Published: 04 May 2023
Sourcing, procurement and vendor management leaders find negotiating with SAP complex, given the evolution of SAP’s strategy, products and positioning. Use these three steps to evaluate viable options and identify commercial opportunities with S/4HANA that will increase your leverage.
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SAP’s strategy prioritizes migrating customers to cloud. It pushes adoption of RISE with SAP and GROW with SAP as the most strategic solutions for new deals.
SAP’s growth strategy for its cloud business has several facets. These include raising fees annually by 3.3%, increasing subscriptions to the SAP Business Technology Platform (BTP), converting existing on-premises customers to cloud subscriptionsand growing its cloud revenue.
SAP presents summarized proposals and, unless otherwise requested, only for RISE with SAP. These proposals do not contain details necessary to evaluate commercial attractiveness, such as list price, tiering and modeling of annual increases.
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