The document discusses a presentation by SAP about partnering with them to develop mobile apps for financial services to capitalize on the mobile market opportunity. It covers the growth of digital banking channels like internet and mobile, and how omnichannel banking solutions from SAP can help banks address the challenges of fragmentation across channels and deliver consistent customer experiences. It also provides an overview of the SAP Mobile Platform and the SAP PartnerEdge program for application development that partners can leverage to build and monetize their solutions.

1. Partner with SAP to develop mobile apps and capture the mobile
market opportunity for financial services
SAP PartnerEdge program for Application Development
February 3, 2014

2. Agenda









Introduction
Ÿ
M
Ÿ obile Market Opportunity
Omnichannel Banking
Partner Use-case
SAP Mobile Platform 3.0 Overview and Demo
SAP PartnerEdge for Application Development
Next Steps
Partner and Developer Ÿ esources
R
Questions and Answers
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
2

3. Speakers
Haridas Nair
VP Product and Solutions,
Omnichannel Banking, SAP
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
Guru Shetti
Sr. Director - Mobile, Corporate
Business Development (Strategic
Partnerships), SAP
Thorsten Leiduck
VP Platform Ecosystem &
eChannels, SAP
3

4. Omnichannel Banking
Haridas Nair, VP Product and Solutions, Omnichannel Banking, SAP

5. Digital technology is changing banking
40%
of customers sign up for new
product online – same as in-branch
50%
of banks’ total customers (88% of
digital customers) regularly use
more than one channel
70%
of banks believe that multi-channel
customers are more valuable
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
5

6. Growth in spending on digital channels
•
Global Spend in Banking on Internet and
Mobile Channels is growing at a healthy
rate of 9.27% CAGR - IDC
1,600.00
Global Spending on Internet and Mobile Channels
1,400.00
1,200.00
•
•
More than 50% of consumers are expected
to become mobile bankers by 2016 - Javelin
With 92% of the top 25 banks now offering
mobile banking, smaller banks and credit
unions risk losing valuable customers to
these institutions and must focus on
building out their mobile banking
capabilities in order to compete - Javelin
1,000.00
800.00
600.00
400.00
200.00
Y2012
Y2013
Y2014
Y2015
Y2016
Y2017
IDC
Javelin: Mobile Banking, Smartphone and Tablet Forecast 2011‐2016: Mobile Banking Moves Mainstream to Mid‐sized, Community Banks and Credit Unions
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
6

7. Research Substantiates the Digital Trend & Highlights concerns
•
Mobile Banking usage is rising
rapidly
•
Customers are increasingly opting
to buy products online
•
However cross selling is a challenge
Source:http://www.accenture.com/SiteCollectionDocuments/PDF/Accenture-Consumer-US-Retail-Banking-Survey.pdf
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
7

8. Banks with innovative digital strategies will reap the benefits
And drive business results
More than 2x the products are sold per customer in an integrated,
Increase Revenue
multi-channel environment compared to a traditional, siloed bank.
Wow factor
Twice the profitability and higher loyalty from multi-channel
customers.
Boost Profitability
& Loyalty
$1.5 billion industry cost savings from switching mobile bankers’
one in-person deposit to mobile per month
Reduce Costs
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
8

9. However banks have their challenges
Fragmentation
Fragmentation in dealing with set of services, multiple
channels, different look and feel, different on-boarding and
support processes
Complexity
Systems landscape has become complex thro the years,
cost to run and change, difficult to integration product or
services from 3rd parties
Agility
Customers are imposing their standards, so need agility
and flexibility to adapt. Speed to deliver change is key
Self Serve
Driven by experience in personal lives, customer
expectations revolve around personalization & control
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
9

10. And achieving innovation across channels is challenging
Increases costs of building and supporting new channels
A complexity that grows exponentially across
Limits ability to introduce new capabilities
multiple silos…
Results in inconsistent customer experiences
Retail
Banking
Credit
Card
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
Mortgage
Brokerage
Corporate
Banking
10

11. SAP facilitates faster cross-channel innovation
•
Leadership in mobile
• Digital sales migration
• Self-service enablement
• Customer loyalty and engagement
• Eliminate duplication across silos
SAP Omnichannel Banking
Retail
Banking
Credit
Card
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
Mortgage
Brokerage
Corporate
Banking
11

12. SAP Omnichannel Banking Components
Solutions for bank customers
Digital Retail Banking
Digital Corporate Banking
Mobile Money
Cash2Mobile
Empower retail customers to manage
their finances, anytime and
anywhere.
Offer the simplicity of a consumer
solution plus the reporting and
approval flows a corporation requires.
Expand banking services to the
unbanked and under-banked.
Provide a safe, reliable way for
delivery drivers to receive funds via
mobile.
ATM
Call Center
Manage millions of transactions,
dispense cash and market additional
targeted offers and products.
Empower agents to effectively respond
to inquiries with access to
communication tools from any location.
Received Message
Thanks. The payment was
successfully made.
INVOICE #: 102938
AMOUNT: $10,000.98
NAME: ANDRZEJ SUPE…
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
12

13. SAP delivers value for retail and corporate banking
Challenges
•
Needed a mobile banking presence after
core banking refresh
•
Needed a competitive corporate offering
to drive revenue
•
Wanted leadership position in corporate
mobile banking
•
•
Lacked a full featured multi-language,
multi-currency corporate banking
offering
•
Wanted to reach rural customers who
didn’t have access to a branch
•
© 2013 SAP AG. All rights reserved.
Wanted to reduce cost of maintaining
multiple mobile apps
Results
•
Leadership in mobile
•
Digital sales
migration
•
Migration to selfservice
•
Eliminate duplication
across silos
•
Customer loyalty and
engagement
Needed to breakdown silos to reduce the
cost of introducing new features
Internal
13

14. MFA, Secure Session
and Public Information
Access to Internal
and External
Accounts
Retail
Banking
Bill Pay, Account and
P2P Transfers
Remote Deposit Capture
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
Offers and Loyalty
14

15. Cash Management
ACH / Wires
Corporate Banking
Approvals and Releases
Payment & Transfer
Scheduling
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
15

16. Desired Target State
Integrated Omnichannel Experience
Consistent Omni-Channel User experience
 Create and deploy beautiful engaging UI’s consistently
across Mobile, Tablet, Online
Open Standards based future proof platform
 Develop new & extend existing capabilities faster for
revenue generation
 Manage upgrade costs more efficiently
Integration with complementary SAP
technologies
 Leverage value-add technologies like SAP RTOM,
HANA, SAP Analytics for differentiated market
presence
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
16

17. Target state of a layered architecture
Business
Functionality
Collaboratio
n/
Process
Mgmt
Front end /
Omni channel
As starting point to define an omnichannel adoption roadmap
Channel Clients
Manages customer interaction
Offers input sequence and validation
Omni Channel
Foundation
Focuses on capabilities for customer interaction
Business Process Mgmt
Offers cross channel capabilities
Supports cross channel processes
Process Object Layer
Handles work in progress
Provides services ready for channel consumption
Ensures transaction integrity; enables automization
Areas of Responsibility
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
Offers elemantory services
Acts channel agnostic
Includes reference data & product systems
17

18. Desired Target State
High Level Reference Architecture
User Interface
UI Libraries
Customer/Employees UIs (SDK)
Inspect
View
Act
Provided by Partners
Customers
SAP
Applications provided by
• SAP
• Partners
• Customers
People Centric Shared Services
Business Services, e.g.
Sales
Payments
Account Info
Product Content
Wallet
Funds Movement
Business
Services consumed
by Partners
Customers
Consistent Usage of
• Business Services
• Foundation Services
Foundation Services, e.g.
Security
Logging
Lifecycle Mgmt
POL providing Business Services
Customer Systems
SAP Applications
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
POL Libraries
Provided by Partners
Customers
SAP
Open to
• Integrate with other technologies
• Adopt innovations
• Support customer individual
roadmap
18

19. Omnichannel Platform:
Key Elements For Commercial & Retail Banking, Mobile Commerce
Applications/Apps provided by Partners, Customers, SAP
Containing UIs and Business Services based on SMP and POL
SAP Mobile Platform (SMP)
UI Libraries
Customer/Employees UIs (SDK)
View
Inspect
Act
Provided by Partners
Customers
SAP
Existing Examples:
Business
Services
Account Information
Funds Movement
Mobile Wallet
Foundation
Services
Mobile Payments
•
•
Business
Services consumed
•
by Partners
Customers
•
POL Libraries
•
Bank Communication
Personal Finance
Customer Service
POL providing Business Services
Customer Systems
•
Provided by Partners
Customers
SAP
Clear separation between
Presentation and Business
Logic.
UI Development Kit (SDK)
provided by SAP Mobile
Platform for Native, Hybrid
and HTLM5 UIs
Business Services provided
by SMP based on Process
Builder (POL)
SMP supports seamless B2E
& B2C processes
Productized mobile and
internet applications
provided by Partners,
Customers and SAP.
Apps based on SAP Omnichannel platform with SMP
and POL
SAP Applications
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
19

20. Channel
Interaction
Technical Architecture Overview
Channel Source
Users
Corporate
Systems
Business
Network
Services
UI Libraries
Provided by
Partners
Customers
SAP
Business Services
consumed by
Partners
Customers
POL Libraries
Provided by
Partners
Customers
SAP
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
20

21. Partner : Maihiro – Mobile Consumer Loan Origination
•
•

maihiro specializes in CRM
and Business Analytics

100+ employees

It enables customers to get
a loan at the point of sale
and directly pay using the
disbursed loan amount.
Hq: Germany

The maiConsumerLoan
application showcases a
mobile consumer loan
origination scenario.
200+ clients & 400 CRM
projects
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
21

22. SAP Mobile Platform
An open platform for user-centric apps
Guru Shetti, Sr. Director - Mobile, Corporate Business Development, SAP

23. SAP Mobile Platform
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
23

24. Benefits of a Platform Approach - CIO
Protect the enterprise
CIO view
End user security
Device security
Application Security
Transport Security
 End to end encryption: Device to Platform
 Secure data access to back-end, encryption for data in motion and
at rest





Multi-level authentication (device, platform, source)
Multiple user authentication options
Single sign-on capabilities
Robust tracing and logging capabilities: end-to-end; ability to monitor
Automate as many security measures as possible
MEAP Security
Backend Security
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
24

25. Industry’s first unified mobile application development platform
Apps for: Employees
Partners
Customers
B2E
B2B
B2C
From proprietary to
open-standards and
open-source
Standards-based
approach
Tools, components,
SDKs to speed
development
The right tool for the
right job
Protect the enterprise
OData, MDD and
MBOs for offline
support
Tools for rapid
development
Native
Hybrid
MDD
Mobile Web
SMS
Common auth
framework
Offline with sync
SAP Mobile Platform
App
Services
Platform
Services
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
Linux and
Windows OS
Back-end
Agnostic
Simplified
Admin
Analytics and
Reporting
25

26. SAP Mobile Platform 3.0 – An Open Platform
OSGi Spring
HTTP REST
HTML5
reuse dynamic updates,
versioning, and models to
simplify complexity
standard protocol that
decouples the dependency
on SAP released SDKs
use any web tooling
you want on SMP3
OData
standard model that decouples
backend and frontend developers
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
Cordova
combine SAP’s enterprise
plugins with any other
plugins from 3rd party
26

27. SAP Mobile Platform – Client
Native
SMP Client Core components
LCM
(Resource
provisioning)
Logging/Tracing
Kapsel
Player
Data Access Layer
Security
(Vault/AES 256-bit
Encryption)
Persistence
(OData Doc Cache
handling with delta
support)
Synch Support
Offline DB and
Outbound Queue
Push Notifications
Authentication
(SSO2 ,
Certificates)
Connectivity
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
27

28. Support for all major operating systems*
SAP Windows 8 apps running on SMP
SDK available
REST API only
iOS 6.x
Win8
Android 4.x
BlackBerry 10
*Mobiliser apps continue to support older versions and
feature phones and Agentry apps continue to be supported
on ruggedized devices. Details will be published in the
support matrix on service.sap.com/pam at product release
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
28

29. Mobile Analytics Kit
Mobile Analytics Kit
 Developers have two choices for embedding analytics in their apps:
– Use XML document to automatically configure a chart or dashboard, map the data
series, and pick from out-of-box controls
– Use the library to construct charts from components—allows even greater degree of
customization
 Extra Features (out-of-box controls)
– Drill-down (tap to zoom)
– Semantic Zoom (pinch to zoom; axes automatically drill-down to narrower data series)
Mobile Analytics Kit (MAKit) is a set of charting libraries co-developed with the Business
Objects and SAP UX teams for the development of the ‘Mobile BI’ application release
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
29

30. SAP Mobile Secure
Industry’s First Comprehensive Mobile Security and Management Suite
SAP Mobile Secure
Device
Application
Content
Services
Mobile Security
Enterprise Mobility Management System
On Premise
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
Hybrid
Cloud
30

31. SAP: Only Vendor named a leader in both of Gartner’s
Mobile Magic Quadrants
Magic Quadrant for
Mobile Application Development Platforms
Authors: Ian Finley, Van L. Baker, Ken Parmelee, David Mitchell Smith, Ray Valdes, Gordon Van Huizen
Gartner, 7 August 2013 ID:G00248487
Magic Quadrant for
Mobile Device Management
Authors: Phillip Redman, John Girard, Terrence Cosgrove, Monica Basso
Gartner, 23 May 2013 ID:G00249820
This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document s are available upon request from SAP . Gartner does not endorse any vendor,
product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings. Gartner research publications consist of the opinions of Gartner's research organization and should not
be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
31

32. Demo - Appbuilder
© 2014 SAP AG or an SAP affiliate company. All rights reserved.

33. SAP PartnerEdge for Application
Development
Thorsten Leiduck, VP Platform Ecosystem & eChannels, SAP

34. MONETIZE
Build and monetize your business solutions leveraging
SAP PartnerEdge program for Application Development
Sell
15% rev
share
Set your price
Application-specific runtime licensing
% of application price
Reach out to SAP’s customers
List on SAP Store
Application
integration
Embed technology
into solution
(planned)
Leverage SAP’s GTM services
Offer services
Choose your innovation packs
On premise
INNOVATE
Bundle your application with the technology
SAPStore.com
SAP HANA and
databases
25 development licenses
SAP
Business
One
Enterprise support2)
Mobile
Cloud resources
Business
intelligence
On demand
SAP HANA
Cloud Platform
Enablement
Application reviews
Partner with SAP in a global program
DISCOVER
One global agreement
1)
Your IP
SAP partner status
Partner management
www.sapadpc.com
SAP PartnerEdge for Application Development | Exploration member
Base enablement
Exploration packs
Community support
Developers (community)
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
1) For add-on functionalities; 2) Respectively, SAP Business One support
Low annual
fee
First pack:
€2500
Each additional
pack: €500
(SAP HANA Cloud
Platform: €3500 /
€1500)
FREE
1 year only
FREE
34

35. Six reasons to join
SAP PartnerEdge progam for Application Development
1
One global contract
– all-inclusive, partner owns IP1), custom development included2)
2
Effective enablement
– same structure across all technologies
3
Partner Center (www.SAPadpc.com)
– all information and interaction in one place
4
Packaged apps available in the SAP Store
– access to SAP customer base
5
Selling with application-specific runtime-license
– one-stop-shop for the customer
6
Low fees
– SAP earns when partner sells
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
1) for add-on functionalities; 2) except for modifications of SAP back-end software
35

36. Application Development Partner Center
One gateway to SAP
 Full lifecycle coverage
 Hot topics and news
 Onboarding tools
 Quality-assured enablement assets
 Access to self-service and remote services
 Process wizards
 Community access
www.SAPAppsDevelopmentPartnerCenter.com
www.sapadpc.com/
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
36

37. SAP Store
Expand your market reach
Status: July 2013
 Full self-service via "My Account"
functionality
2,200+
4,500
Solutions on eChannels/
SAP Store from SAP and Partners
 Ability to sell as agent
Online transactions YTD
The
SAP Store
 PayPal option for collection
 Available in 23 countries
 Listing of all partner apps
 Federated search across SAP and
partner apps
 Success sharing
(15% share on transactions closed)
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
32,000
App downloads
(SAP and partner apps)
515,000
Online visits YTD
37

38. Next Steps
Turn business trends and
innovative technologies into
new sales opportunities
Ready to take off?
Visit the partner center
and sign up now!
www.sapadpc.com
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
38

39. Resources
Resources for Partners
Resources for Developers
SAP Application Development Partner Center
SAP Mobile Platform 3.0 Ramp-up (for existing
SAP partners only)
Join SAP PartnerEdge program for Application
SAP Mobile Academy
Development
SAP Store for Mobile Apps
SAP Mobile Developer Forum on SCN
Meet SAP at Mobile world Congress
SAP Mobile Platform 3.0 Boot Camps
(Barcelona February 24-27)
Other upcoming Mobile Workshops and
Events
© 2014 SAP AG or an SAP affiliate company. All rights reserved.
39

40. Questions
Visit www.sapadpc.com to get started