Gartner Research

Gain a Competitive Edge in SAP Negotiations by Applying Gartner's T4 Process

Published: 13 April 2016

ID: G00301864

Analyst(s): Lori Samolsky , Roberto Sacco , Alexa Bona


SAP's recent license evolution and its new product releases, including S/4HANA, have increased buyer confusion. Gartner's T4 process, which includes SAP-specific negotiating tips and tactics, will assist technology procurement professionals in optimizing negotiations for the best commercial outcome.

Table Of Contents
  • Key Challenges



  • Tactics: Create a Competitive Environment of Viable Alternatives to SAP to Acquire Commercially Favorable Offerings
    • Organizations Can Negotiate Superior Discounts With SAP When Leveraging Competitive Solutions
    • Migrating From On-Premises to Cloud Solutions With SAP Must Be Competitive to Maximize Outcomes
    • Leverage the Purchase of Strategic Products or Services
    • SAP Customers Purchasing S/4HANA Have More Leverage Than They've Had in Decades
  • Templates: Optimize Your Negotiations, by Using RFI/RFQ/RFP Checklists to Reveal Pricing Options and Hidden Costs
    • SAP Has Multiple Delivery Options for Some Products and Multiple Payment Mechanisms
    • There Are Multiple SAP Maintenance and Support Options
    • SAP Has Changed Its Pricing Metrics Significantly During the Past Few Years
    • Require SAP to Describe the Relationship Between License Bundles and Functionality Entitlement
  • T&Cs: Maintain SAP-Specific T&Cs Checklists for Negotiations to Achieve Optimal Commercial Outcomes
    • T&Cs Critical to SAP On-Premises Licensing
    • T&Cs Critical to SAP Cloud Licensing
  • Timing: Develop a Negotiating Strategy Based on Team Collaboration Involving CxO-Level Management That Strategically Aligns With SAP Fiscal Quarter-End and Year-End Dates

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