Third quarter and first nine months 2016
Results Release
Friday, October 21, 2016
Safe Harbor Statement
Any statements contained in this document that are not historical facts are forward-looking
statements as defined in the U.S. Private Securities Litigation Reform Act of 1995. Words such as
“anticipate,” “believe,” “estimate,” “expect,” “forecast,” “intend,” “may,” “plan,” “project,”
“predict,” “should” and “will” and similar expressions as they relate to SAP are intended to identify
such forward-looking statements. SAP undertakes no obligation to publicly update or revise any
forward-looking statements. All forward-looking statements are subject to various risks and
uncertainties that could cause actual results to differ materially from expectations. The factors that
could affect SAP’s future financial results are discussed more fully in SAP’s filings with the U.S.
Securities and Exchange Commission (“SEC”), including SAP’s most recent Annual Report on Form
20-F filed with the Securities and Exchange Commission. Readers are cautioned not to place undue
reliance on these forward-looking statements, which speak only as of their dates.
© 2016 SAP SE. All rights reserved.
2
2
Agenda
Income Statement
Balance Sheet and Cash Flow Analysis
Outlook and Additional Information
Appendix
© 2016 SAP SE. All rights reserved.
3
3
Key performance metrics Q3 2016
Operating Profit
Cloud & Software Revenue
in € millions
in € millions
Q3/15
Q3/16
4,455
4,122
Q3/15
4,124
Q3/16
4,456
1,638
1,616
1,103
1,214
IFRS
Non-IFRS
IFRS
Non-IFRS
+8%
+8% (+9%cc)
-9%
+1% (+1%cc)
Cloud Subscriptions &
Support Revenue
Share of
Predictable Revenue
in € millions
in percent
in € millions
IFRS
Non-IFRS
64%
5,375
5,375
+1pp
+8%
+8% (+8%cc)
IFRS
Non-IFRS
2016
769
769
+28%
+28% (+29%cc)
© 2016 SAP SE. All rights reserved.
Total Revenue
4
4
Key performance metrics 9M 2016
Cloud & Software Revenue
Operating Profit
in € millions
in € millions
9M/15
9M/16
12,663
11,837
9M/15
11,848
9M/16
12,668
2,552
4,258
4,066
3,184
IFRS
Non-IFRS
IFRS
Non-IFRS
+7%
+7% (+8%cc)
+25%
+5% (+5%cc)
Cloud Subscriptions &
Support Revenue
Share of
Predictable Revenue
in € millions
in percent
in € millions
IFRS
Non-IFRS
65%
15,339
15,343
+2pp
+6%
+6% (+8%cc)
IFRS
Non-IFRS
2016
2,166
2,168
+31%
+30% (+32%cc)
© 2016 SAP SE. All rights reserved.
Total Revenue
5
5
Regional performance* Q3 2016
Americas
EMEA
APJ
9% (+9% cc)
6% (+8% cc)
13% (+8% cc)
cloud and software revenue
cloud and software revenue
cloud and software revenue
23% (+24% cc)
34% (+38% cc)
50% (+46% cc)
cloud subscriptions
and support revenue
cloud subscriptions
and support revenue
cloud subscriptions
and support revenue
 In Latin America, despite
continued macroeconomic
headwinds, SAP had solid doubledigit growth in software licenses
revenue in Brazil and Mexico
 EMEA with strong performance
 Double-digit software licenses
revenue growth in Germany,
France, UK and South Africa
 Double-digit software licenses
revenue growth in Japan, Malaysia
and Singapore and solid software
licenses revenue growth in SAP’s
Greater China** region
* Revenues calculated based on customer location; All numbers are non-IFRS if not otherwise stated
** SAP’s Greater China region includes China, Hong Kong and Taiwan
© 2016 SAP SE. All rights reserved.
6
6
Fast growing cloud business
Cloud subscriptions and
support revenue, non-IFRS
New cloud
bookings1)
(+29% at cc)
(+24%)
+28%
+24%at cc
yoy to €769m
SAP Business network –
Total segment revenue
(€404m | +17% at cc*)
€485m
yoy +18%
to €265m
Cloud subscriptions and
support backlog2)
Cloud applications total
subscribers
€3.7bn
~120m
+45% yoy
~2.4m connected companies
trade on
Ariba network
Number of end users
processing travel &
expenses with Concur
Flexible workers managed
with Fieldglass platform
>$840bn
>44m
>2.8m
of
commerce3)
annually
1) New cloud bookings – key measure for SAP’s sales success in the cloud – consist of order entry of a given period that is expected to be classified as cloud subscription and support revenue and results
from purchases by new customers and from incremental purchases by existing customers. Consequently, orders to renew existing contracts are not included. The order amount must be committed.
Consequently, due to their pay-per-use nature, business network transaction fees which do not include a committed minimum consumption are not reflected in the bookings metric (e.g. SAP Ariba and
SAP Fieldglass transaction-based fees). Amounts included in the measures are generally annualized.
2) Cloud subscriptions and support backlog represents expected future cloud subscriptions and support revenue that is contracted but not yet invoiced and thus not recorded in deferred revenue
(as of Dec 31, 2015)
3) Network spend volume is the total value of purchase orders transacted on the Ariba Networks in the trailing 12 months.
* Cloud subscriptions and support revenue
© 2016 SAP SE. All rights reserved.
7
7
Q3 2016 – Strong operating profit performance while investing
in fast growth areas
€ millions, unless otherwise stated
IFRS
Non-IFRS
R ev enue N umb ers
Q3/16
Q3/15
∆%
Q3/16
Q3/15
∆%
∆% at cc
Cloud subscriptions and support
Software licenses
Software support
Software licenses and support
Cloud and s oft w are
Serv ices
Tot al rev enue
769
1,034
2,653
3,686
4,455
920
5,3 75
599
1,014
2,509
3,523
4 ,1 2 2
863
4 ,985
28
2
6
5
8
7
8
769
1,034
2,653
3,687
4 ,4 56
92 0
5,3 75
600
1,015
2,509
3,524
4 ,1 2 4
863
4 ,987
28
2
6
5
8
7
8
29
2
6
5
9
7
8
- 4 ,2 72
- 3 ,771
13
- 3 ,73 8
- 3 ,3 72
11
12
1 ,1 03
-46
1 ,01 3
-288
72 5
1 ,2 1 4
42
1 ,2 2 9
-333
895
-9
n.a.
-18
-14
-19
1 ,63 8
-46
1 ,54 8
-459
1 ,089
1 ,61 6
42
1 ,63 1
-457
1 ,1 73
1
n.a.
-5
0
-7
1
2 0.5
2 4 .3
- 3 .8p p
3 0.5
3 2 .4
- 1 .9p p
- 2 .3 p p
0.61
0.75
-19
0.91
0.98
-7
O p erat ing Ex p ens e N umb ers
Tot al op erat ing ex p ens es
Profit N umb ers
O p erat ing p rofit
Finance income, net
Profit b efore t ax
Income tax expense
Profit aft er t ax
O p erat ing margin in %
Bas ic earnings p er s hare, in €
© 2016 SAP SE. All rights reserved.
8
8
9M 2016 – Strong top line and bottom line performance
Non-IFRS
IFRS
€ millions, unless otherwise stated
9M/16
9M/15
∆%
9M/16
9M/15
∆%
∆% at cc
Cloud subscriptions and support
Software licenses
Software support
Software licenses and support
Cloud and s oft w are
Serv ices
Tot al rev enue
2,166
2,682
7,815
10,497
1 2 ,663
2 ,675
1 5,3 3 9
1,654
2,689
7,494
10,183
1 1 ,83 7
2 ,61 4
1 4 ,4 51
31
0
4
3
7
2
6
2,168
2,685
7,815
10,500
1 2 ,668
2 ,675
1 5,3 4 3
1,664
2,690
7,494
10,184
1 1 ,84 8
2 ,61 4
1 4 ,4 62
30
0
4
3
7
2
6
32
2
6
5
8
4
8
O p erat ing Ex p ens e N umb ers
Tot al op erat ing ex p ens es
- 1 2 ,1 54
- 1 1 ,899
2
- 1 1 ,085
- 1 0,3 96
7
9
3 ,1 84
-105
2 ,900
-792
2 ,1 08
2 ,552
20
2 ,3 4 4
-567
1 ,778
25
n.a.
24
40
19
4 ,2 58
-105
3 ,973
-1,142
2 ,83 2
4 ,066
20
3 ,858
-1,027
2 ,83 1
5
n.a.
3
11
0
5
2 0.8
1 7.7
+3 .1 p p
2 7.8
2 8.1
- 0.4 p p
- 0.7p p
1 .77
1 .4 9
19
2 .3 7
2 .3 7
0
R ev enue N umb ers
Profit N umb ers
O p erat ing p rofit
Finance income, net
Profit b efore t ax
Income tax expense
Profit aft er t ax
O p erat ing margin in %
Bas ic earnings p er s hare, in €
© 2016 SAP SE. All rights reserved.
9
9
Continued non-IFRS operating profit expansion in Q3/16 on top of
exceptionally strong performance in Q3/15
Non-IFRS, Q3
Total operating expenses | Operating profit
€3.4bn
Q3/15
€3.7bn
Q3/16
Total revenue
€1.6bn
€1.6bn
€5.0bn
Non-IFRS operating profit
+1% to €1.6bn (Q3/15: €1.6bn)
+1% to €1.6bn at cc
€5.4bn
Non-IFRS operating margin
-1.9pp to 30.5% (Q3/15: 32.4%)
-2.3pp to 30.1% at cc
IFRS, Q3
Total operating expenses | Operating profit
Q3/15
€3.8bn
Q3/16
€4.3bn
© 2016 SAP SE. All rights reserved.
Total revenue
€1.2bn
€1.1bn
€5.0bn
IFRS operating profit
-9% to €1.1bn (Q3/15: €1.2bn)
IFRS operating margin
-3.8pp to 20.5% (Q3/15: 24.3%)
€5.4bn
10
10
Non-IFRS operating profit increased by 5% at cc in 9M 2016
Non-IFRS, 9M
Total operating expenses | Operating profit
€10.4bn
9M/15
€11.1bn
9M/16
Total revenue
€4.1bn
€4.3bn
€14.5bn
Non-IFRS operating profit
+5% to €4.3bn (9M/15: €4.1bn)
+5% to €4.3bn at cc
€15.3bn
Non-IFRS operating margin
-0.4pp to 27.8% (9M/15: 28.1%)
-0.7pp to 27.4% at cc
IFRS, 9M
Total operating expenses | Operating profit
9M/15
€11.9bn
9M/16
€12.2bn
© 2016 SAP SE. All rights reserved.
€2.6bn
€3.2bn
Total revenue
IFRS operating profit
+25% to €3.2bn (9M/15: €2.6bn)
€14.5bn
IFRS operating margin
+3.1pp to 20.8% (9M/15: 17.7%)
€15.3bn
11
11
Gross margin development
Q3 2016
Non-IFRS
Cloud*
Business Network*
Software & Support
Cloud & Software
Services
Total gross margin
© 2016 SAP SE. All rights reserved.
FY/14
64.3
75.2
86.3
Q1/15
Q2/15
65.1
65.7
75.1
74.8
85.1
86.1
86.7
82.3
83.3
84.1
19.6
23.4
23.4
84.6
29.0
74.3
70.6
72.4
Q3/15
Q4/15
68.8
72.3
87.7
84.8
65.6
66.3
74.9
75.3
76.3
86.6
85.9
87.4
87.4
82.4
83.7
83.5
13.9
17.9
83.8
65.2
64.9
76.8
24.3
22.7
73.6
Q3/16
Q1/16
63.0
77.3
Q2/16
FY/15
75.6
73.3
69.7
72.7
20.5
72.7
* subscriptions and support
12
12
Revenue mix shift weighs on ATS and cloud gross margins
Non-IFRS
Share of Cloud
subscriptions
revenue*
Q3/15
Q3/16
14.6%
17.3%
App., Tech. & Services
Business Network
40,7%
57,8%
45,9%
52,6%
ATS margin
55.9
51.4
Business
Network margin
77.3
76.8
Cloud margin
68.8
64.9
 Q3/16: Cloud subscriptions gross margin of 64.9%,
decreased 3.9 pp yoy – primary reason can be explained by
two revenue mix shift effects
 For entire cloud operations – we are still investing heavily in
personnel and are also incurring costs to converge our
acquired cloud applications onto SAP HANA, which will
provide massive benefits for customers
 Cloud margin – business network cloud margin further
increased sequentially, but decreased yoy to 76.8%; ATS
cloud margin was stable qoq, but declined to 51.4% yoy
(1) Revenue mix shift effect within ATS:
accelerated growth, and consequently higher share, of
private cloud business, which broke even in Q3 as
expected.
(2) Revenue mix shift effect within cloud business:
higher share of ATS segment of total cloud business
weighs on cloud margin as well.
 Overall we continue to expect the FY/16 cloud gross margin
to be around the same level as in 2015.
* Cloud subscriptions revenue share of cloud and software revenue
© 2016 SAP SE. All rights reserved.
13
13
Cost ratios
Q3 2016
€5.4bn total revenue
Non-IFRS
R&D
S&M
G&A
as a % of total revenue
as a % of total revenue
as a % of total revenue
€0.7bn
€1.4bn
€0.2bn
12.6%
25.6%
3.9%
0.0pp
+1.7pp
-0.7pp
© 2016 SAP SE. All rights reserved.
14
14
Cost ratios
9M 2016
€15.3bn total revenue
Non-IFRS
R&D
S&M
G&A
as a % of total revenue
as a % of total revenue
as a % of total revenue
€2bn
€4.1bn
€0.6bn
13.4%
26.4%
4.2%
+0.1pp
+0.4pp
-0.7pp
© 2016 SAP SE. All rights reserved.
15
15
Agenda
Income Statement
Balance Sheet and Cash Flow Analysis
Outlook and Additional Information
Appendix
© 2016 SAP SE. All rights reserved.
16
16
Balance sheet, condensed
September 30, 2016, IFRS
Assets
09/30/16
12/31/15
Cash, cash equivalents and other
financial assets
4,613
3,762
Trade and other receivables
4,824
5,274
936
703
Total current assets
10,374
9,739
Goodwill
22,276
22,689
€ millions
Other non-financial assets
Intangible assets
3,730
4,280
Property, plant, and equipment
2,373
2,192
Other non-current assets
2,848
2,490
Total non-current assets
31,227
31,651
Total assets
41,601
41,390
© 2016 SAP SE. All rights reserved.
Equity and liabilities
09/30/16
12/31/15
1,114
1,088
192
299
Other liabilities
4,270
4,478
Deferred income, current
3,373
2,001
Total current liabilities
8,949
7,867
Financial liabilities
7,248
8,681
Provisions
191
180
Deferred income, non-current
90
106
Other non-current liabilities
1,359
1,262
Total non-current liabilities
8,888
10,228
Total liabilities
17,837
18,095
Total equity
23,764
23,295
Total equity and liabilities
41,601
41,390
€ millions
Trade and other payables
Provisions
17
17
Operating cash flow increased by 12% to €3.6 billion in 9M 2016
and by 52% to €0.7 billion in Q3 2016 year-over-year
01/01/16
– 09/30/16
01/01/15
– 09/30/15
3,628
3,241
+12%
-666
-424
+57%
2,962
2,817
+5%
Free cash flow as a percentage of total revenue
19%
19%
+/-0pp
Cash conversion rate
1.72
1.82
-6%
74
69
+5
€ millions, unless otherwise stated
Operating cash flow
- Capital expenditure
Free cash flow
Days sales outstanding (DSO in days, Sep. 30)
© 2016 SAP SE. All rights reserved.
∆
18
18
Total group liquidity improved by almost €2.0bn or 33% in the first
nine months
€ millions
+3,628
-666
-1,378
+292
+401
3,559
-1,394
4,388
Group
debt
-54
Total
group net
liquidity3)
09/30/16
Total
group
liquidity1)
12/31/15
Operating
cash flow
Capital
expenditure
Dividend
Repayment of Proceeds
borrowings
from
borrowings
Business
Other2)
combinations
Total
group
liquidity1)
09/30/16
-8,134
1)
2)
3)
-3,746
Cash and cash equivalents + current investments
Includes purchase and sales of equity or debt instruments of other entities and effects of FX rates on cash and cash equivalents
Group Net Liquidity defined as Total Group Liquidity minus Group debt – for more details see 2015 annual report
© 2016 SAP SE. All rights reserved.
19
19
Agenda
Income Statement
Balance Sheet and Cash Flow Analysis
Outlook and Additional Information
Appendix
© 2016 SAP SE. All rights reserved.
20
20
Raised outlook for FY 2016
SAP’s outlook FY 2016
Actual performance 9M/16
Cloud subscriptions
and support revenue
Cloud and
software revenue
Operating
profit
(Non-IFRS at cc)
(Non-IFRS at cc)
(Non-IFRS at cc)
€3.00bn to €3.05bn
upper end +33%
+6.5% to 8.5%
€6.5bn to €6.7bn
[2015: €2.30bn]
[ 2015: €17.23bn]
[ 2015: €6.35bn]
€2.2bn |+32%
+8%
€4.3bn |+5%
While the Company's full-year 2016 business outlook is at constant currencies, actual currency reported figures are
expected to continue to be impacted by exchange rate fluctuations. If exchange rates remain at the end of September
2016 levels for the rest of the year, the Company expects a -3 to -1pp currency impact on cloud and software growth for
Q4 as well as full-year and a currency impact of -2 to 0pp respectively on operating profit growth for Q4 as well as fullyear 2016.
© 2016 SAP SE. All rights reserved.
21
21
Additional outlook information and non-IFRS adjustments
The company now expects a full-year 2016 effective tax rate (IFRS) between 27.0% to 28.0% (2015: 23.4%)
and an effective tax rate (non-IFRS) between 28.0% to 29.0% (2015: 26.1%).
Actual Amounts
9M/15
Actual Amounts
9M/16
Est. Amounts
for FY 2016
€11m
€4m
<€20m
Share-based payment expenses
€386m
€545m
€770m to €840m
Acquisition-related charges
€554m
€504m
€670m to €720m
Restructuring charges
€563m
€20m
€30m to €50m
Sum of all adjustments
€1,514m
€1,073m
€1,490m to €1,630m
Non-IFRS adjustments
Revenue adjustments
© 2016 SAP SE. All rights reserved.
22
22
Explanation of non-IFRS measures
SAP has provided its non-IFRS estimates for the full-year 2016. For a more detailed description of all
of SAP’s non-IFRS measures and their limitations as well as our constant currency and free cash flow
figures see Non-IFRS Measures and Estimates online.
Constant currency revenue figures are calculated by translating revenue of the current period using
the average exchange rates from the previous year's respective period instead of the current period.
Constant currency period-over-period changes are calculated by comparing the current year's nonIFRS constant currency numbers with the non-IFRS number of the previous year's respective period.
© 2016 SAP SE. All rights reserved.
23
23
SAP’s midterm ambition
2020
2015*
2016
2017
ambition*
guidance**
Cloud sub.
€2.30bn
Cloud sub.
€3.00 to €3.05bn
Upper end of 33%
Cloud & software
€17.23bn
Cloud & software
6.5% to 8.5%
Operating profit
€6.35bn
Operating profit
€6.5 to €6.7bn
ambition*
Cloud sub.
€3.8 to €4.0bn
Upper end 2015-17
CAGR of 32%
Total revenue
€23 to €23.5bn
Operating profit
€6.7 to €7.0bn
Support + cloud subs –
share of total revenue
63% to 65%
Cloud sub.
€7.5 to €8bn
Upper end 2015-20
CAGR of 28%
Total revenue
€26 to €28bn
Operating profit
€8 to €9bn
Support + cloud subs –
share of total revenue
70% to 75%
* All numbers non-IFRS
** All numbers non-IFRS and at constant currency
© 2016 SAP SE. All rights reserved.
24
24
Agenda
Income Statement
Balance Sheet and Cash Flow Analysis
Outlook and Additional Information
Appendix
© 2016 SAP SE. All rights reserved.
25
25
How to look at cloud subscription deals?
Simplified business example
Order
Entry
New and Upsell Bookings (ACV)
4
Period KPI
 Order Entry measure


Logic: Average Contract Value per year
Decisive factor: Customer signature
Renewal
signature
Initial term
Renewal term
Renewal Rate:
100%
Main Cloud performance
indicator
5
1
Upsell
4
Renewal
0
31.12.
Q1 Y1
Q2
Q3
Q4
4
Q1 Y2
Q2
Q3
Q4
4
Q1 Y3
Q2
Q3
Q4
Q1 Y4
5
4
1
Invoicing (Billings):
Point in time KPI

New
4
Invoicing usually once per year upfront
31.12.
Q1 Y1
Q2
Q3
Q4
Q1 Y2
Q2
Q3
Q4
Q1 Y3
Q2
Q3
Q4
New
Upsell
Renewal
Q1 Y4
15
Backlog (unbilled):
12
Point in time KPI


Firm future revenue
Decisive factors
 signed contract
 Invoicing
8
31.12.
3
8
Q1 Y1
Q2
Q3
Q4
3
Period KPI
Revenue recognition needs to be in line
with delivery (IFRS); too early invoiced
part of the deal needs to be parked in
B/S
8
4
Deferred Revenue:

8
Q1 Y2
4
Q2
Q4
Q2
12
0
0
0
Q1 Y3
Q2
Q3
2
Q3
Q1 Y2
Q2
1
Q4
Q1 Y3
Q2
Q3
3
Q4
Revenue Recognition:

1
Steadily over the course of the contract
term / delivery
1
1
1
1
1
1
1
1
1
1
1,25
1
31.12.
© 2016 SAP SE. All rights reserved.
1
Q1 Y1
Q2
Q3
Q4
Q1 Y2
Q2
Q3
Q4
Q1 Y3
Renewal
Q2
Q3
Q4
New
Upsell
Renewal
Q1 Y4
0,25
Period KPI
Upsell
Q1 Y4
0,75
2
Q3
8
New
3,75
1
Q4
Q4
3
1
Q1 Y1
Q3
4
3
2
31.12.
4
10
2
New
Upsell
Renewal
Q1 Y4
26
26