HfS Blueprint Report. SAP Services. September 2014

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1 Architects of Global Business HfS Blueprint Report SAP Services September 2014 Dr. Thomas Mendel, Ph.D. Senior Vice President, Global IT Services HfS Research

2 Table of Contents Topic Page Executive Summary 3 Research Methodology 7 Service Provider Capabilities & Key Results 12 Service Provider Profiles & Detailed Results 21 About the Author HfS Research Ltd. Proprietary Page 2

3 Executive Summary

4 Introduction to the HfS Blueprint Report: SAP Services The SAP Services HfS Blueprint Report is the first annual update to cover high-profile IT markets in the series of upcoming Blueprints by HfS. Unlike other quadrants and matrices, the HfS Blueprint identifies relevant differentials between service providers across a number of facets under two main categories: Innovation Execution HfS Blueprint Report ratings are dependent on a broad range of stakeholders with specific weightings based on 1,355 crowd-sourced responses. Stakeholders include: SAP Enterprise Buyers SAP Service Providers SAP Industry Influencers (sourcing advisors) HfS Analysts 2014 HfS Research Ltd. Proprietary Page 4

5 What Has Changed in SAP Services for ? The Market View One global SAP system, SAP consolidation & SAP upgrades. Many clients told HfS in 2013 that they are investing in the traditional way of trying to contain SAP costs through consolidation. This trend is becoming a wave in 2014, with three of the top five investment areas falling into the overall consolidation space. This approach is prudent because many of the Cloud-based SAP options are still in their infancy in Rapid SAP deployment. Believe it or not, there are still enterprises out there which are deploying SAP software for the first time. The ones that do, expect to learn from experience, since they are the late majority. Rapid deployment solutions can help big time. SAP in the Cloud. Although still confusing for many, clients by far and large appreciate the stronger focus that SAP is putting on the Cloud. After all, it s the future, isn t it? HfS expects the Cloud topic to accelerate again by HANA is already mainstream. In mindshare at least, if not in actual implementations yet. SAP is putting a lot of pressure on Oracle and clients are following suit. However, many enterprises are considering stepping stones like MaxDB on the voyage to HANA. The general feeling is that HANA is the way to go, but SAP needs to reduce the HANA price point. HfS believes that this will happen in early 2015, which will result in a big HANA implementation wave shortly after HfS Research Ltd. Proprietary Page 5

6 What Has Changed in SAP Services for ? The Service Provider View A market with a very long tail. The SAP Services market has more than 5,000 active competitors. It is a very dynamic market with many different facets. The total market in 2014 will be around $50 billion, roughly ten times SAP s software revenue. Apart from the full range service providers, the landscape is compiled of companies specializing in one or more of the five market segments, like strategy consulting, or hosting. With such a diverse and dynamic environment, it is no surprise that the service provider landscape is constantly changing. To even stay within the top 20 year after year is a major achievement for most. The top three service providers are turning into the Big Three. The gap between the top three service providers and the rest of the market is widening. While Accenture continues to lead, SAP has managed to move past IBM in Accenture and IBM have the most extensive, yet balances set of capabilities, while clients increasingly value SAP having skin in the game when implementing and servicing new software capabilities. A lot of movement in the top 20. Six service providers entered the top 20 in our 2014 evaluation. They are a mix of highly specialized (EY, Realtech, Virtusa) and full service companies (Fujitsu, FIT, Dell) which shows the highly dynamic nature of the SAP Servicesmarket. Established service providers in danger of disappearing from the evaluation. On the flipside, standing still means going down. There are a number of well-known service providers (e.g. T- Systems, LH Systems, Tieto) trying to keep the status quo, which resulted in dropping of the top 20. Others, like the Scheer Group, suffered from clientconfusion caused by a reverse acquisition HfS Research Ltd. Proprietary Page 6

7 Research Methodology

8 Research Methodology Data Summary More than 850 data points were collected. Data was collected in Q1 and Q2 of 2014, covering 740 buyers, providers, and advisors/influencers of SAP Services. 31 providers of SAP Services were evaluated. This Report Is Based On: Tales from the Trenches: Interviews with buyers who have evaluated service providers and experienced their services. Some were supplied by service providers, but many were collected through interviews conducted with HfS Executive Council members and participants in our extensive market research. Sell-Side Executive Briefings: Structured discussions with service providers were intended to collect the data necessary to evaluate their innovation, execution, market share, and deal counts. HfS IT Budget &Trends Survey: Purchasing plans and buying decisions of buyers, providers, and influencers of SAP Services. HfS State of Outsourcing Survey: The industry s largest quantitative survey, conducted with the support of KPMG, covering the views, intentions, and dynamics of 1,355 buyers, providers, and influencers of outsourcing. Publicly Available Information: Financial data, website information, presentations given by senior executives, and other marketing collateral HfS Research Ltd. Proprietary Page 8

9 HfS Blueprint Scoring Percentage Breakdown INNOVATION 50% 1 Strength of vision & strategy 20% How well is the strategy articulated and is it in sync with where HfS believes the market is headed? 2 Co-innovation (SAP, partner ecosystem & clients) 20% How well does the vendor manage the process of co-innovation? 3 Processes & tools 10% How mature are the vendor's innovation and management processes? 4 SAP solution category innovation 25% Is the investment in innovation in sync with the overall strategy? Business applications Database and technology solutions (incl. HANA) Analytics & Business Intelligence Cloud solutions Mobile solutions 5 Competitive differentiation & USP 25% Does the vendor have a clearly articulated value proposition? EXECUTION 50% 1 Market share & growth of the SAP practice 20% How big is the market share and how fast is the vendor growing? 2 Global, vertical coverage & industry solutions 15% How well is the vendor positioned in all geographies, verticals and industries? 3 Value chain of services capabilities 25% How many areas of the SAP value chain does the vendor cover and to what extend? SAP strategy consulting & business process design SAP solution implementation SAP operational management support SAP hosting SAP upgrades, migrations & consolidation 4 Customer satisfaction & mindshare 20% How satisfied are the clients with the vendor? 5 Price versus value 20% How do clients rate the overall value delivered by the vendor? TOTAL 100% % 2014 HfS Research Ltd. Proprietary Page 9

10 Definition of SAP Services Innovation: SAP Solution Categories HISTORICAL BIG DATA CONSUMERIZATION PERFORMANCE FUTURE Business applications Analytics and business intelligence Mobile solutions Database and technology solutions (incl. HANA) Cloud solutions Execution: SAP Services Value Chain PLAN IMPLEMENT MANAGE OUTSOURCE OPTIMIZE SAP strategy consulting and business process design SAP solution implementation SAP operational management support SAP hosting SAP upgrades, migrations and consolidation HfS Value Chain Definition: Value chain refers to the series of departments that carry out value-creating activities to design, produce, market, deliver, and support a company s product or service. In this usage, we refer to the range of primary processes and support services that providers offer to their clients HfS Research Ltd. Proprietary Page 10

11 Winners Circle and High Performers Methodology To distinguish service providers that have gone above and beyond within a particular line of delivery, HfS awards outstanding providers with a Winner s Circle or High Performer designation. Below is a brief description of the characteristics of each designation: Winner's Circle. Organizations that demonstrate excellence in both execution and innovation. From an execution perspective, Winner s Circle service providers have developed strong relationships with clients, execute services beyond simply hitting green lights, and are highly flexible when meeting clients needs. From an innovation perspective, Winner s Circle service providers have a strong vision, concrete plans to invest in future capabilities, a healthy cross-section of vertical capabilities, and a demonstrated ability to leverage external drivers to increase value for their clients. High Performers. Organizations that demonstrate strong capabilities in both execution and innovation, but are lacking in an innovative vision or execution against their vision. From an execution perspective, High Performer service providers execute some of the following areas (but not all) with excellence: developing worthwhile relationships with clients, executing their services and hitting all of the green lights, and being very flexible when meeting clients needs. From an innovation perspective, High Performer service providers execute some (but not all) of the following areas with excellence: having a vision and demonstrating plans to invest in future capabilities, having experience in delivering services over multiple vertical capabilities, and illustratinga good ability to leverage external driversto increase value for their clients HfS Research Ltd. Proprietary Page 11

12 Service Provider Capabilities & Key Results

13 HfS Blueprint 2014: SAP Services Winner s Circle INNOVATION High Performers SAP IBM Fujitsu Infosys NTT Data EY Realtech Atos Wipro FIT HP Virtusa Dell Tech Mahindra IGATE Deloitte BearingPoint Cognizant CSC Scheer Group HCL CGI Capgemini LH Systems T-Systems PwC Tieto TCS Xerox Savvis (Ciber) Accenture EXECUTION 2014 HfS Research Ltd. Proprietary Page 13

14 Major Service Provider Dynamics Highlights EXECUTION Accenture: Moving ahead of IBM in Accenture has the largest SAP team and is the market share leader. The company continues to improve its SAP Services with new initiatives like the SAP Business Solutions Group Joint Venture with SAP unique in this market. IBM: A strong number two. Well ahead of the rest of the competition at number two in terms of market share, IBM continues to impress customers with strong integration capabilities of new topics like Cloud and Big data into the SAP story. SAP: Catching-up fast, solidifying the number three spot. SAP is the best partner for complex and innovative projects with very fast escalation capabilities. Focus on innovative engagements creates high value and high impact for the customers. NTT Data: A surprise number four. Long considered a well-kept secret, NTT Data is now becoming much more visible in the market. The company is much more active, and a stronger focus on marketing and positioning is already paying off. INNOVATION SAP: Leads. Unsurprisingly, SAP has the best integration and alignment with SAP s innovation and strategy, as well as the deepest knowledge about rapid deployment solutions. IBM & Accenture: Joint second. Both companies have very deep relationship with SAP for many years. Huge investments in innovation around the SAP ecosystem of solutions is paying off and both are far ahead of the rest of the market. This is also shown by the large number of SAP Pinnacle award wins by both companies. Infosys: Stable number three after successful acquisition. The Loadstone acquisition put Infosys on the map a serious competitor in the SAP Consulting market. After one year, client feedback shows that the integration with the traditional Infosys SAP tem has been highly successful and many SAP Services innovations have been brought to market e.g. for SAP Retail Execution. NTT Data & Fujitsu: The Asian force. Not just in execution, Asia is also becoming more and more important for SAP solution innovation and both NTT Data (M-SAP) as well as Fujitsu (HANA integration) are ahead of the pack HfS Research Ltd. Proprietary Page 14

15 HfS Blueprint 2014: SAP Services Vendor Positioning Changes From 2013 (Top 20) Accenture 1 WC 1 WC SAP 2 WC 3 WC IBM 3 WC 2 WC NTT Data 4 WC 11 HP Infosys 5 WC 5 WC Wipro 6 WC 6 WC Fujitsu 7 WC 22 EY 8 WC New Atos 9 WC 8 WC HP 10 WC 7 HP Tech Mahindra 11 WC 15 HP Deloitte 12 HP 9 HP Capgemini 13 HP 4 WC CGI 14 HP 21 FIT 15 HP New Dell 16 HP New Realtech 17 New CSC HP Cognizant HP Virtusa 20 New 2014 HfS Research Ltd. Proprietary Page 15

16 Unifying and Consolidation are Key Priorities for SAP IT Professionals What is your number one investment area in the SAP space for 2014 (Top 10 Results)? One Global SAP system New 13.5% SAP consolidation # % SAP in the Cloud # % Rapid SAP deployment New 10.2% SAP upgrade # 2 8.3% TCO reduction SAP for mobile Apps # 7 # 5 7.6% 7.4% Business analytics, Big Data and in-memory (HANA) # 4 6.5% SAP for Social Computing # 8 5.5% Global SAP BPaaS New 4.6% 0% 2% 4% 6% 8% 10% 12% 14% 16% # N=527 IT Managers in Enterprises x Changes from 2013 N= HfS Research Ltd. Proprietary Page 16

17 The Future of the SAP Services Market Please rate your ERP strategy IT COST IT VALUE PROCESS BUSINESS MODEL Focus on local automation Initiatives centered around system upgrades and replacements Local IT spending reduction Focus on global IT standardization Initiatives centered around system harmonization and standards rollout Global IT RoI optimization Focus on end-toend process redesign Initiatives centered around IT and business alignment Global business value of IT optimization Focus on revolutionary innovation Initiatives centered around new competitive differentiators Improving global competitiveness 27,6% 5,3% 36,1% 20,5% 13,1% 18,1% 43,8% 27,9% IT Project Business Transformation Initiative # x N=1048 IT and Business Managers in Enterprises Changes by 2020 N= HfS Research Ltd. Proprietary Page 17

18 The Future of the SAP Services Market TCO (Total Cost of Ownership) reduction. Running SAP today is an expensive proposition. The RoI (Return on Investment) is there, but the overall cost is still significant. Clients expect SAP to provide an answer maybe Cloud? One global SAP system. But first, Once over the first the growing necessity for compliance and faster time-to-market reasons will drive companies to consolidate the zoo of existing SAP systems into a global one. This will be achievedby most companies until the end of So, what s next? SAP in the Cloud and HANA. Clients, as well as SAP, know that Cloud and in-memory are the future. That is why long-term, clients want SAP to provide a realistic Cloud road map and a more attractive HANA price point, but not too fast! Moving from business support to business model innovation. We ve always been told that competitive advantage comes from own software development. With the huge penetration of SAP in the enterprise market, this is changing. Companies will increasing use SAP to drive business model transformation to achieve breakthrough competitive advantages which in turn will further increase the SAP share of wallet HfS Research Ltd. Proprietary Page 18

19 The Future of the SAP Services Market Where Service Providers Need To Invest to Stay Ahead of the Game in 2015 The SAP-automation journey. At the 2014 SAPPHIRE (the annual SAP conference), simplification was revealed as the new company mantra. This new strategic focus will accelerate the trends towards consolidation, one global SAP System and TCO reduction. Service providers have to invest in making the SAP spending more transparent, and also making it easier to fulfill the full automation potential SAP has to offer. End-to-end process re-design. As discussed before, the share of wallet of SAP is increasing quickly in many enterprises. One of the major consequences will be the heavy use of SAP for another round of (this time really) more global business process re-design. This is another huge area for potential differentiation for service providers in the SAP Services space HfS Research Ltd. Proprietary Page 19

20 Key Results: HfS Blueprint on SAP Services Innovation Execution Total Revenue ($m)* Market Share* Employees* Top 3 Verticals 1 Accenture 4,45 4,90 4, ,00% Consumer products/retail, oil, utilities 2 SAP 4,70 4,45 4, ,60% Automotive, consumer products, manufacturing 3 IBM 4,45 4,60 4, ,70% Life sciences, consumer products, retail 4 NTT Data 3,90 4,15 4, ,87% Manufacturing, high-tech, financial services 5 Infosys 3,95 3,90 3, ,89% Life sciences, manufacturing, consumer products/retail 6 Wipro 3,60 4,00 3, ,95% Utilities, manufacturing, consumer goods 7 Fujitsu 3,90 3,60 3, ,11% Manufacturing, consumer products, oil 8 EY 3,75 3,60 3, ,50% Financial services, life sciences, utilities 9 Atos 3,50 3,75 3, ,70% Manufacturing, public sector, consumer products/retail 10 HP 3,45 3,75 3, ,40% Manufacturing, consumer products, transportation 11 Tech Mahindra 3,30 3,60 3, ,70% Manufacturing, retail, TIMES 12 Deloitte 3,15 3,25 3, ,30% Consumer products, aerospace and defense, utilities 13 Capgemini 2,80 3,60 3, ,78% Utilities, retail, public sector 14 FIT 3,35 3,05 3, ,29% 700 Automotive, manufacturing, high tech electronics 15 CSC 2,95 3,45 3, ,62% Manufacturing, public sector, aerospace and defense 16 Dell 3,20 3,10 3, ,40% 750 Discrete manufacturing, process manufacturing, financial services 17 Realtech 3,40 2,70 3, ,08% 210 Manufacturing, financial services, IT services 18 CGI 2,80 3,30 3, ,50% Utilities, public sector, financial services 19 Cognizant 3,05 3,00 3, ,20% Manufacturing, utilities, retail 20 Virtusa 3,25 2,70 2, ,14% 600 Financial services, insurance 21 T-Systems 2,65 3,25 2, ,40% Automotive, telecommunications, public sector 22 BearingPoint 3,10 2,65 2, ,50% Public sector, financial services, professional services 23 IGATE 3,15 2,55 2, ,30% Consumer products, high tech, chemicals 24 PwC 2,40 3,20 2, ,56% Utilities, professional services, chemical 25 HCL 2,75 2,80 2, ,25% Oil, utilities, aerospace and defense 26 LH Systems 2,70 2,70 2, ,41% 720 Travel, transportation, logistics 27 Scheer Group 2,75 2,50 2, ,35% 500 Manufacturing, process industries, public sector 28 TCS 2,20 2,95 2, ,33% Utilities, retail, automotive 29 Tieto 2,25 2,65 2, ,22% Retail, manufacturing, forest 30 Xerox 1,80 2,40 2, ,36% Financial services, healthcare, public sector 31 Savvis (Ciber) 1,85 2,30 2, ,55% Retail, high tech, manufacturing * HfS Estimates Y HfS Research Ltd. Proprietary Page 20

21 Service Provider Profiles & Detailed Results

22 Accenture WINNER S CIRCLE Market Share: % Overall Score: 4.68 Innovation Score: 4.45 Strong overall vision for the SAP Services space. The new co-innovation SAP business group promises continued future leadership in the SAP Services innovation space. Execution Score: 4.90 Market share leader with strong growth. Clients are very happy with the value they receive for their money. Well positioned for continued market leadership. Accenture continues to charge ahead and to innovate with the new co-innovation SAP business group. Key Strengths Overall global market leader for SAP Services, covering the whole SAP lifecycle with significant resources in all key geographies. Accenture has the largest SAP team of all the service providers. Very deep relationship with SAP for more than 30 years. The recently founded Accenture and SAP Business Solutions Group (ASBSG) is unique in the market place and targets a continued leadership in the codevelopment and co-innovation space together with SAP. Accenture is the right partner for clients looking for one stop shopping solutions and the full scope of services and hosting. The company is capable of staffing even the largest SAP projects. Clients report that Accenture is very capable of linking generic SAP topics to industry-specific solutions given its long track record of successful business transformation projects. SAP Services Scale Market Share: % Estimated revenues: $ 5,000 M Consulting: $ 3,800 M Hosting: $ 1,200 M Market share leader with continuing strong growth. SAP Services Coverage # of SAP practitioners: 39,000 Top 3 Verticals: Consumer products/retail, oil, utilities. All regions and relevant countries covered extremely well. All relevant services covered extensively. Breadth and depth second to none. Key Challenges Very large global clients report a very high satisfaction level with Accenture. Some small to midsize clients feel alienated by Accenture s strong commitment to process quality and delivery on agreed goals. This is something, smaller clients are not always used to. North American success, although impressive, is still lagging the European strength. Accenture is aware of this and is showing increased marketing efforts and hiring seasoned SAP specialists in the American theater. Accenture is not a low price service provider. As topics like ERP consolidation mature and become more and more mainstream, competition on price will become more prevalent by mid Customer Satisfaction And Competitive Differentiation Highest level of customer satisfaction. The combination of business and IT capabilities is a huge point of competitive differentiation. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 22

23 Atos WINNER S CIRCLE Moving out of the European-centric cage will enable Atos to remain one of the tier-one SAP service providers. Market Share: 2.70 % Overall Score: 3.63 Innovation Score: 3.50 Atos is leveraging the long-established relationships with SAP to once again position itself a though leader in the SAP ecosystem. Key Strengths Atos has one of the most well rounded SAP Services portfolio across all areas. Atos is capable to provide the full life cycle of SAP Services, starting with consulting and implementation through hosting and upgrades and consolidations. Well in the top ten of SAP teams by size, Atos is no longer as European-centric as it used to be. Atos is strong in processes and invests heavily in the SAP partnership. Atos is also making good progress in becoming an important force in the area of SAP-related services innovation. Key Challenges The size of the SAP team together with the branding and marketing in North America still needs to be improved. Although overall client satisfaction is high, a number of clients complained about the perceived high price for standard services. Atos is very strong in certain industries, but not across the board. Despite the size and revenue of the SAP practice, it is still not able to satisfy all client requests. Execution Score: 3.75 SAP Services Scale SAP Services Coverage Customer Satisfaction And Competitive Differentiation Solid capabilities without major weaknesses. A tried and tested tier-one player. Market Share: 2.70 % Estimated revenues: $ 1,350 M Consulting: $ 1,200 M Hosting: $ 150 M Large global player. # of SAP practitioners: 11,000 Top 3 Verticals: Manufacturing, public sector, consumer products/retail. All areas covered with a well rounded portfolio without particular weaknesses. Focus industries are particularly well covered. High level of customer satisfaction. Atos is heavily focused on certain industries and there, it is by far and large a great choice across the board of SAP Services. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 23

24 EY WINNER S CIRCLE Market Share: 1.50 % Overall Score: 3.68 Innovation Score: 3.75 Not bogged down by legacy. SAP is the largest global alliance partner of EY. The commitment level is high. Execution Score: 3.60 Very lean in business transformation projects. More likely to go for outcome-based results than the competition. The only specialized strategy and business consulting service provider in the top ten of the SAP Services market. Key Strengths EY today is one of the fastest growing advisory firms and can build on its trusted brand in the industry EY is one of the most globally integrated partner-lead consulting firms, combining global strategic thinking with local market knowledge. As EY has ramped up its advisory business and SAP practice over the last few years it had not to deal with legacy and has been able to be more innovative with newer technologies such as SAP HANA, Cloud, providing analytics as a service, whilst being involved in variety of co-innovation projects with SAP EY's strengths in its SAP practice are based on its key areas of performance improvement, finance, compliance, tax, controls and risk management. One of only a few strategy consulting firms with the combination of deep technology and business expertise specific to the SAP market. SAP Services Scale Market Share: 1.50 % Estimated revenues: $ 750 M Consulting: $ 750 M Hosting: $ 0 M Impressive growth trajectory for a focused consulting vendor. SAP Services Coverage # of SAP practitioners: 4,000 Top 3 Verticals: Financial services, life sciences, utilities. Focused on a few key verticals, close the accounting, tax and performance management sweet spot. Key Challenges The downside of not having a legacy to deal with is that EY has to built everything from scratch and has fewer established client relationships. Traditionally, EY are the friends of the CFO. Future growth in the SAP market will rely on EY s capability to further extend their appeal to the CIO, CMO and others. EY today is only covering parts of the market. EY s strategic positioning needs to be updated. The overall size of the practice will become an issue over time. Do they want to stay a niche consulting player with ultimately limited growth potential, or do they want to become a full service player which would also mean expanding into lower-margin business like implementation and hosting? However, EY does have aggressive growth targets for Customer Satisfaction And Competitive Differentiation High level of customer satisfaction. EY is good at leading technology transformation project with a strong link to business outcomes. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 24

25 Fujitsu WINNER S CIRCLE Excellent client feedback propels Fujitsu into the top ten of SAP service providers. Market Share: 1.11 % Overall Score: 3.75 Innovation Score: 3.90 TDS Informationstechnologie AG (now Fujitsu TDS GmbH) as a well known player in the German market place creates a nice bridge between innovation centers in Europe and Asia. Key Strengths Large and diversified global IT company with good capabilities across the SAP Services spectrum. Client satisfaction has improved significantly. This is mostly due to a renewed focus on the SAP space by Fujitsu as a whole. Strong position in many IT departments, thanks to its role as one of the few remaining serious server hardware players. Clients running their private SAP Clouds in particular like the company s long SAP experience, coupled with the fact that they can also get the hardware expertise. Fujitsu is less likely to try to upsell than other competitors, which is greatly appreciated by clients. Key Challenges Client surveys show that Fujitsu is best known in Asia and Europe and less well-known in the Americas. In order to stay competitive long-term, the American position needs to be improved. Despite the renewed focus on SAP, some clients tell us that they still do not perceive Fujitsu as a strong SAP Services player. Consequently, Fujitsu s SAP branding needs to sharpened to allow continued growth. Overall, Fujitsu is a perceived as an IT only player. The SAP strategy consulting story needs to be further developed. Execution Score: 3.60 SAP Services Scale SAP Services Coverage Customer Satisfaction And Competitive Differentiation Renewed focus on the SAP space has revitalized the SAP team. Market Share: 1.11 % Estimated revenues: $ 555 M Consulting: $ 270 M Hosting: $ 285 M Well balanced revenue split. HfS expects accelerated growth rates. # of SAP practitioners: 3,500 Top 3 Verticals: Manufacturing, consumer products, oil. Fujitsu covers most global geographies well, with particular strength in Asia and Europe. Most areas are well covered, strategy consulting capabilities need to be improved. High level of customer satisfaction. The competitive strength lies in its slightly different regional focus, yet broad overall capabilities. Particular strength in the combination of hardware and SAP. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 25

26 HP WINNER S CIRCLE Successful hardware history in the SAP space is still a competitive differentiator for HP. Market Share: 3.40 % Overall Score: 3.60 Innovation Score: 3.45 Good innovation capabilities. Winner of many Pinnacle Awards over the years. Many initiatives based on the HP hardware expertise. Execution Key Strengths Strong global hosting and application management capabilities, highly innovative in the Cloud and big data space. Strong brand awareness as the global market leader for SAP hardware. Like IBM, HP can offer the full lifecycle service for SAP and beyond - for hardware and a growing software portfolio. Market leading SAP management solution within the HP Software portfolio. Highly capable of adopting to global and local client needs. Very customer-focused. Key Challenges Past corporate branding and management issues are having more serious consequences for client satisfaction as expected. Internal coordination within HP one face to the customer is still a long way away. Size and revenue of the SAP practice is well below the top three market leaders. HP is not in the same league as Accenture or IBM in this market. The SAP strategy consulting is an area HP is investing in to broaden its portfolio, in order to improve revenue, customer feedback and mindshare. A number of clients report that HP s SAP solutions are often over-engineered. Potential future issues in the SAP partnership through a growing overlap between HP s SAP management solution and SAP s Solution Manager. Score: 3.75 At the lower end of the top ten. Still strong in most areas but client satisfaction is going down. SAP Services Scale Market Share: 3.40 % Estimated revenues: $ 1,700 M Consulting: $ 1,290 M Hosting: $ 410 M Large player. Good global coverage with more focus on technology than verticals. SAP Services Coverage # of SAP practitioners: 9,250 Top 3 Verticals: Manufacturing, consumer products, transportation. Good coverage of the entire value chain, with particular strength in operational management and implementation consulting, as well as hosting. Customer Satisfaction And Competitive Differentiation Average level of customer satisfaction. Big drop from HP has traditionally been the number one hardware choice for SAP. This remains a huge branding plus. Scale Explanation: 1 (Low) To 5 (High) Innovation 50%, Execution 50% 2014 HfS Research Ltd. Proprietary Page 26

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