8 Summit Brim Summit 2015 PDF

Billing and Revenue
Innovation Management
Wettbewerbsvorteil durch Echtzeitabrechnung oder
MONETIZING DIGITAL TRANSFORMATION
Holger Ochsenknecht
April 2015
Value creation
DIGITAL TRANSFORMATION
DIGITAL TRANSFORMATION
OF BUSINESS MODELS
DIGITAL CUSTOMER ENGAGEMENT
DIGITAL CONNECTIVITY & DIGITAL PRODUCTS
1990s
2000s
2010s
OPPORTUNITIES TO CHANGE
THE BUSINESS MODEL
10%
11%
13%
15%
Changes to
costs/pricing
New product/
service offerings
Changes to
consumer demand
New market
opportunities
22%
Business
model change
WHAT CEOS THINK IS THE CAUSE OF THE NEXT BIG THING

Source: http://www.pwc.com/gx/en/ceo-survey/2014/assets/pwc-17th-annual-global-ceo-survey-jan-2014.pdf (page 24)
90 TRADITIONAL BUSINESS MODELS
Selling through
RETAILER
MFG has NO Customer

INTIMACY
MFG has NO direct

end-customer
RELATIONSHIP
SELL
Manufacture
Distribute
Use
00 SOCIAL MARKETING
ENGAGE
SELL
Manufacture
Distribute
Use
MARKETING
OPINION BUILDING
INCREASED REACH
MICRO SEGMENTS
10 MONETIZATION OF NEW BUSINESS MODELS
MONETIZE
ENGAGE
SELL
Manufacture
Distribute
Use
NEW REVENUES
Subscriptions
Metered Usage
COMPETITIVE
DIFFERENTIATION
CUSTOMER INTIMACY
SMART COMMERCE
MOVING FROM PRODUCTS TO SERVICES
Connected Services
Manufacture
Distribute
Use
Pay As You Go
Pay Per X (View etc.)
Metered Charging
Micropayments
Subscriptions
Price Plans
Bundles
Personalized Offerings
Freemium
Try Before You Buy
eWallets
Virtual Currencies,
Points & Rewards Systems
Partner Settlement
Revenue Sharing,
Multi-Sided Transactions
Spending Controls &
Alerts, Allowances
Three Drivers for New Monetization Models
Agility
for Subscriptions
& Usage-Based
Business Models
Flexibility
for Multi-sided
Partner Revenue
Sharing
Scalability
for High Volumes
of Billings and
Settlements
FROM PRODUCT TO SERVICE
SELL PRODUCTS
SELL SERVICES
Vendor
Service Provider
Orders
Subscriptions & Metering
Items
kWh,Meter,Liter,Megabyte,Time
Price Table/List
Price Formula
MULTI-SIDED BUSINESS MODELS
Suppliers
Consumers
Service Provider
Content and
App Developers
Advertisers
Service Provider
Service Provider
Small Businesses
Enterprises
SCALE AND VELOCITY
500,000
New customer
accounts per day
100 to 1,000
Transactions per
second 24x7
Commerce
Marketing
Sales
Service
SAP Billing and Revenue Innovation Management (BRIM)
Business Model
Design & Pricing
Simulation
Subscription
Order
Management
Usage Metering &

Transaction Pricing
Billing,
Receivables,
Collections
Partner Revenue
Share
SAP Billing and Revenue Innovation Management

SOLUTION LANDSCAPE
Manage
Subscribers
SAP Sales and

Order
Management
Product catalog
and offer
management
Order capture
Order
distribution
Collect
Usage
Price and
Charge
Bill and
Settle
Manage
Credit and
Collections
Handle
Payments
SAP Convergent
Mediation
by DigitalRoute
SAP Convergent
Charging
SAP Convergent
Invoicing
Online and
offline
mediation
Policy
management
Service pricing
and modeling
Online and
offline rating
Partner
revenue share
calculation
Online account
balance
management
Customer
billing &
invoicing
Partner
payment
statements
Provide
Customer
Care
SAP Customer Financial

Management
Revenue
management
Credit
Management
Payment
handling
Online bill
presentment
Financial
customer care
Collections
management
Dispute
management
SAP ERP
Backend
SAP FI
FI-AR
FI-CO
etc
Technically Part of SAP ERP ECC Platform

SAP Convergent Pricing Simulation
What-if simulations of pricing changes based
on mass historical data
SAP Customer Usage Analytics

Customer analysis
Usage analysis
Financial analysis
SAP HANA Real-Time Data Platform

2015 SAP SE or an SAP affiliate company. All rights reserved.
13
DPD GEOPOST: SIMPLIFYING

FINANCE OPERATIONS FOR PARCEL EXPRESS
OBJECTIVE
Simplify finance and accounting operations
with a single solution landscape
SOLUTION
SAP BRIM for Billing, Revenue
Management and Receivables
BENEFITS
Less revenue leakage, cross-subsidiary
reporting and business transparency
0.5%
45
Revenue increase with

improved data quality
Disparate systems
consolidated into one
We achieved the business transformation

in finance and accounting through a
reshape of our IT landscape by
harmonizing data, reducing applications,
and automating processes.
Lothar Preis, Board Member, DPD GeoPost
Service GmbH
ASCENDI GROUP: TRANSFORMING TOLL COLLECTION

OBJECTIVE
Increased business flexibility as part of
toll modernization project
SOLUTION
SAP BRIM for Electronic Toll Collect
Billing
BENEFITS
High customer satisfaction with great
invoice transparency, lower operating
costs
90%
First-call resolution rate with fast access to
customer account details
Modular Deployment Choices for Rapid Time-to-value

Efficient invoicing &
receivables in
existing CRM and
rating landscape
Product Catalog
Existing Rating
Existing Billing
Add-on pricing and

charging flexibility
SAP Convergent
Charging
Complete end-toend solution
Customer Master
SAP Convergent
Invoicing
Existing Billing
Existing Prepaid
SAP Customer
Financial
Management
SAP ERP
Financials
Payments and
Collections
ERP Financials
SAP Customer
Financial
Management
SAP ERP
Financials
hybris & SAP 360 Customer

SAP Convergent
Mediation
These are just examples of

common deployment
options, others are possible
2015 SAP SE or an SAP affiliate company. All rights reserved.
SAP Convergent
Charging
SAP Convergent
Invoicing
SAP Customer Usage Analytics
16
40%
Up to
Up to
SAP BRIM SOLUTION BENEFITS
25%
27%
74%
Faster Business
Model Innovation
Reduction
in customer
support calls
Lower DSO
Decrease in
operational costs
With greater flexibility for

introducing new commercial offers
With simplified, transparent

invoicing
When accounts receivable tracks

short payments and alerts staff of
recurring issues or those outside a
given tolerance
Of billing and collections as

percentage of revenue with
optimized collections and dispute
handling
Holger Ochsenknecht
Sales Director DACH
Holger.Ochsenknecht@sap.com
+ 49 151 1142 7716
THANK YOU
BUSINESS MODEL DESIGN

ACCELERATE TIME TO MARKET
Business users design subscription

pricing, usage-pricing and bundling
through configuration, not code
Allocate fees and credits to multiple

financial accounts: prepaid, postpaid,
hybrid
Innovate your offers with credit, quota and

entitlement pooling across multiple
enterprise employees, seats or devices
Interlink partner revenue share terms
EXPRESS YOUR BUSINESS MODEL

AND EVOLVE IT RAPIDLY
Cloud Pricing Model

Usage-charge
Lookup event type
Check SLA
Tariff based on Time & Date
If event class is premium
Update usage tracking
The flexibility and speed at which we could

create and modify price plans was second to
none. It is so user friendly that now even
non-technical financial managers are able to
introduce new tariffs.
Charge a flat fee

Otherwise
Charge a calculated fee
Monthly recurring charge
Check historical usage
Calculate corresponding fee
Raphal Bichon
Project Manager, SFR

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Billing and Revenue

DIGITAL CUSTOMER ENGAGEMENT

DIGITAL CONNECTIVITY & DIGITAL PRODUCTS

WHAT CEOS THINK IS THE CAUSE OF THE NEXT BIG THING

90 TRADITIONAL BUSINESS MODELS

MFG has NO Customer

MFG has NO direct

10 MONETIZATION OF NEW BUSINESS MODELS

MOVING FROM PRODUCTS TO SERVICES

Three Drivers for New Monetization Models

FROM PRODUCT TO SERVICE

Subscriptions & Metering

MULTI-SIDED BUSINESS MODELS

SCALE AND VELOCITY

SAP Billing and Revenue Innovation Management (BRIM)

Usage Metering &

SAP Billing and Revenue Innovation Management

SAP Sales and

SAP Customer Financial

Technically Part of SAP ERP ECC Platform

SAP Customer Usage Analytics

SAP HANA Real-Time Data Platform

DPD GEOPOST: SIMPLIFYING

Revenue increase with

We achieved the business transformation

ASCENDI GROUP: TRANSFORMING TOLL COLLECTION

Modular Deployment Choices for Rapid Time-to-value

Add-on pricing and

Complete end-toend solution

hybris & SAP 360 Customer

These are just examples of

SAP BRIM SOLUTION BENEFITS

With greater flexibility for

With simplified, transparent

When accounts receivable tracks

Of billing and collections as

BUSINESS MODEL DESIGN

Business users design subscription

Allocate fees and credits to multiple

Innovate your offers with credit, quota and

Interlink partner revenue share terms

EXPRESS YOUR BUSINESS MODEL

Cloud Pricing Model

The flexibility and speed at which we could

Charge a flat fee

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