Should you pivot to the enterprise?

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Should you pivot to the enterprise?Yariv Zur, Director Solution Management & SAP Mentor, SAP Labs Israel / @vlvlJune 2014

2© 2014 SAP AG or an SAP affiliate company. All rights reserved.

Enterprise customers are not easy for a small, agile, startup.

http://gigaom.com/2013/09/01/last-week-on-research-smart-homes-and-the-internet-of-things/


We would like to convince you of the value of trying…



74% of the world’s transaction revenue touches an SAP system.


SAP touches

$16 trillion of consumer purchases around the world.


SAP customers represent

86% of Global Fortune500 companies.


Our customers produce

77% of the world’s beauty and fragrance products.


Our customers distribute

more than 78% of the world’s food.


SAP provides solutions to

58% of United Nations member governments to help improve citizen services.


Our customers

distribute more than 76% of the world’s healthcare products.


Our customers produce more than

82% of the world’s medical devices.

© 2014 SAP AG or an SAP affiliate company. All rights reserved. 12Public

Our customers produce

85% of the world’s pet food.


Our customers produce more

than 82% of the coffee and tea we drink each day.



79% of the world’s chocolate.



86% of the world’s athletic footwear.



77% of the world’s beer.


Over 40% of the companies that were at the top of the Fortune 500 in 2000 were no longer there in 2010.

Change

Source: Brian Solis’ Future of Business

http://www.slideshare.net/briansolis/official-slideshare-for-whats-the-future-of-business


The amount of time parents spend with their children continues to go up in the US. Fathers have nearly tripled their time with children since 1965. Mothers’ time with children has also increased, and today’s mothers spend more time with their children than mothers did in the 1960s.

Source: Pew Research Center, 2013

Resources

http://www.pewsocialtrends.org/2013/03/14/modern-parenthood-roles-of-moms-and-dads-converge-as-they-balance-work-and-family/


E-commerce is dominated by business-to-business (B2B) sales - roughly 90% of the value of e-commerce transactions is from B2B and this has been nearly constant over the last ten years.

Source: OECD “Electronic and Mobile Commerce,” 2013 © OECD

Networks

http://dx.doi.org/10.1787/5k437p2gxw6g-en


Business in the cloud is not proven

FA C T

M y t h

The Ariba Business Network connects

companies transacting

in commerce.

1.5M

$0.5T*a new company joins the Ariba Network every 2 minutes. Transaction revenue approximately 2X that of eBay


S• You are faster than

the enterprise vendors

• You have DNA they don’t.

W• Ent. Clients like to

buy from Ent. Vendors.

• Regulations• Scale!

T• Ent. Vendors

copying you.• The one big

customer.

O• Biggest customers

on the planet• Customers are used

to pay for software• The market is in

transition!

© 2013 SAP AG. All rights reserved. 22

Key Takeaways:• Enterprises are tuned to technology trends, their customers expect

that.• Some technology trends are at the very core of the Enterprise Strategy

(e.g. Cloud)• The Enterprise ecosystem can be a huge leverage to scale your

innovation • Targeting your solution to the enterprise requires different attention

(only cool and for free vs. supportable, scalable, *able)• Easier to disrupt from outside (the innovators dilemma)

The Local Angle – All the big enterprises are HERE.



So should you pivot to Enterprise?


Thank You

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

Thank you

Contact information:

Yariv ZurDirector Solution Management, SAP Labs Israel@vlvl / [email protected]

http://twitter.com/vlvl

http://twitter.com/vlvl

mailto:[email protected]

Should you pivot to the enterprise?

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