Lorraine Maurice, Senior Director, SAP Global Marketing June, 2014

1. SAP TurnData Into Decisions 30 Day Challenge - Guidance for DistributorsGuidance for Distributors & Authorized Resellers Lorraine Maurice, Senior Director, SAP Global Marketing June, 2014 For internal SAP and partner use only

2. Go Broad, Go Deep, Sell More – The Message of the Playbook • Go Broad – Market Opportunity is Growing • Shift of revenue from IT to LoB • New decision makers • SME – small or big – everyone needs analytics • Go Deep – SAP has the right solution and can grow with client’s business • SAP Portfolio #1 in analytics • Offerings targeted at the LoB • Competitive Advantage • Sell More – Make Money • Learn the story • Know your customers • Discuss Analytics with your customers – because if you don’t someone else will……..

3. 5 Analytics Deals in 30 Days Challenge • Download Turn Data into Decisions. • Learning the Story. • You prepare your sales pitch • Internalize the value of the offers, • Leverage SAP resources. • Preparing Your Client List. • Research infrastructure, IT departments, and lines of business to learn client needs, pain points, and goals to help develop a good client list • Making Calls, Setting Appointments, and Closing Sales. • Use discovery questions and SAP assets to engage with prospects • Close deals more efficiently.

4. Making It Happen – What Our Distributors Need to Do Review the Playbook material (ppt and replay by July 11th, 2014) Merchandise SAP: Post Playbook, Resources and Content with your partners Host Distributor Sponsored Analytics Webinar to identify resellers with Analytic skills • Choose 10 Successful Partners to participate in the 30 Day Challenge • Work with these partners to ensure they understand the playbook and assets available (wheel of success assets – see next slide) • Implement enablement campaigns and ongoing messaging with AR’s Utilize SAP resources to drive pipeline activities including • Solution experts and enablement teams • Marketing enablement – social, messaging, campaign building • ISE organization • PSA Support • Execute Sales Blitz with partners in coordination with SAP before September 30th, 2014 Distributor

5. The Wheel of Success5 Deals in 30 Days • Customer Solution Brief • Target Customer profile • Customer Presentation • Solution Economics (for partners) • Target partner profile • Solution Roadmap • Competitive positioning • Customer References • 90 Day Jumpstart Curriculum (Presales, Sales, Technical) • Sales Training & Enablement • Solution • Content • “Must-have” Components • Campaign Assets • Telemarketing Scripts • Turnkey campaign deployment • Test and Demo Offer • Incentives/Promotions/ Rewards • 90 Day Jumpstart Curriculum (Technical and Service delivery) • Use case blueprint(s) Implementation Training & Enablement Demand Generation

6. Back up Slides – examples of assets

7. SAP BusinessObjects BI suite + BI, Edge edition The SAP® BusinessObjects™ Business Intelligence (BI) suite lets organizations make a positive difference through effective decisions and execution by providing intelligent information to the right people – from the CEO to analysts to staff to suppliers and partners. • Value to Customers • Business Intelligence Platform • Ensure that everyone within an organization will have secure, immediate access to the reliable business information they need to do their jobs • Agile Visualization • Allow users to easily explore and present data, drive real-time understanding of the business, information, and processes across the enterprise • Dashboards • Build rich, interactive, visually engaging dashboards to present intuitive summaries of relevant data, with a variety of charts and visual components; present data, KPIs, and what-if analysis • Reporting • Create repeatable, secure reporting for mass distribution from any data source • Allow business users to create or personalize their own interactive reports • Who to Talk To • Organizations wishing to explore more end user driven reporting, and mobile analytics for their users that want a single comprehensive source of the truth for a unified and company-wide data warehouse • Any industry, any line of business, any size company • C-Level executives (CIO, CEO, COO) • Operational and LoB managers • IT directors and managersLower TCO • BI content (reports, dashboards, etc.) is reformatted automatically for different devices – no rework needed • Banking customer Kotaksaw its report generation sped by more than 50% • Tangible ROI • BI Edge customer AllConnectsaw an increase of 25% of revenue per call within the first year • Key Benefits • Provide a unified view of SAP and non-SAP data assets for confident decisions • Meet the needs of any user, from executive, to analyst to casual user, with a single comprehensive BI suite • Deliver insight through a single, comprehensive, and integrated information infrastructure to any device • Complete suite • Integrated set of analytics tools that address the end to end requirements of any organization • Built on a common platform, with shared administration, security, and governance

8. SAP Lumira SAP® Lumira software helps you tap into your data – big and small – and discover answers. Fast data manipulation and engaging visualizations allow you to combine and analyze data from a variety of sources and quickly gain unique insights. • Value to Customers • Self service data exploration and visualization for decision makers and analysts • Self-service data acquisition of enterprise and personal sources • Data enrichment with time and geographic hierarchies • Point-and-click data manipulation – no scripting required • Visualizations to convey and share qualitative and quantitative knowledge • Direct connectivity to the SAP HANA® platform • Who to Talk To • All industries but especially retail and banking • All lines of business, but especially finance, marketing, sales ops • Business analysts • Information workers • Key Benefits • Faster time to insight – Deliver self-service data discovery on your data – big and small • Engaging content – Create beautiful graphics and visualizations in real time to convey and share knowledge • IT approved solution – Increase self-service data usage and leverage existing • BI investments without adding to the IT workload • SAP Lumira Customer Testimonial • Daimler Trucks North America Uses SAP Lumira for Agile Visualization.  • Learn how Daimler Trucks North America uses SAP Lumira to identify and track potential sales for dealers, crunch large volumes of data, and provide the power of agile visualization to their business users. SAP Lumira provides business users and analysts with self-service business intelligence for individual users. This product is included in or supported by all of our packaged analytic platform solutions.

9. Visualization starter pack from SAP The Visualization starter pack from SAP is a self-service business intelligence solution that is scalable, secure, and provides the tools for both business analysts and decision makers to make better fact-based decisions. The solution provides line of business decision makers with the tools they need and is IT approved. • Value to Customers • Business Intelligence Platform • Provide self-service access to information • Improve end-user adoption of BI tools to enable fact-based decisions • Self-service BI for decision makers • Let decision makers answer their own business questions, with a simple combination of search and visualization • Self-service BI for analysts • Enable analysts to quickly combine data from multiple sources, including spreadsheets • Enable personnel to make time-critical decisions anytime, anywhere • Mobile access • Provide mobile access to business insight in the field - like having a data warehouse in your pocket • Improve workflow and productivity through secure, remote access to relevant business Information • Who to Talk To • Leverage the starter pack as a first step to leveraging the power of BI with low barrier to entry • Suitable for organizations with minimal budgets and smaller IT departments • IT directors and managers • Sales, Marketing, Customer Service, Human Resources, and Information Technology • Key Benefits • Better decisions with simpler, personalized access to information • Higher performing organizations, thanks to pervasive BI and fact-based, timely decisions • Improved customer relationships by providing sales and field reps with customer-centric information • Increase self-service data usage without adding to your IT department’s workload • SAP Lumira Customer Testimonial • Daimler Trucks North America Uses SAP Lumira for Agile Visualization.  • Learn how Daimler Trucks North America uses SAP Lumira to identify and track potential sales for dealers, crunch large volumes of data, and provide the power of agile visualization to their business users. The visualization starter pack is an affordable subset of the SAP BusinessObjects BI suite, focused on providing self-service business intelligence to business users and analysts.

10. Thank you Contact information: SAP Distribution Contact your local SAP Representative or distribution@sap.com