<Partner Name> MMM DD, 2017 Confidential SAP Partner Engineering Services IoT Hack-a-Thon Pre-Registration Questionnaire <Partner Name> MMM DD, 2017

Introduction Purpose of the Questionnaire: Why co-innovate with SAP? SAP Partner Engineering Services (PES) is offering this one day workshop to familiarize partners with SAP’s solutions and technologies available to develop innovative IoT solutions on SAP’s Cloud Platform. Participants will have the opportunity for individual hands-on-exercises as well as divide into teams which will then brainstorm and develop an IoT solution within a specified case framework. The questionnaire helps us understand your development plans and experience to move forward after the Workshop with a co-innovation proof of concept or pilot development. Seats at this event are reserved for only committed partners and restricted to two participants per approved partner. Therefore we ask, in confidentiality, for you to fill in the next three slides and submit with your email request for participation in the workshop. Please fill in the template with all the required information. You are encouraged to include additional documents that you might already have that describes your proposed solution in more detail. Why co-innovate with SAP? A solution idea might look great on paper but: Does SAP already have, or plan to release, something similar? Is it technically feasible? What is the best architecture to realize this? Will it solve the expected business pains in a simple and accelerated way? Will it be well received by customers? Bring your idea to life with SAP and get answers to these questions and more, obtaining an accelerated development cycle and reduce the risk of your investment. Please send your request to participate in the event and attach completed power point to: partner.engineers@sap.com Subject Line: Request to register for PES IoT Hack-a-Thon *Submitting a use case is no guarantee for workshop participation or a co-innovation engagement.

Partner Company Info and Solution Description Company name and company website Company locations (city, country) Which SAP partnership model(s) describes your current relationship with SAP? Mark with (x) ( ) Channel Partner (VAR) ( ) OEM Partner ( ) Authorized Reseller ( ) Extended Business Member ( ) Partner Managed Cloud Subscription Delivery ( ) PartnerEdge for Application Development ( ) SAP Crystal Solutions Reseller ( ) SAP Language Services Partner ( ) SAP Services Partner ( ) Not yet a SAP Partner ( ) Other (please specify) Main contact name for this solution <Name/Title/Email/Phone> Executive sponsor Project type <Migration of existing solution / Build new solution> (if migration please provide information on existing technology and development platforms) Solution title (optional) <e.g. Analytics mobile dashboard for executives in the financial services industry to predict financial trends.>. High level solution description, e.g. which pain points will your solution address, scenarios, etc.? (optional)

Which SAP products do you plan to use for your solution? Mark with (x) ( ) HANA ( ) SAP Cloud Platform ( ) Mobile Platform ( ) ERP/Suite ( ) S/4 HANA ( ) BI ( ) HCM/Successfactors ( ) Cloud for Customer ( ) Fiori ( ) IoT ( ) BusinessObjects Cloud ( ) Other (please specify) Please describe in detail how you will use these products in your solution. (optional, not a requirement) Which SAP products do you have experience with? What is your level of expertise with these products? For which products do you expect to require the most support? SAP software and system access. For which software and systems do you need access? Expected deployment model (e.g. Cloud, On-premise, Hybrid) What is the timeline for starting and finishing your project? How many resources do you plan to allocate to the project?

Business Plan Indicators (Optional) How do you judge the market potential of your solution? Profile of target companies in terms of industries, LOB, size, and countries Decision makers in these companies Personas / users of your solution Do you already have pilot customers? Please indicate who. Are they willing to become reference customers? Which SAP partnership model is applicable to you for taking the solution to market? Mark with (x) ( ) Channel Partner (VAR) ( ) OEM Partner ( ) Authorized Reseller ( ) Partner Managed Cloud Subscription Delivery ( ) Other (please specify) For which SAP Products do you expect generating license revenue by selling your solution? Mark with (x) ( ) HANA ( ) HANA Cloud Platform ( ) Mobile Platform ( ) ERP/Suite ( ) S/4 HANA ( ) BI ( ) HCM/Successfactors ( ) Cloud for Customer ( ) IoT ( ) BusinessObjects Cloud ( ) Other (please specify) Year 1 Year 2 Year 3 Expected # of customers (how many will be a reference?) Expected # of users Expected license revenue to SAP List other key success factors