WEBVTT 00:00:09.100 --> 00:00:12.000 Hi, I'm Martin Paul, the Global SAP Alliance and Competence Leader. 00:00:12.000 --> 00:00:16.000 And today, for my leadership series, I'm here with Marc Bourdé. 00:00:16.000 --> 00:00:18.200 Welcome, Marc. Welcome. 00:00:18.200 --> 00:00:22.060 And let's come to the first question and let's talk about SAP and so, what 00:00:22.070 --> 00:00:26.080 excites you most about our relationship with SAP? 00:00:26.100 --> 00:00:32.070 Well, I believe, you know, first thing, it's a deep, trusted relationship. 00:00:32.090 --> 00:00:36.500 A 360 relationship. That means we buy products from SAP, 00:00:36.500 --> 00:00:42.500 like S/4HANA Cloud Public Edition and implement it in the large territories 00:00:42.500 --> 00:00:46.040 like Germany or the US. So, we are the guinea pig. 00:00:46.050 --> 00:00:51.000 We are client zero on that one. So that's one aspect. 00:00:51.000 --> 00:00:57.000 The second aspect is we deliver critical projects at SAP, like SAP Business Data Cloud, 00:00:57.000 --> 00:01:02.500 where we work with our friends from SAP to implement it at SAP. 00:01:02.500 --> 00:01:07.500 And again, that's another client zero. 00:01:07.500 --> 00:01:10.080 And then we take all that together to the market. 00:01:10.080 --> 00:01:15.220 That means that when we are talking to customers, we are not talking about something that we don't know. 00:01:15.240 --> 00:01:20.200 We're talking about something that both of us have experience in, that we've done together. 00:01:20.220 --> 00:01:24.000 Give us something private, you know, from yourself. 00:01:24.000 --> 00:01:26.500 So, what's your main passion outside work? 00:01:26.500 --> 00:01:29.000 So, SAP. No. I'm joking. 00:01:29.000 --> 00:01:35.000 Probably world affairs. I like what's happening with society, with AI, with all these things. 00:01:35.000 --> 00:01:40.500 So, I think that's something that keeps me busy. But also, I like to play some sports, to watch some sports. 00:01:40.500 --> 00:01:45.000 So, I'm doing a little bit of sailing, a bit of skiing, watch football. 00:01:45.000 --> 00:01:48.160 So being outdoors, is quite nice. 00:01:48.180 --> 00:01:53.160 We have just released, a set of Express solutions in the market. 00:01:53.180 --> 00:02:00.100 Now tell us what value is that bringing to our clients and how are they distinguishing us from our competitors? 00:02:00.120 --> 00:02:03.500 So, I think that's a great question, Martin, 00:02:03.500 --> 00:02:05.240 because Cloud ERP Express, or Back Office Express, 00:02:05.240 --> 00:02:10.500 we have a few solutions, as you mentioned, are here to deliver a business value at speed. 00:02:10.500 --> 00:02:16.000 So, it's not only a package to do a technical implementation. 00:02:16.000 --> 00:02:21.000 This is something to implement rapidly, new features, 00:02:21.000 --> 00:02:26.500 and to help our customers to get more with a bit of tax, with a bit of accounting, 00:02:26.500 --> 00:02:30.500 so making sure that they get the right value, 00:02:30.500 --> 00:02:37.190 with PwC add-ons and accelerators, and not only a technical project that doesn't deliver benefits. 00:02:37.210 --> 00:02:42.040 We have a lot of clients who are now, following more a brownfield approach. 00:02:42.070 --> 00:02:46.100 So, a fast transition, from ECC to SAP S/4HANA. 00:02:46.120 --> 00:02:51.220 What is the approach to brownfield and how do we unleash more value for our customers? 00:02:51.240 --> 00:02:56.500 You know, Martin, that very often we get customers who call us in the middle of a brownfield, 00:02:56.500 --> 00:03:02.500 and then the CFO calls us and says, “I don't see any value. 00:03:02.500 --> 00:03:07.500 I keep giving more money for the project. The project is costing more money and taking more time, 00:03:07.500 --> 00:03:10.150 and there is no business value at all.” 00:03:10.180 --> 00:03:15.500 So that's why we as PwC, we look at what we called small greenfield or bluefield, as some of our partners call it, 00:03:15.500 --> 00:03:22.500 to effectively embed some value into the transformation. 00:03:22.500 --> 00:03:29.000 So instead of doing a very standard brownfield, we do a brownfield plus or enhanced brownfield, 00:03:29.000 --> 00:03:34.500 we will do some changes, some transformation to leverage the new features, 00:03:34.500 --> 00:03:38.180 but also some simplifications that are required by the business. 00:03:38.200 --> 00:03:43.230 The result of that is a bit more time but much more value. 00:03:44.000 --> 00:03:49.200 So, a lift and shift becomes more a shift and uplift. That's the term Martin. 00:03:49.220 --> 00:03:53.030 Marc, what are the trends you are seeing in the EMEA region? 00:03:53.050 --> 00:04:00.000 Well, Martin, as you know, it is so diverse... Kenya, Middle East, Finland, UK, Spain, very different countries. 00:04:00.000 --> 00:04:02.060 Anyway. 00:04:02.080 --> 00:04:06.500 Three things I see. Number one. Simplification. 00:04:06.500 --> 00:04:13.000 Okay. Every single customer is facing complexity. Facing disruption. Technology. Geopolitical challenges. 00:04:13.000 --> 00:04:18.500 So, they are looking for simplification - running more simple businesses. 00:04:18.500 --> 00:04:22.500 They're also looking at standardisation. 00:04:22.500 --> 00:04:34.220 Why standardisation? Because they recognise that if all their businesses, all their entities are different, it's creating more complexity internally, and in terms of responding to the new challenges and technology. 00:04:34.240 --> 00:04:39.500 Then the third one is innovation. And this is really on the top of the agenda of every single CEO 00:04:39.500 --> 00:04:45.200 with all the changes happening with tech, all the changes happening in the world. 00:04:45.200 --> 00:04:50.800 Innovation is the way to stay on top of their game, to stay on top of their industry, 00:04:50.800 --> 00:04:55.500 and innovation requires simplification and standardisation. 00:04:55.500 --> 00:05:00.160 So, standardisation, simplification, innovation. 00:05:00.180 --> 00:05:03.130 What are your big bets for the year ahead? 00:05:03.150 --> 00:05:12.080 I have to say AI. Okay. Because if I don't say AI people WILL say, hey, where did he live for the last few years? 00:05:12.100 --> 00:05:17.500 I think AI is one, but AI is coming in three different flavours. 00:05:17.500 --> 00:05:23.000 As you know, the first one is what I call embedded AI. 00:05:23.000 --> 00:05:33.000 So, this is SAP effectively enhancing their product with AI capabilities that will help clients to do more with specific transactions. Okay, so that's the first one. 00:05:33.000 --> 00:05:44.170 The second one is AI solutions. You know our global CoE for AI, has developed fantastic solutions like the CSRD AI. 00:05:44.170 --> 00:05:49.190 We have solutions, and this is to supplement, so effectively we push that out for the benefit of our clients. 00:05:49.230 --> 00:05:56.500 Then the last one is we use AI to improve the quality of our delivery. 00:05:56.500 --> 00:06:06.050 Making sure that we deliver the best outcome in a better way, and in a smarter way for clients. And that's AI for delivery. 00:06:06.070 --> 00:06:10.050 Marc, thank you so much for your time. It's my pleasure. 00:06:10.070 --> 00:06:10.190 See you soon.