Technical

Initial Signoff
Analysis
Discovery

Sizing and Technical Assessment

Migration Planning Readout Onboarding

RISE with SAP S/4HANA Cloud, Private Edition

Partner Deals – Digital Bootcamp
Introduction
Cloud Architecture & Advisory Team (CAA), March 2023

INTERNAL – Authorized for Partners

Agenda: RISE with SAP S/4HANA Cloud, Private Edition
Partner Deals Digital Bootcamp

Topic

Introduction

Quiz

Deal Qualification and Technical Assessment

Quiz

Finalization & Delivery

Quiz

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 2
Contents

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
▪ Deployment Architecture
▪ Infrastructure Scalability
▪ Customer Connectivity
▪ Security
▪ Onboarding Process & Timeline
▪ Customer Preparation
▪ Delivery Management & Support
▪ Work Practices

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 3
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
© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 4
** Based on 2020 IDC analysis.
SAP S/4HANA, private cloud edition: SAP-provided scope
1 Functional Scope: 2 Infrastructure Management:
• SAP Software + Enterprise Support • Low TCO
based on SAP S/4HANA Enterprise
Management (On-premise) • Highest Flexibility
• Cloud Connectors: SAP Ariba, SAP • Best scalability option
SuccessFactors, SAP Concur, SAP IBP • Availability
• SAP Adobe Document Services for • Data Center Availability
printing
Advisory & Application
Management • Available for Upsell:
Implementation
Services Services SAP S/4HANA LoB & Industry Add-Ons 3 Technical Managed Services:
(optional), Beyond S/4HANA Solutions • High Availability & Business Continuity
• Wide set of partner add-ons are • SLA: 99,7% for productive system, 95%
allowed: for non-productive systems
RISE with SAP
S/4HANA Cloud, • SAP SOLEX solutions (SAP • Services described by Roles &
supported) Responsibilities matrix
private edition
• SAP S/4HANA partner certified • Wide range of foundational technical
solutions (customer supported) service delivery
1 Software Technical
+ Support 3 Managed • ABAP-only add-ons (customer • Technical System Operations
2 Services supported)
Infrastructure • Technical Landscape Deployment
+ Management +
• Technical Upgrade installation
• Continuous Service planning & review
• 24*7 service delivery for PRD, 24*5 for
non-PRD
• Setup of RFC connections

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 5
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

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 6
 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: hec.<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.
© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 7
 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 system 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 to higher Subscribe to system
usage tier DEV QAS PRD extension packages
(In this example, (In this example,
subscribed to usage additional 1 quantity
tier “up to 1000 of system extension
FUE”) 512GB 512GB package is used)
256GB
App Server Scale-out
DEV QAS PRD
• System extensions cannot be used to individually upgrade an environment. Upgrade is always
from one T-shirt to another. Quantity of system extension packages required for each tier
upgrade is documented in the service description guide.
• 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. System extensions are not applicable to such additional
environments.
** In Hyperscalers, configuration may slightly vary based on instance availability
© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 8
 S/4HANA Cloud, Private Edition – Customer Connectivity

Virtual Private Network (VPN)

Customers can use IPSec based Site-to-Site (S2S) VPN over
Internet to connect to their dedicated virtual network in the
cloud. Point-to-Site (P2S) scenario is not supported.
VPN configurations are very much dependant on the
hyperscaler platform of deployment. AWS, Azure and GCP
requirements are documented in their respective SAP S/4HANA Private Cloud
SAP S/4HANA Private Cloud documentation. Customer to check on the supported VPN
device for the specific hyperscaler.

Dedicated Private Connectivity

IPSec VPN Tunnel

Network
Dedicated Private Network Connection Service
Provider
A dedicated private connection with redundancy is
recommended for accessing productive workload as it ensures
Internet quality of service and higher availability service levels.
Hyperscaler provided solutions such as AWS Direct Connect,
Azure ExpressRoute and GCP Cloud Interconnect can be used to
establish such network connection. Information around edge
locations and networking partners can be found in respective
hyperscaler documentation.
Customer Offices
Customer Offices

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 9
 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 and upon a customer’s acquisition 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.

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 10
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
© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 11
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: ~30 business days from the contract signature date
• Disaster Recovery system delivery takes additional business days
• Larger HANA systems (> 6TB) may take additional business days
© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 12
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).

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 13
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

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 14
 RISE with SAP S/4 HANA Cloud, Private Edition – Work Practices

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

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP Internal
SAP and Partner and Partners Only 15
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

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 16
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 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

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 17
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

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 18
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

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 19
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

© 2023 SAP SE or an SAP affiliate company. All rights reserved. | INTERNAL - SAP and Partners Only 20
Thank you.
Please reach out to your Regional SAP Partner CAA 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.