ONE TEAM ONE DREAM with SAP Business Innovation Platform


Happy New Year 2014. I just finished meetings w thousands of my colleagues and partners around the region in lovely Marina Bay Sands as we wrapped up Field Kick Off Meeting (FKOM 2014) for SAP APJ. I must say the excitement that I experienced this year is higher than ever before and this is my 9th FKOM.  It also featured for the first time a very targeted and impactful enablement to get ready to execute in 2014.  Its indeed a new dawn.

Jan 2014 027.JPG

New Dawn to 2014 from my room in Marina Bay Sands, Jan 13, 2014


Clear strategy coupled w focus and targeted enablement were key highlights of the FKOM this year.  Bill, Jim, Vishal ,Rob, Adaire, Shawn articulated key strategy for SAP this year and  the celebration was quite something on both nights. I was privileged  to present our Business Innovation Platform strategy on Day 2 as part of the FKOM.


Let me summarize my presentation here for you.


World is changing Rapidly around us, Just look at the macroeconomic shifts in Asia e.g. FX fluctuations, wage inflation, 40% GDP moving to asia, but accompanied by a slowdown in economic growth in India & China. All of this accompanied by a concern around tightening of credit in markets like China and inflation concerns in India.  World has increasingly become interdependent e.g. Australia resources sector and the China construction industry are interlinked. Huge amounts of Inflation concerns, increased regulatory environment becoming a norm.  Each day Companies are faced w new regulations.  CFOs have ‘No Easy Day’ in this environment.


This is coupled with a with a DIGITAL TRANSITION

  1. There are now more mobile phones than people. A business can now exponentially expand its reach in a flash.
  2. More than 1 billion people are engaged in social networks, with the power to instantly make or break brands.
  1. There are already 15 billion devices connected to the internet. By 2020 this will reach 50 billion - from cars, to washing machines, to the clothes we wear.
  2. All of this mobile and social connectivity is generating a huge amount of data. More data has been created in the last five years than in the entire history of mankind. Unlocking the secrets inside this data presents breakthrough opportunities for businesses (At least 200 Terabytes of stored data per company with more than a 1000 employees)


Customers have a huge business opportunity, but the ocean of information is becoming an increasing challenge to manage.

SAP is a strategic enabler of today’s global economy, SAP is uniquely positioned to deliver on Business Innovation via the SAP Platform. We have the Business Innovation Platform, which is (1) enabling modern applications, (2) Delivers Real Time Insight & (3) Empowers consumers



Introducing The Business Innovation Platform – Principles & Key Drivers





3 Key principles for Business Innovation Platform:


  1. 1. Enabling Modern Applications:

Revitalize - Recharge your applications to meet new demands from the business

Transform - Enable new business models & revenue streams

Deploy – Accelerate time-to-value with lowest TCO


  1. 2. Real Time Insights

Financial Excellence – The foundation of your reporting, enabling the CFO and providing a rock solid financial foundation for a “best run” company

Critical Moments – Empowering EVERY decision maker with insights at the critical moment in time

Predict & Act – Move from historical “rear-view” analysis to a platform that can predict to enable real-time decision making…


  1. 3. Empowering Consumers

BYOD->CYOD - “The best of both worlds”, consumer choice but with minimal IT risk

Agility – Respond to the consumer expectation that they can access information anytime, anywhere on any device – a consumer can be a customer, partner or employee….ANYONE!

Consumer Experience – Redefine consumer engagement to create new interaction and business models



Let us examine each of these in some level of details:



Enabling Modern Applications


Revitalize – this is all about modernizing your SAP applications or starting from fresh with a new innovative apps platform

-          Re-invent your business with SoH – focus on value creation for your customers-customer

-          Removing unnecessary barriers through operational analytics to become a real-time business

-          Single unified platform for SAP and non-SAP apps including edge and custom built solutions (e.g. NW BPM, HANA Agile Apps etc)

Transform – take advantage of “big data” into existing and new business applications to offer new business solutions and customer services

-          Ingest new sources of data (M2M/mobile/sensor/social etc) into your enterprise to create new business opportunity

-          New SAP Big Data applications for customer engagement intelligence, fraud etc

-          A platform to acquire (any source), accelerate (fast access to enable timely decisions) and analyze (understand it) massive amounts of new information but also govern the information effectively

Deploy – deliver business functionality as quickly and as cost effectively as possible, your choice, on-premise or cloud!

-          Enable the most cost effective deployment model, for example, moving to an operational expense model vs. capital expense

-          Virtualization to reduce cost and risk of deployment

-          Hybrid deployment model (on-prem+cloud) integration

-          Optimized IT tooling to enable fast, low risk, simplified landscapes



Real Time Insights


Financial Excellence:

Achieve Financial Excellence with end-to-end Finance Process. In the face of sustained market volatility, increasing regulatory compliance and growing pressure on margins, finance organizations must put in place best practices that enable them to excel.

Outperform Financial Objectives

Ÿ  Outperform corporate financial objectives and create sustainable value

Accelerate Financial and Regulatory Reporting

Ÿ  Provide timely and accurate financial and regulatory reporting

Manage Treasury and Financial Risk

Ÿ  Seize and fund business opportunities as they arise, while avoiding financial risks

Deliver Superior Service While Reducing Costs

Ÿ  Improve finance efficiency and deliver superior service at reduced cost

Manage Enterprise Risk and Compliance


‘Financial Excellence’ Driven companies:

Best-run Finance companies  are able to close books in < 7 days as oppose to average 20 days

Best-run Finance companies  are  have 0.4pc finance cost as percent of revenue as oppose to average 2pc finance cost as percent of revenue.

Finance Transformation SAP Run SAP Video:

HP Story:

UnderArmour Video:


Critical Moments of Engagement:


Real time insights is all about getting information contextualized and in the hands of decision makers fast enough to influence outcomes during  those critical moments of engagements.

Nobody likes ‘flying blind’ – having to make decisions on the basis of a partial view where the implications are significant. For senior executives, their management decisions carry fiduciary responsibility and can change company performance and stock prices; but there are many  employees each making dozens of decisions every day and these also critically move their organization.

Best run analytics companies have been measured by McKinsey to consistently deliver 6+% higher profitability than their peers – breaking that down, that means over the course of a decade companies which effectively compete on analytics deliver twice the profit than the rest of the field.

Improving  response time for critical moment of engagement for MISC converting unstructured content into insight

In the case of Asian Paints, it was by building insights into customer segment purchasing intent by analyzing social media engagement (a ‘Big Data’ solution) and adding it to the stock level trends that Asian Paints’ mobile sales force shared with their retail distributors as they made sales calls.

Improving productivity by 2 hour /day for every consultant at large professional services company in India by deploying Enterprise BI


Predict & Act: (eg Predictive) is looking at sensing what customers’ needs would be and responding to their needs and preferences in a way that create differentiated outcome. Stop looking at looking at ‘Rear View mirror’.   Focus on leveraging guided predictive w built-in predictive embedded with in the business process.


Agile Predictive Analytics that reduces the Predictive Analytics Modeling and Deployment process from 7-8 weeks to 1-2 weeks by leveraging pre-build predictive models. By predicting the likelihood of customer churn and operationalizing treatment programs to avoid the churn; by calculating profitability at an individual customer level and implementing lower cost-to-serve channels for marginally profitable customers; by modeling predictive asset maintenance and servicing supply chain assets before they cause downtime; by optimizing SKU assortments in retail to reduce end-of-season discounting.

SAP’s approach is to take what until now has been a cottage industry – data scientists slowly building an analytical model and training it against the data to improve its prediction accuracy, with manual adjustments over time – and industrialize it so analytics insights can be produced at scale. Most companies have yet to really leverage analytics applications that have already been productized through early adopters. SAP’s approach is threefold – low touch analytics for the productized analytics applications (SAP InfiniteInsights aka KXEN, which has pre-built models and therefore accelerates the deployment and management scale of analytics teams), high touch analytics for the models that still need bespoke build (where a data scientist can do that in R open source modeling language and integrate to SAP), and no touch analytics (fully automated analytical processes).


To give you an idea, one of the biggest challenges faced by most heads of data science in organizations is access to skilled people, because an experienced data scientist carries an eclectic skillset of deep statistics, plus coding and data integration, plus business acumen. The low touch analytics model – improves the output of a single data scientist from 10-15 models per year to 1,500 per year: you can build a model in SAP to develop analytical insights almost as fast as you can ask the business question that requires the insights.


We can now build more targeted offers. We offer In-database Modeling & Scoring capability for Teradata, Oracle, DB2, Netezza, SQL Server & Sybase IQ helps customer leverage existing investments in their Enterprise Data Warehouses. Our offering is Complementary to customer investments in SAS and SPSS in terms of people and technology


Customers like Bangalink Identified 55% of future churners within 5% of all subscribers and another Telco customer like XL could cut Churn on Prepaid Subs by 15% $750K return per month


Let us also examine a story of Disbank, headquartered in Istanbul, Disbank (acquired by Fortis) is one of the leading financial institutions in Turkey, operating an advanced distribution network with 162 branches, 254 ATMs, 94 kiosks, 65,000 POS’s, 6 Web portals, Internet banking, and a call center.



·         Fierce competition in the credit card business forced banks to grow their customer bases and target lower value segments, but the cost of fraud grew with an increasing number of issued cards.

·         The manual process in place only allowed the bank to review at most 13% of new credit card applications.

·         The bank needed solid analytical and prioritization skills in order to reduce the number of fraudulent applications.


With help of SAP Infinite Insight (KXEN)  they achieved 200% Reduction in Credit Card Fraud Saves $25,000 a Day In just one day, we identified 92% of fraud cases with a high degree of reliability.”



Disbank partnered with KXEN to aggressively grow their customer base, while reducing fraud rates.

·         In less than 15 days, the bank proceeded to implement a system which created fraud models on a Windows desktop and scored all the individual applications.

·         The resulting reports include a fraud score for all individual applications and are forwarded to 13 fraud agents.



·         Each credit card transaction is scored individually in real time; in just one day the Credit Card Security Team was able to identify 92% of fraud cases.

·         Increased the number of identified fraudulent applications by 200%, from 7 to 21 per day.

·         Savings of $25,000 per day, which returned more than the entire software investment in the first week.

·         Reduced the number of alerts from 300,000 to around 30,000 per quarter by fine-tuning known fraud rules and discovering unknown patterns.




Overall I would recommend that you get arm around your Analytics strategy:


  1. What’s their analytics strategy? What are the priority business problems they are looking to solve with analytics / Big Data capability?
  2. How are they currently leveraging analytics and how do they operationalize the insights that come from their data scientists?
  3. If they had real-time insights what real time decisions would they want to make?
  4. What is their strategy to achieve Financial Excellence ?


Empowering Consumers:


SAP has comprehensive Mobile strategy which has “SAP” Mobile Platform– Mobile Secure (Afaria, Mocana, SAP Box), Apps (Syclo, EAM/EFS), Platform (Enterprise development platform).



-          The industry is moving from BYOD to CYOD, this continues to allow consumer choice but puts back control to IT to minimize business risk given the diversifying mobile devices types

-          SAP is the BEST WW example and is endorse by IT analysts as a leader in deploying mobility to the business:

•       CYOD: More than 40,000 iOS devices, more than 5000 Androids, 15000 Blackberrys!!, Windows 8 expanding

•       SAP SECURED with Afaria

•       SAP Box for content management!

•       Over 65% of SAP Emplyees use smartphones or tablets for work

•       Operational forecasting gone from weekly cadence to Real-time Insights


-          Time to value and agility is best accelerated when the platform has pre-build applications, for example, solutions for Enterprise Asset Management & Field Service (formally Syclo)

-          SAP platform also accelerates the ability to engage with customers in new transformative ways, Asian Paints for example deploys mobile applications that allows a customer to take a picture of any colour they might see and take that picture to any Asian Paints retailer and have the paint made-to-order, this really differentiates the services provided by Asian Paints but is providing additional market research on what paint colours are trending and this has also been integrated into social media and customer (CRM) process!

-          Enterprise mobile agility can fundamentally transform the customer relationship, the entire value chain, and the ecosystem as a whole

-          Finally, SAP provide the BEST integration to partner solutions like OpenText allowing the integration of unstructured documents in the application process

Consumer Experience

-          At the heart of empowering consumers is the “EXPERIENCE”, you have all experienced the power of mobile apps in your personal life, we all have high expectations based on the apps we all use like facebook, linkedin etc, we WANT information access anytime, anywhere in our business with the same ease of use!

-          Lets remember, we talk about a “consumer” we mean anybody or any thing….so it could an employee, customer partner or an automated sensor for example proximity detection on a vending machine or detective a customer as they walk into a shop just like Burberry (use video or use example for industry your supporting)

-          Finally we have renovated the SAP applications to enable a massively improved consumer experience, take Personas for example, provides a simple, drag and drop approach to modify many common SAP GUI screens to make them really easy to use, a solution that has been adopted by companies like Ryoka

-          At SAP, we appreciate the importance of sizzling mobile apps, with our innovation and platform-based solutions, we can build mobile apps with consumer grade UI that is enterprise ready and meets enterprise standards for security, scalability and manageability.

Burberry Story



To Recap SAP is a strategic enabler of today’s global economy, SAP is uniquely positioned to deliver on Business Innovation via the SAP Platform



With ONE TEAM, ONE DREAM, I truly believe that we would be able to provide ONE integrated and simplified platform to customers to modernize applications, deliver real time insight and empower consumers.


All the Best for a Successful 2014.

Counting down to the APJ's biggest Analytics ,Financials & HR event I have been overwhelmed with the interest.For those who don't know what the event is all about here is the key summary.


Its a event organized by SAP Insider  (Sep 3-5 in Singapore, Marina Bay Sands)  and it is essentially a 3 day fee-paying  conference  with best practices focus. It packs in 4 events in one location, BI2013, FIN2013, HR2013 and GRC 2013 (Register  here and it helps customers with:


Ideas to gain maximum value from investment in SAP solutions?

Strategies and best practices to improve financial, BI, and GRC processes and increase visibility across upcoming organization initiatives?

Hear directly from SAP about newly available functionality and future product roadmap

Meet peers, find out what obstacles they’ve overcome, and see how their strategies can save you time and money

100+ comprehensive lectures, workshops, and case studies by leading SAP experts and customers

And finally For SAP, it is a  platform to drive awareness, pipeline, and customer intimacy.


We have various pre-conference activities on 2nd September such as

CFO Summit 2013 - Register here  Venue: Marina Bay Sands Convention Centre

Complimentary summit open only to Finance Leaders

Compact one day agenda

Education, Discussion and Networking Sessions designed to educate and provide a platform for Asia’s CFOs and Finance leaders to discuss business outlook, priorities and approaches to lead and drive performance for their organizations


SAP Analytics Partner Summit   Venue:  30 Pasir Panjang Road, Mapletree Business City Auditorium, Singapore


The SAP Analytics Partner Summit encourages you to explore SAP’s latest Analytics solutions so that you can maximize the value for your customers. Meet the experts in a personal planning session to boost your business in the Analytics arena. This summit is uniquely structured with Executive Symposium on SAP Analytics in first half and in second half 1:1 Business meetings w Key stakeholders on four key tracks : Office of the CFO Strategy, Selling Analytics to your ERP Customers, Core Analytics Reselling, Innovating with the latest technologies.

BI Strategic Advisory Council (SAC) - By Invitation only  (for any interest contact me)   Venue: SAP Office @Mapletree Business City, Singapore 117440, Room 418 


For Select Strategic Customers only.Through the BI SAC we will be requesting your feedback around our product direction and strategy.This is an ongoing high-level exchange where you will have direct access to SAP Executive Leadership as well as Solution and Product Management. You will also have the opportunity to provide valuable input on our current BI solutions. Customer requirements are as follows:

Active participation in two conference calls each year

Attendance at two in-person meetings annually, usually scheduled in Q3 and Q1

Sign a standard Feedback Agreement

Direct  Engagement and relationship with SAP leadership

Customers joining the BI SAC will also be offered a unique opportunity to engage more closely with SAP Executive leadership and SAP product experts in a direct and personalized relationship to monitor success and ensure high satisfaction

Provide input Customers engaged in this exclusive program will be asked to participate in a customer experience survey to help us identify immediate and ongoing improvement areas.  This survey will be conducted by a third-party firm                         

During Conference we have over 100+ Sessions including 20+ customer led sessions, Ask-the-Experts, SAP Labs, SAP Booths demos & micro-sessions, AR/ PR program,  20 different Partners at Exhibition Hall and for our strategic customer a special VIP Program




8-29-2013 10-52-24 PM.png


VIP Program


Meet-our-Customer: Pre-scheduled 1-to-few slots with prime customers speakers

Customized 1-on-1 Meetings with SAP executives

Catered to customers’ interests and business requirements

May include demos and best practice discussions

Format: 45 mins duration, starts and wrap up at the VIP meeting room

Depending on customers requirements there might be additional meetings setup

Executives & Experts include: Adam Binnie, Ivo Bauermann, Martin Naraschewski, Kevin McCollom, Michael Lortz, Timo Elliott, Anthony McMahon, Kurt Bilafer, Rajesh Musaliyath , Charles Gadalla, Faisal Haneef, Blair Wheadon, Nic Smith +++

Site Visits/Tours: Innovation Center / SAP Shared Services Center on Day 3

Priority Access: Front-line seating, registration, access to execs and experts


SAP Analytics Solutions Labs:


Meet 1:1 with Analytics solution experts - share the business challenges you are facing, discuss current “best practices” and review solution features and functionality,


8-29-2013 10-44-39 PM.png


HANDS-ON SELF-PACED EXERCISES:  Explore selected SAP solutions (as shown in below picture)  with hands-on exercises. Use our laptop and our easy-to-use exercises to learn more about the look, feel and function of these solutions at your own pace


8-29-2013 10-49-22 PM.png



Finally we have planned an active Social Media Program  pre and post events- check out the Analytics Get Social Guide here at  There are prices for most-active social media participation each day...


If you are joining the conference in person looking forward to host you in lovely Singapore.

If you are not able to make it follow us on #SAPInsiderAPJ @SAPAnalyticsAPJ @AsiaRunBetter


I look forward to interacting with all of you.

We have line up of exciting events coming up for SAP BusinessObjects. Below is selection of the events that we have confirmed and scheduled There are more events that we would add to below. We  hope to see you.


SAP Inside Track 2013 – Melbourne March 24 2013

The eighth Australian SAP Inside Track (formerly known as SDN Community Day) is a not-to-be-missed event for all SAP Community members down-under. We hope to see a lot of new faces as this will be the first time for many years that we have been in Melbourne.

SAP Predictive Analysis Technical Academy – Melbourne - April 4  2013

SAP Predictive Analysis and Data Discovery solutions from SAP are strategic to SAP’s analytics growth strategy for 2013. Your investment in SAP HANA in 2012 places you, as one of SAP’s most strategic and influential partners in APJ, in a unique position to increase the value you’ve already delivered and gain the insights to further your "trusted advisor" status with your customers.



BI 4.0 Elite Enablement – Sydney April 15 – 19  2013 & Singapore April 8 – 12  2013

Following the success of previous hands-on Elite Enablement sessions for SAP products like SAP Business Planning and Consolidation 10.0, we’re hosting an Elite Enablement for the latest release of SAP BusinessObjects business intelligence (BI) 4.0 solutions.


The top BI specialists, developers, and solution and product managers are gathering to host the top talent from our valued BI customers and partners at a hands-on enablement session. This exclusive session covers a wide range of topics and offers different tracks for customers and partners – for both SAP and non-SAP application back-ends.
In short, you don’t have to run SAP NetWeaver Business Warehouse (BW) or SAP ERP to attend.
• Get hands-on with SAP BusinessObjects BI 4.0 solutions and experience real-life project implementation scenarios
• Meet some of the best BI experts from SAP as well our customers and partners

This is an advanced class that dives deep into configuration, troubleshooting, best practices, and tips and tricks, with the goal to get your SAP BusinessObjects BI 4.0 project live as smoothly as possible.


Mastering BI – Melbourne August 5 – 7  2013

Bringing together both SAP and SAP BusinessObjects Communities. Mastering Business Analytics is specially designed to enhance decision making and organisational performance. A vibrant and thriving community where BI reporting and analytics people have important conversations, form lasting relationships and pinpoint new and different ways to use SAP BI and SAP BusinessObjects BI tools to get business results.


SAP Insider BI2013 – Singapore September 2 – 5  2013

Don't miss BI 2013, one of the most important event of the year for professionals that use and support SAP solutions for reporting, business intelligence, and data management. The schedule includes in-depth sessions, networking events, and demos showcasing the latest updates and best practices for SAP business intelligence solutions.

Atul Patel

2013 APJ FKOM Singpaore

Posted by Atul Patel Jan 25, 2013

Happy New Year 2013. The new year has started with huge event earlier this month at lovely Marina Bay Sands Convention Center in Singapore. This was my 8th FKOM in SAP and I have no doubt to say this was the most intense FKOM that I have been to. Huge amount of excitement around SAP's innovation and for once it seemed like entire world has come to APJ. Certainly we had more than fair of our Global Executives & Partners visiting APJ to share the growth and success story of SAP APJ and in particular Analytics. With the audience over 3200 folks including 540+ partner attendees it was indeed a big task to ensure that I network with as many folks as could. 


With pre-FKOM Analytics Power Messaging Workshop to post-FKOM Analytics Day we had non-stop action for 7 days and nights...  It was a great celebration and kick-off in a syle for year 2013.


Wishing every one a success in the  year of black Snake which is beginning very shortly. As year of Snake is meant for steady progress and attention to detail. One would need to focus and discipline will be necessary for you to achieve what you set out to create.  I am certainly ready to excel in the year of black Snake.  You can follow me @Atul_SAP, @SAPAnalyticsAPJ, on Twitter and join the converation in the year of black Snake around #SAPAPJ


Gong Xi Fa Cai