Gartner Research

Negotiate Better Deals With SAP by Using Hana, Cloud Services and Other Proposal 'Hot Spots' as Leverage

Published: 11 April 2013

ID: G00249967

Analyst(s): Roberto Sacco, Alexa Bona

Summary

As the capabilities SAP offers are often crucial to its customers, and the costs of changing vendor are high, IT procurement professionals must use the strongest levers when negotiating with SAP. We identify six points of leverage that customers can use to extract more favorable deals.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Leverage Strategic Products Such as Hana, Cloud Services and Mobility Solutions
  • Understand the Value of SAP's Competition
  • Leverage Global Pricing Differentials
  • Profile Usage and Leverage Differing SAP User Categories Effectively
  • Investigate Third-Party Support and Maintenance Options

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