SAP Public Services Partner Summit

Andrew MooreMarch 22, 2011

Agenda

3-3:15 Introductions: Andy MoorePublic Sector Organization

Current Status

Outlook

Why we need Partners

3-15- 4-30: Line of Business Market OverviewsCivilian: Jen Morgan, VP of Sales

DoD: Mark Scallion, VP of Sales

A&D: Steve Fehr, VP of Sales

Mission: Bill Pessin, VP of Sales

SLED: Art Dorfman, VP of Sales

VP Round Table Q&A

4:30-4:45: Break

Agenda

4:45-5:00 Business User Market Overview: John Tomaselli, SVP of Sales

5:00-5:45 Product DemosHANA

Dashboards

Mobile

5:45-6:00: Call to Action/Wrap Up: Mark Testoni, President SAP Public Sector

6:00-7:00 Meet the Sales Teams/ Happy Hour

SAP Public Services Partner Summit

Federal CivilianJennifer MorganMarch 22, 2011

Federal Civilian

SAP Account Executive ResponsibilitiesMike Anthony State, DHS, Commerce, JusticeDavid Robinson Amtrak, USPS, NASA, Dept of Energy, OPMTony Antzoulatos Business Objects focus on above territoriesKatherine Hamilton USDA, DOI, Treasury/IRS, CDCSteve Ulmer United Nations, UNICEF, World Bank, IDBPaul Chesen Business Objects focus on above territoriesJamie Sirois GSA, HHS, VA, SSABob Coen SEC, FRB, DOT, FDIC, FCC, HUD, Education

Federal CivilianMarket Overview

Trends Data transparency and analysis, predictive analytics Focus on lighter apps, cloud, quicker time to deploy, quick success Mobility

Opportunities Data Management Business Intelligence/Predictive capabilities Mobility

Needs from the Partner Ecosystem Understanding SAP beyond ERP (we can provide training)

SAP Public Services Partner Summit

DefenseMark ScallionMarch 22, 2011

Scallion, DoDTeam and Assignments

Army – PCN account Mike Lennon, Steve Risseeuw & Scott Williams (BOBJ)

Navy – PCN account Mike MacCormack, Paul Moser (GAD)

DLA – PCN Account Phil Freedenberg, MaryAnn Magee (BOBJ), Paul Moser (GAD)

MHS Mike MacCormack

Business Development Cathy Benson

USAF, USMC & Miscellaneous DoD Agencies Business User Focus

Scallion, DoDMarket Overview

Trends: Program Selling Extend SAP Core footprint Align more with Functional & Program sponsors (outside of IT & CFO) ERP / Analytic combo solutions in the white space (i.e., Analytics, Extending

Legacy Systems, BOBJ Up-sell / Cross-sell) Opportunities: Leverage significant SAP & BusinessObjects assets/footprint throughout DoD Analytics, Mobility, In Memory Information Management (i.e., Data Quality, Data Migration, Data Management)

Needs from the Partner Ecosystem Aggressively go after the analytics business (i.e., classic BOBJ business) We want a partner identified on every DoD opportunity Align directly with the AEs for joint account planning Drive attendance to Sapphire together

Steve Fehr, Aerospace & DefenseMarch 22, 2011

SAP Public Services Partner Summit

Aerospace and DefenseTeam Assignments

Dawn Gershinzon: AAI ( Subsidiary of Textron Systems), AAR Corp, Alliant Tech Systems, ARINC (sub of Carlyle Group), BAE NA, BE Aerospace Inc, Blackwater, Booz Allen Hamilton (Federal), CACI, Comtech Telecommunications Group, DynCorp, Gentex Corporation, Mantech, National Preston Industries Inc, Quinetiq NA, SRA International Inc, Thales NA, VSE Corporation

Carmen Kruger: Aerospace Corporation, EADS NA, American Eurocopter, Esterline Technologies Corp, Gencorp Inc, General Dynamics, Harris, Jacobs Engineering Group Inc, SAIC, KBR, Lockheed Martin, Meggitt USA, Orbital Science Corp, Precision Castparts Corp, Sierra Nevada Corporation, Teledyne Technologies Inc, United Launch Alliance, United Space Alliance, UTC Pratt Rocketdyne, Woodwared Governor Company

Aerospace & DefenseTeam Assignments

Greg Rietske: Allegany Technologies Inc, Boeing, Boeing Enterprise and DDS, DRS Technologies ( Subsidiary of Finmeccanica), Force Protection, Hexcel Corporation, ITT Corporation, Moog Inc, Raytheon, Triumph Group Inc

Phil Freedenberg: Huntington Ingalis Industries, Northrup Grumman, TASC

Aerospace & DefenseMarket Overview

Trends: Globalization – both commercial and defense are looking outside US for growth More Effective Program Management – execution and insight Supply Chain Optimization and Effectiveness Going Mobile – safe and secure

Opportunities: Program Analytics Mobility - Strategy and Use Cases

Needs from the Partner Ecosystem Need partners to add IP on top of SAP – strategy, use cases and insight BOBJ, In memory computing and Sybase are key

Need proactive lead generation – do not just follow SAP sales team

SAP Public Services Partner Summit

Mission and BA&TBill Pessin

March 22, 2011

Mission & BA&TTeam and Assignments

Dave Melvin – Mission AE

Mike Stern – Mission AE

David Korn – Mission Solution Specialist

Mission

Robin Pollino–AF/USMC/COCOMS/JCS

MaryAnn Magee –DLA/Agencies/OSD

DoD BA&T

Jon Blair – Traditional OEMs

Bob Coen – Traditional SI

Berry Gibson – Industry Principle

A&D BA&T

Jamie Sirois – HHS/VA/…

Bob Coen – FAA/DOT/…

FED BA&T

What is Mission Sales?

Dedicated organization within the SAP for Public Sector solution portfolio

Focused on the operational programs and initiatives (missions) conducted by Federal government agencies and their contractors

Leverages and integrates the activities of the appropriate SAP organization to provide a comprehensive approach for our customers to leverage their SAP investments for successful mission execution

Following the MoneyGovernment Expenditures GFY 2010 –

$167,608,330,09037%

$287,177,623,04663%

FSC - Total Products Purchased By Gov't

PSC - Total Services Purchased By Gov't

Mission Sales and Expanded FED BA&T Areas of Focus GFY2010 Gov’t Contract Expenditures (PSC)

$24,079,218,657, 8% $15,072,633,121, 5%

$1,674,592,306, 1%$19,449,435,895, 7%

$67,883,068,511, 24%

$12,973,513,322, 4%

$146,045,161,23551% D-ADP and Telecom Services

J-Maintenance, Repair of Equipment

L-Technical Services

M- Operation of Gov't Facilities

R-Support Services

Z-Maintenance/Repair of Real PropertyOther Services

$141B “New” addressable market for SAP

Mission Sales – Targeted Areas

System Lifecycle Production and Sustainment programs (e.g., PBL,CLS, Fleet Management)

Operations, Maintenance, and Support contracts (e.g., BaseOpns, Range Management, Training, Support Opns, etc.)

Business Case Analysis and Quality Assurance (e.g., OMB A-76, performance based contracts, Lean Six Sigma)

Joint Use / Public-Private Partnerships (e.g., GoCos)

Offset, Military Cooperation, Nation Building, Foreign Military Sales, DoD Combatant Commands, NGO’s

Civilian agency mission execution

Intra/inter-agency public-security initiatives

Joint Cooperation Command/Control Centers

Provider’sBackOffice

Customer’sBack-Office

Mission

BA&T Market Overview

Trends: Performance and Cost Avoidance Mobility (iPad/Blackberry/…) Semantic Analytics

Opportunities: Text Analysis Agency-wide BI initiatives Hana/IQ Initiatives

Needs from the Partner Ecosystem Solutions (e.g., QASP) SAP In-Memory/Acceleration Message Drink your own champagne – promote SAP by using it yourself

SAP Public Services Partner Summit

SLEDArt DorfmanMarch 22, 2011

SAP State and Local GovernmentProposed 2011 Generalist Model

Mike Garrow

Jeremie Colt

Sue Keith

Joey NormanJoe Taxiera

Bill Fort

Van Wolde

DC

State & Local Government Higher EducationJim Cullen

All Higher Education except HER managed accounts assigned to other AEs

SAP State and Local Government2011 Business Analytics & Technology Coverage Map5 AE’s

Local Only for BAT if letters are white

Mike Marsh

Ahmed Khan

Andrew Chen

Phil Oertli

Brian Blatt

CA CO

NV

ND

SD

UT

WY

CA

ID

MT

OR

WAAK

HW

PA

WV

KY

IL

AR

LA

MS AL

DE

GA

FL

TN

CT

ME

MA NH

VT

NJ

NY

RI

AZ NM

DC

MD

NC

SC

OH

VA

IAKS

MONE

OK

TX

IA

MI

MN

WI

White

State, Local and Education – Bus Dev Line of Business Programs

© SAP 2007 /

Accounts:

Depts of HealthDepts of Human/Family ServicesDepts of Labor / Workforce Dev.Retirement Systems

Social Service & Labor – Bruce Levick

Accounts:

Depts of Justice / Public SafetyDepts of Motor VehiclesDepts of TransportationAdministrative Office of CourtsPolice

Crim. Justice and Public Safety – Thiele

Accounts:

Depts of FinanceDepts of ComptrollerDepts of RevenueCity / Counties / Not For Profits

Finance & Administration – Daryl Kirkland

Accounts:

Depts of EducationHigher EducationK – 12

Education – Don Seaman

SLEDMarket Overview

Trends: ERP Slower Tax & Revenue, Tax Amnesty = Momentum Organizations want to do more with what they have.

Business Intelligence, Mobility, Tax & Revenue, Budget Social Service System Replacement

Opportunities: HHS – BI Public Safety - BI Tax Amnesty – PA Public Budget Formulation

Needs from the Partner Ecosystem Partnerships – your SME Our Software & Technology

SAP Public Services Partner Summit

Public Sector, Business AnalyticsJohn TomaselliMarch 22, 2011

Public Services, Business AnalyticsMarket Overview

Trends: Do more with Less – Business Analytics deeper insight to resource and asset allocation targeting for greatest

impact (budget cuts without increasing taxes or funding alternatives). Fraud, Waste, and Abuse – retain, recover, and apply monies lost to re-invest and meet

service level agreements. Data Insight – Data Quality relationship to Business Intelligence Multiple Sources and form (Structured and Unstructured) Data Event Alerts – data feeds triggering action Social Media Response Actions

Opportunities: Qualified and Trusted Insight Transactional & Analytic – Acceleration of large data Event Insight – cyber, vehicle sensors

Needs from the Partner Ecosystem Domain Expertise and Situational Fluency relevant to Business Analytic Solutions Repeatable use case solutions, demos, content, credible positioning Incremental Focus

SAP Public Services Partner Summit

Product DemosMarch 22, 2011

SAP Public Services Partner Summit

Mark TestoniPresident Public SectorMarch 22, 2011