Johannes Schaller

Johannes Schaller with Deutsche Bank asked for more details on SAP's ability to sign RISE deals in Q4 that were initially planned for 2026, inquiring about the customer discussions and the specific role of SAP's AI offering, and also requested the AI attach rate on new deals for Q3.

Answer

Christian Klein, CEO of SAP, provided an example of a Japanese customer driven by business transformation and cost optimization, where SAP's AI use cases for process automation and intelligent quoting played a key role in accelerating a deal. He noted that the ecosystem is increasingly pulling SAP into such discussions due to its AI capabilities. He reiterated increased optimism for Q4 compared to Q2 earnings, driven by improved sentiment and C-level engagement.

Johannes Schaller from Deutsche Bank inquired about SAP's ability to sign RISE deals in Q4 that were initially planned for 2026, asking for details on customer discussions and the specific role of AI offerings, and also requested the AI attach rate on new deals for Q3.

Answer

CEO Christian Klein provided an example of a Japanese customer driven by business transformation, cost optimization, and new business models, where AI use cases for process automation and intelligent quoting played a key role. He noted that such deals, driven by business transformation and AI, are now materializing in the pipeline, indicating a positive shift in sentiment.

Johannes Schaller of Deutsche Bank asked about the 'Made for Germany' initiative, inquiring about SAP's planned contributions and what it hopes to gain from the program, both financially and non-financially.

Answer

CEO Christian Klein described the initiative as a way to foster optimism and highlight Germany as an investment area. For SAP, the goals are to advocate against over-regulation in Europe and to drive momentum for its sovereign cloud offerings, particularly with defense and public sector customers who are increasing their digital spending.

Johannes Schaller asked about the medium-term view on efficiency, questioning if the program is now complete or if there is scope for more as skill needs evolve and internal AI tools are adopted.

Answer

CEO Christian Klein responded that SAP is 'never running out of ideas' on efficiency. Beyond the current program, he pointed to future gains from centralizing operations and infusing AI into internal processes like coding, support, and contracting. He noted that 30 internal AI use cases are already being rolled out, and harmonizing cloud management processes will also drive ongoing savings.