GCF Onboarding: Connecting the Dots

Tell me about your background

• I recently joined SAP (external hiring)

• I already work within GFA but I'm moving to another team

• I come from another board area

What was SAP’s original name?

• Software Analytics Products

• System Analysis Program Development

• Solutions Analytics Program

Answer explanation

On April 1, 1972, five former IBM employees started the company System Analysis Program Development.

Which are the GFA strategic drivers?

• Customer, Financial, Operational, and People and Organization Success

• Empower Intelligent Decisions and Reinvent how the world runs.

• Build a network of intelligent and sustainable enterprises

Answer explanation

GFA's strategy is closely linked to the overall SAP strategy ("Reinvent how the world runs as a network of intelligent, sustainable enterprises").

The GFA Strategy Statement is "Empower Intelligent Decisions".

We now have 4 strategic drivers that will allow us to achieve our strategy goals:

1. Customer Success

2. Financial Success

3. Operational Success

4. People and Organization Success

Which of the following teams are part of the Global Commercial Finance organization?

• CFO, Centralized Deal Support, Order-to-Invoice

• OEC, PVT, Global Security

• Commercial Managers, CBPs, Rev.Rec, Pricing, LoBs (Cloud) CoESs/Deal Desk, CBMA

Answer explanation

The GCF organization includes Regional GCF Teams, Global Line-of-Business Center of Expertise (LoB CoE), Global Strategy, Franchise, Operations (SFO), and Office of the GCF Head.

Which of the following tasks are under the CBPs scope?

• Advise the AE on the standards for pricing, rev.rec, compliance, and other topics

• Technical support for Harmony Quote

• Support critical customers

• When needed, participate in customer meetings

Answer explanation

Technical support for Harmony Quote is under Sales Support Team’s scope and, if needed, a SALESdirect ticket should be opened to obtain support.

Which of the following statements about our Contracting Policy are correct?

• Only Global Field Legal may create ad-hoc documents not based on templates

• Global Field Legal is responsible for continuous improvement of the CMS deployment within SAP IT infrastructure

• DocuSign or equivalent local solutions approved by SAP should be used for the collection of signatures

Answer explanation

Commercial and Legal Process Office is responsible for continuous improvement of the CMS deployment within SAP IT infrastructure in order to facilitate simplicity of use and ease of adoption of the respective contract type.

Which of the following statements about LibrEX are correct?

• It consolidates the legally approved drill-down languages into a central clause library

• It allows Automated pre-fill, by populating quote details directly from Harmony

• The data is driven into CMS and then replicated into LibrEX Order Form variables

Answer explanation

It consolidates the legally approved drill-down languages into a central clause library, which facilitates closer collaboration between the legal and contract experts.

The variables within the Order Form are automatically populated from the Quote or CMS case.

Which of the following statements about CCFlex deals are incorrect?

• It’s a referral program

• Partner and End Users cannot be affiliates

• Public sector & government controlled/owned customers are allowed to license software under the CCFlex business model

Answer explanation

The decision to sell to an end customer using either the discount model (i.e. resell) or CCP must always be made freely by the Partner and their customer.

Public Sector Customers and Customers owned or controlled by the Government are excluded from CCLFlex.

Which of the following statements about PMC/BPO deals are correct

• PMC Service must include PMC’s partner own IP

• PMC/BPO business model is designed for single customer deals only

• Partner must keep up to date ongoing maintenance

• Partner must configure software according to End Customer’s business needs

• The business model grants unlimited 3rd party usage rights

Answer explanation

Multi customer deals are allowed for PMC/BPO business model.

SAP sells solution licenses with limited 3rd party use rights to PMC provider, and the PMC provider sell its cloud services with its own IP or BPO service.

Which of the following statements about TRMT are correct?

• TRMT block doesn’t allow to continue with the approval process of the quote

• Although quote is blocked by TRMT, non-binding contracts can be sent to the End Customer

• TRMT performs its review over all the quotes created

• None of the statements are correct