SAP S/4HANA Cloud 1902 Sales in SAP S/4HANA Cloud · Sales in SAP S/4HANA Cloud –Approval Status in Sales Documents High Level Scope and Features New approval status in sales documents

CUSTOMER

Christine Klomfass, SAP SE

January, 2019

SAP S/4HANA Cloud 1902Sales in SAP S/4HANA Cloud

2CUSTOMER© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ

Welcome

General Information

Vision

Key Innovations

Agenda

Christine Klomfass

SAP S/4HANA Cloud

Product Management


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of SAP. This presentation is not subject to your license agreement or any other service or subscription agreement with SAP.

SAP has no obligation to pursue any course of business outlined in this document or any related presentation, or to develop

or release any functionality mentioned therein. This document, or any related presentation and SAP’s strategy and possible

future developments, products and or platforms directions and functionality are all subject to change and may be changed

by SAP at any time for any reason without notice. The information in this document is not a commitment, promise or legal

obligation to deliver any material, code, or functionality. This document is provided without a warranty of any kind, either

express or implied, including but not limited to, the implied warranties of merchantability, fitness for a particular purpose, or

noninfringement.

This document is for informational purposes and may not be incorporated into a contract. SAP assumes no responsibility for

errors or omissions in this document, except if such damages were caused by SAP’s willful misconduct or gross negligence.

All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ

materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, which

speak only as of their dates, and they should not be relied upon in making purchasing decisions.

Legal Disclaimer

Sales in SAP S/4HANA CloudGeneral Information


SAP S/4HANA Cloud 1902Business Area in Line of Business / Industry

Projects and Engagements

Resource Management

Professional

Services

Controlling and Accounting

Line of Business /

Industry

Business Area

Asset

Management

Environment, Health and

Safety

Manufacturing

Production Planning

Quality Management

Production Operations

R&D /

Engineering

Product Compliance

Product Engineering

Enterprise Portfolio and

Project Management

Supply Chain

Order Promising

Product Lifecycle

Management

Project Control

Advanced Order Promising

Inventory

Warehousing Service-Centric Billing

Operational ERP Industry-specific

capabilities

Shipping and

Transportation

Service Service Master Data &

Agreement Management

Sales Order and Contract

ManagementSubscription Billing and

Revenue Management

Service Operations and

Processes

Sourcing and

Procurement

Sourcing and Contract

Management

Central Procurement

Supplier Management

Operational Procurement

Invoice Management

Procurement Analytics

Maintenance Management


SAP S/4HANA Cloud 1902Business Area in Line of Business / Technology

Database and

Data Management

Enterprise Information

Management

Line of Business /

Technology

Business Area

FinanceHuman

Resources

Core HR and Time

Recording

Sourcing and

Procurement

Administrative ERP Real-time foundation

Advanced Accounting and

Financial Close

Accounting and Financial

Close

Financial Operations

Advanced Financial

Operations

Treasury Management

LoB Finance / Enterprise

Risk and Compliance

Cost Management and

Profitability Analysis

Application Platform

and InfrastructureFoundation

Sourcing and Contract

Management

Central Procurement

Supplier Management

Operational Procurement

Invoice Management

Procurement Analytics


SAP S/4HANA Cloud 1902: Preliminary What's New available

You can find

the Preliminary What's

New document for SAP

S/4HANA Cloud 1811 on

the current Help Portal

page of SAP S/4HANA

Cloud 1811.

https://help.sap.com/s4hana_cloud/


SAP S/4HANA Cloud 1902Best-Practices – New/Changed Scope Items Order and Contract Management (1/4)

End 2 End Process SI ID SI Name What‘s New

Order and Contract Management 31J Chemical Compliance in Sales This scope item describes the compliance marketability check in sales

order processing and during outbound delivery processes. A compliance

marketability check is executed when a material is defined as relevant

for compliance.

New in 1902:

Integrate marketability checks into sales and order processes, now

including outbound delivery

Enhance support of life-cycle of products

Order and Contract Management 3G8 Dangerous Goods in Sales* This scope item describes the dangerous goods transport check in sales

order and sales quotation. The check is performed for all compliance-

relevant products. For chemical products that are added to sales orders,

this ensures that an appropriate dangerous good classification is

established.

Order and Contract Management 1MI Delivery Processing without Order

Reference

This scope item describes the entire process sequence for a standard

delivery process where the customer does not need to create a

preceding order (delivery without order reference). The business

process encompasses all the steps from creating a delivery, to clearing a

customer’s account once payment is received.

New in 1902:

Added assignment of a text procedure, because this scope item starts

directly with the delivery and has no predecessor document (no sales

order document).

*new scope item




Order and Contract Management 2TY Integration with SAP Commerce

Cloud for B2B Order Fulfillment*

This scope item provides essential master data to SAP Commerce

Cloud to create a B2B sales order in the Web shop, which is replicated

to SAP S/4HANA Cloud for fulfillment.

Order and Contract Management 1O0 Planning Apps for Sales Sales Planning Apps for Sales Manager

New in 1902:

Sales plans can be made visible to other users

Added new functions for responsibility management and sales plans to

configure and maintain the team who can view the sales plan

Order and Contract Management 31Q Sales Order Processing for Sales

Kits

This scope item supports selling products bundled into sales kits. There

are two ways to process a bill of material in sales. Once you have

entered a bill of material in a sales order, the system runs pricing and

logistics execution at the header or item level.

New in 1902:

With the new release, we deliver a new condition type PCUM in pricing,

that can be used for statistical price calculation for a LUMF sales kit.

Real prices from the items of the sales kit can be summarized as a

statistical price on the header level of the sales kit.

*new scope item




Order and Contract Management BKJ Sales Order Processing with

Customer Down Payment

In business, especially in a make-to-order environment, customers may

be required to pay an amount in advance before the goods are

delivered.

New in 1902:

You can assign a delivery block to the milestone billing plan. In this case,

when creating a sales order and using this billing plan together with item

category CBAO (Milestone Bill. Plan), the delivery block is copied to the

schedule lines.

Order and Contract Management BD9 Sell from Stock This scope item describes the entire process sequence for a standard

sales process (Sale-from-Stock) with a customer. The business process

encompasses all the steps, from creating an order to the clearing of a

customer account after the receipt of payment.

New in 1902:

You can capture the destination country via the End User for Foreign

Trade partner trade. There are occasions when you ship to the border or

to the customer’s customs broker. This now can be shown via the end

user for foreign trade.


SAP S/4HANA Cloud 1902Best-Practices – New/Changed Scope Items Subscription Billing and Revenue Management (4/4)


Subscription Billing and Revenue

Management

3L3 Contract Accounting - Contract-

Based Revenue Recognition*

In this scope item, you integrate contract-based revenue recognition

with contract accounting.


Management

2BK Contract Accounting - Daily and

Monthly Closing

With this scope item, you can create transfers to General Ledger and

write offs.

New in 1902:

Doubtful Receivables:

Create Flat-rate Value Adjustments According to Expected Credit Loss

Rates

Create Doubtful Receivables and Individual Value Adjustments

Create Doubtful Receivables and Individual Value Adjustments

According to Age

Post Value Adjustments

Display Value Adjustments

Transfer Value Adjustments


Management

2AR Contract Accounting - Master Data

and Basic Functions

With this scope item, you can create and manage master data of

business partners and contract accounts.

New in 1902:

Balance Notification

Monitor Notification

*new scope item

Sales in SAP S/4HANA CloudVision


Vision

Integrate with the SAP Ariba Business Network

(Seller Side Integration)

SAP Transportation Management

SAP Extended Warehouse Management

SAP Financial Services Network

SAP Global Trade Services

SAP Marketing Cloud

SAP Commerce Cloud

SAP Sales Cloud

SAP Service Cloud

SAP LeonardoInternet-Of-Things for Sales

Machine Learning

Blockchain

Natural Language Processing

Bots

SAP FieldglassIntegrate with Fieldglass

SAP Analytics Cloud

SAP Cloud Platform

SAP C/4HANA

Sales in SAP S/4HANA Cloud


Sales in SAP S/4HANA CloudThe Order Management and Billing Solution for the Digital Economy


Use-Case for Sales Order ProcessingOutlook

Inquiry &

Quotation

Management

Sales Order

Management &

Processing

Returns Order

ProcessingOutbound

Delivery

Processing

Billing &

Invoicing

Receivables

ProcessingOutbound Shipment

Processing

Credit Memo

Processing

Sales Order Fulfillment

Monitoring

Preliminary Billing

Documents

Transportation

Management

Availability

Check

Machine Learning

Delivery performance, predict

potential delivery delays

before they occur

Machine Learning

Predict order probability of

quotations

Machine Learning

Sales order from unstructured

data

Machine Learning

Avoid issues, propose

possible actions or automatic

decisions, give guidance to

solve issues

Sales in SAP S/4HANA CloudKey Innovations 1902


SAP S/4HANA Cloud 1902Key Innovations in Sales*

• SAP Marketing Cloud Integration

• Approval Status in Sales Documents

Sales Order Management and Processing

Claims, Returns & Refund Management

* This is the current state of planning and may be changed by SAP at any time without notice

and Key innovations do not reflect licensing

• Returns Integration with Buyers

Sales Master Data Management

• Workflow for Sales Quotation

Sales Monitoring and Analytics

• Manage Sales Plans - Enhancements

• New KPIs for Sales Order

• Sales KPI Reporting with SAP Analytics Cloud

• Edit List of Fields Used in Pricing Routines for Service Transactions

• Custom Logic to Calculate the Condition Base Value

• OData Service for Condition Records

Price Management

Sales Billing

• OData Service for Sales Orders – Enhancements

• Support of PayPal in Billing Document Requests and Billing Documents

• Customer Exit for Controlling Data Flow to Billing Documents

• Determine Delivery Blocks for Down Payments with Billing Plans


Order Management

Benefits and Business Value

Sales in SAP S/4HANA Cloud – Approval Status in Sales Documents

High Level Scope and Features

▪ New approval status in sales documents

▪ Allows building business workflows for sales documents

▪ Follow-up processing, for example sub-sequent document creation, is prohibited as long as the document is in approval

▪ Process control

▪ Immediate insights about documents which need attention

▪ Ability to take quick action

▪ Easy forward navigation to related applications via My Inbox

Sales Rep Manager

Relevant for Approval?

Accept, Reject, Rework

Process continues Process stops Iteration


In the System


In the System


Sales Master Data

High-Level Scope and Features


Sales in SAP S/4HANA Cloud – Workflow for Sales Quotations

▪ Display and manage approval workflows for sales quotations in My Inbox:

▪ Provisioning of key sales quotations data in the approval workflow allowing for quick decisions

▪ Easy navigation to the sales quotation document from the approval workflow

▪ Revised process to rework approval requests for sales quotations

▪ Receive workflow notifications during the approval workflow processing of sales quotations

▪ Straightforward, role-based sales processes

▪ Faster data insights

▪ Easier navigation to related business documents


Sales Billing


▪ Integration of PayPal authorization data into billing documents and billing document requests created from external billing data

▪ Authorization data is forwarded to financial accounting for revenue account determination and subsequent settlement


▪ SAP customers can now offer their customers the option to easily settle invoices by using PayPal

Sales in SAP S/4HANA Cloud – Support of Paypal in Billing Document Requests and Billing Documents

External System

SAP S/4HANA

Billing Document

Request

Billing Document

External Billing Data

API API

NEW


Pricing


New with 1902: Enhancement of the Order EDI scenario to enables an SAP S/4HANA Sales Cloud system allowing to manage Return Order with a reference

▪ Enhance the follow up activity Ship to Supplier and Direct Ship to Supplier allowing to identify the reference Purchase order during the Return Purchase Order Creation

▪ Allows customers leveraging EDI protocols:

▪ To pass and use a reference buyer document number to create a return order in the supplier system

▪ The exchange of messages will be based on direct communications between SAP S/4HANA Sales Cloud system and:

▪ External SAP S/4HANA buyer Cloud systems

Enhancement of Manage customer returns allowing to maintain customer comments

▪ Customer comments is used in the EDI to identify the return reason


▪ Allows to get the relationship between the documents

▪ Better check and validation on the return process

Sales in SAP S/4HANA Cloud – Returns Integration with Buyers

Message

Monitor

EDI Channel in Output Management


Analytics and Planning


Manage sales plans

▪ Plan for either Incoming Sales Orders or Sales Volume

▪ Plan by Month/Quarter/Year

Multiple Planning Dimensions

▪ Visualize the planning data by Chart

▪ New in 1902:

▪ Set up teams by using the Manage Teams and Responsibilities app

▪ Plans sharing between person and group

▪ Create and modify targets on various dimensions; work with rolling forecasts

▪ Flexible “Plan For” and “Plan By” to meet real business needs

▪ Use excel download/upload to enable fast entry of plan data and calculation

▪ New in 1902: Enable the Sales Manager to share the Sales Plan

Sales in SAP S/4HANA Cloud – Manage Sales Plans



• View an upgrade schedule for SAP S/4HANA

Cloud

• View SAP service level agreement

• Read about Upgrade specific frequently asked

questions

• Continue the conversation and get answers to

your questions in the SAP S/4HANA Cloud

Customer Community

• Sign up for other early release webinars, here.

Preparing for 1902: Next Steps

https://www.sap.com/documents/2017/01/867629d8-a27c-0010-82c7-eda71af511fa.html

https://assets.cdn.sap.com/agreements/product-use-and-support-terms/cls/en/service-level-agreement-for-sap-cloud-services-english-v7-2017.pdf

https://www.sap.com/documents/2017/01/78d5e2d7-a27c-0010-82c7-eda71af511fa.html

https://s4hanacloud.community.sap/groups/D82g0dYPzM13yAISfwL8EY/questions/new?folder_id=s4knANQS8swaVlqToYKbns

https://event.on24.com/wcc/r/1856491/A8BF4DC42410037EB71DC85E822FD127/413985?partnerref=webinarppt

Appendix


Business Partner, Product Master, and Sales Order



SAP Marketing Cloud Integration with Sales in SAP S/4HANA Cloud

▪ Marketers want to launch marketing campaigns based on SAP S/4HANA master data for customers, contacts, and products

▪ Functional details:

▪ Integration Scenario with the capability to connect SAP S/4HANA Cloud to SAP Marketing Cloud

▪ Integration based on SAP S/4HANA business partner, including ERP account and contact IDs

▪ Integration of products

▪ Integration of SAP S/4HANA sales order

▪ Extensibility support for data transfer

▪ Standard middleware content for SAP Cloud Platform integration, including best practice implementation documentation

▪ Cloud integration standards for security, performance, and data integrity and robustness

SAP Marketing Cloud

SAP

CPI,Integration

services

with

Mapping

Initial and delta load for Consumer,

Customer and Contacts with theirs

Relations via SOA Services

MDG_BP_RPLCTRQ and

MDG_BP_RELATIONSHIP_OUT

as well as for products via SOA Service

CO_MDM_PRD_BULK_REPL_REQ_OUT*

ODATA Interfaces

CUAN_BUSINESS_PARTNER_IMPORT

for Accounts and Contacts and

API_MKT_PRODUCT for Products

S/4 HANA Cloud

Initial and delta load for Sales Order via

SOA Service

CO_SDSLS_ESR_SALES_ORDER_REPL

ODATA Interfaces

CUAN_BUSINESS_DOCUMENT_IMP

*For integration of products via SOA Service CO_MDM_PRD_BULK_REPL_REQ_OUT S/4HANA FSP02 is required

New


Pricing


▪ The integration of service transactions requires the information which technical fields are used in which pricing routine (e.g. requirements, alternative calculations of condition amount). The list of fields can be edited and enhanced

▪ Automatic code scan of pricing routines helps to create the list of used fields


▪ Enable pricing routines (e.g. requirements, alternative calculations of condition amount) for service transactions (e.g. service orders, service contracts, service confirmations)

▪ Improve pricing flexibility

▪ Implement custom logic for service transactions if SAP standard is not sufficient to fulfill business needs

Sales in SAP S/4HANA Cloud – Edit List of Fields Used in Pricing Routines for Service Transactions


Pricing


▪ Set up custom logic to alter the calculation of the condition base value of a condition type

▪ Reuse custom logic for different condition types in pricing procedures


▪ Custom logic for the calculation of the condition base value if the logic delivered by SAP does not match business needs

▪ Improve pricing flexibility

▪ Example: Check if the minimum order quantity has been ordered. If not, adjust the condition base value accordingly and inform the user about the automatic change

Sales in SAP S/4HANA Cloud – Custom Logic to Calculate the Condition Base Value


Pricing


▪ Sales Pricing Condition Record – Create, Update - This OData service enables customers, partners, and external applications to create/update condition records in SAP S/4HANA Sales.

▪ Purchasing Pricing Condition Record (A2A) – Read- This OData service enables customers, partners, and external applications to read condition records in SAP S/4HANA Purchasing.


▪ Enable customers from external systems to create, update, condition records in S/4HANA Sales.

▪ Enable customers from external systems to read condition records in SAP S/4HANA Purchasing.

▪ Enable full integration of external systems / applications with pricing process in SAP S/4HANA.

Sales in SAP S/4HANA Cloud – OData Service for Condition Records

S/4HANAPricing Condition Records Pricing Condition Records

Sales Procurement

External System

External Pricing Data External Pricing Data

Create

Update

ReadOData


Order Management


▪ OData APIs to create, read, delete, and update sales orders

▪ New in 1902: You can now receive external authorizations for payment cards

▪ Business example: a sales order is created in a web shop and a credit card is used as a payment method. The authorization of the credit card is done in the web shop and can now be transferred to S/4HANA Cloud


▪ External authorization of credit card is transferred to S/4HANA so that the authorization doesn’t have to be done again

Sales in SAP S/4HANA Cloud – OData for sales orders – enhancements

Example: Data Flow in Delivery-Related Billing

External System

SAP S/4HANA

Sales Order

Payment Card information

External

Sales Order Data

API CRUD


Sales Billing


▪ Control how specific header-level and item-level fields are filled during billing document creation

▪ Define how items are transferred into one or multiple billing documents during billing document creation


▪ Exercise highly granular control over how and what data is transferred from preceding documents (for example, outbound deliveries or debit memo requests) to newly created billing documents

▪ Benefit from increased flexibility in how items are grouped into or distributed across billing documents

▪ Adapt your billing process to better serve a broad range of business requirements

Sales in SAP S/4HANA Cloud – Customer Exit for Controlling Data Flow to Billing Documents

Sales OrderOutbound Delivery

Invoice

Example: Data Flow in Delivery-Related Billing

Document Flow

Data Flow

For example:- Clear field REGIO- Control split/merge


Billing Plan



Sales in SAP S/4HANA Cloud – Determine Delivery Blocks for Down Payments with Billing Plans

▪ Set delivery blocks for sales order items which require a down payment through billing plan

▪ Assign delivery block to billing plan type Baseline Milestone Billing Plan through self-service configuration UI

▪ Flexibility to decide whether to ship goods before a down payment is paid or to wait until payment is received through a delivery block


Analytics



Sales in SAP S/4HANA Cloud – KPIs for Sales Order

Multiple Analytical KPIs

▪ Number of Sales Order/Open Sales Order

▪ Net amount of Sales Order

▪ Open orders for delivery

Released Analytical CDS and OData

▪ I_SalesOrderCube (Analytics - Sales Order Cube) – New in 1902

▪ C_SalesOrderQuery (Analytics - Sales Order) – New in 1902

▪ I_SalesOrderItemCube (Analytics - Incoming Sales Order Cube)

▪ C_SalesOrderItemQry (Analytics - Incoming Sales Orders)

▪ KPIs “No. of *” will enable sales people to get overview incoming orders.

▪ Enable the customer to analyze more KPIs for Incoming Sales

▪ Build your own queries based on the released CDS views

▪ Flexible tool that adapt to users’ needs


Analytics

High-Level Scope and Features


Sales in SAP S/4HANA Cloud – Sales KPI Reporting with SAP Analytics Cloud

▪ Sales Analytics Cloud (SAC) provides a comprehensive tool for strategic live-data analysis in sales

▪ Pre-built analytical dashboards help the executive and senior management to monitor key drives and trends in the sales process based on S/4HANA Cloud data

▪ A highly integrated solution that increases efficiency, eliminates data silos and make digital access simple, secure, and scalable

▪ Within the SAP Analytics Cloud (SAC) sales managers can monitor key figures for sales using a dashboard that is intuitive to use and clearly arranged

▪ The progress of crucial key figures in sales is visible at a glance:

▪ Gain a real-time overview of sales volume by calendar month/quarter and sales org, top customers, open orders by sales org, customer, customer group, material and material group. See open sales at a glance and identify where you can take action in order to increase your sales volume

▪ Compare sales volume and profit margin over time and by sales org. Top customers by Sales Volume, Profit Margin, and Net Sales Cost. Check your pricing strategies and control the costs

▪ Compare incoming orders and open orders and drilldown into sales org, sales office, sold-to party, and customer group.Identify top customers and trends by incoming sales

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statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional

warranty.

In particular, SAP SE or its affiliated companies have no obligation to pursue any course of business outlined in this document or

any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation,

and SAP SE’s or its affiliated companies’ strategy and possible future developments, products, and/or platforms, directions, and

functionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reason

without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or

functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ

materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, and they

should not be relied upon in making purchasing decisions.

SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered

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