First Quarter 2016Results ReleaseWalldorf, GermanyWednesday, April 20th, 2016
© 2016 SAP SE. All rights reserved. 2
Safe Harbor Statement
Any statements contained in this document that are not historical facts are forward-looking statements as defined in the U.S. Private Securities Litigation Reform Act of 1995. Words such as “anticipate,” “believe,” “estimate,” “expect,” “forecast,” “intend,” “may,” “plan,” “project,” “predict,” “should” and “will” and similar expressions as they relate to SAP are intended to identify such forward-looking statements. SAP undertakes no obligation to publicly update or revise any forward-looking statements. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. The factors that could affect SAP’s future financial results are discussed more fully in SAP’s filings with the U.S. Securities and Exchange Commission (“SEC”), including SAP’s most recent Annual Report on Form 20-F filed with the Securities and Exchange Commission. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates.
© 2016 SAP SE. All rights reserved. 3
Agenda
Income Statement
Balance Sheet and Cash Flow Analysis
Outlook and Additional Information
Appendix
© 2016 SAP SE. All rights reserved. 4
Key performance metrics Q1 2016
* At constant currencies
Operating Profit (€ bn)IFRS Non-IFRS
Cloud Subscriptions and Support Revenue (€ bn)IFRS Non-IFRS
+33%(+33%*)
Software Licenses and Support Revenue (€ bn)IFRS Non-IFRS
+35%0.680.50
Cloud and Software Revenue (€ bn)IFRS Non-IFRS
Q1/15 Q1/16
0.680.51Q1/15 Q1/16
3.173.15
Q1/15 Q1/16
3.173.15
Q1/15 Q1/16
+1%+1%
(+2%*)
+5%(+6%*)+5%3.853.65
Q1/15 Q1/16
3.853.66
Q1/15 Q1/16
+5%(+4%*)
+28%0.64
Q1/15 Q1/16
1.101.06
Q1/15 Q1/16
0.81
© 2016 SAP SE. All rights reserved. 5
Regional performance1) Q1 2016
EMEA: solid performance– 8% increase in cloud and software revenue
– cloud subscriptions and support revenue grew by 49%
– solid software license revenue growth
Americas: North America, coming off a very strong Q4/15, had slower than anticipated start to the year – cloud and software revenue up 4%
– cloud subscriptions and support revenue grew 29%
– continuing political and macroeconomic instability in Latin America (Brazil in particular) weighed on Q1 performance
APJ: solid execution – cloud and software revenue up by 1%
– cloud subscriptions and support revenue grew 26%
– software revenue performance in line with expectations given a tough prior year comparison with China growing double-digit
1) Revenues calculated based on customer location; All numbers are non-IFRS; Growth rates as reported.
© 2016 SAP SE. All rights reserved. 6
Strong momentum in the cloud continued
Non-IFRS cloud subscriptions and support revenue: +33% yoy to €678m (+33% at cc)
New cloud bookings – key measure for SAP’s sales success in the cloud: +23% to €145m1)
Cloud subscriptions and support backlog2): €3.7bn as of Dec 31, 2015, +45% yoy
Cloud applications total subscribers: ~100 million
SAP Business Network:
– total segment revenue was €451m (€447m at cc) in Q1, yoy +22% (+21% at cc)
– ~2.1 million connected companies trade >$800bn of commerce3) on Ariba network
– ~ 40 million end users process travel and expenses with Concur annually
– customers are managing 2.3m flexible workers with the Fieldglass platform annually
1) New cloud bookings consist of order entry of a given period that is expected to be classified as cloud subscription and support revenue and results from purchases by new customers and from incremental purchases by existing customers. Consequently, orders to renew existing contracts are not included. The order amount must be committed. Consequently, due to their pay-per-use nature, business network transaction fees which do not include a committed minimum consumption are not reflected in the bookings metric (e.g. SAP Ariba and SAP Fieldglass transaction-based fees). Amounts included in the measures are generally annualized.
2) Cloud subscription and support backlog represents expected future cloud subscriptions&support revenue that is contracted but not yet invoiced and thus not recorded in deferred revenue.3) Network spend volume is the total value of purchase orders transacted on the Ariba Networks in the trailing 12 months.
© 2016 SAP SE. All rights reserved. 7
Cloud subscriptions and support revenue by region**Q1 2016€ millions | yoy percent change
Total 677 | +35%
678| +33% |+33%*
Americas
460 | +31%
460 | +29% | +28%*
IFRS Non-IFRS
EMEA
161 | +49%
161 | +49% | +50%*
Asia Pacific Japan
57 | +27%
57 | +26% | +30%*
* At constant currencies ** IFRS and non-IFRS revenue is presented by region based on customer location
© 2016 SAP SE. All rights reserved. 8
Total 3,850 | +5%
Cloud and software revenue by region**Q1 2016
EMEA
1,686 | +8% | +10%*
Americas
1,584| +4% | +3%*
Asia Pacific Japan
581| +1% | +3%*
* At constant currencies** IFRS and non-IFRS revenue is presented by
region based on customer location
EMEA
1,686 | +8%
Americas
1,583 | +4%
Asia Pacific Japan
581 | +1%
Non-IFRS
Total3,851 |+5%|+6%*
€ millions | yoy percent change
IFRS
© 2016 SAP SE. All rights reserved. 9
Total 4,728 | +5% |
+6%*
Total revenue by region**Q1 2016
EMEA
2,047 | +6% | +8%*thereof Germany
605 | +8%| +8%*thereof rest of EMEA
1,442 | +5%| +7%*
Americas
1,977 | +6% | +5%*thereof United States:
1,606 | +9% | +8%*thereof rest of Americas
371 | -7% | -4%*
Asia Pacific Japan
704 | +0% | +3%*thereof Japan
169 | +9% | +4%*thereof rest of APJ
535 | -2% | +2%*
EMEA
2,047 | +6%thereof Germany
605 | +8%thereof rest of EMEA
1,442 | +5%
Americas
1,977 | +6%thereof United States:
1,606 | +10%thereof rest of Americas
371 | -7%
Asia Pacific Japan
704 | +0%thereof Japan
169 |+9%thereof rest of APJ
535 | -2%
Non-IFRS
Total 4,727 | +5%
* At constant currencies** IFRS and non-IFRS revenue is presented by
region based on customer location
€ millions | yoy percent change
IFRS
© 2016 SAP SE. All rights reserved. 10
Non-IFRS operating profit up 5% even with a lower than expected license revenue performance
€ millions, unless otherwise stated
Rev enue N umbers Q1/16 Q1/15 ∆% Q1/16 Q1/15 ∆% ∆% at cc
Cloud subscriptions and support 677 503 35 678 509 33 33
Software licenses 609 696 -13 609 696 -13 -10
Software support 2,564 2,454 4 2,564 2,454 5 5
Software licenses and support 3,172 3,150 1 3,173 3,150 1 2
Cloud and s oft ware 3,850 3,653 5 3,851 3,659 5 6
Serv ices rev enue 877 844 4 877 844 4 6
Tot al rev enue 4,72 7 4,497 5 4,72 8 4,502 5 6
O perat ing Ex pens e Numbers
Tot al operat ing ex pens es -3,91 4 -3,859 1 -3,62 4 -3,446 5 6
Profit Numbers
O perat ing profit 81 3 638 2 8 1 ,1 04 1 ,056 5 4
Finance income, net -35 -11 >100 -35 -11 >100
Profit before t ax 743 478 55 1 ,034 897 1 5
Income tax expense -173 -65 >100 -271 -200 35
Profit aft er t ax 570 41 3 38 763 697 9
O perat ing margin in % 1 7.2 1 4.2 +3.0pp 2 3.4 2 3.5 -0.1 pp -0.4pp
Bas ic earnings per s hare, in € 0.48 0.35 38 0.64 0.58 9
IFRS Non-IFRS
© 2016 SAP SE. All rights reserved. 11
Non-IFRS operating profit increased by 5% in Q1 2016
Non-IFRS operating profit:
+5% to €1.1bn (Q1/15: €1.1bn)
+4% to €1.1bn at cc
Non-IFRS operating margin:
-0.1pp to 23.4% (Q1/15: 23.5%)
-0.4pp to 23.1% at cc
23.4% | 23.1%*-0.1pp | -0.4pp*
23.5%
Non-IFRS, Q1 2016
* At constant currencies
Q1/15 Q1/16
Total operatingexpenses
€3.4bn
Total revenue
€4.7bnTotal operatingexpenses
€3.6bn
Total revenue
€4.5bn
© 2016 SAP SE. All rights reserved. 12
IFRS operating profit increased by 28% in Q1 2016
IFRS operating profit:
+28% to €0.8bn (Q1/15: €0.6bn)
IFRS operating margin:
+3.0pp to 17.2% (Q1/15: 14.2%)
17.2%+3.0pp
14.2%
IFRS, Q1 2016
Total revenue
€4.5bn
Total operatingexpenses
€3.9bn
Total revenue
€4.7bnTotal operatingexpenses
€3.9bn
* At constant currencies
Q1/15 Q1/16
© 2016 SAP SE. All rights reserved. 13
Gross margin declined by 70 bpsQ1 2016
Gross Margin67.9% | -0.7pp
Cloud and Software Margin 82.4% | +0.1pp
Services-related Margin4.1% | -4.8pp
* Cloud & Software revenues / expenses
Total revenue
€4.5bn
Q1/15
C&SW* + servicesexpenses
€1.4bn
Total revenue
€4.7bn
Q1/16
C&SW* + servicesexpenses
€1.5bn
C&SW* revenue
€3.7bn
Q1/15
C&SW*expenses
€0.6bn
C&SW* revenue
€3.9bn
Q1/16
C&SW* expenses
€0.7bn
Servicesrevenue
€0.8bn
Q1/15
Servicesexpenses
€0.8bn
Servicesrevenue
€0.9bn
Q1/16
Servicesexpenses
€0.8bn
Non-IFRS, Q1 2016
© 2016 SAP SE. All rights reserved. 14
Cost ratiosQ1 2016, Non-IFRS
S & Mexpenses
€1.2bn
S&Mexpenses
€1.2bn
R&D as a % of Total Revenue
14.4% | +0.2pp
S&M as a % of Total Revenue
25.4% | -0.3pp
G&A as a % of Total Revenue
4.6% | -0.5pp
Q1/15
R&Dexpenses
€0.6bn
Q1/16
R&Dexpenses
€0.7bn
Q1/15 Q1/16 Q1/15
G&Aexpenses
€0.2bn Q1/16
G&Aexpenses
€0.2bn
Non-IFRS, Q1 2016
Total revenue
€4.5bn
Total revenue
€4.7bn
Total revenue
€4.5bn
Total revenue
€4.7bn
Total revenue
€4.5bn
Total revenue
€4.7bn
© 2016 SAP SE. All rights reserved. 15
Agenda
Income Statement
Balance Sheet and Cash Flow Analysis
Outlook and Additional Information
Appendix
© 2016 SAP SE. All rights reserved. 16
Balance sheet, condensedMarch 31, 2016, IFRS
Assets€ millions
03/31/16 12/31/15
Cash, cash equivalents and other financial assets
6,102 3,762
Trade and other receivables 5,550 5,275
Other non-financial assets and tax assets
716 703
Total current assets 12,368 9,739
Goodwill 21,922 22,689
Intangible assets 3,954 4,280
Property, plant, and equipment 2,177 2,192
Other non-current assets 2,462 2,490
Total non-current assets 30,516 31,651
Total assets 42,884 41,390
Equity and liabilities€ millions
03/31/16 12/31/15
Trade and other payables 954 1,088
Provisions 196 299
Other liabilities 3,293 4,478
Deferred income, current 5,265 2,001
Total current liabilities 9,708 7,867
Financial liabilities 8,640 8,681
Provisions 275 180
Deferred income, non-current 107 106
Other non-current liabilities 1,233 1,262
Total non-current liabilities 10,256 10,228
Total liabilities 19,964 18,095
Total equity 22,920 23,295
Total equity and liabilities 42,884 41,390
© 2016 SAP SE. All rights reserved. 17
Operating cash flow increased by 5% to €2.5 billion year-over-year
€ millions, unless otherwise stated01/01/16
- 03/31/1601/01/15
- 03/31/15 ∆
Operating cash flow 2,482 2,366 +5%
- Capital expenditure -168 -139 +21%
Free cash flow 2,313 2,227 +4%
Free cash flow as a percentage of total revenue 49% 50% -1pp
Cash conversion rate 4.36 5.73 -24%
Days sales outstanding (DSO in days) 73 67 +6
© 2016 SAP SE. All rights reserved. 18
€ millions
Total group liquidity improved by almost €2.3bn in the first three months
1) Cash and cash equivalents + current investments2) Includes purchase and sales of equity or debt instruments of other entities and effects of FX rates on cash and cash equivalents3) Group Net Liquidity defined as Total Group Liquidity minus Group debt – for more details see 2015 annual report
Total group netliquidity4)
03/31/16
Other2)
Operating cash flow
Net change
debt
Total group
liquidity1)
12/31/15
+3,558
Total group
liquidity3)
03/31/16
Net proceeds from
treasury shares
+2,482
Group debt
Capitalexpenditure
+5,853
-9,080
Businesscombi-nations
-2+7 -168
-3 -21
-3,227
© 2016 SAP SE. All rights reserved. 19
Agenda
Income Statement
Balance Sheet and Cash Flow Analysis
Outlook and Additional Information
Appendix
© 2016 SAP SE. All rights reserved. 20
Outlook for the FY 2016
Cloud and software revenue(Non-IFRS at cc)
Basis for Comparison 2015
Operating profit (Non-IFRS at cc) €6.35bn
€17.23bn
Cloud subscription and support revenue (Non-IFRS at cc)
€2.30bn
+ 6%
Actual Performance
Q1/16
€1.1bn
€676m(+33%)
+ 6% to 8%
SAP’s Outlook FY 2016
€6.4bn to €6.7bn
€2.95bn to €3.05bn(upper end +33%)
20
While the Company's full-year 2016 business outlook is at constant currencies, actual currency reported figures are expected to continue to be impacted by exchange rate fluctuations. If exchange rates remain at the March 2016 average level for the rest of the year, the Company expects its non-IFRS cloud and software revenue growth rate as well as its non-IFRS operating profit growth rate to experience a currency benefit in a range of 0 to 2 percentage points for the second quarter 2016 (1 to 3 percentage points for the full year 2016).
© 2016 SAP SE. All rights reserved. 21
Additional outlook information and non-IFRS adjustments
IFRS Profit Measure
Revenue adjustments
Share-based payment expenses
Acquisition-related charges
Restructuring charges
Sum of all adjustments
Est. Amounts for FY 2016
<€20m
€650m to €690m
€680m to €730m
€40m to €60m
€1,390m to €1,500m
€1m
€109m
€170m
€11m
€291m
Actual AmountsQ1/16
€6m
€179m
€183m
€51m
€419m
Actual AmountsQ1/15
The company continues to expect a full-year 2016 effective tax rate (IFRS) between 22.5% to 23.5% (2015: 23.4%) and an effective tax rate (non-IFRS) between 24.5% to 25.5% (2015: 26.1%).
© 2016 SAP SE. All rights reserved. 22
Explanation of non-IFRS measures
SAP has provided its non-IFRS estimates for the full-year 2016. For a more detailed description of all of SAP’s non-IFRS measures and their limitations as well as our constant currency and free cash flow figures see Non-IFRS Measures and Estimates online.
Constant currency revenue figures are calculated by translating revenue of the current period using the average exchange rates from the previous year's respective period instead of the current period. Constant currency period-over-period changes are calculated by comparing the current year's non-IFRS constant currency numbers with the non-IFRS number of the previous year's respective period.
For a more detailed description of all of SAP’s non-IFRS adjustments and their limitations as well as our constant currency and free cash flow figures see Non-IFRS Measures and Estimates online.
© 2016 SAP SE. All rights reserved. 23
Agenda
Income Statement
Balance Sheet and Cash Flow Analysis
Outlook and Additional Information
Appendix
© 2016 SAP SE. All rights reserved. 24
How to look at cloud subscription dealsKey measures of success (simplified business example)
New and Upsell Bookings (ACV)Period KPI Order Entry measure Logic: Average Contract Value per year Decisive factor: Customer signature
14
0Q1 Y4Q4
5
4
Q3Q2Q1 Y3Q4Q3Q2Q1 Y2Q4Q3Q2Q1 Y131.12.
Renewal
Upsell
New
1 1 1 1 1 1 1 1 1 1 1 1
Q1 Y4
1
Q4Q3Q2Q1 Y3Q4Q3Q2Q1 Y2Q4Q3Q2Q1 Y131.12.
Renewal
Upsell
NewRevenue Recognition:Period KPI Steadily over the course of the contract
term / delivery
Backlog (unbilled):Point in time KPI Firm future revenue Decisive factors
signed contract Invoicing
0 0 0
312
8 8 8 8
4 4 4 4
Q1 Y4
10
8
2
Q4
15
12
Q3Q2Q1 Y3Q4Q3Q2Q1 Y2Q4Q3Q2Q1 Y131.12.
Renewal
Upsell
New
14 4 4
Q1 Y4
5
4
Q4Q3Q2Q1 Y3Q4Q3Q2Q1 Y2Q4Q3Q2Q1 Y131.12.
Renewal
Upsell
NewInvoicing (Billings):Point in time KPI Invoicing usually once per year upfront
3
2
1
3
2
1
3
2
1 3
Q1 Y4Q3 Q4Q2Q1 Y3Q4Q3Q2Q1 Y2Q4Q3Q2Q1 Y131.12.
Renewal
Upsell
New
Deferred Revenue:Period KPI Revenue recognition needs to be in line
with delivery (IFRS); too early invoiced part of the deal needs to be parked in B/S
0,75
3,75
0,25
1,25
Initial term Renewal term
Renewal signature
Order Entry
Renewal Rate: 100%
Main Cloud performance indicator