Gartner Research

Mitigate Risk and Optimize Value in SAP Enterprise Agreements

Published: 09 October 2009

ID: G00163507

Analyst(s): Alexa Bona, Peter Wesche


SAP enterprise licensing can increase costs when customers are unsure about their plans to deploy and use software. Use this research to effectively plan for and negotiate flexible SAP enterprise agreements that deliver cost, service and business outcomes.

Table Of Contents
  • Overview
  • Follow Four Steps to Prevent SAP Licensing Challenges
  • Understand the Benefits of Enterprise Agreements
  • Differentiate Between Four Enterprise Agreements
    • Flexible Agreement
    • Global Enterprise Agreement
    • Phased Agreement
    • Flat Rate Agreement
  • Prepare Your Organization to Choose High-Value Options
    • Understand Your Past Experience With SAP
    • Reassess Assumption-Based Value
    • Assess Your SAP Licensing Requirements
    • Phase and Define Your Deployment Milestones
    • Scrutinize and Benchmark the Proposed Solutions
    • Avoid Overlicensing
    • Protect Your Benefit in a Flexible Agreement
    • Understand the Pros and Cons of Lock-In
    • Take Advantage of Your Privileged Relationship
  • Negotiate SAP Enterprise Agreements to Minimize Risk
    • Time Your Deal Negotiations Strategically
    • Work With Solution Engineers
    • Include Exchange Rights
    • Address Rebundling
    • Use the Early-Adopter Phase
    • Negotiate Accrued Recurring Fees
    • Negotiate a Balanced Disclosure/Nondisclosure Clause
    • Protect Your Business Against Sudden Market Changes
    • Include an Option to Extend the Agreement

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