Microsoft Cloud
Platform for
SAP®software
Microsoft Cloud Platform for SAP®software
• SAP HANA Enterprise
• SAP S/4HANA
• SAP Netweaver
• SAP Business Objects
• SAP Business All in One
Microsoft Productivity & Mobile Solutions for SAP®software
• EMS & SAP Fiori Integration
• SAP Gateway for Microsoft O365 Interop
• SAP Cloud Applications Interop with O365
• Visual Studio templates for SAP
Microsoft Analytics and Insights for SAP®software
•
•
•
Microsoft Analytics and
Insights for
SAP®software
Microsoft Productivity
& Mobile Solutions for
SAP®software
Power BI Connector for SAP HANA
Real-time Data Replication to SQL
Efficient Query execution to SAP ERP/SAP BW
Segment
Major
Corporate: AM EPG
Corporate: AM SMS&P
Corporate: TM SMS&P
Breadth SMB
Total
Segment
Major
Corporate: AM EPG
Corporate: AM SMS&P
Corporate: TM SMS&P
Breadth SMB
Total
Total Accts
304
419
455
425
73
1676
Has Azure EA
Commitment?
Yes
No
214
90
204
215
153
302
32
393
0
73
603
1073
Has SQL Server
Premium ?
Yes
No
300
4
383
36
365
90
162
263
1
72
1211
465
Has SQL Server
Standard and CAL ?
Yes
No
292
12
403
16
421
34
294
131
12
61
1422
254
Has Office?
Yes
No
280
24
358
61
350
105
271
154
4
69
1263
413
Has Office 365?
Yes
No
284
20
362
57
370
85
217
208
11
62
1244
432
Total Accts
304
419
455
425
73
1676
Has Azure EA
Commitment?
Yes
No
70%
30%
49%
51%
34%
66%
8%
92%
0%
100%
36%
64%
Has SQL Server
Premium ?
Yes
No
99%
1%
91%
9%
80%
20%
38%
62%
1%
99%
72%
28%
Has SQL Server
Standard and CAL ?
Yes
No
96%
4%
96%
4%
93%
7%
69%
31%
16%
84%
85%
15%
Has Office?
Yes
No
92%
8%
85%
15%
77%
23%
64%
36%
5%
95%
75%
25%
Has Office 365?
Yes
No
93%
7%
86%
14%
81%
19%
51%
49%
15%
85%
74%
26%
Microsoft Opportunity
• Winning the Tier 1 workloads and the data center with Azure for SAP
• Winning the Advanced Analytics around the SAP Workload
• Expanding 0365 adoption by connecting structured and unstructured
data.
• Average SAP on Azure consumption $500K -1M annually
• Average Analytics play for BI $200K-1M
• Average 0365 seats consumed 1-2K seats
Super Sticky
workload
$1-3M
Partner Opportunity
• Azure Migration services
• Database Migration Services
• Application Management Services
• Application Deployment Services
• Analytics solution Services
• O365/SharePoint deployment services
•
•
•
•
$2 – 10M
in averaged
services
Average Migration Services $1-2M
Average Managed, and App deployments Services $5-10M
Average Analytics services $1-2M
Average 0365/SharePoint services $1-2M
8a
Workload
Industry
Description
Customer Value
Development and testing
Global Audit and Consulting
230+ VM, 2000+ cores, Production level global test dev
systems. Win/SQL.
Saving of 75% from previous
provider >$4m
Production
Global Chemical company
OS/DB migration, Full Production Landscape, 150+ vm
for SAP, 400+ vm Tier 1 pull through
20% less with HA/DR included plus
agility
Demonstrations systems
Global Audit and Consulting
Initial 55 Advisor Systems for Sales and Customer
engagement, Fastrak management. Selected as global
model
25% of cost of on premise solution.
4x more available systems
Archive / historic
Oil and Gas
From Xerox managed service, Solaris/Oracle to Win/Sql
on demand retired HCM system
5 Day conversion and 100% on
demand at 10% of cost
Training systems
Pharmaceutical
OS/DB Migration to Win/SQL. Fully secure training
landscape.
30% of current architecture. High
speed provisioning
Disaster recovery
Logistics
OS/DB Migration to Win/SQL2012 on Hyper-V onpremises with DR replication in Azure
DR as a service
The simpler the process, the faster we engage. The faster we engage the more consumption we will realize
LOB Sales PSE, + Partner
Target
“identification”
SSP, PSE or Partner
nominate
LOB Sales PSE + Partner
Opportunity
“Planning”
Opportunity
assessment call to
validate. (With partner
if Partner Nominated)
LOB Sales, CSA + Partner
Engage
“Offer”
Engage with Customer
and Partner to Deliver
BIF funded ADS/offer
CSA + Partner
Pilot
“Consume”
Engage with Partner to
deliver pilot. add
additional Partner
Offer/Value add
Target
“identification”
Targets Brought by Partner
Targets Brought by Microsoft
A.
B.
C.
Target brought by Partner will be engaged via the US LOB team.
Microsoft will put priority to inbound partner opportunities.
All standard rules of engagement apply. We will stay with you
unless other partner is selected by the customer or multi partners
are engaged and MS is asked to be neutral
1. If no partner is engaged MS will provide the name of 3 qualified
partners.
2. If leads is part of joint outreach initiative MS will with Partner directly
3. MS may elect to engage with a set partner on an agreed joint Target.
Item C above applies
Opportunity
“Planning”
Microsoft wants to engage you proactively
Microsoft wants to leverage our joint position
in the opportunity
1. Internal pre-call with MS Account team.
2. Internal Pre-call with Partner Account team
3. Joint call between Partner and MS selling teams
on trajectory of partnership
1. Leverage Partners customer relationship
2. Leverage joint investment i.e. Partner presales
assets and MS Business investment funds
3. Position a joint presentations on Azure use for
SAP
Engage
“Offer”
1.
2.
3.
What a GTM Partner needs to for a successful Engagement
Clearly Defined Offer(s)  What are you proposing to the customer… with an offer for an
ADS/Assessment Workshop.
SAP/Azure Center of Excellence  Dedicated or Assigned Pre-Sales and Delivery Assets
References  Show that you have done this before
In summary… WAMO
- Willingness (to target this workload)
- Ability (to deliver this workload)
- Market Presence (established in this region, industry, etc.)
- Offer (clearly defined, repeatable offer)
Project/Pilot
“Consume”
• Do not recommend a Proof of Concept (POC)
• At the conclusion of the SAP on Azure assessment, the Partner and MS
will recommend initiating an Azure Project/Pilot.
• The Pilot phase drives consumption and positions services work
immediately.
NOTE: if your ADS/Sizing is successful you will move right to a project phase. After the ADS customer
moves to 80% or production.
Key Messages:
1.
2.
3.
SAP Enterprise accounts overlap EPG and SMS&P CAM segments.
Larger segments (EPG) have more MSFT resources/people
assigned to them
Mid-Market and lower segments have a stronger reliance on
partners to drive deals.
Segment
Major
Corporate: AM EPG
Corporate: AM SMS&P
Corporate: TM SMS&P
Breadth SMB
Total
Total Accts
304
419
455
425
73
1676
Y
Segment
Major
Corporate: AM EPG
Corporate: AM SMS&P
Corporate: TM SMS&P
Breadth SMB
Total
Total Accts
304
419
455
425
73
1676
Y
Microsoft Cloud Platform for SAP®software
Microsoft Solutions
for SAP
Microsoft Analytics and
Insights for SAP®software
Microsoft Productivity & Mobile
Solutions for SAP®software
SAP
alliance
20+ year
relationship with
SAP
Deployment and
management
ease
Get started with
Azure quickly
and easily
Hybrid
Seamlessly
extend IT
to the cloud
and back
Dev/test
capabilities
Enables agile SAP
development and test
environments with
infrastructure
on-demand
Support
Best-in-class
support
for infrastructure
Challenges
Customer challenges
Traditional
server/storage/
network hardware
with backup/HA
solutions can be
Dev/Test/QA
busy during
implementation, go
idle after go-live,
except QA for
trouble shooting
of global
Sizing is often
SAP customers cannot
afford having a
second datacenter for
Other
technologies
costly
difficult and
customers realize
hardware/hosting
vendors oversized
after rollout
People to run
SAP on-premises
without automation
solutions is the
biggest cost factor
disaster
recovery
and tend to rely on
old-style tape backup
Choices of
datacenter locations
are limited in spite
user
access
are needed when
SAP doesn’t meet
customer’s
analytics/BPM/UX/E
AI requirements
Scenarios
Benefits
Development
and Test
Production
environments
Quick provisioning of
development and test
environments with the ability
to stop the environments any
time
Production environments
for new customers
40-75%
TCO cost savings
Higher Agility
Disaster
Recovery
Keep environments for
recovery purposes
without additional cost
Minutes instead
of days
faster provisioning
Lower Costs
Archiving
Less Complexity
Archive data and the
corresponding SAP
systems audit-proof
without running costs
and always available
60%
less storage costs
Higher Innovation
Microsoft and SAP announcement
CHOICE
Leaders in enterprise software and
cloud expand alliance to provide
customers more choice for SAP HANA
deployments.
POWER
Most powerful
cloud offering for SAP HANA
larger instances to handle the largest
SAP HANA workloads
ENTERPRISE-PROVEN
Reliably run your mission critical SAP
and other workloads on a scalable,
compliant and an
enterprise-proven platform
Redmond, WA, and Waldorf, Germany – May 17, 2016:
Bill McDermott, SAP SE CEO
“SAP and Microsoft are working together to create an end-user experience built on
unprecedented insight, convenience and agility. The certification of Microsoft Azure’s
infrastructure services for SAP HANA along with the new integration between
Microsoft Office 365 and cloud solutions from SAP are emblematic of this major
paradigm shift for the enterprise.”
Satya Nadella, Microsoft CEO
“Microsoft and SAP share a commitment to helping companies around the world
achieve digital transformation. By aligning and integrating our solutions, we are
empowering businesses to reason over vast quantities of data and create systems of
intelligence they can use to dramatically improve their customer engagement,
employee productivity, business operations and product development.”
SAP NetWeaver certifications
SAP and Microsoft have tested and certified Microsoft Azure IaaS against the same standards as those used
for on-premises infrastructure. The table below shows a list of product certified today.
SAP Solution
Guest OS
Database
VM Type
SAP Business Suite
Windows Server;
SUSE Linux Enterprise Server (SLES)
SQL Server; Oracle;
DB22; SAP ASE3
A5-A11, D11-D14, DS11-DS14, GS1GS5
SAP Business All-in-One
Windows Server;
SLES
SQL Server; Oracle;
DB22; SAP ASE3
A5-A11, D11-D14, DS11-DS14, GS1GS5
SAP Business Objects
(BI)
Windows Server
NA
A5-A11, D11-D14, DS11-DS14, GS1GS5
SAP NetWeaver1
Windows Server;
SLES
SQL Server, Oracle;
DB22; SAP ASE3
A5-A11, D11-D14, DS11-DS14, GS1GS5
1Only
NetWeaver 7.00 and later SAP releases of NetWeaver are supported for deployment in Azure
2Oracle Database 11g R2 Patchset 3 (11.2.04 ), Single Instance
3SAP Adaptive Server Enterprise 16
SAP on Azure and SQL Server case studies
•
AGL Energy - Innovation Spotlight: AGL puts energy into action with the Cloud
•
•
•
•
Washington Gas
•
•
https://customers.microsoft.com/Pages/CustomerStory.aspx?recid=7876
Kordia Group - Telecommunications Company Gains Performance and Flexibility in
the Cloud
•
•
https://www.youtube.com/watch?v=ykTVrK29MZo
http://www.cio.co.nz/article/559651/zespri-completes-world-largest-production-sap-migration-microsoft-cloud/
https://customers.microsoft.com/Pages/CustomerStory.aspx?recid=11405
SCT Logistics - Transportation Firm Ensures Business Continuity by Protecting SAP
Systems in Cloud
•
•
http://www.hcltech.com/press-releases/hcl-partners-washington-gas-modernize-customer-service
Zespri - Zespri completes world’s largest production SAP migration to Microsoft
cloud
•
•
•
•
http://www.microsoft.com/en-au/news/AGLputsenergyintoact.aspx
http://www.zdnet.com/article/agl-keeps-the-metres-running-by-moving-into-the-cloud/
http://www.arnnet.com.au/article/558426/agl-jumps-microsoft-azure-cloud-new-aussie-geo/
https://customers.microsoft.com/Pages/CustomerStory.aspx?recid=11004
Softek - Global IT Services Leader Moves SAP to Cloud to Reduce Costs and
Speed Delivery
https://customers.microsoft.com/Pages/CustomerStory.aspx?recid=18267
•
El Tejar: Argentina, SAP Production VMs with O365, partner Wezen Group,
Consumer Goods
•
https://customers.microsoft.com/Pages/CustomerStory.aspx?recid=19181
Frunze: Ukraine, non-production VMs, Manufacturing
•
•
https://customers.microsoft.com/Pages/CustomerStory.aspx?recid=19060
Bekaert Textiles Group (video): Belgium, SAP DRP, partner Oxya, Consumer Goods
•
•
https://customers.microsoft.com/Pages/CustomerStory.aspx?recid=18196
Al Muhaidib Group: Saudi Arabia, SAP DR in Azure
•
•
https://customers.microsoft.com/Pages/CustomerStory.aspx?recid=17346
Alvogen: Croatia, Pharma, SAP DR in Azure, partner S&T
•
•
https://customers.microsoft.com/Pages/CustomerStory.aspx?recid=19362
SAP HANA certifications
SAP Solution
SAP HANA Developer Edition
(including the HANA client software comprised of SQLODBC, ODBOWindows only, ODBC, JDBC drivers), HANA studio, and HANA database)1
Supported OS
SUSE Linux
Enterprise Server
(SLES)
Azure Offerings
A5-A11, D11-D14, DS11-DS14, GS1-GS5
SAP HANA One
SLES
DS14_v2 (upon general availability)
SAP S/4HANA
SLES
Controlled Availability for GS52
SAP HANA on Azure (Large Instances) upon
general availability
SAP Business Suite on HANA (OLTP)
SLES
SAP HANA on Azure (Large Instances) upon
general availability
SAP HANA Platform or Enterprise Edition for
SAP BW (OLAP)
SLES
SAP HANA on Azure (Large Instances) upon
general availability
1Customers can try SAP HANA Developer Edition on Azure using the SAP Cloud Appliance Library.
2Contact your Microsoft or SAP account manager for more information.
SAP HANA performance
• Get the broadest choice and industry leading performance when
running your SAP HANA workloads on Azure.
• With Azure Virtual Machines, you can scale your SAP HANA
applications to 0.5 TB of RAM. If you need more, we have you
covered.
• With purpose-built hardware that is specifically tuned for SAP
HANA, you can scale your SAP HANA workloads up to 32 TB on
multimode configurations.
• Azure lets you run the largest SAP HANA workloads (OLTP and
OLAP) of any hyper-scale cloud provider.
Approach
Azure Region
SAP BW on SAP HANA, SAP Business Suite on HANA, and S/4HANA
running on purpose-built SAP HANA on Azure large instance hardware.
Tenant VNets
Solution
Tenant VNets
Virtualized: production SAP BW and S/4HANA workloads1
Microsoft offers SAP-certified SAP HANA capabilities on GS5 VM in the
Azure public cloud. (Non-production workloads can be run on other SAPcertified Azure VM types).
Large Instances: for production and non-production workload
Microsoft offers certified SAP HANA capabilities via purpose-built
hardware specifically tuned for SAP HANA.
•
SAP HANA instance runs in a non-virtualized environment on
SAP HANA TDI certified hardware in an Azure-certified data center.
•
SAP HANA is connected to the SAP application tier running on
Azure VMs.
•
The two environments are connected via Azure ExpressRoute.
1 in controlled availability
Router
Router
ExpressRoute to
Azure Region
ExpressRoute to
Azure Region
OnPremises
Datacenter
Tenant 1
ExpressRoute to
Azure Tenant to
Datacenter
Tenant 1
ExpressRoute to
Azure Tenant to
Datacenter
Tenant 2
SAP HANA Deployment
in Azure-certified
Datacenter
OnPremises
Datacenter
Tenant 2
SKU approach
•
•
•
Four offerings reflect different performance
attributes:
• Compute, RAM, storage, and networking
pre-configured
• Additional storage acquired separately if needed
One-time setup fee per unit
EA only SKUs transacted through EA amendment
Customer benefits
• Better use of capital relative to on-premises
deployments
• Overall solution spans hosted and cloud, providing
better economics
• Flexible payment terms through Microsoft EA
Configurations for SAP HANA on Azure (Large Instances)
SAP Solution
SAP Business Warehouse on/or SAP HANA
Platform or Enterprise Edition (OLAP)
SAP Business Suite on SAP HANA or
S/4HANA (OLTP)
SKU (CPU)
RAM
Storage
2 x Intel® Xeon® Processor E7-8890 v3
768 GB
3 TB
4 x Intel® Xeon® Processor E7-8890 v3
1.5 TB
6 TB
2 x Intel® Xeon® Processor E7-8890 v3
1.5 TB
6 TB
4 x Intel® Xeon® Processor E7-8890 v3
3 TB
12 TB
Background
- SAP BW on HANA (1.5TB) with SAP NetWeaver ABAP Application Servers on Linux in Azure
Testing Results
Queries:
 GS5: 5X faster than BW/Oracle
 CoLo: 20X faster than BW/Oracle
5: 1.5-2X faster than BW/Oracle
 CoLo: 2-5X faster than BW/Oracle
Background
- SAP Business Suite (ECC) on HANA (1.5TB) with SAP NetWeaver ABAP Application Servers on Windows Server in Azure
Testing Results




SAP transactions that were DB intensive performed on average 27% better on CoLo
Data loads were up to 20% faster on CoLo vs. on-premises
Comms between SAP Business Suite/HANA on CoLo and SAP SCM/SQL Server in Azure were as expected
Overall performance was similar or better than current on-premises SAP BS/HANA integrating w/ on-premises SAP SCM/SQL Server solution
Background
- SAP HANA Enterprise Edition (1.5TB)
Testing Results
- Acceptable data load and reporting/query times to/from CoLo.
- Performance of SAP HANA Studio for data modeling from desktop was instantaneous and creation/running of data models met expectations.
- Overall experience is similar or better to on-premises SAP BW on SAP HANA in production.
Microsoft Productivity Solutions for SAP
Workflow in Outlook
SAP data in Excel
SAP Gateway for Microsoft
Native SAP Workflow integration in Outlook
• No switching of user experience
• No new windows
• Simply working on Emails
Run on:
Work with SAP data directly from Excel
• Leverage out of the box integration of SAP data into
Excel on the windows desktop
• Enrich Excel Online with integration of SAP data
• Leverage SAP integration in Excel on the iPad
Run on:
Integrate in Office 365 / SharePoint
Online
Customer is using Microsoft SharePoint for
intranet / extranet
• Expose SAP data natively into SharePoint
• Consume the very same data in any connected
applications (e.g. enrich your Outlook with the
same SAP data)
Excel
Outlook Email
Outlook Calendar
Microsoft Analytics and Insights for SAP
Specialized
Tools
Spreadsheets
Source
Middleware
Model
SSRS
(ODBO-XML)
Visualize
3rd Party BW
connector
Biztalk Adapter
BW
ODATA
Gateway 2.0
SSIS Connector
(Open Hub)
ECC
HANA
Reporting
Model
(AS/
PowerPivot)
Excel
Workbooks Reporting
Services
Too many options!
Reporting
Services
Replication:
• Simplement
(Liberator)
Connectors:
• Informatica
(PowerConnect)
• Theobald
• Neudesic
(Counterpart)
• BobJ Data
Services (ETL)
• Biztalk (RFC)
• Simba
ODBC, JDBC, XMLA,
SQL-MDX, ole-db
Simba and other provide
drivers for ole db and mdx
data connections
SharePoint
Scorecards
SQL Server
(EDW)
SSIS
SharePoint Search
& Dashboards
Analytics - Sales Dashboards
Microsoft Cloud Platform for SAP®software
Microsoft Analytics and
Insights for SAP®software
Microsoft Productivity & Mobile
Solutions for SAP®software
aka.ms/wpcevals