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This section will provide background to where SAP Business One Cloud and introduce
it in the context of other SAP SME solutions.
It will also discuss the reasons why customers are choosing on-demand solutions and
explain the benefits that can be derived through the use of SAP Business One Cloud.
Finally it will look at the different type of partner models that can be employed for
partners that want to sell SAP Business One Cloud to their customers.

SAP Business One Cloud is based on an established SAP solution; in fact it comes from
SAPs bestselling ERP solution by number of customers. Today more than 37,000
customers, use SAP Business One to run their businesses better, and more than 1,500
of these are subsidiaries of our large enterprise customers.
SAP Business One is a comprehensive business management solution that has been
localised for 41 countries (but is actually used in more than 120) and its available in
27 languages with the functionality to help your growing business or subsidiary
organisation. During the course of this workshop we will not be looking in-depth at
the functionality of SAP Business One, that can be done in other courses and online
through resources such as the SAP Business One Academy.

SAP Business One Cloud is a cloud-based version of this successful SAP Business One
product providing integrated business management and offered exclusively through
our partners.
In 2012 SAP began a journey to transition SAP Business One from being available only
as an on-premise solution to also being available as a cloud based one. What SAP
needed to do can be summarised in two key areas:
1. SAP had to be able to provide SAP Business One Cloud to our customers from
multi-tenanted clouds, to enable them to take advantage of the cost savings
associated from the sharing of hardware and software resources.
2. SAP had to be able to provide our partners with the software components that
would enable them to effectively manage the implementation and lifecycle
management of multiple customer tenants within the same cloud landscape.
And that is where SAP Business One Cloud has come from, its not unproven and new
to the market, its a business management solution already trusted by thousands of
businesses to help them operate effectively.

SAP offers its SME customers a choice of solutions for whatever their business or
size. Although it is difficult to provide metrics that will fit every customer or prospect
broadly speaking the following can be used
SAP Business One and SAP Business One Cloud for businesses with 1 to 50 users of
the application. They are designed for small, growing enterprises that want either an
on-premise or on-demand solution.
SAP Business All-in-One and SAP Business ByDesign for businesses with 50 to 150
users of the application. SAP Business All-in-One is for mid-sized enterprises with
complex requirements that want an on-premise solution while SAP Business ByDesign
is for the same profile companies who want an on-demand solution.
SAP will continue to invest and evolve SAP Business One in both on-premise and ondemand versions. This commitment can be seen in the latest roadmap.

This is an overview of the SAP Business One Cloud solution today, this slide should be
used to discuss the overall positioning and benefits of the solution.

Access Customers get access to premium business management software from the device
they choose, without the financial and IT concerns of new software acquisition
Infrastructure Customers can take application and infrastructure management services
from people with proven expertise, and not have to concern themselves with the
maintenance of the infrastructure supporting their solution.
Minimised Investment - Compared to traditional software acquisition a customers business
does not need to invest heavily in upfront costs.
Time to value SaaS solutions are seen to provide a quicker time to value than their onpremise counterparts. Rapid provisioning ensures a customers business is getting value from
SAP Business One Cloud as quickly as possible
Reduced Expenditure - No IT staff required to manage and support software and IT
infrastructure. The reduced expenditure allows the customer to invest into areas critical to
their business instead
Lifecycle Management A customer with SAP Business One Cloud does not need to be
concerned with on-going lifecycle management. Topics such as maintenance and upgrades.
Support and other additional content should also be considered as part of the overall offering
to a customer to enhance the total experience.

Part of the SAP Business One Cloud contract stipulates that a customers installation
must be hosted at an SAP Certified Data Center. SAP Business One Cloud Partners
have three choices in how to host their SAP Business One Cloud customers:
1. They use an existing SAP Business One Cloud Provider. Cloud Providers offer
partners the ability to place their customers into a pre-built SAP Business One
Cloud landscape. The total scope of services varies from provider to provider but
typically the Cloud Provider is responsible for all lifecycle management services
for a customer leaving the SAP Business One Cloud partner to concentrate only on
sales, implementation and support for their customers. In this scenario the SAP
Business One Cloud partner doesnt need to fulfill any additional obligations
beyond those in the SAP Business One Cloud PartnerEdge contract.
2. They use an existing Infrastructure Provider, these can be found in the
Outsourcing Partners section on SAP.com. In these scenarios the partner will rent
infrastructure from a certified SAP Certified Data Center but will (likely) be
responsible for the installation, setup and maintenance of the SAP Business One
Cloud Landscape and all associated operations. In this scenario the SAP Business
One Cloud partner must attend an SAP Business One Cloud Workshop (CLX) in
order to provide services to their customers.
3. They final scenario is similar to the second but in this case the SAP Business One
Cloud Partner has sourced their own hosting provider. In this case the partner
must certify that data center for use by them as well as participating in the SAP

Business One Cloud Workshop. When a partner certifies in this way they are only
certifying that hosting provider for their use, not for use by any other SAP
Business One Cloud partner.

Discuss on a whiteboard as a group the different areas of responsibility rather than

talk through the slide.
This slide provides a discussion point of the different areas of responsibility that need
to be accounted for depending on the hosting model selected. The list is not meant
to be exhaustive but should be used to help partners understand all of the different
aspects that need to be considered.
An example could be around the processing power requirements of a particular
customer. If this customer needs to use more RAM as a result of their transaction
intensity/add-on requirements has this already been discussed? Who pays for it?
What is the expectation for management etc.
The responsibilities are not just technical and have commercial implications.

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The final slide in this section is meant as a launch point for further discussions around
SAP Business One Cloud. The purpose is to ensure consider that providing a customer
with an on-demand solution has implications beyond the technical infrastructure.
Although the audience in the workshop may be technical it will be useful to include
the slide to ensure the discussion is started.

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