1 (ISAE3402/SSAE16) Type II
– SOC2 Type II  Secure Operations
The SAP Trust Center is a public-facing
– C5 * – Asset Management website designed to provide unified and
– Change Management easy access to trust related content, such
 Advanced IT Security Architecture
– Incident Management as security, privacy, and compliance.
– Isolated, separated Landscape per Customer
– Anti Virus & Malware Management ▪ Delivers transparency
– Security hardened Systems
– Backup / Restore Management ▪ Easy access to SAP trust-related
– Identity & Access Management documents, certificates, and
 Threat & Vulnerability Management contracts
– Security Awareness Trainings
– Security Patch Management ▪ Users can initiate requests and
– Penetration Testing  Physical Security engage with SAP
– Vulnerability Scanning – Video and Sensor Surveillance
– 24 x 7 Security Monitoring Center – Access Logging
– Security Guards
 Customer data flow control – Fire Detection and Extinguishing System
– Regional Data Storage (e.g. EU-, US-Cloud) – Uninterruptible Power Supply
– European data protection and privacy policy – Biometric Access Control in certain
Locations
© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 18
S/4HANA Cloud, Private Edition – Onboarding Process and Timeline
CDD
Brownfield Migrate

Contract Onboard CDD Greenfield Configure & Run

• Customer signs the • SAP builds the private • Customer’s migration • After customer validation,
Process contract with SAP based cloud environment based partner performs system systems are considered as
on a mutually agreed on the customer input. conversion or migration operational under Cloud.
Committed Delivery • Skeleton systems are of customer’s existing Operational SLAs are
Date (CDD) for the cloud built in brownfield SAP systems to applicable.
systems. approach and customer’s S/4HANA Cloud, Private • In greenfield approach,
• Customer to provide migration partner Edition. customer starts functional
onboarding technical performs the system • Partner works with SAP implementation project on
checklist response for migration. cloud delivery team to S/4HANA Cloud, Private
the build. • In greenfield approach coordinate the migration Edition.
• Client Delivery Manager systems are installed and of workload.
(CDM) and Technical delivered with a
Service Manager (TSM) standard software stack
are assigned to manage for customer to start Brownfield migrations can be handled by authorized
service delivery. functional partners. Customers can search for partners at
implementation https://www.sap.com/partner/find/search-tool.html
• Customer establishes the
connectivity to the cloud.

• Committed Delivery Date (CDD) is the contract start date indicated in the cloud order form
• Brownfield: ~17 business days from the contract signature date (delivery of skeleton systems for migration)
Timeline • Greenfield: ~25 business days from the contract signature date
• Disaster Recovery system delivery takes additional business days
• Larger HANA systems (> 6TB) may take additional business days
© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 19
S/4HANA Cloud, Private Edition – Customer Preparation

Customer Onboarding Checklist

Customer receives a request to fill up an online onboarding questionnaire when cloud contract is finalized.
Customer’s timely response to this questionnaire is important for committing the system delivery to the
Prepare contracted date. Questionnaire requests customer input such as:
• S-user logon credentials. Customer receives a super user account once the contract is signed. Using that account customer to
create a new user in SAP Service Marketplace and provide to SAP to manage the S/4HANA Cloud Private Edition systems.
• Languages to be installed on SAP systems.
• SAP System Identifiers (SID) and ABAP Clients.
• Private IPv4 Address ranges to be used for setting up customer virtual network in the cloud (RFC1918 compliant range of /22
that is non-overlapping with customer network). If customer has subscribed for Disaster Recovery (DR), then an additional /22
range is needed.
• Customer’s Internal DNS Domain under which the S/4HANA Private Cloud sub domain to be created. Customer to also provide
primary and secondary Name Server IP addresses for configuring DNS zone transfer for the sub domain.
• Power users to be created in the S/4HANA private cloud systems (Such as name, email and contact number).

Customer Connectivity
• Customer to work on their desired connectivity option to establish network access to S/4HANA Cloud, Private Edition.
• SAP Provides appropriate connectivity questionnaire to customer to collect necessary technical parameters to make necessary
configurations on the cloud. Customer to provide details such as VPN devices and endpoints, Edge location details and related
parameters for establishing direct private network access. SAP Network engineers will work with customer to establish and test
Onboard
required connectivity.
• Customer also need to prepare required Internet DNS entries and TLS 1.2 certificates (details to be discussed with SAP during
onboarding).

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 20
S/4HANA Cloud, Private Edition – Delivery Management & Support

Customer Relationship

Delivery Management

SAP offers various support channels depending on customer needs. The primary method of support for S/4HANA
SAP Support Cloud, Private Edition is via the SAP One Support Launchpad, but customers can also contact SAP Customer
Interaction Center (CIC / 24 hour support line) or use the Expert Chat to get answers to questions.
SAP ONE Support Launchpad SAP Customer Interaction Center SAP Expert Chat

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 21
Additional Resources

• RISE with SAP S/4HANA Cloud, Private Edition Service Description Guide
https://www.sap.com/about/agreements/policies/cloud-service-
specifications.html?sort=latest_desc&page=1&pdf-asset=ca60ce67-d07d-0010-87a3-c30de2ffd8ff

• Service Level Agreement https://www.sap.com/about/trust-center/agreements/cloud/cloud-

services.html?search=Service+Level+Agreement&sort=latest_desc&pdf-asset=b8e6b160-d07d-0010-87a3-
c30de2ffd8ff&page=1

• Service Description: Disaster Recovery https://www.sap.com/about/agreements/policies/hec-

services.html?sort=latest_desc&pdf-asset=acea5589-cf7d-0010-87a3-c30de2ffd8ff&page=1

• Order Form (Sample) https://assets.cdn.sap.com/agreements/product-use-and-support-

terms/cls/en/sample-order-form-for-cloud-services-english-v4-2016.pdf

• Data Processing Agreement https://www.sap.com/about/trust-center/agreements/cloud/cloud-

services.html?search=Data%20Processing&sort=latest_desc

• General Terms and Conditions https://www.sap.com/about/trust-center/agreements/cloud/cloud-

services.html?search=General%20Terms%20and%20Conditions

• Data Center Locations https://www.sap.com/about/trust-center/agreements/cloud/cloud-

services.html?search=Data%20Centers&sort=latest_desc

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 22
Agenda: RISE with SAP S/4HANA Cloud, Private Edition
Partner Deals Bootcamp

Day Topic Presenter

Rise with SAP S/4HANA Cloud, Private Edition

Amit S
Overview

Day-1 Working Practices for Partner Cloud Architects Amit S

Customer Qualification Alex J

Q&A All

Technical Scope & Preparation Alex J

Quote Creation & Approval Alex J

Day-2 Deal Finalization Alex J

Delivery Alex J

Q&A All

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 23
 RISE with SAP S/4 HANA Cloud, Private Edition – Current Phase

Partner involved in:

Partner involved in: • Technical Assessment for
S/4HANA Cloud, private
• Digital Discover Assessment Partner involved in:
edition
• Draft BOM creation • Negotiating deal with
• Validation of Technical customer * Partner involved in:
• Rough order of Magnitude Assessment with SAP • Delivery Handover
(ROM) / Budgetary Pricing Cloud Architect • Delivery Checklist
Lessons Learned Internal SAP only Completion Tasks

Working Technical Scope & Quote Creation

Customer Qualification Deal Finalization Delivery
Practices Preparation and Approval

Digital • Draft BOM • Technical Assessment • Partner • Delivery • Delivery Handover

Discovery creation Completion (focus on negotiates Checklist Tasks Completed
Assessment S/4HANA Cloud, p.e.) Completion
• Rough order deal with
(includes of Magnitude customer *
BTP use (ROM) /
cases) Budgetary
Pricing
Includes
provisioning sku’s
for all bundle
components

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP Internal
SAP and Partner and Partners Only 24
Learning Objectives

During this session we will talk through some best practices based on lessons learned during actual
PE sales cycles.

Learning objectives:

➢ Make yourself familiar with some work practices and lessons learned

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 25
Take control

– Take the lead in technical meetings

▫ Make sure AE invites you when technical topics need to be discussed
– Challenge the assumptions regarding BOM and non-functional requirements
▫ Is the BOM complete?
▫ Are we sure customer doesn’t want/need DR?
▫ Are two/three tiers enough?
▫ In case of brownfield, will the data fit and has the temporary storage been added?
▫ Double check on Hyperscaler and DC choice
– Make the customer aware about the importance of the onboarding information and timely delivery
– Only accept completed information
▫ Don’t accept multiple iterations, only ask for completed Customer checklist and Connectivity questionnaires

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 26
Plan prioritize and document

– With multiple active RISE with S/4HANA Cloud, Private Edition opportunities, plan your work based on
expected signature dates
▫ It doesn't make sense to work too far ahead, things might chance
– Never confirm any contract start dates without checking all required pre-requisites
▫ Be sure to check on CDD time-lines first, taking migration and DR into account
– Note down all assumptions and conclusions
▫ Especially when you are working on multiple opportunities in parallel, it's hard to keep track
– Document opportunity specific information in right folder on the JAM page
▫ Also important when someone needs to take over as a backup

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 27
Work together

▪ Stay up to date
– Accept training and coaching from SAP
▪ Work together
– Align internally regularly with your AE’s
– Get to know your regional SAP CAA
▪ Say NO
– If you can’t deliver within a certain time-frame
– If the solution requested is not possible in PE
▪ Admit it if you don’t know
– Your scope is very broad, but you are not an expert on everything
– Involve colleagues or subject matter experts

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 28
Agenda: RISE with SAP S/4HANA Cloud, Private Edition
Partner Deals Bootcamp

Day Topic Presenter

Rise with SAP S/4HANA Cloud, Private Edition

Amit S
Overview

Day-1 Working Practices for Partner Cloud Architects Amit S

Customer Qualification Alex J

Q&A All

Technical Scope & Preparation Alex J

Quote Creation & Approval Alex J

Day-2 Deal Finalization Alex J

Delivery Alex J

Q&A All

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 29
 RISE with SAP S/4 HANA Cloud, Private Edition – Current Phase

Partner involved in:

Partner involved in: • Technical Assessment for
S/4HANA Cloud, private
• Digital Discover Assessment Partner involved in:
edition
• Draft BOM creation • Negotiating deal with
• Validation of Technical customer * Partner involved in:
• Rough order of Magnitude Assessment with SAP • Delivery Handover
(ROM) / Budgetary Pricing Cloud Architect • Delivery Checklist
Lessons Learned Internal SAP only Completion Tasks

Working Technical Scope & Quote Creation

Customer Qualification Deal Finalization Delivery
Practices Preparation and Approval

Digital • Draft BOM • BOM Validation • Partner • Delivery • Delivery Handover

Discovery creation negotiates Checklist Tasks Completed
• Technical Assessment Completion
Assessment deal with
• Rough order Completion (focus on
(includes of Magnitude customer *
S/4HANA Cloud, pvt. edt)
BTP use (ROM) /
cases) Budgetary • Technical Assessment
Pricing Checklist
Includes • Deal Incubation Template
provisioning sku’s
for all bundle
components

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP Internal
SAP and Partner and Partners Only 30
 RISE with SAP S/4 HANA Cloud, private edition – Indirect Sales Process Overview
Technical Scope &
Customer Qualification Quote Deal Finalization Delivery
Preparation

Assign service partner / Create quote in Harmony Send finalized contract Initiate the handover through
Create opportunity in Harmony
channel partner (indirect) for • Bundled products in RISE will be
through standard cloud SAP JAM Forum of Customer
the opportunity in Harmony auto added to quote process once deal approved Checklist information to ECS
Enter Hyperscaler in Opp • Contract start date on average delivery, CEE
Work with the S/4HANA Negotiate deal with customer
needs to be at least 6 weeks
IAE to request CAA for Indirect
License Presales team to after the later of the offer
Deliver the environment to the
complete the S/4 HANA Cloud assignment to the opportunity expiration date or contract close
date. This date will be in the Send deal for reapproval if customer
Digital Discovery Assessment complete request form
CAA template that you receive required
to ensure the correct product fit
for your customer If Partner is coached then • In the comments section Collaborate with the
Include sign off provided by mention what has changed from VAR/Services Implementation
opportunity will proceed using
SAP Partner Cloud Architect last approval to this approval
the Partner Cloud Architect Partner(s) selected by the
Create draft BOM (PDF) and submit for Deal • New Output of technical customer
otherwise please refer to the
Approval checklist (PDF) if BOM or
direct sales process CAA to Hyperscaler changed
Create Rough order of Obtain deal Incubation
Magnitude (ROM) / Budgetary the deal will be the third level
support for the deal Approval Submit deal for booking once
Pricing signed
• Deal Incubation team will correct
• If ROM pricing is needed start date to match date in CAA
Conduct technical
Technical Scope & Preparation Template Finalize info for delivery
steps do not need to be assessment with customer checklist
completed
Introduce Customer Follow Standard Regional • If Customer Onboarding
• Use your standard regional Onboarding Form/Customer Form/Customer Checklist is not
Cloud Budgetary Pricing
DOA to be followed after Deal
Checklist to Customer Incubation Approval received within 5 days of contract
process signature delivery date of system
Send output of technical will need to be pushed back
assessment checklist to SAP • Customer will still need to pay
Partner Cloud Architect based off the original start date
and new delivery date would be
confirmed after Onboarding
Provide sign off via PDF to
Form/Customer Checklist is
IAE received

Partner Sales Partner Cloud SAP Partner Commercial Finance ECS

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only Sales 31
Architect CAA
E2E Indirect Sales Process for RISE
IAE Partner Architect Deal Commercial Core Partner Architect Global Rise Delivery
1 Incubation Finance Finance Ops Desk
Create Budgetary
Opportunity & request
Quote 3a
5 6 8 10 11
Technical PQA
Harmony Deal Incubation Start data
Assessment Deal Approval Booking Engagement
Approval collection
creation Build and
Customer/Partner
Customer/Partner Handover
2a Discussion Harmony Harmony O2I PQA
Discussion
VAT Team
assignment 9 12
3b 7 Entitlement & Landscape
Harmony Introduce
Fulfilment Profile Creation/Finalizati
Customer Check for Negotiations &
on
Onboarding Form Contracts
1. TA done (pdf Manual
Customer/Partner output from SAP PQA 13
Discussion Partner Cloud CMS Landscape
4 Architect) Validation
Quote Downstream
2. Hyperscaler
Finalization financial process PQA
Technical checklist 3. Delivery timeline
signoff required from SAP
Harmony Partner Cloud Architect

2b RISE Global Sales Support for MM/Volume Business only

Deal Support (Part of VAT team)

Commercial Support
Post Sales Downstream Process
1. Understand deal requirements
2. Deal structure
3. Commercial Support (CEP, MAR..etc)
4. Support Partners on commercial topics
© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 32
SAP S/4HANA Cloud – Digital Discovery Assessment (DDA)

What is Digital Discovery Assessment?

▪ The SAP S/4HANA Cloud DDA Tool provides guidance on which solution approach you should offer for a specific
customer use-case and is used to define the functional scope of:
– SAP S/4HANA Public Cloud solution approach through the selection of Scope Items
– SAP S/4HANA Cloud Private Edition solution approach through the selection of Business Capabilities

▪ The decision on selling the right S/4HANA Cloud solution approach (Public or Private) to our customers is the
responsibility of the IAE with support from Presales and other required teams.

▪ The DDA also provides a high level BOM proposal based on selected scope. Not all relevant SKUs are included and will
always require IAE/Presales review to complete for this specific customer use case.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 33
SAP S/4HANA Cloud – Digital Discovery Assessment (DDA)
High Level Steps

Step 3: Complete PE Questionnaire* -

Step 1: Enter Qualification Data Step 2: Get Guidance Step 4: Finalize for deal closure
Execute Detailed Discovery
Document the customer’s situation Get Guidance on the best S/4HANA Cloud solution For S/4HANA Cloud Private Edition: Determine / Confirm final solution proposition for deal
• Net New Name or Installed Base, approach: • A questionnaire will help to find the best experts for closure
• New implementation or System Conversion • S/4HANA Public Cloud your deal quicker.
• Industry (Segment) • S/4HANA Cloud Private Edition
• … For New Implementations:
• Execute a detailed discovery assessment with your
customer to determine business scope,
localization needs, gaps and priorities to reconfirm
solution approach and handover all info to the
implementation team

✓ Central approach across all regions and MU’s

Structured ✓ Perspective guidance
Deal ✓ Always on par with the latest available industry roadmap
Qualification ✓ Continuous alignment between the industry and presales teams

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 34
BOM Creation & Budgetary Pricing

• Once we have high level BOM based on selected scope from Digital Discovery Assessment, a
rough order estimate can be created based on the assessment for the solution.

• This Budgetary pricing and ROM calculation can be used as a baseline and should be used for
final BOM validation after agreement with the customer.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 35
Bootcamp Example Company - Customer Qualification (1/2)

Scenario: “Bootcamp Example Customer” wants to use SAP

solution for the optimization of their business process. The
customer has requested that SAP and or an SAP Partner
help determine a suitable solution and provide an estimated
pricing for their organization so they can qualify the proposed
solution and the budget.

Solution: To provide a solution to the customer, the first step will

be to perform customer qualification.

SAP and the Partner will need to perform the Digital Discovery
✓ Adopt standardized business
Assessment for the customer to assess the correct solution Cloud processes
approach and to define the functional scope. Once the digital Mindset ✓ Accept frequently release updates
discovery is complete, a BOM and a ROM are constructed and the ✓ Handover system governance to SAP
budgetary pricing shared with the customer.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 36
Bootcamp Example Company - Customer Qualification (2/2)

Output
After the assessment below BOM with quantities have been identified which can be used for initial budgetary pricing
as requested by customer.

Product ID Description Units Qty Metric

8XXXXX* RISE with SAP S/4HANA, Priv Cd Ed 600 1 FUE Users
8XXXXX* Sap MII for S4H, Priv Cld Ed 30 1 Resources
8XXXXX* SAP S/4H Supply Chain for EWM, Priv Cld 1 5000 Items
8XXXXX* SAP S/4HANA for As mgt for RS, Priv Cld 5 1 Resources
8XXXXX* SAP S/4HANA for rec mgt, Priv Cld Ed 20 1 Users
8XXXXX* SAP S/4HANA for Trans P&E, Priv Cld Ed 7 2985000.00 USD Freight Spends
8XXXXX* SAP GTS for SAP S/4HANA, Priv Cld Ed 5 1 Users
8XXXXX* SAP S/4HANA for MDG, Priv Cld Ed 5 5000 Objects
8XXXXX* SAP S/4HANA for Man for P&S, Priv Cld Ed 1 119400000.00 USD Cost of Goods sold
8XXXXX* SAP S/4HANA for Transp Chrg, Priv Cld Ed 7 2985000.00 USD Freight Spends
8XXXXX* SAP S/4HANA for access cont, Priv Cld Ed 13 100 Monitored Individuals
8XXXXX* SAP S/4HANA for Adv. AtP, Priv Cld Ed 2 298500000.00 USD Revenues

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 37
Agenda: RISE with SAP S/4HANA Cloud, Private Edition
Partner Deals Bootcamp

Day Topic Presenter

Rise with SAP S/4HANA Cloud, Private Edition

Amit S
Overview

Day-1 Working Practices for Partner Cloud Architects Amit S

Customer Qualification Alex J

Q&A All

Technical Scope & Preparation Alex J

Quote Creation & Approval Alex J

Day-2 Deal Finalization Alex J

Delivery Alex J

Q&A All

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 38
Bootcamp Case Study - S/4HANA Cloud, Private Edition

• Customer name: Bootcamp Example Customer

• Partner name: Bootcamp Example Partner

• LoB: Manufacturing

• S/4HANA Cloud, Private Edition: BoM

Product ID Description Units Qty Metric
8XXXXX* RISE with SAP S/4HANA, Priv Cd Ed 600 1 FUE Users
8XXXXX* Sap MII for S4H, Priv Cld Ed 30 1 Resources
8XXXXX* SAP S/4H Supply Chain for EWM, Priv Cld 1 5000 Items
8XXXXX* SAP S/4HANA for As mgt for RS, Priv Cld 5 1 Resources
8XXXXX* SAP S/4HANA for rec mgt, Priv Cld Ed 20 1 Users
8XXXXX* SAP S/4HANA for Trans P&E, Priv Cld Ed 7 2985000.00 USD Freight Spends
8XXXXX* SAP GTS for SAP S/4HANA, Priv Cld Ed 5 1 Users
8XXXXX* SAP S/4HANA for MDG, Priv Cld Ed 5 5000 Objects
8XXXXX* SAP S/4HANA for Man for P&S, Priv Cld Ed 1 119400000.00 USD Cost of Goods sold
8XXXXX* SAP S/4HANA for Transp Chrg, Priv Cld Ed 7 2985000.00 USD Freight Spends
8XXXXX* SAP S/4HANA for access cont, Priv Cld Ed 13 100 Monitored Individuals
8XXXXX* SAP S/4HANA for Adv. AtP, Priv Cld Ed 2 298500000.00 USD Revenues
*Product Codes listed here are for illustration only and may change.
Always refer to the PCE Product Availability Matrix (PCE PAM) for the latest Product Code.
For a detailed list of available packages, always refer to the latest Service Use Description.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 39
 RISE with SAP S/4 HANA Cloud, private edition – Current Phase

Partner involved in:

Partner involved in: • Technical Assessment for
S/4HANA Cloud, private
• Digital Discover Assessment Partner involved in:
edition
• Draft BOM creation • Negotiating deal with
• Validation of Technical customer * Partner involved in:
• Rough order of Magnitude Assessment with SAP
• Delivery Handover
(ROM) / Budgetary Pricing Cloud Architect • Delivery Checklist
Lessons Learned Internal SAP only Completion Tasks

Quote
Working Technical Scope &
Customer Qualification Creation and Deal Finalization Delivery
Practices Preparation
Approval
• BoM Validation
Digital • Draft BOM • Partner • Delivery • Delivery Handover
Discovery creation negotiates Checklist Tasks Completed
Assessmen • Technical Assessment deal with
Completion
• Rough order
t (includes Execution (focus on customer
of Magnitude
BTP use (ROM) / S/4HANA Cloud, p.e.) *
cases) Budgetary
Pricing • Technical Assessment
Checklist
Includes
provisioning sku’s
for all bundle • Deal Incubation
components Template

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP Internal
SAP and Partner and Partners Only 40
 RISE with SAP S/4 HANA Cloud, private edition – Indirect Sales Process Overview
Technical Scope &
Customer Qualification Quote Deal Finalization Delivery
Preparation

Assign service partner / Create quote in Harmony Send finalized contract through Initiate the handover through
Create opportunity in Harmony
channel partner (indirect) for • Bundled products in RISE will be
standard cloud process once SAP JAM Forum of Customer
the opportunity in Harmony auto added to quote deal approved Checklist information to ECS
Enter Hyperscaler in Opp • Contract start date on average delivery, CEE
Work with the S/4HANA Negotiate deal with customer
needs to be at least 6 weeks
IAE to request CAA for Indirect
License Presales team to after the later of the offer
Deliver the environment to the
complete the S/4 HANA Cloud assignment to the opportunity expiration date or contract close
date. This date will be in the Send deal for reapproval if customer
Digital Discovery Assessment complete request form
CAA template that you receive required
to ensure the correct product fit
for your customer If Partner is coached then • In the comments section Collaborate with the
opportunity will proceed using Include sign off provided by mention what has changed from VAR/Services Implementation
SAP Partner CAA (PDF) and last approval to this approval
the Partner Cloud Architect Partner(s) selected by the
Create draft BOM submit for Deal Approval • New Output of technical customer
otherwise please refer to the
checklist (PDF) if BOM or
direct sales process CAA to Hyperscaler changed
Create Rough order of Obtain deal Incubation
Magnitude (ROM) / Budgetary the deal will be the third level
support for the deal Approval Submit deal for booking once
Pricing signed
• Deal Incubation team will correct
• If ROM pricing is needed start date to match date in CAA
Conduct technical assessment
Technical Scope & Preparation Template Finalize info for delivery
steps do not need to be with customer checklist
completed
Introduce Customer Follow Standard Regional • If Customer Onboarding
• Use your standard regional Onboarding Form/Customer Form/Customer Checklist is not
Cloud Budgetary Pricing process
DOA to be followed after Deal
Checklist to Customer Incubation Approval received within 5 days of contract
signature delivery date of system
Send output of technical will need to be pushed back
assessment checklist to SAP • Customer will still need to pay
Partner CAA based off the original start date
and new delivery date would be
confirmed after Onboarding
Provide sign off via PDF to Form/Customer Checklist is
IAE received

Partner Sales Partner Cloud SAP Partner Commercial Finance ECS

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only Sales 41
Architect CAA
Learning Objectives

After this session the Partner Cloud Architect should be able to:

1. Validate the proposed Sales Bill of Material (BoM)

2. Have a customer discussion and perform a technical assessment

3. Complete and submit the pre-sales checklist

4. Complete and submit the deal incubation template

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 42
Technical Scoping by Partner Cloud Architect (CA)
High Level Process Flow

Customer
Discussion
Signoff from SAP
Partner CA to
Initial conduct a customer CAA
Discovery technical SAP CAA confirms
discussion to the customer
confirm scope, checklist and BOM
Partner CA gets HA/DR, security Partner CA – converts to PDF
information from Sales BoM requirements,
Partner’s Sales timelines completes pre- and notifies the
team Validation SAP IAE
Validate proposed
Partner CA to sales checklist
introduce customer
Sales BoM using
onboarding Partner CA completes the
PAM. Confirm
Hyperscaler, DR,
checklist pre-sales checklist and Quote Creation
confirms Sales BOM. Upload SAP AE to create
etc.
to designated folder in SAP Quote and send to
JAM and notify SAP CAA Deal Incubation
Team for approval
© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 43
 Validate Sales Bill of Material (BoM)

Once the Customer Qualification step has been completed, the IAE and the respective Solution Architects will
provide the Sales BoM with the proposed S/4HANA Cloud, private edition SKU’s to the Partner Cloud Architect.

The Partner CAA performs the following:

1. Creates a customer specific folder in the Partner Enablement JAM site Jam Site
2. Uploads the Sales BoM to the Partner under the Deal Incubation Folder for the Customer. Please refer to the following
asset to learn about the overall Partner Enablement JAM page PE Partner Integration with SAP JAM
3. Creates a BoM validation task for him/herself and emails the Regional SAP CAA for visibility.

1 2

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 44
Validate Sales Bill of Material (BoM)
Partner Cloud Architect validates the initial proposed BOM by performing the following steps:
4
1. Download the Product Availability Matrix (PAM) - S/4HANA
CLOUD, Private Edition (PAM)
2. Download the proposed Sales BoM from the JAM Site (Sample
Proposed BOM)
3
3. In the PAM Search for the PE SKU / 800xxxx Material #.
4. Within the PAM document verify the following:
• The SKU is a valid PE material code (if it is not, no Price
List Item will be shown)
• Deployment Type (License only or Infrastructure)
• General Availability, GxP availability and DR Availability
• Any pre-requisite SKUs? If yes, verify that the BoM has
these SKUs proposed
• Remarks column for any further guidance
• Greenfield Software Stack for information on the latest
available release information available for deployment

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 45
Validate Sales Bill of Material (BoM)
Partner Cloud Architect completes the validation of the initial proposed BoM and verifies the following with the
Partner Sales Team and SAP IAE:

1. All pre-requisite SKUs have been included in the BOM

2. Sizing is appropriate based on anticipated data volume
• If the system sizing needs to be scaled up based on anticipated data volumes – add the “memory extension SKU” to
scale up the database to the appropriate size
3. Number of tiers in the standard template is sufficient per customer’s requirements. Add additional tiers as needed.
4. Customer’s desired hyperscaler pairing is available in the region. Use the following link to verify Hyperscaler Availability
5. Verify that all third party ABAP add-ons being considered are certified and allowed by using the following listing List of
certified ABAP Add-Ons for SAP S/4HANA Cloud, private edition (PE & EX Addon lists are consistent).
6. Discuss HA / DR options SAP Service Description: Disaster Recovery & Customer Invoked Failover
7. Discuss and align on the System Provisioning Timelines based on anticipated signature / close date based on the timelines
indicated in the following document SAP S/4HANA Cloud, private edition Provisioning Timelines

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 46
Technical Scoping by Partner Cloud Architect (PCA)
High Level Process Flow

Customer
Discussion
Signoff from SAP
Partner CA to
Initial conduct a customer CAA
Discovery technical SAP CAA confirms
discussion to the customer
confirm scope, checklist and BOM
Partner CA gets HA/DR, security Partner CA – converts to PDF
information from Sales BoM requirements,
Partner’s Sales timelines completes pre- and notifies the
team Validation SAP IAE
Validate proposed
Partner CA to sales checklist
introduce customer
Sales BoM using Partner CA completes the
onboarding
PAM. Confirm
checklist pre-sales checklist and Quote Creation
Hyperscaler, DR, confirms Sales BOM. Upload
etc. SAP AE to create
to designated folder in SAP
Quote and send to
JAM and notify SAP CAA
Deal Incubation
Team for approval
© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 47
Execute Technical Assessment (TA) and complete the pre-sales Checklist

Link to PE Partner Architect Technical Assessment Deck

Main Topic Areas:
▪ Architecture and Sizing: Upgrades, Sizing Reports, Hyperscaler Connectivity, Demarcation Zones, DNS forwarding, IP
ranges
▪ Resilience Services: SLA, HA, DR, Backup
▪ Security and Compliance: SAP Trust Center, Customer Requirements, GxP, PCI,…
▪ Governance and Operations: R&R, Support Channels, CAS
▪ Technical Landscape: Contract Duration, Ramping, Hyperscaler Pairing, SSO, Coverage (migration), Addons, SIDs and
Client, Best Practices, Connectivity Options
▪ Migration: AS-IS landscape, Current Sizing (sizing Reports), Solution Versions, Phasing, Migration Responsibility
▪ Onboarding: Timelines, CDD dates, Checklist, Connectivity, Best Practices, Contacts
– SAP S/4HANA Cloud, private edition Provisioning Timelines

Customize the Technical Assessment for the Bootcamp Example Customer!

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 48
Technical Assessment – Governance and Operations

Service Level Agreement for SAP HEC; RISE

with SAP S/4HANA, PE; SAP ERP, PE; and
S/4HANA Cloud, Extended Edition - In this
document you can find definitions, System
Availability, Backup and computing
environment incident reaction, Service Level
Reporting, Service Level Failures for RISE with
SAP S/4HANA, private cloud edition

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 49
Technical Assessment – Roles and Responsibilities

The “Roles and Responsibilities Matrix” specifies who is responsible for carrying out related activities – SAP or Customer. Customer’s activities
can be done by customer’s SAP Team or the customer engaged SI.

➔ The complete list of R&R can be found at this location : R&R Document

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 50
Technical Assessment – Security

SAP Security Policies,

Frameworks, and Technical
and Organizational Measures
(TOMs).
• SAP Technical and Organizational
Measures (TOMs) : This document
provides the current Technical and
Organizational Measures (TOMs)
implemented to protect the Personal
Data processed in SAP Cloud
solutions (Document Classification is
Public);
• SAP GLOBAL SECURITY POLICY:
The SAP Global Security Policy
applies to all SAP assuring the
Security Level at SAP

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 51
Technical Assessment – Service Resilience

SAP Service Description: Disaster Recovery &

Customer Invoked Failover - This document
describes RTO, RPO and all DR definitions. DR
Service is an optional service and this document
applies to customers that have purchased these
optional services.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 52
Technical Assessment – Networking

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 53
Technical Assessment – Landscape Reviews

Private Cloud Edition - Architecture Templates

The CFU Briefcase files contain the system configuration (like SAP
HANA or ASE database server size, application server configuration,
components like SAP Web Dispatcher, SAP Cloud Connector, add-
ons, etc) which will be deployed for the customer.

Example: When the SKU has infrastructure to be delivered, select the

correspondent product on the list, select the hyperscaler, T-Shirt size
and then you can find the pdf which contains all components included
in the landscape
Partner Cloud Architect should use these templates to pull together
the “to-be” landscape for the systems in scope and review this with the
Bootcamp Example Customer

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 54
Technical Assessment – Greenfield vs Brownfield Deployments

Characteristics and Considerations

Brownfield Deployment Greenfield Deployment
▪ Migration from an existing SAP landscape (with ▪ Typical in net new SAP customers
or without upgrading)
▪ Best Practice activation possible (consider
▪ System copy from a template (Partner Industry
timeline differences in deployment)
Solution)
▪ BOM validation and mapping exercise will be ▪ BP, ADS and Fiori activation in client 050
more extensive (in a migration) as compared to ▪ Software release stack is based on PE
greenfield
guidelines
▪ Consider system provisioning timeline
differences
▪ Include additional storage and migration server
requirements for Partner led migrations
▪ Size the system per source system data
requirements

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 55
 Supported releases for ‘brownfield’ scenarios

• Refer to the SAP Maintenance Policy to determine supported versions and time frames for SAP
S/4HANA Cloud, Private Edition. SAP Note 3061124 & Limited Maintenance Policy

• Lower releases must be upgraded before a migration to SAP S/4HANA Cloud, Private Edition.

• Customers must upgrade to the latest version of S/4HANA as per the dates agreed in the
contract and well before end of mainstream maintenance.

• Compatibility of subcomponents (such as additional SKUs deployed on top of S/4HANA) must

be manually verified.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 56
 Supported source and target releases
End of Mainstream Possible Target Releases
Source Release Migration Approach
Maintenance under SAP Cloud Contract

SAP ERP 6.0, EHP

31.12.2027 S/4HANA 2021 SYSTEM CONVERSION: System conversion using SUM DMO
xx

UPGRADE: As the software is already under customer-specific maintenance, upgrading to the latest
S/4HANA 1511 31.12.2020 S/4HANA 2021
release in source landscape is mandatory.
Supported under Limited Maintenance Policy
https://www.sap.com/about/agreements/policies/cloud-service-
S/4HANA 1610 31.12.2021 S/4HANA 2021 specifications.html?sort=latest_desc&search=RISE+with+edition&pdf-asset=10151ebc-f07d-0010-
bca6-c68f7e60039b&page=1&source=social-atw-mailto
SYSTEM COPY (backup/restore): This approach is possible and allowed until Mar 2022. Post March
S/4HANA 1709 2022 LMP will apply.
S/4HANA 1709 31.12.2022
S/4HANA 2021
UPGRADE: Upgrade to latest release is desired as part of the migration.

SYSTEM COPY (backup/restore): This approach is allowed until Mar 2023. Post March 2023, LMP
S/4HANA 1809
will apply
S/4HANA 1809 31.12.2023
S/4HANA 2021 UPGRADE: Upgrade to latest release is desired as part of the migration.

SYSTEM COPY (backup/restore): Desired option, as this release is under mainstream maintenance
S/4HANA 1909
for the next few years .
S/4HANA 1909 31.12.2024
S/4HANA 2021 UPGRADE: Upgrade to latest release is optional.

SYSTEM COPY (backup/restore): Desired option, as this release is under mainstream maintenance
S/4HANA 2020
for the next few years .
S/4HANA 2020 31.12.2025
S/4HANA 2021 UPGRADE: Upgrade to latest release is optional.

S/4HANA 2021 31.12.2026 S/4HANA 2021 SYSTEM COPY (backup/restore)

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 57
Migration process flow

ECS
• Migration Execution
on the source system
• Migration Execution • Operations Team will
on the target system coordinate the
[details as per latest communication
migration guidance] between the partner
and ECS delivery.

Partner

For process-related details, review the latest guidance provided by solution management.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 58
Technical Assessment – Customer Onboarding

During the Technical Assessment with the customer, the Partner

Cloud Architect should introduce the Customer Onboarding topic
to familiarize the Customer with the onboarding requirements
(post contract signing).
There are three documents that will be shared with the customer
after contract signature:
1. PE Customer Onboarding Template (1 per hyperscaler). This document covers all
information needed by the SAP build team to create PE systems in scope of the
contract.
2. Connectivity Questionnaire (1 per hyperscaler) This document describes the
connectivity options to the PE running on the 3 hyperscalers AWS, GCP and Azure.
Depending on the Hyperscaler and the customer requirements there are different
options in terms of establishing Network connectivity between the customer Access
location and target PE environment.
3. SAP Best Practice Questionnaire (For Greenfield scenarios only) For a Greenfield
implementation of SAP S/4HANA, you can decide whether or not to use SAP Best
Practices implementation content (pre-configured solution packages). BP activation
for PE includes not only the activation of business functions and client creation, but
also the import of BP packages into the systems.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 59
Exercise: Complete the TA Checklist based on the validated BoM and TA
presentation

▪ Practice presenting the

TA based on the
Bootcamp Example
Customer

▪ Complete the S4HANA

Cloud Private Edition -
Technical Assessment
Checklist

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 60
 Technical Scoping by Partner Cloud Architect (CA)
High Level Process Flow

Customer
Discussion
Signoff from SAP
Partner CA to
Initial conduct a customer CAA
Discovery technical SAP CAA confirms
discussion to the customer
confirm scope, checklist and BOM
Partner CA gets HA/DR, security Partner CA – converts to PDF
information from Sales BoM requirements,
Partner’s Sales timelines completes pre- and notifies the
team Validation SAP IAE
Validate proposed
Partner CA to sales checklist
introduce customer
Sales BoM using Partner CA completes the
onboarding
PAM. Confirm
checklist pre-sales checklist and Quote Creation
Hyperscaler, DR, confirms Sales BOM.
etc. SAP AE to create
Upload to designated
Quote and send to
folder in SAP JAM and
Deal Incubation
notify SAP CAA
Team for approval
© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 61
Complete and Submit the Deal Incubation Template

1. Partner Cloud Architect

updates the template
2. Attach updated template to the
quote approval
3. In case of the following
changes:

a. Add or delete SKUs

b. Change quantity

the Partner Architect will need to

update this template and resend it
to the IAE

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 62
Upload Documents to the Bootcamp Example Partner Jam Site

1. Update the pre-sales Customer Checklist Document S4HANA Cloud

Private Edition - Technical Assessment Checklist with the following
information:
- Deal Incubation Details (General Information Tab)
- Finalized and Validated BOM
- Checklist items

2. Upload the checklist to the SAP JAM site for the Bootcamp Example
Customer, create a task for the SAP Cloud Architect to perform the quality
gate check on the checklist and email the SAP Cloud Architect to inform
them that the checklist is ready for review

3. SAP CAA performs the quality gate review and prints (to pdf) the last
sheet of the pre-sales Customer Checklist spreadsheet

4. SAP CAA uploads the PDF to the Deal Incubation Template folder for the
Bootcamp Example Customer JAM site and informs the Deal Incubation
team and sales team for quote creation.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 63
List of Assets used in this Section
1. Product Availability Matrix (PAM) - S/4HANA Private Cloud Edition 11. R&R Document
(Unofficial PAM) 12. SAP Security Policies, Frameworks, and Technical and
2. Hyperscaler Availability Organizational Measures (TOMs).
3. Customer onboarding
• PE Customer Onboarding Template
• Connectivity Questionnaire
• SAP Best Practice Prerequisites (For Greenfield scenarios only)
4. S4HANA Cloud Private Edition - Technical Assessment Checklist
5. Sample Proposed BOM
6. List of certified ABAP Add-Ons for SAP S/4HANA Cloud, private edition
7. SAP Service Description: Disaster Recovery & Customer Invoked Failover
8. SAP S/4HANA, private cloud edition Provisioning Timelines
9. PE Partner Architect Technical Assessment Deck
10. Service Level Agreement for SAP HEC; RISE with SAP S/4HANA, PE;
SAP ERP, PE; and S/4HANA Cloud, Extended Edition

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 64
Agenda: RISE with SAP S/4HANA Cloud, Private Edition
Partner Deals Bootcamp

Day Topic Presenter

Rise with SAP S/4HANA Cloud, Private Edition Overview Amit S

Day-1 Working Practices for Partner Cloud Architects Amit S

Customer Qualification Alex J

Q&A All

Technical Scope & Preparation Alex J

Quote Creation & Approval Alex J

Day-2 Deal Finalization Alex J

Delivery Alex J

Q&A All

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 65
 RISE with SAP S/4 HANA Cloud, Private Edition – Current Phase

Partner involved in:

Partner involved in: • Technical Assessment for
S/4HANA Cloud, private
• Digital Discover Assessment Partner involved in:
edition
• Draft BOM creation • Negotiating deal with
• Validation of Technical customer * Partner involved in:
• Rough order of Magnitude Assessment with SAP • Delivery Handover
(ROM) / Budgetary Pricing Cloud Architect • Delivery Checklist
Lessons Learned Internal SAP only Completion Tasks

Working Technical Scope & Quote Creation

Customer Qualification Deal Finalization Delivery
Practices Preparation and Approval

Digital • Draft BOM • Technical Assessment • Partner • Delivery • Delivery Handover

Discovery creation Completion (focus on negotiates Checklist Tasks Completed
Assessment S/4HANA Cloud, p.e.) Completion
• Rough order deal with
(includes of Magnitude customer *
BTP use (ROM) /
cases) Budgetary
Pricing
Includes
provisioning sku’s
for all bundle
components

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP Internal
SAP and Partner and Partners Only 66
 RISE with SAP S/4 HANA Cloud, private edition – Indirect Sales Process Overview
Technical Scope &
Customer Qualification Quote Deal Finalization Delivery
Preparation

Assign service partner / Create quote in Harmony Send finalized contract through Initiate the handover through
Create opportunity in Harmony
channel partner (indirect) for • Bundled products in RISE will be
standard cloud process once SAP JAM Forum of Customer
the opportunity in Harmony auto added to quote deal approved Checklist information to ECS
Enter Hyperscaler in Opp • Contract start date on average delivery, CEE
Work with the S/4HANA Negotiate deal with customer
needs to be at least 6 weeks
IAE to request CAA for Indirect
License Presales team to after the later of the offer
Deliver the environment to the
complete the S/4 HANA Cloud assignment to the opportunity expiration date or contract close
date. This date will be in the Send deal for reapproval if customer
Digital Discovery Assessment complete request form
CAA template that you receive required
to ensure the correct product fit
for your customer If Partner is coached then • In the comments section Collaborate with the
opportunity will proceed using Include sign off provided by mention what has changed from VAR/Services Implementation
SAP Partner Cloud Architect last approval to this approval
the Partner Cloud Architect Partner(s) selected by the
Create draft BOM (PDF) and submit for Deal • New Output of technical customer
otherwise please refer to the
Approval checklist (PDF) if BOM or
direct sales process CAA to Hyperscaler changed
Create Rough order of Obtain deal Incubation
Magnitude (ROM) / Budgetary the deal will be the third level
support for the deal Approval Submit deal for booking once
Pricing signed
• Deal Incubation team will correct
• If ROM pricing is needed start date to match date in CAA
Conduct technical assessment
Technical Scope & Preparation Template Finalize info for delivery
steps do not need to be with customer checklist
completed
Introduce Customer Follow Standard Regional • If Customer Onboarding
• Use your standard regional Onboarding Form/Customer Form/Customer Checklist is not
Cloud Budgetary Pricing process
DOA to be followed after Deal
Checklist to Customer Incubation Approval received within 5 days of contract
signature delivery date of system
Send output of technical will need to be pushed back
assessment checklist to SAP • Customer will still need to pay
Partner Cloud Architect based off the original start date
and new delivery date would be
confirmed after Onboarding
Provide sign off via PDF to Form/Customer Checklist is
IAE received

Partner Sales Partner Cloud SAP Partner Commercial Finance ECS

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only Sales 67
Architect CAA
Deal Incubation/Approval

The Deal Incubation Approval consists of the following steps:

• Contractual checks (Start date, end date, expiration dates etc.)

• RISE PE SKU validation

• Server type/data center validation

• Confirmation of technical sign off with the Cloud Architect

• Deal Approval

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 68
Agenda: RISE with SAP S/4HANA Cloud, Private Edition
Partner Deals Bootcamp

Day Topic Presenter

Rise with SAP S/4HANA Cloud, Private Edition

Amit S
Overview

Day-1 Working Practices for Partner Cloud Architects Amit S

Customer Qualification Alex J

Q&A All

Technical Scope & Preparation Alex J

Quote Creation & Approval Alex J

Day-2 Deal Finalization Alex J

Delivery Alex J

Q&A All

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 69
 RISE with SAP S/4 HANA Cloud, Private Edition – Current Phase

Partner involved in:

Partner involved in: • Technical Assessment for
S/4HANA Cloud, private
• Digital Discover Assessment Partner involved in:
edition
• Draft BOM creation • Negotiating deal with
• Validation of Technical customer * Partner involved in:
• Rough order of Magnitude Assessment with SAP • Delivery Handover
(ROM) / Budgetary Pricing Cloud Architect • Delivery Checklist
Lessons Learned Internal SAP only Completion Tasks

Working Technical Scope & Quote Creation

Customer Qualification Deal Finalization Delivery
Practices Preparation and Approval

Digital • Draft BOM • Technical Assessment • Partner • Delivery • Delivery Handover

Discovery creation Completion (focus on negotiates Checklist Tasks Completed
Assessment S/4HANA Cloud, p.e.) Completion
• Rough order deal with
(includes of Magnitude customer *
BTP use (ROM) /
cases) Budgetary
Pricing
Includes
provisioning sku’s
for all bundle
components

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP Internal
SAP and Partner and Partners Only 70
 RISE with SAP S/4 HANA Cloud, private edition – Indirect Sales Process Overview
Technical Scope &
Customer Qualification Quote Deal Finalization Delivery
Preparation

Assign service partner / Create quote in Harmony Send finalized contract through Initiate the handover through
Create opportunity in Harmony
channel partner (indirect) for • Bundled products in RISE will be
standard cloud process once SAP JAM Forum of Customer
the opportunity in Harmony auto added to quote deal approved Checklist information to ECS
Enter Hyperscaler in Opp • Contract start date on average delivery, CEE
Work with the S/4HANA Negotiate deal with customer
needs to be at least 6 weeks
IAE to request CAA for Indirect
License Presales team to after the later of the offer
Deliver the environment to the
complete the S/4 HANA Cloud assignment to the opportunity expiration date or contract close
date. This date will be in the Send deal for reapproval if customer
Digital Discovery Assessment complete request form
CAA template that you receive required
to ensure the correct product fit
for your customer If Partner is coached then • In the comments section Collaborate with the
opportunity will proceed using Include sign off provided by mention what has changed from VAR/Services Implementation
SAP Partner CAA (PDF) and last approval to this approval
the Partner Cloud Architect Partner(s) selected by the
Create draft BOM submit for Deal Approval • New Output of technical customer
otherwise please refer to the
checklist (PDF) if BOM or
direct sales process CAA to Hyperscaler changed
Create Rough order of Obtain deal Incubation
Magnitude (ROM) / Budgetary the deal will be the third level
support for the deal Approval Submit deal for booking once
Pricing signed
• Deal Incubation team will correct
• If ROM pricing is needed start date to match date in CAA
Conduct technical assessment
Technical Scope & Preparation Template Finalize info for delivery
steps do not need to be with customer checklist
completed
Introduce Customer Follow Standard Regional • If Customer Onboarding
• Use your standard regional Onboarding Form/Customer Form/Customer Checklist is not
Cloud Budgetary Pricing process
DOA to be followed after Deal
Checklist to Customer Incubation Approval received within 5 days of contract
signature delivery date of system
Send output of technical will need to be pushed back
assessment checklist to SAP • Customer will still need to pay
Partner CAA based off the original start date
and new delivery date would be
confirmed after Onboarding
Provide sign off via PDF to Form/Customer Checklist is
IAE received

Partner Sales Partner Cloud SAP Partner Commercial Finance ECS

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only
Sales 71
Architect CAA
 RISE with SAP S/4 HANA Cloud, Private Edition - Deal Finalization
Activities - Partner Sales to Delivery (S2D) Handover

Role
Partner Cloud Architect uploads the following documents to the SAP JAM folder for “Bootcamp Example Customer “within
Partner CA
Document generation their Private subgroup: Sales quote details, SAP PCE Customer Checklist for AWS_v1.2_Bootcamp Example
Customer_V1.0, BOM Snapshot, AWS Connectivity Questionnaire Bootcamp Example Customer v1.xlsx, Best Practice
Questionnaire (if relevant)

Partner CA Notify the SAP DCAA Lead via email and use the task widget to
Notify SAP Technical
assign the DCAA Leads a task to request initial S2D handover
Deal Desk
preparation

SAP DCAA Lead assigns a DCAA resource to the deal and notifies
SAP DCAA Lead Assign DCAA member
After Booking

Partner CA in the Private subgroup in SAP Jam

Finalize Build and DCAA to finalize landscape based on information from Partner CA
DCAA Confirm Delivery
Dates

Delivery
Build Starts

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 73
 S2D Hand Over Preparation
DCAA contacts the Partner
Cloud Architect in SAP JAM
if there is something unclear GDO/ PL
in the required documents or
if there are open questions

Partner Architect SAP DCAA

The assigned DCAA resource

will acknowledge Partner
Architect and download all the
• Partner Cloud Architect
docs needed from the S2D
will upload the documents Handover folder under
needed for S2D HO to the Customer folder
assigned folder in the SAP
JAM subgroup and notify
the SAP DCAA Leads by
mail requesting the
SAP JAM Group SAP DCAA LEADS will
assign
a DCAA resource to the
initiation of S2D HO subgroup with role –
Preparation “member”

Private Subgroup per Partner

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 74
RISE with SAP S/4 HANA Cloud, Private Edition - Deal Finalization Activities
SAP JAM – Enable Partner Collaboration with SAP

The different
onboarding templates
that need to be
passed to the
customer by the
Partner Cloud
Architect.
Customer finalizes
these and sends them
back to Partner Cloud
Architect.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 75
Onboarding prerequisites

➢ S-User logon credentials: Required for SAP delivery to be able to manage & support PCE systems on behalf of customer.
➢ Languages to be installed in SAP systems (in addition to EN, DE)
➢ 1 x private IPv4 subnet (/22): This IP range should be unused & exclusively reserved for PCE servers. This private IP range should not be
overlapping with customer’s existing network segment. All customer PCE servers will be hosted within this range.
➢ Additional set of IP address ranges if DR is in scope
➢ Customer’s on-premise DNS domain: SAP will create a sub-domain under the customer’s internal DNS domain to host all PCE servers.
For example: Customer’s existing internal DNS domain is ‘<customer>.corp’. Sub-domain at PCE will be: ‘sap.<customer>.corp’
➢ IP address of on-premise DNS servers: To set up conditional zone-forwarding on PCE DNS servers (dedicated to customer)
➢ Handshaking parameter inputs to establish S2S VPN (Template will be shared by SAP.)
➢ Load balancers: Customer / PCE domain name; provide FQDN for each system that needs to be available via internet; customer SSL
signed by public CA
➢ Best Practices: Customer is responsible for selecting business content and country versions in the Best Practices questionnaire
➢ Customer contacts: Name, email, phone number for project- and technical contacts

The RISE with SAP S/4HANA Cloud, private edition Committed Delivery Date (CDD) is tightly coupled to the onboarding process.
Any delay providing the required inputs will postpone the CDD.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 76
RISE with SAP S/4 HANA Cloud, Private Edition - Deal Finalization Activities

Documents – Required for Deal Incubation Approval and S2D Handover

Naming Convention
- Download the latest version of the required documents from the SAP Partner Edge portal
- Rename the file as follows:
- Template name + version (already provided by SAP) + Customer Name_version#
PCE Technical Presales Checklist for Deal Incubation Approval
 e.g. <date>_PCE_Presales_Checklist_<Version xxx>_Bootcamp Example Company_<Vx.x>
Customer On-boarding Checklist
e.g. SAP PCE Customer Checklist for AWS_v1.3_Bootcamp Example Company_V1.0
Hyperscaler Questionnaire
e.g. AWS Connectivity Questionnaire Bootcamp Example Company v1.xlsx

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 77
RISE with SAP S/4 HANA Cloud, Private Edition - Deal Finalization Activities
SAP JAM – Enable Partner Collaboration with SAP
Review the tab „Deal Process
Deal Process Flow Tab
Flow“ on the main JAM page

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 78
List of Assets used in this section

❑ Indirect Selling for RISE with SAP S/4HANA Cloud, private edition: Assets for Partners in a Presales Role (sapjam.com)

❑ Best Practices documents: SAP PartnerEdge - SAP S/4HANA Cloud Learning Room - Content/X. Administration - Do Not Edit/PCE
Assets/Documents/Best Practices (sapjam.com)

❑ Customer checklists: SAP PartnerEdge - SAP S/4HANA Cloud Learning Room - Content/X. Administration - Do Not Edit/PCE
Assets/Documents/Customer Checklist (sapjam.com)

❑ Connectivity questionnaires: SAP PartnerEdge - SAP S/4HANA Cloud Learning Room - Content/X. Administration - Do Not Edit/PCE
Assets/Documents/Connectivity Questionnaire (sapjam.com)

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 79
Agenda: RISE with SAP S/4HANA Cloud, Private Edition
Partner Deals Bootcamp

Day Topic Presenter

Rise with SAP S/4HANA Cloud, Private Edition

Amit S
Overview

Day-1 Working Practices for Partner Cloud Architects Amit S

Customer Qualification Alex J

Q&A All

Technical Scope & Preparation Alex J

Quote Creation & Approval Alex J

Day-2 Deal Finalization Alex J

Delivery Alex J

Q&A All

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 80
 RISE with SAP S/4 HANA Cloud, Private Edition – Current Phase

Partner involved in:

Partner involved in: • Technical Assessment for
S/4HANA Cloud, private
• Digital Discover Assessment Partner involved in:
edition
• Draft BOM creation • Negotiating deal with
• Validation of Technical customer * Partner involved in:
• Rough order of Magnitude Assessment with SAP • Delivery Handover
(ROM) / Budgetary Pricing Cloud Architect • Delivery Checklist
Lessons Learned Internal SAP only Completion Tasks

Working Technical Scope & Quote Creation

Customer Qualification Deal Finalization Delivery
Practices Preparation and Approval

Digital • Draft BOM • BOM Validation • Partner • Delivery • Delivery Handover

Discovery creation negotiates Checklist Tasks Completed
• Technical Assessment Completion
Assessment deal with
• Rough order Completion (focus on
(includes of Magnitude customer *
S/4HANA Cloud, pvt. edt)
BTP use (ROM) /
cases) Budgetary • Technical Assessment
Pricing Checklist
Includes • Deal Incubation Template
provisioning sku’s
for all bundle
components

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP Internal
SAP and Partner and Partners Only 81
 RISE with SAP S/4 HANA Cloud, private edition – Indirect Sales Process Overview
Technical Scope &
Customer Qualification Quote Deal Finalization Delivery
Preparation

Assign service partner / Create quote in Harmony Send finalized contract Initiate the handover through
Create opportunity in Harmony
channel partner (indirect) for • Bundled products in RISE will be
through standard cloud SAP JAM Forum of Customer
the opportunity in Harmony auto added to quote process once deal approved Checklist information to ECS
Enter Hyperscaler in Opp • Contract start date on average delivery, CEE
Work with the S/4HANA Negotiate deal with customer
needs to be at least 6 weeks
IAE to request CAA for Indirect
License Presales team to after the later of the offer
Deliver the environment to the
complete the S/4 HANA Cloud assignment to the opportunity expiration date or contract close
date. This date will be in the Send deal for reapproval if customer
Digital Discovery Assessment complete request form
CAA template that you receive required
to ensure the correct product fit
for your customer If Partner is coached then • In the comments section Collaborate with the
Include sign off provided by mention what has changed from VAR/Services Implementation
opportunity will proceed using
SAP Partner Cloud Architect last approval to this approval
the Partner Cloud Architect Partner(s) selected by the
Create draft BOM (PDF) and submit for Deal • New Output of technical customer
otherwise please refer to the
Approval checklist (PDF) if BOM or
direct sales process CAA to Hyperscaler changed
Create Rough order of Obtain deal Incubation
Magnitude (ROM) / Budgetary the deal will be the third level
support for the deal Approval Submit deal for booking once
Pricing signed
• Deal Incubation team will correct
• If ROM pricing is needed start date to match date in CAA
Conduct technical
Technical Scope & Preparation Template Finalize info for delivery
steps do not need to be assessment with customer checklist
completed
Introduce Customer Follow Standard Regional • If Customer Onboarding
• Use your standard regional Onboarding Form/Customer Form/Customer Checklist is not
Cloud Budgetary Pricing
DOA to be followed after Deal
Checklist to Customer Incubation Approval received within 5 days of contract
process signature delivery date of system
Send output of technical will need to be pushed back
assessment checklist to SAP • Customer will still need to pay
Partner Cloud Architect based off the original start date
and new delivery date would be
confirmed after Onboarding
Provide sign off via PDF to
Form/Customer Checklist is
IAE received

Partner Sales Partner Cloud SAP Partner Commercial Finance ECS

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only Sales 82
Architect CAA
E2E Indirect Sales Process for RISE
IAE Partner Architect Deal Commercial Core Partner Architect Global Rise Delivery
1 Incubation Finance Finance Ops Desk
Create Budgetary
Opportunity & request
Quote 3a
5 6 8 10 11
Technical PQA
Harmony Deal Incubation Start data
Assessment Deal Approval Booking Engagement
Approval collection
creation Build and
Customer/Partner
Customer/Partner Handover
2a Discussion Harmony Harmony O2I PQA
Discussion
VAT Team
assignment 9 12
3b 7 Entitlement & Landscape
Harmony Introduce
Fulfilment Profile Creation/Finalizati
Customer Check for Negotiations &
on
Onboarding Form Contracts
1. TA done (pdf Manual
Customer/Partner output from SAP PQA 13
Discussion Partner Cloud CMS Landscape
4 Architect) Validation
Quote Downstream
2. Hyperscaler
Finalization financial process PQA
Technical checklist 3. Delivery timeline
Harmony signoff required from
SAP Partner Cloud
Architect
RISE Global Sales Support for MM/Volume Business only
2b
Deal Support (Part of VAT team)

Commercial Support Post Sales Downstream Process

1. Understand deal requirements
2. Deal structure
3. Commercial Support (CEP, MAR..etc)
4. Support Partners on commercial topics

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 83
Standard build process and timelines milestones

Here we are

Customer / SAP / SI Customer / SI PCA Customer / SI ECS Customer / SAP / SI

PCA works with

Conduct Be available to address questions
Customer / SI to get
Contract Signed the checklist Sales to System
completed and Delivery Build Phase Handover
shares with SAP
(based on CDD)

5 working days 5 working days 7-20* working days

S2D handover within 10 working days after

contract signature. Any delay completing the
customer checklist will delay the delivery date.

Signing date S2D CDD

(Sales-to-Delivery Handover) (Committed Delivery Date)

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only *: Duration depends on Greenfield/Brownfield, BOM Components 84
Initiate the handover in the SAP JAM Forum of Delivery Checklist (1/2)

In your Bootcamp Example Partner JAM Group, a folder for Bootcamp Example Customer is
created with a Sales to Delivery (S2D) Handover subfolder, where the Delivery Checklist
information from the customer needs to be uploaded.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 85
Initiate the handover in the SAP JAM Forum of Delivery Checklist (2/2)

PCA uploads the following documents to Sales to Delivery (S2D) Handover’ subfolder under the
customer folder:

Partner Cloud Architect

Partner Cloud Architect

Partner Cloud Architect

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 86
Standard build process and timelines milestones

Here we are

Customer / SAP / SI Customer / SI PCA Customer / SI ECS Customer / SAP / SI

PCA works with

Conduct Be available to address questions
Customer / SI to get
Contract Signed the checklist Sales to System
completed and Delivery Build Phase Handover
shares with SAP (based on CDD)

5 working days 5 working days 7-20* working days

S2D handover within 10 working days after

contract signature. Any delay completing the
customer checklist will delay the delivery date.

Signing date S2D CDD

(Sales-to-Delivery Handover) (Committed Delivery Date)

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only *: Duration depends on Greenfield/Brownfield, BOM Components 87
Conduct Sales to Delivery S2D Session or S2D handover session

This meeting is usually in teams, the participants are: PCA and PL.

The objective is to review everything for completeness and accuracy of information towards system
provisioning. If that is confirmed, the PL set a flag in an internal system to trigger the systems
provisioning. An outcome of the meeting will be a confirmation that S2D was successful. If the S2D
is unsuccessful, the outstanding issues will need to be addressed.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 88
Standard build process and timelines milestones
Here we are

Customer / SAP / SI Customer / SI PCA Customer / SI ECS Customer / SAP / SI

PCA works with

Conduct Be available to address questions
Customer / SI to get
Contract Signed the checklist Sales to System
completed and Delivery Build Phase Handover
shares with SAP (based on CDD)

5 working days 5 working days 7-20* working days

S2D handover within 10 working days after

contract signature. Any delay completing the
customer checklist will delay the delivery date.

Signing date S2D CDD

(Sales-to-Delivery Handover) (Committed Delivery Date)

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only *: Duration depends on Greenfield/Brownfield, BOM Components 89
Standard build process and timelines milestones

Here we are

Customer / SAP / SI Customer / SI PCA Customer / SI ECS Customer / SAP / SI

PCA works with

Conduct Be available to address questions
Customer / SI to get
Contract Signed the checklist Sales to System
completed and Delivery Build Phase Handover
shares with SAP (based on CDD)

5 working days 5 working days 7-20* working days

S2D handover within 10 working days after

contract signature. Any delay completing the
customer checklist will delay the delivery date.

Signing date S2D CDD

(Sales-to-Delivery Handover) (Committed Delivery Date)

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only *: Duration depends on Greenfield/Brownfield, BOM Components 90
ECS delivers PE environments to the customer

Once the systems are provisioned, customer will receive a mail with their systems information:

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 91
Partner Cloud Architect role after delivery.

The Partner Cloud Architect role will be on demand according to architectural changes
requirements from Bootcamp Example Customer.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 92
Activity Responsibilities
Activity Responsibility
Validate the deal specific information Partner Cloud Architect
Update Checklist - General Information Sheet Partner Cloud Architect
BOM Validation in PAM Partner Cloud Architect
Sizing details confirmation (If applicable) Partner Cloud Architect/IAE/Customer
Sizing adjustments to BOM and update checklist. (If Applicable) Partner Cloud Architect
Update Checklist - BOM Sheet Partner Cloud Architect
Technical Presentation - Preparation Partner Cloud Architect
Technical Assessment Presentation - Review Partner Cloud Architect
Technical Presentation - Walk through internal Partner Cloud Architect
Technical Presentation - Discussion with Customer Partner Cloud Architect/IAE/Customer
Technical Signoff from Customer and follow-up Partner Cloud Architect/IAE/Customer
Update Technical Checklist and upload on JAM/PDF and xls Partner Cloud Architect
Upload technical signoff email from customer Partner Cloud Architect
Update Checklist - Checklist Sheet Partner Cloud Architect
Review and update all sheets for changes (If Any) and Inform IAE/CAA Partner Cloud Architect
Review and share Technical Signoff to IAE SAP CAA
Initiate BP Activation discussion (If applicable) Partner Cloud Architect/Customer
Initiate Onboarding Checklist discussion with the team Partner Cloud Architect/Customer
Initiate Connectivity Questionnaire Partner Cloud Architect/Customer
Upload Questionnaire on JAM - Onboarding Checklist Partner Cloud Architect
Upload Questionnaire on JAM - Connectivity Partner Cloud Architect
Upload Questionnaire on JAM - BP Partner Cloud Architect
S2D Partner Cloud Architect / DCAA / ECS

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 93
List of Abbreviations Used in this Document
CAA - SAP Cloud Architect & Advisor DR - Disaster Recovery
PCA – Partner Cloud Architect CAS - Cloud Application Services
CFU – Customer Facing Unit TOM - Technical and Organizational Measures
IAE – Industry Account Executive ECS – Enterprise Cloud Services
MSE – Midmarket Sales Executive GDO - SAP Global Delivery Organization
GSSP – SAP Global Strategic Service Partner RTO - Recovery Time Objective
VAR - Value-added Reseller RPO - Recovery Point Objective
DNS - Domain Name System CDD - SAP Committed Delivery Date
FUE - Full User Equivalent SID - SAP System Identifier
PAM - Product Availability Matrix CEE - SAP Customer Engagement Executive
GxP - Good Practice guidelines and regulations CDM - SAP Client Delivery Manager
SKU - Stock Keeping Unit TSM - SAP Technical Service Manager
BOM - Bill of Materials PL - SAP Project Lead
BOQ - Bill of Quantities IAE - SAP Industry Account Executive
SLA - Service-level Agreement S2D(HO) - SAP Sales to Delivery (Handover)
R&R - SAP Roles and Responsibilities PE – Private Edition
DCAA – Digital Cloud Architect and Advisor

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 94
Additional Resources

FUE Projection –
• SAP Note # 3113382 Authorization-based SAP S/4HANA User Simulation / FUE
Projection

HANA Sizing
• 1872170 - ABAP on HANA sizing report
• Quick Sizer

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 95
Agenda: RISE with SAP S/4HANA Cloud, Private Edition
Partner Deals Bootcamp

Day Topic Presenter

Rise with SAP S/4HANA Cloud, Private Edition

Amit S
Overview

Day-1 Working Practices for Partner Cloud Architects Amit S

Customer Qualification Alex J

Q&A All

Technical Scope & Preparation Alex J

Quote Creation & Approval Alex J

Day-2 Deal Finalization Alex J

Delivery Alex J

Q&A All

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 96
Q&A
You can now ask your questions

Using the Q&A panel (click on the

button in the lower part of the screen).

or

Raise your hand to ask verbally (click the raise hand button) and we will
unmute your line.

© 2022 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 97
Thank you.
Please reach out to your Regional SAP Partner Cloud Architect in case of any additional clarifications/questions
Follow us

www.sap.com/contactsap

© 2022 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 of
SAP SE or an SAP affiliate company.
The information contained herein may be changed without prior notice. Some software products marketed by SAP SE and its
distributors 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 or
warranty 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 warranty
statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional
warranty.
In particular, SAP SE or its affiliated companies have no obligation to pursue any course of business outlined in this document or
any 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, and
functionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reason
without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or
functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ
materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, and they
should 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 registered
trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. All other product and service names
mentioned are the trademarks of their respective companies.
See www.sap.com/trademark for additional trademark information and notices.