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SAP SE (SAP) CEO Christian Klein on Q3 2020 results - profits name Transcript | HP2-E38 VCE exam and Latest Topics

SAP SE (NYSE:SAP) Q3 2020 effects revenue convention name October 26, 2020 9:00 AM ET

company contributors

Stefan Gruber - Head of Investor members of the family

Christian Klein - Chief government Officer

Luka Mucic - Chief financial Officer

Adaire Fox-Martin - govt Board Member, client Success organization

conference name individuals

Adam wood - Morgan Stanley & Co. foreign limited

James Goodman - Barclays Capital

Philipp Winslow - Wells Fargo Securities, LLC

Michael Briest - united statesrestrained

Alex Zukin - RBC Capital Markets

Charles Brennan - credit Suisse Securities (NYSE:us of a) LLC

Stewart Kirk Materne III - Evercore ISI

Mark Moerdler - Bernstein research

Chandramouli Sriraman - MainFirst bank

Julian Serafini - Jefferies

Neil Steer - Redburn partners, LLP

Patrick Walravens - JMP Securities LLC


respectable day and welcome to the SAP Third Quarter 2020 earnings convention call. As a reminder, today's convention is being recorded. at this time, i would like to turn the convention over to Mr. Stefan Gruber, Head of Investor members of the family. Please go ahead.

thanks. good morning or decent afternoon. here's Stefan Gruber. thank you for becoming a member of us to their extended revenue call to discuss their strategy update in addition to their third quarter consequences and the up-to-date tips.

i am joined by way of their CEO, Christian Klein, and their CFO, Luka Mucic, who will make opening remarks on the call nowadays. also joining us for mp;A is the govt Board member, Adaire Fox-Martin, who leads their customer success company.

And as normal, earlier than they get begun, i need to assert a couple of words about forward-looking statements and their use of non-IFRS fiscal measures. Any statements made all through this name that are not historic information are forward-looking statements as defined within the US private Securities Litigation Reform Act of 1995. phrases akin to expect, consider, estimate, predict, forecast, intend, may additionally, plan, challenge, predict, may still, outlook and will and similar expressions as they relate to SAP are meant to identify such forward-looking statements.

SAP undertakes no responsibility to publicly replace or revise any forward-searching statements. All forward-searching statements are field to a variety of risks and uncertainties that could trigger actual results to vary materially from expectations. The components that might have an effect on SAP's future economic outcomes are discussed greater totally in SAP's filings with the USA Securities and exchange commission, the SEC, including SAP's annual record on form 20-F for 2019 filed with the SEC on February 27, 2020. individuals of this name are advised no longer to region undue reliance on these forward-searching statements, which speak most effective as of their dates.

moreover, on the Investor family members site, you could find a slide deck intended to supplement these days’s call accessible for download. The address is For those of you following the webcast, the slides could be shown as they proceed through the prepared remarks.

except otherwise stated, all economic numbers spoke of on this convention call are non-IFRS and boom rates and percentage factor changes are non-IFRS at constant currencies 12 months-over-year year. The non-IFRS monetary measures they deliver should still now not be regarded as a substitute for, or sophisticated to, the measures of economic efficiency in comparison in keeping with IFRS.

And this prolonged revenue call nowadays is being held in lieu of the Capital Markets Day they mentioned final quarter.

With that, i would like to flip things over to their CEO, Christian Klein.

Christian Klein

thanks, Stefan. Welcome. And thanks for becoming a member of. i am hoping every person is smartly and staying safe as COVID an infection prices are lamentably expanding once again in most international locations.

brand new bulletins mark an important milestone for SAP. They have not only published their Q3 outcomes and up to date their 2020 outlook, however extra importantly, they are presenting additional insight into how we're evolving their approach. Their updated method is in line with the fundamental alterations out there introduced on with the aid of the COVID-19 pandemic.

COVID-19 is an inflection point for their shoppers. Many organizations have real considerations to provide, promote and deliver their products in times of nation lockdowns and americans working from home.

for most of their 400,000 valued clientele, resiliency is achieved not simply with the aid of accelerating the move to the cloud, but extra importantly, by using a fundamental alternate in how their business operates end to conclusion. It capacity reworking each technique for the digital world, from the customer dealing with go-to-market characteristic all of the option to supply chain management.

SAP is uniquely positioned to associate with their consumers to make this transformation occur, mixed with the movement to the cloud, which is why we're determined to reinvent how companies run with the aid of co-innovating with their purchasers and partners throughout the broadest cloud answer portfolio out there.

Responding decisively to the necessities of their purchasers in a quick-altering world results in their new financial midterm ambition. but before going there, let's take a short analyze Q3 and the up-to-date 2020 outlook.

In Q3, their resilient business mannequin allowed us to proceed to grow strongly within the cloud and again growing operating profit and margin. apart from the clever Spend enterprise, their SaaS and PaaS cloud revenues were up by using 26%. They proceed to look a extremely speedy growth in classes reminiscent of commerce, S/4, provide chain, Qualtrics and, their foundation, the business know-how platform.

existing cloud backlog is up tremendously by using sixteen% to €6.6 billion. at the equal time, the inability of recovery from COVID-19 is seen in the lessen-than-expected transactional cloud earnings, the cause of their shuttle and rate solution, Concur, which is difficult to promote in times of COVID. Their utility license efficiency is on the same degree in comparison to their exceptional Q2 outcome.

On the final analysis, the advantages of their greatest Run transformation task has persisted to reveal huge center of attention. As mentioned, they yet again improved vastly their working margin and free money movement. additionally, 28,000 customer go-lives over the final nine months demonstrate their capability to deliver remotely in a difficult ambiance.

Q3 also saw many incredible purchasers, together with some aggressive replacement. deals protected Lenovo for S/4HANA, Rabobank for S/4HANA Cloud; Swisscom and Barilla or consumer adventure; HPE and Uniper for the business know-how platform; Elshi [ph] for Ariba; Walgreens Boots Alliance for deliver chain administration; Lululemon for Qualtrics; Schwarz group for business cloud; and Bahrain Airport for SuccessFactors.

For SuccessFactors really, greater than 4,000 customers and around 45% of the Fortune 500 are already working on their core answer worker imperative.

This quarter, they introduced more than 500 S/4HANA shoppers. around forty five% were internet new. Take us to a complete of more than 15,a hundred shoppers, 20% up over closing yr.

In Q3, they additionally introduced a new deployment option for their private cloud service HANA enterprise Cloud. up to now, we've offered deployment in SAP or hyperscalers statistics core.

however there's also demand by valued clientele to desire these features of their personal statistics center, managed through SAP. here is why they have now launched the HANA business Cloud consumer version. And we're very excited that, during this quarter, Lenovo has decided to develop into a global associate for the client edition with their Lenovo TruScale providing. This dietary supplements the global GreenLake partnership with VMware and HP.

ultimately, Interbrand simply issued their 2020 premier world manufacturers file. and i'm very proud that SAP came in at quantity 18 globally, up two spots versus last 12 months, enhancing its manufacturer cost via 12% to more than $28 billion.

Luka will now deliver extra insights into Q3 and their updated 2020 outlook. Luka, over to you.

Luka Mucic

Yeah. Thanks very much, Christian, and welcome additionally from my aspect. They again navigated through a challenging atmosphere in Q3. Amidst COVID headwinds, they greater their operating earnings and operating margin in opposition t a extremely robust prior-yr comparison.

Our cash circulate noticed a great improvement and their salary per share changed into very powerful. Their resilient company mannequin, with a constant year-over-yr boost in additional predictable profits, helped us to climate the storm in these unheard of times.

Now let's go into extra detail on the quarter beginning with the excellent line the place their existing cloud backlog grew by way of sixteen%, reaching €6.6 billion amid persisted COVID-19 outcomes on their cloud enterprise.

Our cloud profits was up 14%, with persevered lower transactional revenues. This negatively impacted their cloud increase rate via 6 percentage features, in particular in Concur.

while their on-premise utility license enterprise persisted to look scrutiny over large initiatives as uncertainty persisted, their performance this quarter became similar to the one in Q2, primarily on account that the very decent Q3 ultimate year.

From a regional viewpoint, Europe had a resilient efficiency this quarter, with robust consequences in Russia and Switzerland. Latin the usa had a miraculous performance, driven basically via Brazil and Mexico. And in APJ, Japan had a superb quarter and Australia and India had been highlights.

In Q3, their cloud and utility salary grew by 2%. For the first nine months, their cloud and application salary become up a fantastic 4% besides the fact that the difficult demand environment didn't further get well as they had hoped.

Our services earnings become down 11%. whereas they proceed to deliver most of their projects very effectively and easily remotely, they do see an affect, in particular, on their practicing enterprise because the reopenings of their world training facilities were delayed.

due to this fact, their complete salary changed into flat yr-over-12 months.

Now moving on to the final analysis, where, in Q3, again, all of their corporations – cloud, on-premise and services – elevated their gross margins. Their basic cloud gross margin persevered its nice style and grew by means of 70 foundation aspects yr-over-yr to 70%. All cloud company fashions contributed to this margin enlargement.

Our SaaS/PaaS margin grew by means of 110 groundwork elements to 71%. Their clever Spend margin grew by way of 20 groundwork points to 78%. And their infrastructure as a provider margin grew by means of 800 basis facets to 33%.

In Q3, their application licenses and assist gross margin was up 60 basis facets to 88% despite the lower in application licenses revenue. Their features gross margin extended drastically through 500 basis facets and reached 31%. This became in particular driven via a bigger share of their high margin premium engagement business which has confirmed to be beneficial in this virtual environment.

As you will don't forget, their working profit in addition to their operating margin changed into up vastly in Q3 of last year. This quarter, their working profit grew strongly by means of 4% and their operating margin multiplied via 1.3 percentage features to 31.9%. As uncertainty persisted, they remained cautious on hiring and discretionary spend.

On an IFRS basis, their working income and operating margin lowered. This was basically as a result of bigger share-based mostly compensation fees.

Now, turning to EPS and taxes. IFRS EPS extended by using 26%. Non-IFRS EPS accelerated by using 31%. This became particularly pushed through yet yet another splendid contribution from Sapphire Ventures, which had a big wonderful have an impact on on their finance profits, as well as in their IFRS and non-IFRS beneficial tax prices.

therefore, they now expected an development in their useful tax charges for 2020. Their IFRS tax rate is expected to be in a number of 27% to twenty-eight% and their non-IFRS tax expense is expected to be in a number of 26.5% to 27.5%.

Now turning to money move. In particular, a bright spot. in the first 9 months, their operating money flow was amazing and enhanced through 54% to €5.1 billion. As expected, they experienced reduce restructuring linked funds and decrease salary tax funds.

Our free cash circulation turned into up even further and grew by means of 79%, €four.2 billion. Free money movement moreover benefited from reduce CapEx in comparison with the previous year.

therefore, we're once more elevating their money movement expectation for 2020. They now predict an operating money circulation of approximately €6 billion and a free cash flow above €four.5 billion.

Let me now turn to the remaining part of their previous 2020 outlook that turned into issued on April eight and mirrored their most appropriate estimates concerning the timing and tempo of restoration from the COVID-19 crisis.

returned then, they had assumed that the demand environment would steadily increase in the third and fourth quarters. And while they nonetheless see powerful client hobby in their solutions to pressure digital transformation, unluckily, lockdowns have recently been reintroduced in some regions. an infection costs have reaccelerated, and consequently, demand recuperation has been more muted.

further, and for a similar reasons, they not count on a significant restoration in SAP Concur business shuttle connected revenues for the the rest of the yr.

hence, they now expect cloud revenue within the latitude between €eight billion to €eight.2 billion, cloud and software salary in a spread between €23.1 billion to €23.6 billion, complete salary in a spread between €27.2 billion to €27.8 billion and working income within the latitude between €eight.1 billion to €8.5 billion.

So, to summarize on Q3. This quarter, they confirmed massive outcomes as they persevered to enrich working profit and margin even against the strongest comparison. based on a resilient appropriate line performance, paired with discipline on the cost facet, they had excessive double-digit free money movement boom and first-rate salary per share numbers.

All of this, and their resilient enterprise model, position us neatly to emerge improved out of the disaster and meet their new midterm ambition, which they might like to discuss subsequent. And for this, let me hand lower back to Christian.

Christian Klein

Yeah. thank you, Luka. Now before taking a look at their approach and midterm ambition, let me birth with a quick recap of what we've accomplished over the remaining six to 9 months.

SAP become in reality no longer in need of hobbies. they have streamlined their operations. All their client-dealing with operations have been mixed into one client Success organization and all their application building inside one product engineering unit to simplify SAP.

because of their committed focus on client success throughout SAP, we've seen a very encouraging yr-to-date customer satisfaction ranking. For the primary time in a couple of years, there is a clear wonderful style. we've increased focus in their latest portfolio. they now have determined to divest non-core belongings akin to SAP Digital Interconnect. And they entered partnerships to co-innovate with trade-leading groups like Siemens, Honeywell, and Bosch. instead of doing every little thing ourselves, we're co-innovating.

ultimately, we've begun to establish SAP as a number one cloud platform business. we've all the time been the leading on-premise application platform. thousands of companions and valued clientele have built functions and extensions on SAP for pretty much 50 years. Their intention is to repeat that for the cloud, to position SAP as the main cloud platform to radically change and alter the style corporations work in the digital age.

To get there, we've put a lot of work into their cloud platform during the last one year, and they can proceed to put money into innovation. And we're very completely satisfied to see that difficult work is being identified. Gartner has ranked us leader for both business integration platforms and building systems. The times when SAP developed and engaged with purchasers in silos are over.

Now, before they go deeper into their method, let me pause here for a second and talk about why they are doing this now. The COVID-19 pandemic, which they all hoped can be easing with the aid of now, is gearing up for an additional wave.

This disaster has created an inflection factor for clients, a true catalyst to speed up their transformation effort, has put a highlight on the resiliency which is greater than simply in regards to the underlying infrastructure and its move to cloud. It is about altering the manner their business desires to adapt to new digital business models and power automation.

Resiliency and sustainable long-term boom and profitability comes simplest by using remodeling the enterprise to the needs of the patrons and employees in a digital world.

Take retail, as an example. When brick and mortar retailers shut down on account of the pandemic and supply chains have been disrupted, dealers that had made the circulate to digital did much stronger than those that hadn't. They have been capable of continue to sell by means of ecommerce and the digital supply chain ensured that, despite the lockdown, they could continue to promote, produce and deliver their product.

To adapt new business mannequin and to achieve this with agility, their purchasers need innovative enterprise application, a platform guaranteeing harmonized, semantical data models to run new digital business fashions conclusion to conclusion. here is the place SAP comes in.

With their approach, accelerate the technical migration of their purchasers’ most vital business applications to the cloud, and we're agnostic when it involves their option between an SAP facts middle or hyperscalers. They could make it work with the undergo most excellent PCO available in the market, no be counted which choice their consumers make.

2nd, and more importantly, they are able to convey the full force of their enterprise functions and platform to pressure holistic business transformation by using enabling their consumer to seamlessly design, evolve all-in-one new enterprise fashions with agility and pace.

To do so, all their leading options will adapt to the cloud platform and share one semantical records model, one AI and analytics layer, one average protection and authorization mannequin, and the same application business capabilities comparable to workflow management.

With their cloud platform powered by means of SAP HANA, strategies will also be modified, enabling agile workflow. improvements and extensions can also be developed straight away by using purchasers and partners having access to their open platform using exactly the same information model and business capabilities as their own SAP apps.

we're satisfied that the actual cost driver of intelligent organisations within the cloud could be the ability to adapt and run company fashions holistically end to conclusion with one consistent information mannequin.

here's the place they take a distinct approach than different. data and procedure silos are the largest inhibitors for corporations to present a seamless consumer and employee adventure. You need integration extensibility and innovation to in reality force enterprise results, resiliency, profitability and sustainability. that's the simplest way ahead.

What offers me self assurance at this exciting time in their heritage is their position of power, their progress nowadays and their heritage. Their functions are more than €10 billion value of workload, and they need them semantically consistent throughout the complete cost chain.

At SAP, they are drawing on very nearly 50 years of business capabilities, of defining, redefining and reinventing probably the most critical methods of their client. And only SAP can mobilize the companion ecosystem, together with the most desirable plans to wholly understand the skills of any client, no rely the size, to actually turn into an intelligent business. this is in their DNA.

It’s their aim to permit each customer to develop into an clever enterprise. And we're determined to depart no client at the back of. notably now in times of COVID, they reaffirm their deep dedication to their customers to aid them throughout the crisis.

This new strategy and as well as macroeconomic factors have implications for their financials. they are the reason for the exchange of their midterm e book, which i am going to talk about next.

So, coming from their previous financial midterm ambition, what are the alterations? Let me beginning with the two macroeconomic elements – foreign money and COVID.

First, over the closing three months, they now have experienced foreign money headwind versus their old assumption. This translates into a negative 3% to four% impact on revenue and working income.

2nd, they now anticipate a greater conservative COVID-19 healing. They anticipate that COVID will influence the economies through at the least the first half of subsequent yr.

and then, we've two strategic decisions. they are charting the monetary assistance to the brand new reality and, first and foremost, to the wants of their customers. One, as just mentioned, they will reinvent how businesses run, enabling their customers’ business transformation in the cloud to gain larger resiliency. in consequence, they will speed up the transition of their consumer base to the cloud. This accelerated circulate to the cloud will clearly add price over the long term by expanding cloud profits.

And within the brief time period, there might be profits combine effects as they see less on-premise and extra cloud revenue, resulting in the negative operating margin have an effect on of 4 to five percent facets in 2023.

Two, they will proceed to relentlessly execute on productiveness advancements beneath the surest Run software as laid out eventually 12 months's Capital Markets Day. They don't seem to be moving away from these commitments. via accelerating the circulate into the cloud, they are able to even additional enhance the productivity improvements in their cloud delivery operations.

we now have decided to velocity up the modernization of their cloud birth to permit a more resilient and scalable cloud infrastructure. this may require additional investments in the subsequent two years, however enable us to mostly finished the modernization in this timeframe and obtain the cloud gross margin of approximately eighty% in 2025. they can supply greater background on those two strategic decisions in a second.

but first, i'll go a little bit deeper on the macro financial influence. nobody can predict the COVID-19 financial influence beyond 2020. but given contemporary tendencies, it's prudent to anticipate a greater gradual restoration, which they now have now carried out.

For their on-premise company, they have seen large investment delays in 2020 in a number of challenging-hit industries. And across all industries and geographies, they see an expanding demand to accelerate the flow to the cloud. but they also predict software license revenues to decline additional from contemporary stages also sooner or later, due to the fact their accelerated cloud transition.

For their cloud company, they count on that the terrible COVID-19 impact will start to ease in mid-2021.

Let's now flow to the strategic decision, starting with the accelerated cloud transition for their client base. The increasing consumer alternative for cloud is subsequently effective for SAP as we're already the 2nd biggest business cloud application seller.

And they proceed to grow unexpectedly even amid the COVID-19 crisis. With the experience to the cloud I in the past outlined, they are extra addressing this market need, accelerate the cloud transition and tripling their cloud profits to more than €22 billion by using 2025.

The ambition is in keeping with moving their enormous on-premise ERP workloads to the cloud and gaining market share for their main cloud purposes, firmly organising their platform as the groundwork for business transformation in the cloud; profitable in new markets; expanding their R&D invest to carry new innovations within the industry cloud, company community or sustainability; a powerful focal point on their client success to make sure adoption, higher renewals, and finally lifetime cost.

The incremental growth as a result of – of this accelerated cloud transition will be much more profitable until 2025. To deliver on this goal and to keep the earnings focus, we've additionally determined to speed up the modernization of their cloud birth.

Luka will now take us in the course of the monetary implications of each of these choices and then the way it all comes collectively in their new midterm ambition. Luka?

Luka Mucic

sure. Thanks, Christian. So, let me first speak concerning the financial implications of relocating their on-premise customer base to the cloud. Christian has already defined the strategic motivation, so let me now appear at the financial cause.

To start with, as you understand, the cloud transition isn't a brand new subject matter for SAP. they now have viewed the monetary impact from this basically when you consider that the starting of their cloud adventure essentially 10 years ago. And through the years, as they unexpectedly grew in the cloud right through this first section of the transition, they had very fabric terrible salary mix results on margins, without problems because the profitability of these cloud agencies become lessen than that of their on-premise company.

but considering the fact that most of that cloud increase came from greenfield opportunities, that phase of the transition became at all times accretive to complete income and did not put large power on absolute profit.

and eventually, with the aid of end of 2018, their cloud enterprise had reached the dimensions and efficiency that allowed us to bring increasing operating margins in 2019 and also in 2020. This quarter turned into truly one other robust proof factor for that.

Now, the primary vital factor to bear in mind is that what they are going to be doing now is distinctive. because this time, they will be moving large constituents of their ERP client base from on-premise to the cloud, circulation them out of the upfront utility licensing mannequin and into the ratable subscription licensing mannequin, a little bit like other players. as an example, Adobe have performed it earlier than, even though it will not be as speedy in their case as we're speaking about an option for the consumers.

Why does this make financial sense? that is the 2nd critical aspect as a result of we're increasing customer lifetime profits as we're expanding their position from a application dealer to a cloud company for a significant a part of their portfolio. This potential they not only carry application and guide functions, but also the required IT infrastructure and operational functions. So, they are easily expanding their share of wallet.

The competencies uplift right here is substantial. but even more vital is the associated upselling talents of the company know-how platform, further SAP solutions and partner applications developed on appropriate of it.

a crucial component to bear in mind here is that they won't have to deliver all of that ourselves. similar to nowadays, can also procure required capacities from their strategic partners, bundled and at scale. although, as all of us comprehend, there are timing outcomes since the license mannequin is upfront and a subscription model is ratable.

Now, what you see right here on this slide is basically a very standard model of what earnings looks like for a application license sale beneath the on-premise model versus an otherwise identical cloud subscription contract. And it doesn't rely if or not it's a brand new customer or an upsell to an latest client.

In a nutshell, what becomes clear is that, one, the cloud transition factors a push of income and for that reason profit to future intervals. Two, the annual cloud earnings is somewhat greater than twice as excessive as the aid earnings would had been. Three, consumer lifetime income and value are hence appreciably greater. and four, for the transition, preliminary income and income headwinds become tailwinds over time. And all this is for just the like-for-like assessment that still excludes the upsell advantage I had outlined.

by means of 2025, the implication should still get us to a complete income more desirable than €36 billion, with cloud salary without difficulty eclipsing all other salary streams combined at greater than €22 billion.

here is why it's now much more important to expand their cloud gross margin. And to do that, they are now taking the closing step in modernizing and harmonizing their cloud beginning, which i may focus on next.

before going into the particulars, let me first put this into standpoint somewhat. Early last 12 months, you reminded us that after years of quick acquisition-pushed cloud growth, SAP structures and techniques had reached the level of complexity and, in some instances, frankly, redundancy that known as for reform. You were right.

We answered with the aid of constructing the most fulfilling Run transformation courses, aimed at enhancing organizational effectivity and agility at the same time. one of the most key features of ultimate Run is expanding the efficiency of their cloud start. And they now have already made remarkable progress in that regard, as shown by way of the cloud gross margin enlargement over the final two years.

but in an effort to acquire the entire advantages of their cloud birth modernization, they should take a closing step. As you can see on the left of this slide, they now have already achieved most of the required steps of their cloud delivery modernization.

The remaining closing step now could be to raise the part of their cloud client base that continues to be operating on their legacy cloud start systems on to either their inner converged cloud or the hyperscalers. In other phrases, their modernized and harmonized 4 plus one cloud birth.

And they are now planning to speed up this circulation and complete most of that carry already by way of conclusion of 2022. They predict this to pressure a temporary acceleration of cloud investments through 2022, but the merits of doing this may be massive. it will enhance potential utilization, it's going to allow us to obtain infrastructure or infrastructure services at scale and to automate managed features. it's what is going to allow us to obtain a cloud gross margin of approximately 80% via 2025.

On appropriate, it extra increases the steadiness and resiliency of their cloud solutions and accelerates innovation even in the purposes, riding client success, and as a result cloud income via greater pass-promoting and higher renewals. once more, it is what their consumers rightly expect from us, and we've each intent to convey.

So, this all then comes together within the new 2025 ambition. The combined impact of what they just mentioned means that, over the next two years, they expect to peer muted growth of revenue accompanied through a flat to just a little reduce operating income.

After 2022, momentum will decide on up considerably although. The preliminary headwinds of the accelerated cloud transition will delivery to turn into tailwind for profits and profit.

additionally, we'll have achieved their extended investment into the accelerated cloud birth modernization, and that interprets into accelerated salary increase and double-digit working profit increase from 2023 onwards.

And so, by means of 2025, they are expecting this trajectory to take us to cloud profits improved than €22 billion, total earnings superior than €36 billion and an working earnings of superior than €eleven.5 billion.

This 2025 ambition additionally capability that, one, they are able to tremendously increase their share of cloud earnings, making it by a ways the fundamental earnings circulate. Two, they are able to enormously boost their more predictable salary share to about 85%. And three, they will proceed to focus on bottom line efficiency, leisure guaranteed that they are going to proceed to power the most suitable Run task, streamlining SAP and setting it up for efficiency, simplicity, and sustainable long-term success, aiming to come back out of the transition with sustainable double-digit working profit boom from 2023 to 2025 and beyond.

i could now hand lower back to Christian for closing remarks.

Christian Klein

thanks, Luka. And before they come to mp;A, let me shut it out. They recognize here's a major change when in comparison to the outdated approach, the former 2023 ambition.

we are at an inflection element where customers are asking us to aid speed up their company transformation to profit resiliency and position them to emerge stronger out of the disaster.

We see that as a special possibility to companion with their purchasers on their adventure in a way that simplest SAP can, in giant half due to their deep talents of company techniques, their inventive solutions and technology, and the have faith they now have based over their working heritage.

that is why they have tailored their strategy and financial ambition. because the CEO of SAP, I firmly consider that prioritizing sustainable cost creation has to be their top priority. for this reason, they are able to now not change the success of their customers and the large growth knowledge of SAP against brief-time period margin maximization.

Now, let's open it up for questions.

Stefan Gruber

thank you very an awful lot. I hand it back to the moderator. which you can now start the mp;A session please.

query-and-answer Session


[Operator Instructions]. We’ll now take their first question. This query comes from Adam wood from Morgan Stanley.

Adam timber

I've got two please. might be just, first of all, you have made very clear that there is a huge stream to cloud underway, and that i feel everybody will needless to say. but during the past, you've got given customers option when it comes to how they pay anyplace they run, between bringing licenses to hosting deals or paying subscription. They understand that, for you, there may be a better lifetime price of customer in subscription. and obviously, for consumers, that potential they end up paying you more over the lifetime. So, might you maybe just aid us take into account why these gigantic SAP purchasers now want to run on subscription? And are you forcing that transition or you continue to provide choice? So, any support you can supply us on why that alternate has took place can be valuable.

after which, might be secondly, your spotlight now there may be a much bigger a part of that going to return from cannibalization as on-prem strikes to cloud. Is there any way you could aid us bear in mind what the underlying boom of exact enterprise within the cloud goes to run at versus how a lot of that cloud revenue is going to return incrementally from cannibalizing the on-premise? thank you.

Christian Klein

Let me delivery and then, Luka, Adaire, you can build on true of that. First, what we've considered within the ultimate six months is truly, when i am speakme to the CEOs, for a lot of businesses, the deliver chain is closely disrupted. They every so often don't even comprehend, can they produce and convey day after today. and that is the inflection factor of their customers where they are announcing, hey, I basically are looking to move now to the cloud, I wish to have a resilient operation, why should I nevertheless operate my own IT facts center. So, it's the first point.

and then, the second point is doing a company transformation, Adam, is not handy. You should trade how a company works, you ought to redesign business tactics. And also, their purchasers, together with the big ones, believe let's flow to the cloud and additionally let SAP support us to seriously change their company, display us the most efficient practices you have got for the digital age, let us standardize their answer and, now that the platform is able, let’s additionally developed the extensions within the cloud and in fact eat average improvements on the fly. So, besides the business element, or not it's in reality concerning the resiliency and the transformation of the company.

And the place's this cloud salary going to come from? First, yes, of path, there's a transformation. There’s accelerated stream of their put in base to the cloud. however 2d, this quarter, you have heard me saying 45% of their S/4HANA cloud valued clientele are internet new, which speaks, first, for the competitiveness of the answer eventually, and second, that they will additionally win in the years to come extra market share, now not best in S/4, however they in fact also will double down on HR, procurement, on CX, on concentrated areas in CX and they can also invest into new innovation, the business cloud.

All of their shoppers are asserting, all in, please aid us to really digitize also their business connected enterprise procedures as a result of, you comprehend what, once again, it all goes again into their ERP, all of it goes again into their provide chain. Let's are attempting large company transformation to your platform with the business cloud at the side of their LoB purposes.

And third, you heard others speakme about land, adopt, devour and extend with the aid of placing all of their client-facing services collectively. First, you heard me asserting their client satisfaction score elevated somewhat drastically. And we're satisfied that they are going to also see excessive renewal fees sooner or later.

And with that, Luka/ Adaire, any feedback?

Luka Mucic

Yeah. just to directly add, there's surely going to be some cannibalization consequences from customers moving from established license and help agreements over to subscription. youngsters, that is basically no longer the vast majority of the increase that they predict. They really anticipate that they can run a CAGR it truly is coming near 20% with the brand new solutions that we're adding in trade cloud, enterprise community, and other adjacent areas that we've mentioned earlier than, the company expertise platform growth that they predict, in addition to additionally the uptick that they expect popping out of the COVID crisis once again from probably the most options which have exceptionally suffered now that are in reality clear market leaders and therefore may also be expected to really extend their lead and attain after the crisis is over, reminiscent of Concur. So, the cannibalization impact has been, in an effort to say, the cream on accurate of the increase costs, but it surely's not the main, let alone the exclusive, driver of boom.

And they will be transparent with you. they will, starting subsequent 12 months, offer you clear metrics of the number of customers that have converted from install base legacy license arrangements to new subscription options in addition to internet new consumers that we're including for this as neatly. You comprehend this reporting from the S/4HANA aspect, however they are able to damage it out with a selected view to the cloud starting from next year.


Our subsequent question comes from James Goodman from Barclays.

James Goodman

probably I may ask a couple as neatly. the primary is around the customer relationship. I sense inside this information that you are expanding the emphasis of SAP possessing the consumer relationship, providing your personal infrastructure or at the least passing via greater than your own contractual phrases, so the hyperscaler infrastructure. So, am i able to ask you what that skill for your personal IaaS expectations as they look out through this transition. especially as they look out to the 80% gross margin goals for the cloud, i am trying to believe in regards to the mix of IaaS inside that.

And the 2nd question is in fact just an easy one around the charge investments. there's loads of moving elements inside the numbers. I just wondered, in case you look on the 4 to five percentage features change that you've put available for 2023, can you simply aid us with the split there to your own modeling between the gross income have an effect on from the lessen earnings in the transition that you spoke to versus the magnitude of the incremental investment that they are going to be annualizing within the enterprise at that element? thanks.

Christian Klein

possibly i will be able to delivery and, Luka, which you could once again build on precise of that. You mentioned it very neatly truly. it be about owning the consumer relationship when it involves their company transformation. here is why it be so key now for SAP that the SAP cloud platform is really the foundation of all of their cloud applications and that we’re actually additionally offering the mixing for hybrid landscapes that they have now in systems. And now that we're making enormous progress on the mixing front, we're maturing their enterprise features on top of that platform.

The aspect about it, when there is one semantical data mannequin, now they will inform their companions why to modify the ERP, let's come to the platform and build the extensions there as a result of there's now one semantical records model, there’s the workflow, there’s the authorization. There’s everything what you should seamlessly expand the SAP solution portfolio.

And this is why, on precise of their infrastructure as a service enterprise, in reality, they are looking to push now the platform. And they really also need to push all of the applications from the utility as a provider company that that now comes collectively.

on the conclusion, we're promoting no longer the product. we're selling the digital intelligent enterprise, we're selling company tactics designed for the digital age. here is what they are doing. And here's what they are able to also position in the years to come.

Luka Mucic

And to construct on that, or not it's very important to understand that they aren't positioning an infrastructure as a provider answer right here. We’re positioning a holistic solution, relocating their customers to the cloud, and transforming and modernizing the panorama in response to their new ERP application architecture. This providing is for this reason a utility as a carrier offering, and never an infrastructure as a service providing the place the customer in reality will simply deliver a license and then they might do the application management on appropriate. It’s simply very vital. And therefore, this would not have a pertaining to infrastructure as a carrier.

And secondly, on the margin facet, they are, of route, watching for the margin influx from those additional consumers that we're stepping into core ERP along side the building of relaxation of the portfolio to eventually then reach the 80% gross margin by way of 2025.

And just to also make clear on 2023, the investments that they are looking to put in and that we're planning to make to sort of reach the homestretch of their converged cloud modernization are in reality already going to become an working earnings tailwind in 2023. So, here is no longer negatively affecting 2023 any more. The have an effect on on 2023 margins is in fact as a result of the changed profits mix that they anticipate and the shift of the business mannequin to ratable consciousness, that will then flip really increasingly right into a tailwind and may permit us to capture up and in reality raise the margin once more starting from 2023. So, from that perspective, these incremental investments are in reality instantly accretive to working profit, beginning already within the 12 months after they have got been made.


subsequent question comes from Philipp Winslow from Wells Fargo.

Philipp Winslow

a question for Christian and Adaire. If I suppose returned to the economic crisis, without doubt, there were lots of tasks that have been delayed into 2008 and 2009. however you then saw a capture up in 2010, 2011 when it comes to just the license sales. In other phrases, initiatives simply getting pushed. How do you suppose about their latest condition? certainly, you outlined tasks getting delayed and pushed. What are consumers telling you about, hey, have those initiatives – have they been pushed? Have they been changed? Have they been shifted to the cloud? Is the shape of the healing just with ease distinctive? How may still they feel about this disaster versus the monetary crisis in terms of the way you think about variety of the form of the healing and what clients are telling you?

Adaire Fox-Martin

Thanks for the question. i could go first, and then in all probability Christian or Luka can add any comments in the event that they have them. I suppose after they describe projects being pushed, i would describe it because the scale and the scope of the initiatives being pushed. I consider it be very clear in the narrative that we've with their valued clientele that each person is familiar with the want for the digitization of key company procedures, in order that agility becomes a part of their enterprise panorama. So, it is rarely that the assignment is stopped. It is rarely that it is never a adventure that the consumer is on. i might describe it as a a whole lot more staged approach than the approaches that we've seen in the past, where the work will continue over a length of time. And they will see that even in their personal services utilization where they nevertheless have a very significant number in terms of utilized days in their functions business.

So, I see it really as a extra habitual element of challenge tiers that the client commits to instead of a large-scale program of labor in the beginning, and that's being what's underpinning one of the vital conversations that they now have had with their valued clientele.

Christian Klein

i will be able to touch upon the cloud profits facet. definitely, we're talking an awful lot about Concur. And yes, in case you exclude their Concur enterprise for trip and fee management, their cloud income could be up by means of 20%. Their software as a carrier solutions are expanding via 26%. So, you see, there isn't any actual deceleration. And also, in all equity to Concur, after the disaster, this is the market main solution in the market, full stop. And there could be, of route, a bounce again. It, of course, depends upon when do they trip once more, when is company go back and forth coming up. So, today, i am extremely confident that this company will, of direction, come returned. or not it's just a question of timing.


Our subsequent query comes from Michael Briest from UBS.

Michael Briest

Two from me as smartly. just when it comes to the cloud gross margin trajectory, Luka, definitely, there’s investments for next couple of years. up to now, you were hunting for a seventy five% gross margin in 2023. may you provide us a think of whether that's nevertheless intact? And additionally, how a whole lot decrease the cloud gross margin may go in the subsequent couple of years?

and then, secondly, additionally for you I consider, on the free cash stream side, up to now, you had a target of €8 billion in 2023. i think it truly is not there. however can you focus on cash circulation out to 2025? And on the CapEx aspect of things, provide some reassurance about where that may go to. Thanks.

Luka Mucic

Let me start with the cloud gross margin. you may have considered that they now have persevered to make growth even in 2020 despite the deceleration that we've seen in their clever Spend neighborhood, which has through far the highest gross margin, and even Concur has still managed to boost its cloud gross margin regardless of their interesting challenges that they are having. So, I believe or not it's very clear that they now have an utmost focal point as a company on this.

And the investments, as I noted, that they are planning for subsequent 12 months and the year after to speed up the harmonization of their cloud delivery infrastructure to their converged cloud, as I said earlier than on the query of James, I feel it became, it should be instantly accretive ranging from 2023. So, from that point of view, they trust that there is no rationale to expect any departure from what they had in mind for 2023. and clearly, then see an additional acceleration up to the 80% that they are planning for 2025.

For 2021 and 2022, they basically – you should expect that there is in fact a slowing in growth as a result of they should make the investments first. not all of them will flow into charge of clouds to be also somewhat genuine. they are able to additionally see some investments in charge of R&D to make sure that some of the options that they have not yet wholly shifted can run optimally on the brand new infrastructure. but of route, lots of it is going to hit can charge of cloud and, hence, the progress within the subsequent two years will be greater muted as smartly.

From a free money circulate standpoint, seem, first off, they have made gigantic growth, undoubtedly, this 12 months. no longer only are they returned to the ranges of working and free cash circulation that they had committed finally yr's Capital Markets Day the place we, of direction, had a completely distinct profit expectation for their company in 2020, but we're definitely seeing even an development against this fashioned ambition when it involves free money movement. So, anything has took place here, which I agree with is additionally going to be sustainable. and that's an greater and more disciplined working capital administration and money collection administration. I ought to supply Adaire and her group loads of credit score right here as smartly. and they have actually intensified their collaboration with their assortment groups. and i trust that collaboration is sustainable and may continue to yield results also after the disaster.

on the other hand, you might be obviously right that the free money stream that they had predicted for 2023 is also pegged to a big extent to the profit ranges that they expect. And on the grounds that they at the moment are expecting to attain these profit levels with round about two years’ lengthen, these free cash movement ranges may still also be expected to then also simplest be executed in 2025.

having said that, this is a generalized statement in accordance with all else being equal. And there are a couple of elements that still play a job during this on the superb side as they now have mentioned. When Qualtrics completes their IPO, their old cash settled classes beneath the SAP setup and plan design would, to the largest extent, convert to fairness settled programs and so one can have some relief as a consequence when it comes to the cash movement. On

the flip aspect, in 2021 and 2022, they expect, besides the fact that that their CapEx spend will stay muted, nonetheless a reasonable step up from contemporary very low stages because of COVID to be able to procure one of the most extra infrastructure elements that they need for their personal converged cloud. And so, those two factors will, to certain extent, steadiness out each other, possibly providing a small tailwind. however other than that, of path, cash stream follows the earnings.

Michael Briest

And, Christian, may you maybe provide us an perception into the consumer base on S/4 for nowadays. We’ve obtained 8,a hundred live. what number of of them would truly be on either the inner most cloud or the multi-tenant [indiscernible] S/4?

Christian Klein

First, we've seen a enormous acceleration of the movement additionally to the cloud edition of S/4HANA. As i discussed earlier than, COVID became certainly an inflection element. And they can see this acceleration within the years to return additionally for some tremendous enterprise valued clientele. And they can put them wide [ph] deployment model. here's really then, of direction, regarding how standardized is the consumer, how designed are the methods to truly healthy into the common, how consolidated is the IT panorama. So, they are able to make that work depending on the departure of the customer.

and then second, for us, it be very crucial that we’re, of course, providing the differentiating capabilities. And next year, the general public cloud edition may have eighty% of the functionality. but today, their on-premise edition has. here's huge. And we've delivered a brand new configuration where which you can trade tactics on the fly. They infuse AI. And simply to supply you an illustration, as a result of there is so much talk in regards to the value of S/4, just remaining week, I had an automobile client of SAP. He referred to, Christian, because of the move to S/4 and operating on HANA, they really might optimize their inventory and they have rate reductions of over €200 million as a result of now, , they are able to exchange their stock and determine it actual time and may adjust it in accordance with the demand what they are seeing and particularly in instances like these the place you've got such dynamic markets, it really is a major, massive cost for us.

And here is some thing what we're going to push extra. And with the brand new strategy, we’re going to make investments, we’re going to invest extra in innovation, they make investments additional in R&D as a result of here's a way to go, this is what their valued clientele desire.

Christian Klein

And just to be exact, at the moment, they have near three,000 S/four cloud valued clientele.


Our next query comes from Alexandra from RBC Capital Markets.

Alex Zukin

simply a quick one for me. are you able to seek advice from how tons of the delay in the spend that you just're seeing are within the better income cycle is because of macro versus evaluating some of your new cloud options? And in case you feel concerning the 2025 vision, approximately what number of clients do you are expecting to shift over the next form of two to three years? Or is there a late cycle accelerated percentage of valued clientele that are going to shift over?

Adaire Fox-Martin

i could take the first part. when it comes to the prolong that they described, i would say it is less in regards to the evaluation method and extra about the uncertainty of the circumstance. in the beginning of the COVID technique, they had been in the fortunate position to be able to pivot their earnings drive to a virtual engagement of their consumer base. they have had in operation, for a number of years, a extremely amazing digital selling movement in their business earnings company. And they were able to lengthen using these tools and innovations right across everything of their sales group. So, they still managed to retain a excessive degree of engagement with their consumers, albeit that they likely have not met many customers bodily within the closing seven months.

hence, the delays are typically delays round uncertainty within the company mannequin, uncertainty in the company world and uncertainty, I feel, relative to the trade that a consumer operation, much more than to the assessment procedure, which is continuing as per norm, albeit basically.

Christian Klein

To your 2nd part of the question, they will, of direction, supply purchasers alternative also sooner or later, however COVID could be an accelerator. It in fact depends upon the departure point of the consumer. seem to be, when they have clients, mid-sized, functions trade, they have fun go-are living with S/4HANA cloud in 20 days. That’s possible. That’s absolutely feasible. we've enormous enterprise purchasers. They are now shifting the workloads to the cloud. but of course, for them, it takes greater time to redesign the techniques, [indiscernible], to move the changes out of the ERP. So, this could now take place at an accelerated tempo. but every client will circulate with its own velocity.

Alex Zukin

i needed to ask, what's the appropriate KPI for us to believe about that you would factor us to, to supply traders consolation in kind of that that transition versus purchasers moving to a competitor or defecting to a competitor? what's the appropriate KPI to examine for us during this transition factor round that cloud revenue?

Christian Klein

My element of view is basically the number of migrated valued clientele. As you comprehend, they have just a little more than 30,000 basic ERP shoppers, no longer systems. they now have method extra programs, however when it comes to just the customer count number, it is what they have. And we've 15,000 valued clientele for S/4HANA obtainable. As I observed, close to three,000 of them within the cloud. So, that capability an additional 12,000, basically which have licensed on-premise. And within the next couple of years, they wish to circulate many hundreds of these purchasers. and then, of route, additionally internet new consumers to their core ERP cloud options, and for this reason, they intend to provide you with, sooner or later, absolutely commonplace routine updates as a part of the salary system on these numbers and, certainly, the development that they have finished there the place they will now escape between the distinct deployment forms. That should still supply you the confidence that we're arriving totally within the cloud come 2025.


The subsequent query comes from Charlie Brennan from credit score Suisse.

Charles Brennan

i'm going to go with two as well, if this is feasible. at the beginning, just a clarification to your money flow feedback. i am shocked you failed to decide to € 8 billion of free money flow seeing that the variables of Qualtrics and CapEx should still be a net tailwind. Are there some other variables they should be since? for instance, is there an opportunity of yet another restructuring software as you come to terms with scale of the change over the subsequent couple of years?

and then secondly, on a separate product linked concern, how important is owning the platform layer of a stack during this method? And to what extent do you suppose you have given up mindshare to Microsoft and Google? and how hard is it going to be to claw again that mind share with clients? thanks.

Luka Mucic

first off, on the money circulation aspect, you are completely right, of direction, they will have merits from the Qualtrics IPO. And, of direction, they additionally continue to have merits, as you have viewed within the significantly reduced degrees of CapEx that they had in ultimate two years from their collaboration with the hyperscalers. but that being pointed out, still, the supply of free cash flow on the working cash movement facet isn't absolutely decoupled from the stage of earnings that they are able to force as an organization. And as we're achieving that degree of gains, basically, with a two yr shift in 2025 for their ambition that they now have put available, it is when also I fully would are expecting that they are capable of deliver for these €8 billion in free cash move.

meanwhile, I very a good deal accept as true with that they in fact can do more desirable, all else being equal, in terms of the money flow generation as a result of they now have increased their cash inflow effectivity, their cash assortment effectiveness, and their working capital administration. however, that aren't able to utterly equalize the decrease profit ranges that we're now anticipating within the next few years earlier than that hastens again once again.

and perhaps on the platform facet, Christian?

Christian Klein

here is a really legitimate query. And the business platform actually needs to be owned via SAP. And now moving their cloud functions over to this platform via fixing the mixing subject, via making certain that each of their software is sharing the equal statistics model, is sharing the same authorization and workflow provider. it truly is actually – they are going to additionally make sure that the platform will just turn into a herbal part of each sale they are doing going forward. this is no longer anymore a standalone platform. it really is their business transformation platform. Let's call it like that, where they then additionally need to shape the ecosystem through.

these days, a lot of their SI companions are constructing nevertheless extensions within the on-premise world. They truly now ask them and also incentivize them to be part of us to move up with us to the cloud to construct the extensions on the platform because now they can do it also in a a great deal extra seamless way. yes, the platform is of the highest magnitude. And once more, with the platform then comes also S/4HANA. And underneath, they get consumers from. There, they could either choose the hyperscaler infrastructure, they can select the SAP infrastructure. That was already there in the past, and that needs to be confirmed the appropriate approach.


Our subsequent query comes from Kirk Materne from Evercore.

Stewart Kirk Materne

If I might sneak in two, i'll are trying to as smartly. I guess simply to be very clear, Luka, on the cloud profits alterations outside of foreign money, is actually that, from a enterprise standpoint, simply easily Concur for the subsequent year? that means it appears like Qualtrics had a very good quarter, the other ingredients of the cloud enterprise appear to be going well, is there another downshift at Concur that makes feel when you are expecting a more slow rebound? I simply wish to double check on that.

after which, I wager, might be for Adaire and/or Christian, the query goes to return up a whole lot is, why are you all seeing delays when a lot of other software businesses are frankly starting to see things select again up? Is it the mix of your company round extra impacted industries? Is it, as you, I think, Adaire, mentioned, greater ERP tasks just effortlessly getting chopped up into smaller deals or having to rethink that? I think the massive query I've bought from buyers today is why are you all form of you are seeing this, whereas – at least over the remaining month or two, they haven't viewed it. possibly every little thing just kind of came to a head in September. but when you may focus on it a bit bit, I consider it'd be valuable. Thanks.

Christian Klein

Let me first delivery. So, first off, or not it's not simplest Concur, what we're seeing in terms of influence for the total year. We're now not speaking about subsequent year yet, incidentally. So, simply to be sure that we're speakme about 2020. however Concur is about half, the influence that we're seeing. one other quarter is the leisure of intelligent Spend. You probably have considered that in their segment reporting, they are showing that Concur is down within the quarter by using eleven%. and that's a enterprise that otherwise can be expected to grow someplace within the young adults. and that is, of route, all due to as a result of COVID. however it's also the case that transactional revenues in Ariba, as an instance, don't seem to be as excessive as we'd have anticipated for the same factors. due to COVID, a lot of businesses are chopping back on spend. And in case you have reduce spend, and of course, [indiscernible] like Ariba, guaranteeing less variable fees. it be nonetheless turning out to be. it's the difference to Concur. however you have got considered that intelligent Spend usual in the quarter was down through three percentage features. And that, of course, capability that also Ariba is down to a lessen degree than what in any other case would had been the case.

after which, the rest of – the ultimate quarter is in fact slight mark downs in renewal quotes or new cloud bookings throughout the total leisure of the spectrum versus the degrees that we'd have targeted and deliberate for in a normal, pre-COVID enterprise, as average state of affairs. nonetheless, despite the fact, that is some thing that they had planned for. The large shift is that on the transactional revenues, they had at the start expected a restoration within the 2d half year, which they are actually now not planning for anymore.

Luka Mucic

and that i mentioned already the growth rate they are seeing in their software as a provider and platform as a carrier enterprise. And with 26%, i might say they are really additionally lying in the upper conclusion also in comparison to competition. So, this business developed under these circumstances extremely well. And there’s, of route, also excessive self assurance that, for the subsequent 12 months, that they are going to see an identical growth. and then, of route, also, they are speakme about an acceleration latest within the 2nd half yr of 2021. once they speak deliver chain, once they speak experience administration, after they speak finance changing, license model to their customer, promoting subscription, promoting pay as you go, these are all solutions that are totally crucial for their purchasers. So, sure, there's a excessive confidence that they are going to actually also see a reacceleration then next year.

Christian Klein

and maybe to shut this out, it really works each techniques. while in a basic subscription mannequin, the slowdown in revenues as a result of such a crisis condition, of course, it's going on at a slower pace. however even so facet, to accelerate a subscription company also takes its time as a result of, first, you should go during the promoting, then the installing, and then you beginning to respect revenues. In a enterprise network model this is transaction volume based, like with Concur and Ariba, each happens quicker. So, the downturn happens faster, however also once the business picks up once again and the spend raises and commute is occurring again, then, of route, the variable revenues additionally birth to kick in instantly. And hence, that is why they anticipate that, if the COVID restrictions are lifted, then as of the 2nd half yr, they are able to see truly a quite a fast reacceleration back to common stages.

Adaire Fox-Martin

and at last, Kirk, let me handle the question across the lengthen. So, first of all, I consider it's essential to place this in the context of the overarching portfolio of SAP. So, they now have a very large portfolio of items, which is whatever thing that, of course, continues to make us extremely vital to their consumers. In a few of their pure play SaaS solutions, they described a application that they name make bigger, which was a program focused on low upfront investment on deployment in days and weeks and very short price attention for their customer base. And in those situations, they really noticed some uptake of these options because the gap between speed and price turned into very, very small. And they saw over one hundred ten new purchasers over 1,100 offers under the auspices of that particular software.

Then when you seem to be on the genuine underpinning business transformation that is based on S/4 as a core, I bet, the primary factor of dialogue with purchasers is round charge and managing and mitigating expenses in the existing environment. And there are a sequence of actions that may also be finished to aid control that.

Then the 2nd range of conversations is in regards to the migration itself or about the adventure to cost. And in the context of that, there are different departure points. each of their purchasers, of route, has a really entertaining atmosphere today. however then also diverse destination elements. And it's a depend of looking at that in a modular means, in order that over the lifetime of that transformation adventure, you're delivering cost all alongside the manner relating to the priorities that the consumers have set.

and i do feel there was an element of timing when it comes to the last month of Q3, and as one of the vital adjustments that they saw in the resurgence of COVID at the element where they had transactions in closed system.

So, I think a combination of those issues. we've different portfolios with different profiles of answer set, long-time period transformation fitting modular, and then a bit to do with the timing of their Q end.


We’ll now take their next question from Mark Moerdler from Bernstein analysis.

Mark Moerdler

I have two components to my query. the first is, if the transactional headwind from COVID is anticipated to be over within the next yr to 2, then how may still they think about 2023 in the transactional business? Is there going to be a everlasting extend on the transactional aspect that you simply're modeling in? Or may still it start lower back equivalently?

and then, as a 2d question, for new revenue which used to create license, how massive a step down are you now expecting in licensed sales, notably, via 2023? definitely, may still they be figuring license income are actually going away by using 2023? Thanks.

Christian Klein

possibly i could birth with the ultimate one. And, Adaire, please increase this. Licenses would no longer certainly go away by using 2023. although, they'll certainly continue to decline. and i would estimate at an analogous expense of what they are seeing now in 2020.

And on the transactional enterprise side, I see no explanation why, in two years’ time, assuming that COVID is truly previous and behind us sometime subsequent yr that transactional revenues should now not, by way of 2023, be lower back at the stage that they were earlier than in 2019 and develop from there as they've done during the past.

Adaire Fox-Martin

All respectable.

Christian Klein

k, respectable. So, that makes this joint remark from Adaire and myself. Then it have to be proper.


Our subsequent question comes from Chandra Sriraman.

Chandramouli Sriraman

a pair, if i'll. after I look at your 2025 counsel, if my calculations are suitable, there’s a mid-single digit drop in upkeep revenues through 2025. Now, I just wanted to check if the cloud enterprise might be ecocnomic satisfactory to compensate for this drop as they go past 2023. and the way may still they see the circulation or the substitution of upkeep with subscription beyond 2023?

The 2nd query is more of a clarification. Luka, you mentioned that these ERP shoppers will circulation to the SaaS/PaaS model. So, i was simply questioning, would you proceed promoting the infrastructure as a service? Or will these consumers be migrated to the SaaS/PaaS mannequin? Thanks.

Christian Klein

perhaps first with the query on preservation versus cloud, that is one of the the reason why they are now accelerating and planning to form of finished the migration to converged cloud infrastructure extra immediately because it's giving us a step up within the cloud efficiency that, on a gross margin level already, is in astonishing distance with their software and guide business. and that is very high quality because in case you then count on from an extended-time period standpoint that the cloud company has an ever-increasing share of renewal add-ons which are commanding a lower fee expense than a internet new sale, really, on the working margin degree, the cloud will then rapidly trap up with the efficiency levels of their on-premise company. you have got really viewed part of that already at work today. but of direction, that influence could be significantly larger even once they now have developed this type of high base of cloud revenues.

And on the infrastructure as a carrier piece, I feel you'll see over time that, certainly, a becoming proportion of their current HANA enterprise cloud purchasers will move over to a more holistic SaaS providing that offers them the entire scope, together with additionally subscription. They truly present this to their purchasers within the HANA enterprise cloud already nowadays as an option. but given their elevated capabilities in the cloud that they are looking at, I suppose it's going to boost tremendously now in beauty and will lead to greater pure HANA business cloud purchasers making the stream over.


next question comes from Julian Serafini from Jefferies.

Julian Serafini

I actually have two questions. I suppose number 1 is on – Luka, I believe you outlined the cloud plus multiplier. It became around 2 instances renovation. are you able to ascertain that? So, that could suggest roughly a five-12 months crossover on the revenue facet, assuming all issues equal, that when a contract would be salary accretive for SAP.

after which the second query is on revenue compensation doubtless for Adaire. Will there be changes to sales compensation going ahead? And, I bet, to emphasize extra cloud products away from the license and renovation mannequin.

Luka Mucic

i will instantly go first. or not it's basically a little bit more than twice to aid salary. if you follow a multiplier – or basically, in case you apply a 0.45 multiplier to €1 million license contract plus 20% help, that could translate right into a €450,000 subscription at equal cost. So, a little bit greater than twice.

Adaire Fox-Martin

sales compensation is definitely one lever that facilitates exchange and transformation. This 12 months, as Christian mentioned in his opening remarks, they brought collectively all the consumer-facing resources of SAP into a single organizational unit. And that contains now not simply revenue, but additionally all the capabilities elements of the business, along with all of the client-dealing with submit-sales support materials. And they underpinned this organizational change with an operating mannequin that focuses not just on the landing or the bringing of a new customer into the SAP household, but also focuses very an awful lot on the adoption and the consumption of SAP options in an effort to force company result and company value for their consumer.

hence, moreover this organizational trade, apart from this new working model, moreover the appropriate management and governance excessive of that, they can, of direction, look at their compensation plans in order to make certain that they are aligned with that method. And as i discussed, that approach focuses as lots on the adoption and the consumption of their software because it does on the initial transaction with their client base.

I additionally get a way that the question turned into round how they might be addressing or directing their earnings forces’ efforts around the distinct aspects of the portfolio. and i feel or not it's vital, again, to stress that we've always been predicated on choice for their purchasers and they are able to continue to be predicated on alternative. There are absolutely some purchasers that, for plenty of factors, would need to continue to be in an on-premise world. youngsters, there is no doubt that the titanic majority of their shoppers are orientated in opposition t this cloud migration and their compensation will take that into consideration.


Our next question comes from Neil Steer from Redburn companions.

Neil Steer

I've acquired a pair, if i may. at the beginning, Luka, could you confirm, to your response to a old query, that they may still consider modeling the maintenance revenues declining mid-single digit stages by the point they get beyond 2023? became that what you seem to be confirming or no longer?

Luka Mucic

Yeah. Mid-single digit bad decline CAGR, given the accelerated transformation to the cloud is directionally appropriate.

Neil Steer

and then, just searching at the slides, I think I remember the salary trajectory for cloud, obviously. but you appear to reference within the slide deck that you will invest in industry cloud functionality. aside from the industry cloud performance, where are in particular the other investments coming via that hit the profitability so a good deal in 2021 and 2022?

Christian Klein

smartly, on the 2021 and 2022 component, it truly is truly related to plant infrastructure harmonization investment. So, we're migrating customers that are still sitting on the legacy infrastructures of some of their – primarily acquired cloud options, but additionally a few of their own developed options to their converged cloud. And that has infrastructure investments, that has some, as I spoke of, construction efforts connected to it to optimize the efficiency of those options on the brand new infrastructure. and of course, it additionally comprises the pure migration costs for their purchasers. So, that has nothing to do with investments that they are doing as a part of their portfolio manner on the R&D facet to construct out new organic solutions, which we're nevertheless doing as smartly. and that's trade cloud, that is also other areas of the portfolio. We're investing tremendously also in their business expertise platform. and naturally, they proceed to put money into these options the place they certainly have a leading position in the market and want to retain it as neatly.

Neil Steer

in the past, if you happen to’ve talked concerning the converged cloud infrastructure, you've without doubt talked about migrating over SuccessFactors, which I feel is meant to be completed by using the primary half of final yr. if you appear at the percentage of subscribers or clients on the legacy line of company cloud options, what in complete also have been migrated over to the converged cloud infrastructure? and the way plenty of these legacy line of company clients deserve to circulation over to the cloud infrastructure now?

Christian Klein

Thanks for raising this query because I think it allows me to make clear some thing. The migrations that they have been talking about, about SuccessFactors and also Ariba, they had been database migrations. They had been migrating the underlying third-birthday party database to HANA. And that turned into giving us already enormous benefits, and you see them within the cloud gross margin these days. What they now have additionally executed is they have made bound that each one of their solutions run on one or extra hyperscalers and on their converged cloud infrastructure. What they have not achieved yet is migrating the entire existing consumers that are sitting on the previous legacy infrastructures over to the new one. and that is what they at the moment are giving a powerful push and what they wish to speed up ahead. And once they have completed this, they can retire their legacy platforms. And they now have a number of other advantages when it comes to automation that they are able to leverage for better efficiencies. but the database migration, that changed into what they had been speaking about in the past. And indeed, this has been accomplished already with the present tremendous advantages for cloud margins that they are seeing already in their specific current numbers.

Neil Steer

And so, they will simply [indiscernible] a hundred% in terms of clients are nevertheless on their latest legacy platforms these days, is that proper?

Christian Klein

No, it is not right because they now have already, given that a while, all started to onboard new shoppers on those converged cloud landscapes. however's appropriate that nevertheless a majority of the existing purchasers are on these legacy systems. and that's the reason what they are going to circulate over without delay now.

Stefan Gruber

looking on the time, I believe they have time for one last query.


We’ll now take their closing query from Patrick Walravens from JMP.

Patrick Walravens

possibly here is a good way to wrap it up. thanks for all of the commentary and detail today. Given the inventory drop, which I consider is the biggest aspect in reasonably a while, if there’s one key message you’d like to deliver to your investors, what would that be?

Christian Klein

indeed, of route, coming from the inventory rate, you see that they really made today a choice which is actually to reply to the needs of their valued clientele. seem to be, because the CEO of SAP, I can not cling on to a economic mid-term ambition, which is truly once more the needs of their valued clientele. after they are looking to movement, after they are looking to radically change, after they want to see more biological innovation from SAP, here's from me, on the long run, the appropriate thing to do for SAP. And this is truly my desirable precedence as the CEO of this company, and this is why we’re doing this alternate.

One factor for sure, as a result of additionally related to the last question, they don't seem to be getting gradual on their commitment additionally to force profitable increase sooner or later. all of the impact you are actually seeing is whether linked macroeconomics or you see the income combine effect coming through. but all the other productivity parameter, no rely if it’s go-to-market related, G&A connected, they don't seem to be getting slow. they are able to, of path, even have the high focal point on productiveness.

And on the investment side, on the cloud operations, if you happen to are doing this huge shift and already tripling your cloud revenues in opposition t 2025, you do not wish to feed your funds into some legacy cloud infrastructure. this is why they want to do their homework now and are available back with double-digit growth in operating benefit from 2023 onwards on because, again, I don't want to feed cash into legacy infrastructure. this is why we’re doing this in combination and, as I talked about, eventually, to wrap it up, we're doing it for their purchasers.

Stefan Gruber

This concludes their salary demand today. thank you considering becoming a member of. and you can now disconnect. Bye-bye.

Luka Mucic

thanks. Bye-bye.

Christian Klein

thank you. Take care.

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