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8/8/2019 An Commerzbank AUG 2009
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Andreas NauninHead of SME, SAP Germ any andMem ber of t he Managem ent Board, SAP Germ any
Commerzbank9t h Germ an Tec hno logy &Telec om s Conferenc e
Frank fur t , August 25, 2009
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SAP
K ey FiguresSecond
Quar ter 2009
SAP Investor Relations / Page 2
Operating Margin (%)U.S. GAAP Non-GAAP
Q209Q208 Q209 Q208
+4.4pp
+3.3pp
(+3.5pp*)
27.71)
27.71)
20.7
20.7 24.4
24.425.11)
25.11)
Basic EPS from U.S. GAAP
Q208 Q209
+6%
0.34
0.34
0.36
0.36
SW & SW-Related Serv. Revenue ( bn)U.S. GAAP Non-GAAP
Q209Q208 Q209 Q208
-8%
(-10%*)
Software RevU.S. GAAP
Q208 Q209
-40%
-5%
1.95
1.95 2.11
2.112.06
2.06 1.95
1.95
* at constant currencies
1) includes negative effect of 0.2pp from Q2 2009 restructuring charges of 5 million
898
898
543
543
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Who is SAP?
SAPThe Worlds
LeadingProviderof Business
App l ica t ionSof tware
The w or ld s lead
bus iness appl i ca ~89,000 custom
Broad global rea
balance and a g
Undisputed mar Recognized glob
valuable brand o
St rongest produon an open t ec h
Leading product
with ~15,000 de
First to market w
enterprise SOA
Deepest industry
24 industry solut
SAP Investor Relations / Page 3
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SAPs Eco Syst em
Customer-Focused
Ec o Syst emAlwaysConnected,
A lw ays On
SAP Investor Relations / Page 4
TechnologyPartners
So f twarePartners
ChannelPartners
ServicesPartners
BusinessProcess Expert
Communi ty
SAP DeveloperNe two rk
Trusted and Relevant Par t ner Solut ions and Serv ic es
Comm uni t ies
SA PNetWeaver Fund
C H A N N E L
P A R T N E R
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What are k eycharac te r i s t i csof the business
model?
SAPsbus inessm odel s tead i lyincreas ing
s t reams o f recur r ing ,s t ab le andpro f i tab lerevenue
* Non
T ime
Sof twareSof tware
Consul t ingConsul t ing
Other Other
SupportSupport
Tra in ingTra in ing
Subscr ip t ionSubscr ip t ion
Tota l Revenue*
4.34.3 11.711.7
1998 2008
+11% CAGR
Software
andsoftware-
related
service
revenue
(SSRS)
Profess.
services
and
other
revenue
Operat ing Marg in*
20.9%20.9% 28.2%28.2%
1998 2008
+7.3pp
Net Incom e*
0.50.5 2.22.2
1998 2008
+16% CAGR
SAP Investor Relations 2009
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Industry-Specific Apps
Which m arket doesSAP operate in andhow w i l l it g r ow ?
New
produc tsdr ive t heex pans ion o f
SAPsaddressablemarke t
SAP Investor Relations / Page 6
Storage /
Security / IT
Management
Storage /
Security / IT
Management
OperatingSystem
OperatingSystem
DatabaseDatabase
MiddlewareMiddleware
ApplicationsApplications
Business
Intelligence
Business
Intelligence
User
Productivity /
Desktop
User
Productivity /
Desktop
The enterprise
software stack
* Addressable market, based on software and software
~$32bn
CRM, SCM, ERP, (LE & SME)
2005*
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~30%**~75%*
LARGEENTERPRISES
10-1
small
enter-
prises
medium
enter-
prises
stable
SMAL L ANDENTERP
Product por t fo l io
SAPsSolut ionsOffer ings
By Cust om er Segment
SAP Investor Relations / Page 7
* Market penetration in Germany
** Average share of wallet per customer in Germany
Source: Based on IDCs Mega model, SAP Germany
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Market share
Constant lyIncreasedThe Num ber
o f Acc oun tsWi t h in t heFort une 500
Companies
SAP Investor Relations / Page 8
86%
89%
56%
94%
83%
76%
52%
100%
81%
90%
96% 92%
83%100%
100%
Note: Public Services accounts are not considered in the Global 500 analysis, Source: FortuneMagazine, Global 500 2007; SAP internal analysis
Discrete Industries FinancialServices
Process Industries ConsumerProducts/
Life
Sciences
SerIndu
# companies
A&D
Auto
EC&O
High
Tech
IM&C
Banking
Ins.
Chem.
Mill
Oil&Gas
PM&M.
Cons.
Prod.
LifeSc.
Travel
Utilities
20
40
60
80
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Whom does SAPc ompete agains t?H o w ?
SAP has
compe t i t i veadvantagesversus everyc a t egory o f compe t i t o r s
SAP Investor Relations / Page 9
In-house developm ent &cus tom development
In-house developm ent &cus t om deve lopment
Best o f breed vendors
Best o f breed vendors
Cost
Long-term support and
continuous improvement
Best practices
Integration
One throat to choke
Stability and reliability of
vendor
Customer access
Global standards
Stand-
alone
utility
Development
effort
C
a
Ns
In
R
L
U
e
Sp
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The c urren t s i t uat ion
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How has the economicenv ironment impact edSAP?
2008A year w i t h tw o
faces
SSRS r
H1
+28%+28%
Sof t w are revenue*
+0%
+27%+27%
H1 H2
* year-on-year, Non-GAAP, constant currency; SSRS = Software- and software-related service
SAP started with a very strong H1 2008, with strong org
excellent contribution from SAP Business Objects
Following the acceleration of the financial crisis in mid-S
economic environment deteriorated significantly
SAP's H2 2008 was severely impacted with an H2 SSR
below the H1 level
Customer buying patterns changed
High share of order entry from existing customers in
Reduced average transaction volumes
SAP Investor Relations / Page 11
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How does SAP react tot h is envi ronment ? Whatare the expec ta t ions?
The ec onom icdown tu rn
show s t hes t reng t h of SAPs Bus ine ssModel Again
OECD Com posi t e Jan 1999
NAFTA OECD
Grow ing s t ream o f s t ab le ,rec urr ing revenues in H1 2009
Support revenue increased 20% yoySubscription revenue increased 20% yoy
+ Flex ib le c ost base
Cost containment measures in place
Workforce reduction well on track
= Earn ings prot ec t ion
Bu t :
Operating environment will remain
difficult, but SAP is beginning to have
better visibility into H2 2009
Closure rates still hard to predict
SAP will continue to very carefully manage
its cost base
Customers consider upgrades stronger
Smaller projects with concrete ROI are
preferred
SAP Investor Relations August 2009
Sourc
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Out look
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What are t he topthree t rends in theindust ry?
SAP is a
dr iver o f indust ryt rends
SAP Investor Relations / Page 14
CONSOLIDATION
SAP has been the most active consolidator in an organic fash
M&A activity has increased in recent years and can be expecte
SERVICE-ORIENTED ARCHI TECTURES
Breaking down monolithic code into smaller, standardized, re-
blocks Enterprise Services
Over the last years, SAP has transformed its solution portfolio t
architecture
SAP Business Suite already contains more than 2,200 Enterpris
SOFTWARE ON-DEMAND / SOFTWARE AS A SERVICE (
Solution delivery: Companies do not run the application on premhosted application remotely, sharing elements of the stack with
Licensing: Customers rent the software license rather than bu
licenses
SAP expects a co-existence of both models and is in a unique
hybrid yet integrated landscapes going forward
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Consol idat ion
Innovat ionis a cores t rengt h o f
SAPand SAP w i l lc ont i nue toinvest
SAP Investor Relations / Page 15
SAP NetWeaverINTEGRATION
SAP NetWeaverCOMPOSITION
SRM PLSCMCRM
SAP Business
EcosystemS
olutions
CustomS
olutions
SAP BusinessObjectsANALYTICS
Close in tegrat ion acrossERP, CRM, SCM, SRM, PLM
New upgrade conceptwith enhancement packs
Service-based for crosscompany processes
Indust ry add-onsfor 24 industries
A common and integrated
ana ly t ics p la t fo rm
Business Object s Ex plorerbuilt on In-memory DB
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Services
Innovat ionis a cores t rengt h o f
SAPand SAP w i l lc ont i nue toinvest
SAP Investor Relations / Page 16
SUGEN K PI for SAPFour KPI categories have
on:
Total Cost of OperationBusiness Continuity
Business Process Impr
Protection of Investme
Standard SupportStandard Support
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On-DemandOn-PremiseSof twareOn-Demand
SAP isc o m m i t t e dt o the on-
demandso f twa r espace
SAP Investor Relations 2009
Large Ent erpr ises
On-premise and on
co-exist in custome
On-demand solutioused as integrated
premise core
SAP has the ability
integrated solution competitive differen
SAP offers a growin
solutions for large e
Sm al l and Midsize
SAP Business ByD
demand solution fo
Perpetual license
or subscription
At customer site
Individual
software stack
Flexibility and
differentiation
Security
Subscription
Hosted by vendor
or 3rd party
Shared
software stack
Cost of ownership
Speed of
deployment
Keycharacteristics
Keyadvantages
Service-oriented architecture
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Clear Enterpr is e
SAPs c learent erpr ise -m ore t han
jus t amarke t ingcampa ign
SAP Investor Relations / Page 18
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Clear Enterpr is e
A bes t -runbusinessrequ ires t o
be a c lear enterpr ise
SAP Investor Relations / Page 19
Transparent and Acc ountab le
Cust om er-Cent r ic and Col laborat ive
Lean and Agi le
Eff ic ient Proc esses
CLEARENTERPRISE
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SAPA sum m ary
Market leader in the businessapplications industry
Rare combination of defensivecharacteristics and significantgrowth potential
Using product innovation andtargeted acquisitions to leverage
competitive advantages Advantages against every category
of competitors
Strong focus on earningsprotection
SAP continuously invests ininnovations
SAP Investor Relations August 2009
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Q& A
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