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


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



  • 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

Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.