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From YouTube: Executive Exchange with Stefan Steinle - Senior Vice President & Head of SAP Globalization Services
Description
In this Executive Exchange session, INDUS hosts Stefan Steinle around the topic of globalisation. Atul Govil ( CTO - India Glycols ) will host a fireside chat with Stefan and post which we will open it up for questions from the participants.
A
A
Tax
management
at
sap
is
a
topic
which
we
mostly
tackle
in
the
globalization
services
unit.
This
is
an
engineering
team,
an
engineering
unit
which
takes
care
practically
of
all
the
localization
requirements
of
our
customers
across
the
world,
and
so
this
team
is
is
handling.
Topics
like
translation
is
handling
topics
like
functional
localization,
like
tax
management,
like
you
know,
payment
formats
and
all
these
kinds
of
things.
A
We
are
also
handling
a
couple
of
innovative
topics
like,
for
example,
solutions
that
connect
to
social
media,
social
marketplaces
and
these
kinds
of
topics.
So
it's
not
only
the
legal
requirements
that
we
cover,
but
of
course,
legal
requirements
are
one
of
the
main
pillars,
one
of
the
main
components
of
our
engineering
team
and,
of
course,
very
hot
in
india
this
year,
with
the
introduction
of
tcs
and
of
e-invoicing,
of
course,
and
also
recently
in
the
past
years,
with
that
whole
transition
and
transformation
towards
gst.
A
Some
of
our
experts
are
really
working
day
and
night
to
support
our
customers
in
the
transition
to
the
new
processes
to
the
new
legislations,
and
this
is
for
sure,
our
topic
for
for
many
of
us
in
sap
globalization
services
these
days
in
that
regard,
I'm
also
very
happy
to
have
the
colleagues
from
my
team
at
sap
globalization
services
joining
today,
because
very
openly.
I'm.
A
I
would
say
I'm
an
expert
for
the
topic
of
localization
but
globally
and,
of
course,
not
in
particular
for
all
the
specifics
with
regards
to
india
or
other
countries,
and
that
is
why
I
will
for
sure,
in
the
talk
and
in
the
dialogue
later,
I
will
for
sure
take
the
help
of
the
colleagues
to
answer
any
kind
of
specific
questions
that
you
might
have.
This
allows
us
to
make
it
really
valuable,
hopefully,
for
you
for
our
participants,
please
ask
any
kinds
of
questions
that
you
have
on
your
mind.
A
We
also
have
a
couple
of
challenging
questions.
I'm
sure-
and
this
is
where
I'm
really
happy-
to
have
the
dialogue-
to
have
open
feedback
from
all
of
you
and
really
have
open,
transparent
and
honest
conversation
on
where
we
are.
This
gives
us
input
in
globalization
services
around.
Where
should
we
focus
on
what
should
be
our
priorities
going
forward?
Where
should
we
change
in
order
to
improve
the
level
of
localization
for
our
customers?
A
So
thanks
a
lot
to
the
whole
indus
organization
as
well,
for
setting
that
up
and
for
hosting
us
here
today,
yeah.
I
would
maybe
start
a
little
bit
with
the
overall
sap
product
strategy
because
we
have
progressed
and
evolved
on
our
product
strategy
in
the
recent
months
and
for
me
it
is
important
to
share
that
overall
big
picture
with
you,
because
I
think
many
of
the
topics
that
we
discuss
around
localization
they
have
somehow
and
somewhere.
They
are
footprint
within
the
overall
product
strategy
of
sap.
A
A
A
Only
this
year
is
also
because
of
the
global
pandemic
situation.
Of
course,
where
we
have
observed
that
our
customers
have
changed.
Of
course,
the
pattern
how
they
use
and
how
they
want
to
use
sap
software
and
where,
of
course,
also
legal
authorities
across
the
world
have
issued
a
lot
of
a
lot
of
programs
in
order
to
boost
economies.
A
Change
tax
rates
make
sure
that
people
whose
you
know
businesses
is
being
shut
down,
nevertheless
get
payments
and
and
these
kinds
of
things
so
for
us,
as
a
software
provider
in
the
erp
space,
where
we
cover
things
like
payroll
and
also,
of
course,
finance
in
the
accounting
world.
For
us,
the
global
pandemic
situation
has
meant
a
tremendous
additional
effort
of
work
for
our
engineering
teams.
A
You
know
dealing
with
the
current
situation,
so
there
are
a
couple
of
trends
which
make
business
for
our
customers
specifically
in
the
world,
where
sap
helps
them
in
the
erp
space.
In
the
wider
erp
space,
which
makes
this
business
a
little
bit
more
complex,
a
little
bit
more
cumbersome
and
I
wanted
to
share
and
outline
a
little
bit
what
sap
is
doing
in
order
to
make
that
you
know
dealing
with
these
challenges
as
easy
as
as
possible
in
terms
of
our
product
strategy.
A
B
A
This
is,
for
us
extremely
important
that
whole
topic
of
experience
management,
where
we
address
challenges
of
our
customers,
where
they
need
a
more
in-depth
understanding
of
customer
requirements
of
the
needs
of
their
customers
of
the
needs
of
businesses
with
whom
they
collaborate.
This
whole
topic
of
experience
management
is
an
extremely
important
component
and
then,
of
course,
we
have
certainly
realized
that
we
need
a
stronger
focus
again
on
industries.
Industries
has
been
a
traditional
strength
in
many
areas
of
of
the
sap
offering.
A
Industry
related
cloud
services
that
can
help
our
customers
moving
faster
into
the
new
world
and
and
leveraging
the
benefits
of
erp
more
rapidly
yeah.
Another
new
topic
which
is
mentioned
here
in
that
high
very
high
level
overview.
We
have
called
it
climate
21.
This
is
our
offering
in
order
to
manage
sustainability
in
companies.
A
This
is,
of
course,
an
extremely
important
topic.
The
baseline,
I
would
say,
is
fulfilling
some.
You
know
local
legal
requirements
that
we
have
across
the
world,
like
in
the
area
of
packaging,
waste
reduction
in
areas
like
sustainability,
reporting,
reducing
and
even
managing
and
getting
transparency
on
your
carbon
footprint.
A
So
all
these
topics
are
part
of
our
climate
21
offering
which
is
a
big
priority
of
our
product
portfolio,
yeah
and
then,
of
course,
we
have
the
baseline
mentioned
on
the
bottom
here,
our
business
technology
platform,
where
practically
all
of
our
products,
solutions
and
cloud
services
are
based
upon.
So
this
is
a
very
high
level
overview
of
our
future
direction,
and
I
would
want
to
highlight
a
couple
of
specifics
before
we
more
go
into
the
details
of
india
localization,
just
to
make
sure
that
you
really
have
the
bigger
picture
of
of
our
overall
strategy.
A
A
This
is
for
sure,
the
biggest
priority
within
our
portfolio
to
make
that
a
reality
for
our
customers.
A
second,
very
big
priority
is
what
we
have
summarized
as
innovation
and
for
us,
the
passwords
that
we
have
mentioned
here
on
the
on
the
bottom
of
that
slide:
artificial
intelligence,
machine
learning.
Of
course,
we
could
add
aspects
like
conversational,
uis
and
and
the
like.
For
us.
A
It
is
extremely
important
that
these
are
not
only
technological
innovations
for
us,
it
is
extremely
important
that
these
innovations
are
transformed,
and
this
is
what
is
a
big
focus
of
our
engineering
teams-
are
being
transformed
to
intelligent
business
processes,
because
the
technology
itself
won't
help
our
customers.
What
would
help
our
customers
if
we
use
and
leverage
intelligent
technologies
in
order
to
improve
the
business
processes
that
we
deliver
to
our
customers
out
of
the
box?
A
This
is,
of
course,
the
localization
piece
that
I'm
particularly
proud
of
and
where
we
have
gained
already
a
significant
footprint
among
our
customers
and
among
our
installed
base
and
a
lot
of
innovations
that
I
have
mentioned
are
being
built
in
our
core
in
sap
s
for
hana,
and
there
is,
of
course
much
more
to
come
in
the
coming
years
in
terms
of
innovations
that
we
deliver
to
our
customers.
So
this
is,
I
think,
a
very
important
message
that
sap
s
4hana
is
independently
from
the
deployment
option
that
our
customers
choose
on-premise
or
cloud.
A
As
for
hana
is
really
the
core
of
our
offering
and
will
remain
the
core
of
our
offering
and
of
the
integrated
business
services
that
we
deliver
on
top-
and
this
is,
I
think,
important
for
me
to
mention
what
are
a
big
investment
priorities
for
us.
Coming
from
a
lot
of
conversations
we
have
had
with
our
customers
with
user
groups
with
analysts
and
also,
of
course,
with
our
partners
who
build
on
top
of
our
solutions.
A
A
I
have
mentioned
that
corporates
connect
more
and
more
and
collab
collaborate
in
a
more
seamless
way,
and
we
believe
that
the
various
business
networks
that
we
have
in
a
combined
way
and
in
a
harmonized
way
will
offer
these
collaboration
capabilities
with
other
corporates
in
a
completely
new
dimension
going
forward.
Secondly,
we
talk
a
lot
about
sustainability.
A
Yeah.
So
that's
been
in
a
nutshell,
the
yeah,
I
would
say
essence
of
our
product
strategy.
If
I
would
sum
that
up
where
we
want
to
be
with
our
product
portfolio
in
a
couple
of
years
from
now
is
that
we
want
to
support
our
customers
and
enterprises
across
the
world
to
be
really
truly
agile
and
flexible,
based
on
modular
architecture
based
on
a
strong
core
and
where
they,
our
customers,
have
the
possibility
to
completely
you
know,
configure
and
reconfigure
their
business
processes
towards
the
needs
of
the
time.
A
Now.
Imagine
you
had
complete
flexibility
as
towards
adjusting
your
business
processes
in
the
current
pandemic
crisis.
You
could
switch
your
supply
chain
instantly
because
it
is
maybe
no
longer
possible
to
get
goods
from
some
other
parts
of
the
world
and
stuff
like
that.
This
is
the
target,
and
this
is
where
we
want
to
help
our
customers
getting
to,
and
this
is
yeah.
I
said
the
ambition
to
achieve
that
for
our
customers.
A
I
would
now
have
a
lot
of
details
around
localization
for
india
and
I
will
flip
through
two
slides
in
very
brief
ways,
because
I
assume
that
there
are
a
lot
of
questions
which
a
tool
you
might
be
having
which
the
customers
and
indus
members
who
have
joined
might
be
having.
So
I
would
just
want
to
give
a
very
brief
highlight
on
some
of
the
things
that
we
have
delivered
some
of
the
planned
innovations,
but
I
said
we
can
focus
on
on
some
of
these,
depending
on
your
interests
in
much
more
detail.
A
A
This
is
also
what
is
to
come,
that
we
continue
to
work
on
the
legal
requirements
and
that
we
continue
to
enhance
the
scope,
for
example,
for
our
tcs,
that
we
enhance
the
the
the
scope
to
new
formats
and
covering
both
the
sales
and
the
procurement
side
in
an
equal
way.
So
here
we
have
our
roadmaps
in
place
to
extend
the
scope
of
our
solutions
continuously.
A
I
want
to
take
another
look
at
first
of
all
human
experience
management,
how
we
call
it
well.
There
are,
of
course,
a
couple
of
things
in
the
payroll
space
in
particular,
not
only
but
in
particular
that
we
have
done
and
that
we
have
still
also,
of
course,
on
on
our
roadmap
and,
of
course,
also
for
our
customers
who
use
business
by
design,
maybe
for
subsidiaries
or
to
run
their
sme
business.
A
Also
in
the
area
of
business
by
design,
we
invest
quite
a
lot
in
order
to
increase
our
localization
capabilities
for
india.
Some
of
the
highlights
are
mentioned
on
that
slide
here
I
said
this
is
a
very
brief
run
through
on
some
of
the
topics.
My
proposal
and
my
suggestion
would
be
yeah.
Atul,
maybe
I
hand
it
over
to
you
for
some,
maybe
yeah
initial
feedbacks
and,
of
course,
for
some
yeah
initial
questions
or
discussion
points
that
you
might
be
having.
C
C
The
first
point
now
which
which,
which
is
of
critical
importance
for
all
customers,
is
that
what
we
have
noticed
is
that
the
localization
solutions
which
are
being
released
by
sap
are
not
complete.
Okay,
what
we
have
seen
in
the
past,
if
I
give
you
an
example,
the
current
situation
with
the
tcs
requirement,
which
was
released
by
sap,
the
sales
side
was
handled
very
well,
but
from
the
procurement
side,
the
purchase
cycle
of
the
tcs
solution
is
even
not
not
ready
even
till
date.
C
A
So
overall,
as
mentioned
also
in
the
introduction
of
my
presentation
earlier,
there
is
really
what
we
see
as
an
explosion
of
localization
requirements
for
our
customers
across
the
world.
If
you,
if
we
just
take
a
look
at
what
we
call
electronic
documents
which
includes
topics
like
electronic
invoicing
across
the
world,
we
have
like
seven,
eight
years
back
when
I
first
was
in
touch
with
the
globalization
services
team
at
sap,
we
had
a
very
few
requirements
in
that
space.
A
It
was
just
a
handful
of
countries
that
had
really
strong
e-invoicing
legislations,
maybe
some
optional
mandatory.
It
was
just
just
a
few.
Meanwhile,
this
is
a
requirement
in
many
many
countries
across
the
world
with
a
certain
level
of
standardization,
but
not
with
a
strong
level
of
standardization.
A
So
in
each
country
we
have
our
specifics
in
terms
of
the
communication
formats
in
terms
of
the
data
formats
on
the
integration
scenarios
and
all
these
kinds
of
things.
So
what
we
do
in
order
to
tackle
that,
first
of
all,
from
a
technological
side,
we
have
tried
to
change
the
way
how
we
localize
in
the
past
and
in
the
old
days
like,
let's,
maybe
take
a
look
10
years
back,
we
have
localized
in
a
way
that
we
have
taken
one
localization
requirement,
and
then
we
have
taken
a
look.
A
A
We
have
seen
that
due
to
the
similarity
of
many
of
the
legal
requirements
and
e-invoicing
is
of
course,
a
very
prominent
example
here
or
electronic
documents.
In
general,
we
thought
it
is
beneficial
to
have
more
of
a
framework
approach,
a
services-based
approach
which
enables
us
to
reuse.
That
means
we
have
built
some
generic
frameworks,
on
top
of
which
we
can
add
the
country
specifics
in
a
much
faster
way.
A
A
A
So
this
is,
I
think,
a
huge
commitment
towards
the
topic
of
localization,
including
all
the
legal
requirements,
and
we
believe
that
we,
when
we
continue
to
invest
strongly
into
that
space,
that
our
customers
will
really
benefit
from
that
now,
where
are
we
right
now?
And
you
have
mentioned
tcs
as
an
example
and
now,
of
course,
coming
to
the
specifics
of
your
question.
Yeah
tax
collected
at
source
has
certainly
been
a
challenging
topic,
because
it
is
a
topic
which
has
a
certain
which
has
a
wide
range
in
terms
of
scope.
It
covers
sales
processes.
A
A
We
will
now
focus
more
on
the
procurement
side,
which
is
not
legally
mandated,
but
which
is,
of
course,
equally
important
for
for
our
customers,
so
that
is
why
we
have,
of
course,
had
to
choose
a
certain
sequence
of
things,
and
we
have
focused
first
on
the
mandatory
stuff
on
the
sales
side
and
now
move
towards
the
towards
the
procurement
side.
When
we
look
at
particular
challenges
of
of
tcs,
I
think
it
has
been
particularly
challenging
because
they
have
been
as
usual.
A
A
We
had
a
changing
regulations
over
time,
and
this
is
you
know
where
you
start
specifying
things
where
you
start
developing
things,
and
then
there
is
a
change
up
coming.
This
is,
of
course,
what
takes
away
a
little
bit
of
efficiency
on
our
side
and
what
makes
it
then,
at
the
end
of
the
day
when
the
law
becomes
finally
effective
in
its
final
form.
You
know,
which
leads
here
and
there
to
the
fact
that
maybe
the
scope
is
not
100,
but
maybe
just
80
90
percent.
A
In
order
to,
I
think
we
have
made
a
strong
delivery
on
the
sales
side
for
tcs.
I
must
say
so.
I'm
really
proud
of
the
team
what
they
have
accomplished
in
a
short
period
of
time
and
with
a
really
a
large
scope.
But,
of
course,
as
mentioned,
and
as
you
can
also
see
in
a
few
keywords
on
the
slide
which
I'm
sharing
right
now.
A
There
is
a
roadmap
in
place
for
us
to
increase
the
scope
of
the
solution,
and
this
is
for
us
for
sure
one
of
the
top
priorities
for
for
our
localization
for
india,
so
that's
certainly
a
big
priority
and
where
we
also
want
to
support
our
customers
in
the
best
possible
way
and
where
a
lot
of
our
colleagues
and
experts
are
really
working
some
extra
hours
these
days.
In
order
to
make
that
happen,
yeah.
C
C
Just
just
to
add
on
this
that
we
hope
that
we
sincerely
hope
that
now,
with
a
higher
budget
allocation
and
more
efforts
on
localization,
so
we
would
be
able
to
achieve
the
compliances
which
are
required
for
us
to
sustain
in
business.
So
I
think
on
this
one,
we
look
forward
for
higher
focus
on
the
localization
requirements.
I
think
moving
on
the
the
next
point,
which
I
have
is
is
of
extreme
importance
to
all
of
us
as
sap
customers-
and
this
is
about
you
know.
C
What
we
have
seen
off
late
is
that
sap
is,
is,
is
now
kind
of
trying
to
license
the
the
very
fundamental
localization
solutions
which
are
getting
released,
and
we
need
to
understand
that
no
localization
or
adaptation
of
localization
within
erp
is
something
that
is
a
mandatory
requirement
for
for
doing
business.
Okay
and
it's
a
mandate
which
is
put
by
by
the
government
and
it's
important
that
these
adaptations
are
made
so
that
we
as
customers
remain
compliant
and
as
such,
these
compliances
or
these
requirements
do
not
add
any
additional
business
value
to
us
as
enterprises.
A
A
But
what
I
would
like
to
highlight
first
is
that
we
continue
to
deliver
a
good
number
and
a
good
amount
of
legal
changes
free
of
charge
as
part
of
the
regular
maintenance.
So
when
I
look
in
into
the
past
years,
we
have
delivered
worldwide,
roughly
1000
legal
changes
per
year,
free
of
charge
to
our
customers
in
the
past
years,
and
this
trend
is
increasing
this
year
because
we
have
to
add
the
kobe
19
related
legal
changes.
A
I've
last
week,
just
looked
at
the
numbers
by
end
of
september,
we
have
delivered
more
than
800
legal
changes,
free
of
charge
to
our
customers
already
this
year,
so
that
number
of
1000
will
probably
be
exceeded
by
end
of
the
year,
even
in
2020..
So
this
is,
I
think,
one
of
the
good
messages
for
our
customers.
A
On
the
other
hand,
side
is
true:
while
we
have
evolved
our
technology
standards
and
the
way
how
we
build
and
deliver
our
some
of
our
legal
requirements,
we
have
some
extra
fees
for
for
some
of
our
topics
and
for
some
of
our
frameworks,
but
it
is
important
for
me
to
mention.
We
only
do
that,
and
I
mean
that's
at
least
what
is
our
target
right?
A
We
have
a
lot
of
validations
as
well
that
are
embedded
which
increase
accuracy
and
reduce
error
rates
and
improve
the
data
quality
as
well.
So
all
these
are,
we
believe,
value,
adding
features
and
components
that
go
on
top
of
the
pure
legal
mandate
and
the
pure
legal
requirement,
and
this
is
where
we
believe
when
we
offer
some
added
value
to
our
customers,
that
in
the
one
or
the
other
case
in
the
one
or
the
other
scenario,
there
is
also
an
additional
price
point
available.
A
We
only
want
to
charge
for
something
which
offers
value.
This
is,
I
think,
what
should
be
a
key
target
of
each
company
is
also
a
target,
of
course
of
sap.
So
a
point
taken-
and
I
think
this
is
certainly
something
we
want
to
take
a
close
look
yeah.
I
think
that's
an
important,
that's
an
important
message
that
I
yeah.
C
Thanks
steven,
and
just
to
just
to
re-emphasize
for
the
benefit
of
all
that,
no
whatever
is
is
under
the
purview
of
the
legal
compliance
will
not
be
separately
licensed.
However,
any
value
ads
which
are
built
on
and
over
and
over
and
above
the
legal
compliance
requirements
would
come
at
a
price
at
a
reasonable
price.
That's
what
I
can
just
I'm
just
relaying
the
same
thoughts.
A
Yeah,
I
certainly
understand
very
much
this
requirement
and
I
think
it
is.
It
should
be
an
important
part
of
the
discussion,
whether
we
have
an
opportunity
to
separate
the
the
legally
mandatory
functionalities
and
offer
them
for
free
and
offer
some
some
value,
adding
scenarios
with
an
additional
price
point.
This
is
for
sure,
some
feedback
that
we
can
take
to
the
teams
see
what
are
the
technical
opportunities
we
have.
A
C
So
so
moving
on,
I
think
the
we've
talked
about
the
the
rp
aspect.
So
but
then
there
are
many
customers
who
are
who
would
have
the
surround
erp
solutions?
It
could
be
the
success
factors
of
the
world
or
the
area
concord
or
the
likes,
and
so
what
we
would
like
to
know.
Stephen
is
that's:
what's
your
plan
on
the
localization
requirements
on
these
platforms
and
how
do
you
what's
your
plan
to
to
schedule
and
ensure
that
these
erp
and
such
solutions
comply
with
the
mandatory
requirements.
A
A
I
left
the
team
in
between
for
three
years,
but
I
was
the
ceo
of
globalization
services
when
pharaoh's
a
great
colleague
of
mine
who
was
based
in
india
at
that
time
and
has
moved
to
the
u.s.
Meanwhile,
when
he
was
heading
globalization
services,
this
was
the
time
where
we
started
moving
beyond
traditional
erp
and
beyond
ecc
localization
right,
and
I
think
it
has
worked
reasonably
well.
I
would
say
for
topics
like
success
factors,
because,
of
course
the
hcm
world
is
very
heavy
on
on
localization
requirements.
A
Payroll
for
sure
payroll
is
the
hottest
topic
when
it
comes
to
localization
I
mean
payroll
is
localization
by
definition
right,
but
also
other
areas
of
of
hcm
are,
of
course,
very
heavy
on
localization.
If
you
look
at
specific,
you
know
elements
of
of
the
personal
data
of
your
employees
and
all
the
processes
around
this
like
time,
management
and
and
all
these
kinds
of
things,
and
here
when
we
acquired
success
factors
many
years
ago,
I
think
the
success
factors
team,
which
is
a
us-based
company.
A
They
saw
immediately
the
value
of
the
strong
localization
capabilities
that
sap
traditionally
was
having
in
the
erp
space
in
the
finance
and
logistics
base
right.
So
that
is
why
we
teamed
up
early
on
with
our
success
factors
team,
as
mentioned
around
the
time
that
I
have
mentioned
in
between
2013
and
2015,
we
have
built
up.
You
know,
I
would
say
a
great
deal
of
localization
capabilities
for
success
factors
going
forward.
We
had
more
acquisitions,
and
now
we
have
specifically
in
the
procurement
in
the
and
in
the
customer
experience
space.
A
A
First
of
all,
what
we
have
done
already.
We
have
centralized
the
localization
responsibility
in
in
our
team
in
sap
globalization
services.
By
that
we
can
leverage
the
knowledge
and
experience
which
a
lot
of
colleagues
have
collected
over
years
and
some
even
over
decades
now.
The
first
pillar
that
we
do
is,
of
course,
for
each
of
these
cloud
services
increase
the
level
of
localization.
A
A
A
You
will
also
see
a
roadmap
which
is
more
prominent
in
the
area
of
localizing,
our
line
of
business
verticals
and
localizing
more
end-to-end,
our
our
end-to-end
processes,
two
extremely
important
topics,
because,
from
a
customer
perspective
you
shouldn't
worry
whether
this
is
ariba
or
whether
this
is
s4hana
or
whether
this
is
our
you
know,
marketing
cloud
or
our
commerce
cloud.
At
the
end
of
the
day,
we
should
focus
on
delivering
an
integrated,
end-to-end
experience.
This
is
what
we
have
reflected
in
our
strategy
internally
as
well.
C
C
So
I
think
in
the
interest
of
time,
I'm
just
let
let
me
just
take
it.
Take
the
next
one.
So
one
aspect
now
which
we
we
have
seen:
customers
struggle,
many
customers
struggle
with
the
consumption
of
nodes.
No,
when,
while
you
come
out
with
the
localization
team,
comes
out
with
some
of
these
patches
or
solutions
in
the
form
of
nodes,
whilst
these
nodes
get
deployed,
what
we
have
seen
is
there
are
few
sap
customers
who
are
particularly
on
the
earlier
versions
of
sap
erp.
A
A
For
us.
It
is
always
easiest
and
I
believe,
also
for
our
customers.
It
has
most
value
when
you
are
on
the
latest
enhancement,
packs
and
support
packages,
and
there
are
also
clear
recommendations,
of
course
out.
This
typically
makes
it
easier
because
the
older
your
release
is
the
more
cumbersome
it
is
to
implement
legal
changes,
because
then
you
have
one
leading
node
and
then
you
have
dependent
nodes
and
whatsoever,
and
I
can
tell
you
maybe
just
as
an
anecdote.
A
I
have
just
completed
my
20th
year
at
sap,
so
I'm
I
have
started
in
september
in
the
year
2000
working
at
sap,
and
I
started
as
a
consultant
in
the
supply
chain
management
area.
So
you
know
you
come
from
university.
You
start
at
sap.
In
germany,
it's
considered
a
great
company,
hopefully
in
india
as
well.
So
you
start
at
sap.
You
come
fresh
from
university.
You
are
very
proud
to
have
your
first
job
and
you
start
in
automotive.
A
Consulting
automotive
is
always
exciting
for
us,
germans,
right
and
in
the
supply
chain
management
area,
and
then
they
sent
me
to
my
first
project
and
they
told
me
look.
This
customer
is
having
a
couple
of
challenges,
keeping
their
keeping
their
landscape
up
to
date
and
for
three
months
my
job
as
a
consultant
was
to
implement
notes
in
the
customer
system.
So
this
was
my
first
job
as
a
consultant,
so
it
was
kind
of
a
grounding
experience.
A
For
me,
this
has
been
very
important
because
for
our
cast
for
our
engineers
for
our
developers
at
sap,
it
is
sometimes
not
so
easy
to
understand
what
does
it
mean
for
a
customer
to
implement
a
node
or
to
implement
several
dependent
nodes,
because
the
process
on
the
customer
side
requires
maybe
adjusting
some
custom
code.
It
requires
extensive
testing
activities
and
all
that-
and
this
was
for
me
extremely
helpful
to
learn
that
from
the
very
beginning.
A
To
make
sure
our
engineers
have
that
right
level
of
understanding
and
the
best
and
easiest
way
is,
if
they,
you
know,
maybe
shadow
some
it
colleagues
from
our
customers
or
so
for
a
while
to
really
understand
what
does
it
mean
in
terms
of
the
end-to-end
process,
for
a
customer
to
implement
a
node
or
several
nodes.
This
is,
of
course,
the
cultural
aspect
that
we
want
to
educate
our
engineers
in
a
good
way
to
write
the
notes
in
a
way
they
are
easy
to
consume.
There
are
also
some
tool-based
approaches.
A
A
Legal
changes
in
an
easier
in
a
simpler
way,
which
has
been
quite
well
adopted
and
very
positive
feedback
from
some
customers.
So
we
can
do
a
kind
of
an
education
session
and,
of
course,
wherever
possible,
we
try
to
avoid
these
dependencies
between
different
nodes.
We
try
to
document
them
in
a
in
a
good
way
so
that
at
least
there
is
maybe
a
composite
node
which
lists
all
the
nodes
and
the
dependencies.
A
We
try
to
publish
that
as
well
in
our
legal
change
notification-
application,
which
might
be
known
to
some
of
you,
where
we
publish
the
latest
upcoming
legal
requirements
and
give
kind
of
an
interpretation
where
we
are
with
sap,
and
you
know
what
we
do
and
once
we
deliver
something.
We
also
publish
the
nodes
here
and
the
release
dependencies
and
so
on.
A
C
A
C
If
there
are
certain
observations,
they
can
also
come
along
along
with
the
nodes
that,
for
this
kind
of
for
this
version,
you
need
to
factor
these
aspects
as
well,
not
just
inside
the
node,
maybe
other.
You
can
have
a
brief
write
up
alongside
the
note
also
which,
which
can
be
as
a
support
document
for
those
who
want
to
deploy
those
nodes
in
their
setup.
I
think
that
will
be
also
helpful.
A
C
Sure
so
I
think
moving
on
a
related
point,
though,
which
which
which
which
we
want
to
bring
to
your
notice
and
attention,
is
when
a
new
legal
change
is
is,
is
is
kind
of
mandated
by
by
the
government.
Then
what
we
find
is
no
customers
at
their
end
and
sap.
At
their
end,
they
try
to
draw
interpretations
of
the
law
of
the
land
and
much.
C
Goes
into
whether
we
should
be
doing
this,
whether
we
should
be
doing
that
what
does
it?
What
does
it
imply
from
the
system
standpoint
considering
that
sap
has
or
would
be
engaging
directly
with
the
government
agencies
to
have
a
clear,
unfiltered
view
of
the
mandate
so
that
the
solutions
are
built
within
sap?
C
Accordingly,
if
those
interpretations
are
shared
with
the
customers
so
that
the
customers
at
their
end
are
also
well
prepared
and
whilst
the
notes
get
deployed
at
least
internally,
they
are
aware
that
this
is
the
broad
contour
of
the
changes
and
and
then,
if
there
are
any
preparatory
things
which
they
need
to
factor,
they
they
are
far
more
prepared.
So
that's
why
you
can
you
can?
Can
sap
help
us
in
in
doing
that.
A
A
A
This
is
a
a
topic
which
is
in
the
responsibility
of
our
localization
product
management
teams
in
globalization
services.
I
can
so
martin
vince
is
on
the
call
here
and
is
heading
is
heading
this
team
for
the
apj
region.
I
can
maybe
share
very
briefly
if
that
works.
Let
me
just
briefly
maybe
check
that
I
can
share
an
overview
of
the
team
that
is
handling
that,
because
this
is
now
that
page
is
not
available.
So
this
is
the
team
of
localization
product
managers
for
apj.
A
You
see
that
we
have
six
colleagues
here
based
in
india
and
working
for
india
as
a
subcontinent,
and
this
is
the
team
that
you
know
does
all
that
work
that
I
have
just
mentioned.
They
also
talk
regularly
to
the
legal
authorities.
They
talk
a
lot
with
customers,
they
talk
with
the
user
group,
hopefully
as
well
so.
C
C
C
And
this
is
what
it
entails
for
customers
broadly
know
some
kind
of
a
q,
a
faq.
No,
we
can,
we
can
have
out
there
and
it
can
get
populated
so
that
no,
your
team
focuses
on
building
the
solution,
and
these
question
answers
on
the
interpretation
at
least,
is
largely
digitized
and
is
available
on
a
on
a
common
structured
platform,
because.
B
C
And
before
I'm
sorry
before
you
respond
to
it,
so
what
we
find
is,
though
there
are
some
webinars
which
also
keep
happening,
but
the
point
is
not:
everybody
is
able
to
participate
in
every
webinar,
okay
or
every
workshop,
so
it
if
these
kind
of
knowledge
pointers
are,
are
updated
in
a
structured
form.
Then
it
becomes
easy
to
disseminate
and
also
you
know,
for
companies
to
to
understand,
make
their
own
interpretations
and
also
will
be
well
prepared.
So
that's
that's
the
limited
point
I
wanted
to.
I
like.
A
So
that
is,
I
think,
where
I
would
also
love
to
collaborate
very
very
closely
with
indus.
I
think
what
we
can
do-
and
this
is
maybe
something
I
can
share
as
well.
Let
me
just
briefly
take
a
look
if
you
can
see
that
screen
right
now.
This
is
the
legal
change
notification
tool
where
I
could
now
filter
for
india
and
see
the
requirements
for
for
the
indian
subcontinent,
and
here
we
have
some,
you
know
here
we
always
have
some
some
descriptions
of
our
interpretation
of
the
of
the
legal
requirements.
A
So
this
is
something
we
can
certainly
take
up,
because
there
are
valuable
assets
available,
but
maybe
maybe
not
always
known,
and
I
think
if
the
customers
have
one
entry
point,
I
said
this
is
like
you
know
useful
assets.
We
have
a
lot
to
offer,
but
I
think
our
customers
may
need
an
entry
point
right
and
if
indus
can
help
us
here,
I
think
this
is.
A
C
A
Yeah
definitely-
and
I
think
the
yeah,
as
mentioned
already
coping
with
the
increasing
number
of
legal
requirements
of
legislations.
This
is,
of
course,
something
where
we
have
to
take
the
right
investment
decisions
at
sap
and
where
we
have
to
take
the
right
prioritization
as
well,
because
very
openly
and
very
honestly,
even
if
we
wanted
to,
we
will
never
be
able
to
fulfill
all
the
legal
mandates
right
and
for
some
areas,
for
example,
some
industry
specific
localizations.
We
continue
to
need
the
help
of
our
partners
as
well
here
and
there.
A
I
know
this
is
always
a
controversial
topic
when
we
say
okay,
there
are
partner
solutions
out
and
it's
not
always
the
absolutely
desired
approach
by
our
customers.
But
in
many
cases
it
is,
I
would
say,
a
good
compromise
right
so
having
the
right
having
sufficient
capacity
in
place
on
our
side
and
taking
the
right
prioritization.
A
This
is,
I
think,
where
we
rely
very
much
also
on
the
inputs
and
thoughts
and
and
structured
support
from
from
the
user
groups.
So
I
think
this
is
extremely
important
on
your
second
point,
all
the
data
protection
standards
that
are
to
come.
Yes,
I'm
aware
india
will
have
or
might
have
a
very
sophisticated
one
to
put
it
that
way,.
A
This
is
a
topic
which
touches
localization
in
our
understanding,
but
which
goes
beyond
because
it
also
includes
topic
like
topics
like
what
is
our
data
center
strategy
for
our
cloud
solutions
with
which
local
partners
do
we
work
in
order
to
deploy
our
cloud
solutions?
Which
mechanisms
do
we
offer
for
our
on-premise
customers
to
help
them,
you
know
being
compliant
and
fulfilling
the
compliance
needs.
A
I
think
in
india
you
can
be
assured.
India
is,
of
course,
one
of
the
top
priority
markets
for
for
sap,
so
there
will
always
be
a
focus
to
fulfill
these
requirements
as
much
as
possible
as
it
is
from
our
side.
We
are
not,
as
we
are
not
a
law
firm.
We
are
not
able
to
provide
really
legal
advice
to
our
customers,
but
we
help
them
getting
a
solid
understanding
of
the
requirements
and
how
to
implement
them
in
our
software.
A
As
much
as
we
can,
I
said-
and
this
is
also
happening
through
the
team
of
martin
prince
in
the
first
place,
and
then,
of
course,
with
the
help
of
our
engineers,
where
needed
and
with
the
help
of
our
data
center
colleagues
and
so
on
in
a
in
a
wider
area
yeah.
So
we
are
watching
out
very
carefully
also
the
upcoming
regulations
in
india.
This
is
a
very
hot
topic
for
us,
like
in
many
other
geographies,
but
in
I
said
in
particular
in
in
india.
It
will
be
particularly
sophisticated.
A
C
So
that
would
these
customers
become
like
a
showcase
customer,
because
they
would
have
deployed
these
nodes
and
adopted
it
far
ahead,
and
then
they
can
share
their
experiences
on
to
their
to
other
peers,
so
that
no
not
everybody,
repeats
the
whole
thing
and
and
have
to
go
through
the
grind.
All
the
time.
A
We
already
do
here
in
their
co-innovation
with
customers,
where
our
customers
are
involved
in
the
creation
of
the
requirements
already
at
the
very
beginning
of
the
development
cycle
and
where
our
customers
are
also
involved
in
the
testing
activities.
When
we
have
the
first
deliveries
where
they
maybe
get
early
shipments
can
test
it
in
their
landscape
and
we
take
the
benefits
back.
I
think
this
is
a
topic
we
do
it
here
and
there
I
think
we
can
for
sure
discuss
a
more
structured
and
more
comprehensive
approach.
A
It
comes
with
efforts,
additional
efforts
on
the
customer
side,
as
well
as
on
the
sap
engineering
side.
I
believe
in
particular
for
the
complex
requirements.
It
makes
a
lot
of
sense
to
discuss
how
we
can
enhance
that
process,
and
I
said
for
for
india,
I'm
very
happy
to
work
with
hindustan,
because
I
think
among
your
base
of
of
of
membership
companies,
there
are
for
sure
a
lot
that
are
willing
to
to
go
this
extra
mile
for
their
own
benefit
and
also
for
for
the
benefit
of
the
other
members.
C
I
think
I
think
that
this
point
will
take
it,
so
maybe
we
can
think
through,
and
maybe
you
can
ask
one
of
your
team
members
in
the
in
the
room.
Take
a
twix,
take
some
pointers
from
here,
and
maybe
we
can
take
it
forward
from
out
from
this
discussion.
Okay,
maybe
we
can
have
a
kind
of
a
minutes
created
so
that
now
we
can
create
some
action
points
out
of
it
and
let's
see
how
we
can
bring
a
better
structure
out
of
it.
C
Fine,
so
I
think,
let's
move
on
to
the
odd
questions
from
the
participants.
One
was
that
no
for
s4hana
going
forward.
Do
it?
Is
there
a
possibility
that
no
we
can
have
support
for
multilingual
languages
like
it
could
be
for
marathi,
kannada,
hindi,
of
course,
tamil
telugu
and
the
likes
avi
is?
Is
there
something
in
the
pipeline
or
it's
still
not
conceived
as
yet.
A
Yeah
yeah
yeah.
That's,
of
course,
a
very
interesting
question,
particularly
in
the
context
of
india.
I
had
a
very
one
of
them
just
another,
maybe
short
anecdote
to
start
to
start
with
one
of
my
first
visits
to
india
was
in
probably
2010
or
2011,
and
I
was
joining
along
with
one
of
our
board
members,
one
of
our
members
of
the
executive
board.
I
was
his
assistant
at
that
time
and
we
had
we
had
another
assistant
who
was
based
in
who
was
a
indian
yeah.
A
He
lived
in
germany,
but
he
was
in
india
and
we
entered
a
taxi
and
wanted
to
go
to
a
certain
place
and
then
the
indian
assistant
of
my
of
my
manager
of
my
boss.
He
spoke
on
english
with
a
driver
and
then
my
boss
asked
me
okay.
Why
doesn't
he
speak?
Why
don't
they
speak
hindi
because
they
are
both
from
india
right
and
then,
of
course,
I
learned
there
are
probably
a
couple
of
hundred
languages
and
a
couple
of
thousands
different
dialects
or
accents
that
are
being
spoken.
A
Of
course,
hindi
would
be
the
most
common
denominator.
I
would
say
we
have
certain
capabilities
translated
to
hindi,
specifically
in
the
public
sector
space,
but
not
a
broad
translation.
Yet
this
is
a
matter
of
priority
where
I
would
also
want
to
check
with
our
colleagues
from
the
go
to
market
team
in
india
and
in
apha
how
they
see
the
priority.
A
It
is
a
requirement
that
comes
up
here
and
there,
but
not
so
strongly
like
maybe
in
some
some
other
geographies
like,
for
example,
in
japan,
without
japanese
you,
you
know
no
customer
would
ever
implement.
This
is
luckily
for
us.
This
is
different
in
india,
but
it's
something.
Let's
take
that
as
a
question
where
we
can
follow
up
jointly
and
can
see
where
are
the
biggest
requirements,
and
what
can
we
do?
Yeah.
C
Sure
sure
so
this
question,
which
I
asked
was
from
and
the
next
one
is
from
he
says
there
are
several
of
these
solutions
which
customers
are
adopting
which
which
surround
sap.
It
could
be
lack
of
appropriate
communication
from
sap
or
it
could
be
because
customers
do
not
find
that
the
sap
solution
very
cost,
effective
or
user
friendly.
C
It
could
be
the
examples
given
are
the
gst
returns,
the
e-way
bill,
the
ea,
the
invoicing.
I
think
it's
about
time
sap
figures
out
how
to
connect
with
customer
and
communicate
the
value
preposition,
so
that
customers
don't
have
to
go
out
and
take
some
other
option
exercise
some
other
options.
They
may
still
like
to
do
that,
but
they
they
should
at
least
look
at
sap.
First.
A
A
A
I
think
this
transparency
is
extremely
important
and
that's
for
sure
something
we
put
in
some
some
effort
in
the
team
of
of
martin,
but
can
can
certainly
be
enhanced
in
terms
of
making
sure
that
our
customers
have
the
right
level
of
information
and
interaction
with
us
in
order
to
decide
in
favor
of
sap.
Hopefully,
this
is,
I
think,
what
would
be
our
wish
as
well.
C
And,
and
specifically
from
a
pricing
standpoint
also,
maybe
the
solution
is
well
understood,
because
you
know
if
it
were
an
e-invoicing
solution.
You
just
can't
help.
It
has
to
do
that
that
irn
number
or
the
qr
code
has
to
get
created.
It
has
to
get
created.
But
at
what
price
points
do
we
launch
it?
C
That's
also
of
extreme
importance,
because
if
you
have
a
solution
from
maybe
a
big
four
or
otherwise
at
one
tenth,
the
price
which
is
offered
by
sap
for
a
similar
solution,
I
don't
have
a
view
that
no,
why
would
a
customer
choose
something
which
is
far
pricier,
so
maybe
from
a
price
standpoint?
Also,
I
don't.
I
know
that
no,
you
may
not
have
the
mandate
for
pricing,
but
it's
it's
just
to
relay
back
to
your
internal
team
to
go
to
market
team
that
no
we'll
have
to.
We
should
factor
that
as
well.
B
A
C
C
A
Yeah
yeah
exactly.
I
think,
that's
of
course
a
good
question,
because
in
s4hana
public
cloud
we
offer
a
little
bit
of
different
scope
than
in
s4hana
on
premise
and
subsequently
also,
of
course,
the
localization
has
here
and
a
different
scope.
There
are,
of
course,
a
lot
of
requirements
that
are
relevant
for
both,
and
that
is
why
we
would
in
general,
also
deliver
in
in
both
deployment
options.
A
But
of
course
there
are
here-
and
there
are
some
differences,
and
I
think
what
is
also
important
to
know
is
a
trend
that
we
see
very
beneficial.
Is
that
even
for
our
s4hana
on-premise
customers,
some
legal
requirements
or
localization
requirements
in
general
would
be
delivered
as
as
a
individual
or
independent
cloud
service,
which
is
then
integrated
with
s4hana
on
premise.
C
D
A
A
B
B
D
Thanks,
I
think
more
or
less
there
are
about
30
35,
odd
questions
which
the
sap
team
has
answered,
while
the
conversations
were
happening.
So
I
think
that's
that's
also
good
and
yeah.
I
think
more
or
less
we've
answered
all
the
questions,
so
maybe
before
we
kind
of
conclude,
I've
put
it
on
the
chat
as
well,
and
maybe
I'll
want
to
call
it
out
on
on
the
call
as
well.
D
Stefan
mentioned
that
we
do
have
co-innovation
projects
that
we
can
do
with
customers
in
terms
of
defining
the
scope.
So
if
anyone
on
this
call,
I
already
have
two
names
wants
to
nominate
themselves
to
be
considered
for
such
a
co-innovation
project.
Please
do
so,
and
I
will
connect
you
with
the
with
the
sap
team
and
you
can
then
discuss
what
and
which
project
you
would
like
to
get
connected
on
and
be
part
of
a
co-innovation
project.
D
C
A
Yeah
thanks
very
much
as
well
from
my
side,
a
tool
specifically
to
you
and,
of
course,
also
to
the
customers
for
joining
again,
and
also,
of
course,
for
my
sap
colleagues
for
answering
a
lot
of
questions,
as
you
have
mentioned
already
online,
and
for
doing
many
of
the
follow-up
activities.
Yeah,
let's
stay
in
touch
thanks
very
much.
Take
care,
bye,
everyone,
okay,.
D
Thank
you
so
so
before
before
we
end,
we
plan
to
have
many
more
such
executive
exchanges
and
at
any
point
in
time,
if
any
of
the
participants
have
any
name
in
mind,
any
executive
that
you
want
to
or
to
invite.
As
part
of
this
exchange,
please
drop
a
note
to
admin
index
community.com
and
we'll
reach
out
to
the
executives
and
try
and
see
if
we
can
get
them
to
join
us
for
an
executive
exchange
thanks
everyone
take
care.
Thank
you.