SAP Market and Competitive Analysis

SAP Market & Competitive AnalysisBill King, LoB Solution Management SCMSeptember 18, 2012

© 2012 SAP AG. All rights reserved. 2Customer

Agenda

Business CaseTarget CustomerCompetitive LandscapeAnalyst InformationCustomer Successes

Business Case


Transportation and LogisticsAn Area of Increasing Business Focus & Investment

Transportation and logistics challenging market dynamics…

Transportation is responsible for 15% of global CO2 emissions

20- 25% surplus inventory exists across all material groups

Only 50% of trucks in the EU have a full load

400-500 suppliers are required to produce a computer

3000-5000 suppliers are needed to produce a car

80 Million people each year reach a living standard like in Germany

9 billion people will be living on earth by 2050

An ever increasing demand for individual products and service

…. requiring a new dimension of business and IT solutions

Source: brand eins, March 2010

© 2012 SAP AG. All rights reserved. 5Public

“Best Run” companies obtain much better operational and financial results than most

SAP TM’s goal is to enable its customers results to strive for Top results


Transportation Management is at the Top of the Investment List to drive new efficiencies

An Aberdeen benchmark Study on the Process Industry shows that Transportation Management is the Top Investment Area to drive Supply Chain and Logistics Performance

Source: Aberdeen – Supply Chain Cost Cutting Strategies for the Process Industry, March 2007

25%30%40%Demand management

25%17%40%Strategic network design

25%17%43%Warehouse/dock/yard mgmt

38%29%44%Inventory optimization

13%52%57%Product/batch traceability

17%

39%

41%

Industry Average

13%36%Manufacturing applications

29%

60%

Best in Class

13%Channel management (channel sales data visibility, prevent speculation/diversions, etc.)

25%Transportation management

LaggardsNew Applications Implemented as Part

of Improvement Strategy

25%30%40%Demand management

25%17%40%Strategic network design

25%17%43%Warehouse/dock/yard mgmt

38%29%44%Inventory optimization

13%52%57%Product/batch traceability

17%

39%

41%

Industry Average

13%36%Manufacturing applications

29%

60%

Best in Class

13%Channel management (channel sales data visibility, prevent speculation/diversions, etc.)

25%Transportation management

LaggardsNew Applications Implemented as Part

of Improvement Strategy

An ARC benchmark Study on Manufacturing Industries IT Spending ranked Supply Chain Performance (Time, Service Levels) and better Transportation Planning and Execution as top priorities where to focus investments

Source: ARC Advisory Group – Manufacturing IT Benchmarking Analysis Report, April 2008


Market Size and ForecastTransportation Management Systems (TMS)

TMS market will grow at a 10.3% CAGR from 2011 to 2016

Planning & Execution is the faster of the two segments within the TMS market

Source: ARC Advisory Group, 2012 TMS Worldwide Outlook


TMS market: ample opportunity for SAP TM


TMS Market Trends 2010-2011

TMS for smallshippers

TMS value prop expanding to small shippers, energizing “niche” TMS vendors that offer good TCO and reasonable functionality.

Globalization as a driver

Globalization, in terms of international TMS deployment and multileg, multimode international shipment support, is a bigger issue for buyers.

SaaS preferred in bad times but…

SaaS TMS became more attractive for new buyers of all sizes but buyers question the longer-term cost of SaaS versus on-premise software

TMS do more now Newer TMS solutions support the entire functional flow of more modes (ocean, air, fleet and parcel/express) of transportation

TMS reaching to new users

TMS reaching more users via enhanced usability and embedded analytics that support improved performance management.

Intra-enterprisecollaboration more important

Community management is becoming a more important issue in TMS given the multi-enterprise nature of transportation (shippers, carriers, suppliers, other third parties participate and collaborate in planning and executing freight movements). SaaS has have the advantage.

Slow buying behavior change towards end-2-end

The need to better address end-to-end processes will motivate users to consider the importance of SCE convergence (i.e. LFM) over time

Source: ARC, Gartner, SAP internal


Recent changes in TMS purchase behavior and pricing

Diminished vendor loyalty as customers replaced

TMS with other vendor’s= opportunity for new solutions like SAP TM

Generalized downward price pressure due to Global economy slow down

Source: ARC TMS Worldwide Outlook 2010-2014


Market needs and demand - evolution

Source: ARC TMS Worldwide Outlook 2010-2014

Transportation procurement is a HOT topic, as hot as BI;

freight audit/settlement is now popular; collaboration and appointment scheduling gaining in importance as

manufacturers take control of inbound transportation

Global Trade Management is expected to continue growing in

importance as trade recovers and new regulations come (i.e. Importer Security Filing (ISF))


Market Size and ForecastTransportation Management Systems (TMS)

TMS market bounced back after global economic downturn – YoY Growth: 8.1%

TMS market will grow from under $800M to over $1.2B over next five years

Source: ARC Advisory Group


The Transportation and Logistics MarketA priority investment area for SAP & our customers

Transportation and Logistics (T&L)represents an area of major focus for...

...the global economy Global transportation spendConsumer prices & company profitabilityGlobal CO2 emissions

...our customersGlobal supply networksCustomer service Operational efficiency and cost reduction

...SAPT&L market size and growth Core solution extensionStrategic investment


What does this mean for your business?

Top executive issues

How can I manage my logistics network in a holistic fashion?

How can I minimize the risk factors throughout my supply chain?

How can I reduce my operational costs and better understand transportation costs at the customer level?

How can I ensure best possible usage of my assets?

How do I ensure high customer service levels and responsiveness to unexpected supply chain events?

How do I ensure I am compliant with all the varying regulations and compliance policies?



Top Operations/LOB issues

Where and do I manage freight contracts?

How can I make intelligent freight rate decisions on a daily basis while considering customer service and capacity constraints at the same time?

How do I improve carrier relationships while driving down freight costs at the same time?

How do I enable customer facing personnel to make critical customer service decisions without disregarding transportation cost factors (e.g. expediting)?

How can I monitor on-time performance of carriers at customer locations?

Can I take better charge of inbound transportation processes?



Top IT issues

How do I control an IT infrastructure that has grown above and beyond just a single ERP system

Can I leverage a universal platform for my mission critical business applications?

What is my strategy to integrate carriers and logistics service providers into my business strategies?

How can I reduce the number of interfaces between ERP, supply chain and transportation management systems?

How can I serve the business’ desire for supply chain convergence?

What is the Total Cost of Ownership when deploying best-of-breed versus SAP out of the box TMS systems?

Product Definition


SAP Transportation & Warehousing History A long history of business, process, and IT expertise

1994 2007 2011

SAP R/3 Warehouse Mgmt.(SAP R/3 2.0–4.7)

SAP Supply Chain Management (SAP SCM)SAP Extended Warehouse Management (EWM)

….

SAP EWM 7.0-7.01SAP EWM 5.0– 5.1

Goods storageLogistics execution

SAP EWM 7.02

Best-in-classwarehouse mgmt.

Advanced warehouse mgmt.

Distribution center logistics

SAP R/3Logistics Exec.Transportation (LE-TRA)Shipmentexecution

SAP APOTransportationPlanning / VehicleScheduling (TP/VS)Shipping planning& optimization

1993

SAP Transportation Management (TM)SAP TM 8.0-8.1

Comprehensive transportationmanagement

2000


Best-in Class

Solution

VerticalizedOffering

Integrated &

ConnectedProcesses

SAP Transportation & Logistics Our mission and strategy

The MARKET LEADER in Supply Chain ExecutionThe THOUGHT LEADER in Supply Chain Convergence

Mission

Integrated & ConnectedProcesses

Intra & inter-enterprise solution End-to-end process integrationOut-of-the box connectivity

SUPPLYCHAIN

EXECUTIONLEADER-

SHIP

Best-in Class SolutionBest-in class functionalityComplete, comprehensive solution

Verticalized OfferingIndustry-specificfunctionalityMulti-industry offering


The SAP Transportation Management 9.0Development focus

SAP Transportation Management 9.0

Customer Co-Innovation Deep Process Integration Order-to-CashProcure-to-PayCustoms & Compliance Mgmt.Dangerous Goods Mgmt.

Best-in-Class Functionality

CustomerNetworkSAP

Flexibility, Simplicity,& Performance

Collaboration Decision Support


SAP Supply Chain Execution Mission and Strategy

The World's Best Supply Chain Execution PlatformThe Thought Leader in Supply Chain ConvergenceMission

Supply Chain

ExecutionLeadership


Analytics & Reporting

Overview SAP Transportation Management Solution Coverage

Event Management

Import / Export, Dangerous Goods & Compliance

Document & Output Management

Integration & Connectivity

TransportationCharge Clerk

Transportation Planner

TransportationDispatcher

Specialist(Tendering)

OrderManagement

SAP ERP integration: Order-to-Cash, Procure-to-PayFreight OrdersForwarding OrdersFreight Bookings

Freight Settlement

Freight Agreement ManagementCharge & Tariff Mgmt.SAP ERP integration: Forwarding & Freight Order Settlement

Freight Execution & Monitoring

Logistics ExecutionTransportation Status Visibility& Monitoring

Freight Planning & Tendering

Manual & Automated Planning & DispatchingResource & Carrier SelectionOrder TenderingOcean Booking

SAP Transporation Management

The SAP Transportation Management solution allows companies to holistically manage and optimize their transpiration spend across the logistics and distribution process, maintaining high levels of customer satisfaction while achieving profitability and asset utilization goals .

• SAP TM 9.0 is the fruit of over 20 years of SAP continuous investment in the area of Transportation Management

• SAP TM 9.0 is the 5th release of a TMS product by SAP –an evolution of prior transportation and event management solutions- and brings to bear all the learning's and experience accumulated in this area

LES - TPVSTM 6.0TM 7.0TM 8.0

• Over 3,000+ customers rely today on SAP software to manage their transportation needs

• Can be used stand-alone but derives the most benefit when used in conjunction with SAP ECC 6.0

• SAP TM 9.0 addresses the needs of Shippers (Chemical, CPG, Auto, Mills…) and LSP’s


Overview SAP TM Customer & Market StatusStrong customer growth and implementation momentum

Facts and figures

Over 50 new customers in 2011

Over 30 ongoing implementation projects

Productive use of SAP TM in 14 countries and14 industries

Sample customers

Active & live customers (TM 8.0+) Customer geographical coverage

0

5

10

15

20

25

30

35

2010 2011 2012

Active

Live

Target Customer


Innovation drivers in logistics

Interconnected supply chains

More “free” IT expected

On-boarding

Demanding Customers

GlobalEconomy

Sustainability Regulatory Compliance

Services Differentiation

Global fulfillment models – source and sell globally

Credit and fuel

“Green” supply chains

Carbon impact another factor in total landed cost

“Cargo security and customs

Automated filings

Total supply chain visibility

Offer more services

Increase and defend market share

Faster on-boarding


What does “Run Better” mean for logistics companies?

Higher Margin

Single Integrated Platform

Business Process Improvement

Return on investment

Superior Service Performance

Labor productivity


TM 9.0 – “The Perfect customer”

Type of Customer/Industry Geography

LSP‘sShippers – Manufacturing & specific Retailer, inbound and outboundPackaged goods, Dry bulk materialsDomestic and international transportation

Majority of customers expected in EMEA and North America. Growing Demand seen for APAC, Latin America

Best-Fit Cases Customer Segment

SAP ERP customer, preferrably with ECC 6.0 and EhP 5Good Case: Replacing legacy/BoB e.g. Manugistics, Manh, JDAGood Case: Extending ERP transportation with TM processes Good Case: Greenfield implementation -No TMS solution in place today

1. LE – many already own the license and are upgrades process wise – drive adoption

2. LE – key for revenue and # of customer goals

3. ME – High opportunity for TM‘s core scenarios (inbound and outbound processes, order driven)

TM 9.0 “Perfect Customer”: Our traditional SAP ERP installed-base manufacturing customers (aka “Shippers”) or LSP’sBest Fitting Industry: LSP, Consumer Products, Retail and Chemical (but consider any mfg industry)Differentiation: BoB Capabilities, Very Tight ERP Integration, Great Usability, Future-Proof Platform for Growth and now Order-based vs. Delivery-based Planning

Competitive Landscape


Within the SCE segment, WMS is a mature market whereas TMS is more fragmented

SAP has a strong history in WM and TM, but with relatively new products

JDA has a strong TM product, enhanced by the acquired offerings of i2 and Manugistics

Vendor Market Share – Supply Chain Execution

18%34%

4% 6%17%

5% -1%

265%

103%

19% 29%7%

-50%

0%

50%

100%

150%

200%

250%

300%

-10%

0%

10%

20%

30%

40%

50%

60%

Oracle SAP Manhattan Associates

RedPrairie Descartes JDA Software

Kewill Systems

Epicor IBM GTNexus Highjump Others

200920102011Growth % 2010–20112

Market Share % Growth %

Sources: List sources here


Every major SCM provider has a robust TM solution

Oracle

JDA/Manu/i2

Manhattan Associates

Red Prairie

Lean Logistics

To get into the Leaders quadrant SAP needs to

demonstrate solid adoption (multiple and growing number of references)


Competitive Landscape –TMS Market Share (2012)

Leading Suppliers of TMS Based on TotalRevenues Across Types of Solutions (2012)

Source: ARC Advisory Group, TMS Worldwide Outlook, 2012 by Steve Banker

TMS Market ShareSoftware (2012)

Annual Total Software Share of Leading 10 SCM Vendors, 2010 and 2012 (Millions of Dollars)

Source: Gartner Market Share: All Software Markets, Worldwide, 2011

SCM Regional Size 2011

Annual Total Software Share of Leading Five Execution Vendors, 2010 and 2011 (Millions of Dollars)

Annual Total Software Share of Leading Five Planning Vendors, 2010 and 2011 (Millions of Dollars)

STRICTLY SAP INTERNAL ONLY© SAP 2012/ Competitive Intelligence (CI) / TMS&WMSCompetitorSWOTANalysis_2012

Vendor 2010 2011Share (%)

2010Share (%)

20112011 (%) Growth

SAP 876.1 1,018.0 19% 20% 16%Oracle 846.8 935.6 18% 18% 10%JDA Software 341.4 368.5 7% 7% 8%Manhattan Associates 136.4 141.5 3% 3% 4%Epicor 49.1 92.9 1% 2% 89%RedPrairie 94.2 99.7 2% 2% 6%Lawson Software 40.5 51.0 1% 1% 26%Descartes 75.0 87.7 2% 2% 17%IBS AB 59.5 58.0 1% 1% -3%Servigistics 60.6 64.0 1% 1% 6%Other Vendors 2,063.7 2,286.2 44% 44% 11%Total 4,643.4 5,203.0 100% 100% 12%


2010Share (%)

20112011 (%) Growth

Oracle 341.8 404.8 17% 17% 18%SAP 172.8 231.4 9% 10% 34%Manhattan Associates 128.0 132.8 6% 6% 4%RedPrairie 94.2 99.7 5% 4% 6%Descartes 75.0 87.7 4% 4% 17%Others 1,212.2 1,367.5 60% 59% 13%Total 2,024.0 2,323.9 100% 100% 15%


2010Share (%)

20112011 (%) Growth

SAP 703.2 786.7 27% 27% 12%Oracle 505.1 530.8 19% 18% 5%JDA Software 261.8 284.6 10% 10% 9%Logility 29.5 42.5 1% 1% 44%Epicor 35.0 41.3 1% 1% 18%Others 1,085.0 1,193.2 41% 41% 10%Total 2,619.5 2,879.1 100% 100% 10%

2011 Worldwide Market Shares - SCM

Analyst Information


SAP TM is a Visionary in the Gartner Magic Quadrant 2012

“SAP TM was designed to support all modes (ocean, air, land and rail) and span execution, planning, settlement, visibility and performance management in a single product.”

“SAP is more competitive in global TMS initiatives than some other TMSs that remain North American-centric”

“With its global presence (sales, marketing, service and support) and solution globalization (language, currency and localization), SAP will be able to deploy TMS internationally in areas where most TMS vendors lack capabilities, such as Latin America, the Middle East, Africa and small markets in the Asia/Pacific region.”

“SAP is also using TM to extend its reach beyond traditional shippers to include LSPs by adding features such as buy- and sell-side transportation costing and billing, cost distribution and automated revenue and cost costs charge management”

“SAP's SCE convergence vision reaches beyond basic warehousing and transportation integration, and extends to orchestrating end-to-end processes (such as order to cash), in which logistics is synchronized with other areas, such as order management; manufacturing; trade compliance; and environmental, health and safety.”

SOURCE: “Magic Quadrant for Transportation Management Systems”

by Dwight Klappich, Gartner, August 2012


Top Analysts in logistics validate the depth, vision and functionality of SAP TM

© SAP 2008

“This is a major supply chain management announcement for SAP and SAP manufacturing, retail and distribution customers.”

“TM 8.0 is now a viable transportation management offering that covers the core transportation functionality of planning, execution, settlement, track-and-trace and performance management.”

Dwight Klappich, AMR Gartner, in interview to American Shipper, 06/22/2011

“SAP has invested a lot of time and money enhancing the solution and addressing the shortcomings of previous versions. Cargill, for example, is in the early stages of implementing TM 8.0 across its 75 business units for truckload, less-than-truckload, and rail,”

Adrian Gonzalez, “Logistics Viewpoints’, 06/24/2011

“Because of their installed base, and the scope of this solution, SAP in a fewyears will be one of the market share leaders.”“2011 TMS Worldwide Market Outlook” report by Steve Banker, ARC, 06/2011

“The primary news in the TMS market may have been that SAP made significant strides in its TMS offering. They now have an offering with best-of-breed functionality at a high level.

In some verticals, they have put together a TMS that is integrated with their global trade management and regulatory compliance functionality that really works.” Steve Banker, ARC, in interview with Modern Materials Handling, July 2011


ARC says (2012)SAP is #1 in Transportation Management Systems (TMS)

Just released report by ARC titled “Transportation Management Systems: Worldwide Outlook 2011-2016” (May, 2012) evaluates market share of all vendors by geography, segment, category and customer tier.

Results:

SAP is #1 in the overall TMS market *

SAP is #1 in the TMS software category

SAP is #1 in the Transportation Planning and Execution segment

SAP is #1 TMS vendor in EMEA

SAP is #1 TMS vendor to Tier 1 Customers **

* TMS market includes software, maintenance, implementation, and SaaS** Tier 1 defined as companies with revenues over $1 Billion


ARC says SAP is #1 in Transportation Management Systems (TMS)

“SAP has come out with a transportation management system (TMS), SAP TM 8.0, which is a significant improvement over earlier releases of the software.”

“TM 8.0 is an on premise solution based on a highly scalable architecture.”

“TM 8.0 is a holistic transportation solution that covers end-to-end business scenarios such as domestic and international inbound and outbound shipments.”

“The solution offers full integration and synchronization with SAP ERP and other modules of the business suite, like SAP Global Trade Services and Environmental, Health & Safety Management.”

“Intelligent integration to SAP EH&S and GTM functionality makes this a strong solution for the SAP installed base.”

“Developing real traction among asset based logistics companies based in Europe.”

SOURCE: “Transportation Management Systems: Worldwide Outlook 2011-2016” report by ARC, May 2012


Market Situation: Top 5 SCE Software Vendors

Customer Successes


Selected SAP TM Customers


ArtoniTM 8.0 Project Overview

Transportation & Logistics

Transportation - domestic, European & worldwide (road, rail, air & ocean) freightLogistics services - warehousing, handling, kitting, packaging…

Implementation location Reggio Emilia, Italy

SAP TM 8.0 Ramp-Up Project DetailsGo liveJuly 4th, 2011

• Coverage 2,000 orders per day 10 customers

Implementation scopeMigration TM 7.0 > TM 8.0Charge management and forwarding settlement

GoalsIncreased performance & less custom codeLess Annual Maintenance Service activities

Future roll-out plansComplete customer coverage (10,000 customers)SAP CRM integration for charge calculation

ConsultantsAlemea

ERP Solutions


IATCO runs SAP Transportation Management 8.0with SAP® Solution

RQ xxxx (YY/MM)

Company or OrganizationIsmail Abudawood Trading Company (IATCO)

Headquarters or LocationJeddah, Kingdom of Saudi Arabia

IndustryWholesale Distribution

Products and ServicesTransportation Management 8.0 via BTS Project Management

Employees4,000

Revenue or Budget2 billion USD

Web Site www.abudawood.com

Implementation PartnerSAP Turkey

The company’s top objectivesEffective planning of their fleet of trucksVisibility of the transportation processImproving the quality of the data for the transportation cost calculation

The resolution Implementation of SAP Transportation Management 8.0 with clear and fixed scopePrototyping the solution prior to go live as it was the first SAP TM 8.0 implementation

The key benefitsDomestic outbound transportation and stock transfer orders via 100 company trucks and trucks from service providers (TSPs)Delivery based shipment integration with ERP – 500 deliveries a dayEffective planning of freight & assigning appropriate carriersVisibility of the transportation process via executing & monitoring freightTransportation Cost Calculation with high quality data

100%Coverage of the benefits realized out of company’s objectives

100%On time and in budget project implementation

100%Customer satisfaction

“SAP Transportation Management can help us keep our entire fleet

moving. And this is critical, because when our trucks aren’t moving we

are losing money.”


C. H. GuentherSAP TM 8.0 Project Overview

Mixes - Pancake, cornbread, biscuit, tortilla, gravy… Flour

Implementation location Prosperity SC, USA

SAP TM Project DetailsGo liveOctober 1st, 2011

• Planned coverage ca.10 planners4000 transportation requests per month2000 settlement documents per month8000 event messages per month

Implementation scopeMainly domestic outbound transportationSmall volume international outbound (From 1 location to Germany)ERP-based order management, transportation planning, carrier selection, freight tendering, EM based monitoring

GoalsReplace existing legacy system and manual processesOptimize freight planning, tendering & execution

Future roll-out plansSeveral further plants until mid 2012

Consultants

Thank you

Contact information:

Bill KingSupply Chain Execution, LoB Solution ManagementSAP [email protected]


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Sybase und Adaptive Server, iAnywhere, Sybase 365, SQL Anywhere und weitere im Text erwähnte Sybase-Produkte und -Dienstleistungen sowie die entsprechenden Logos sind Marken oder eingetragene Marken der Sybase Inc. Sybase ist ein Unternehmen der SAP AG.

Crossgate, m@gic EDDY, B2B 360°, B2B 360°Services sind eingetragene Marken der Crossgate AG in Deutschland und anderen Ländern. Crossgate ist ein Unternehmen der SAP AG.

Alle anderen Namen von Produkten und Dienstleistungen sind Marken der jeweiligen Firmen. Die Angaben im Text sind unverbindlich und dienen lediglich zu Informations-zwecken. Produkte können länderspezifische Unterschiede aufweisen.

Die in dieser Publikation enthaltene Information ist Eigentum der SAP. Weitergabe und Vervielfältigung dieser Publikation oder von Teilen daraus sind, zu welchem Zweck und in welcher Form auch immer, nur mit ausdrücklicher schriftlicher Genehmigung durch SAP AG gestattet.

Documents

SAP Market and Competitive Analysis