SAP doesn't sell through Enterprise Licence Agreements. Its commercial model fragments your buying power across named user licences, engine-based licences, and cloud subscriptions. This paper maps the full architecture and shows you where the consolidation points are.
Get instant access to the complete SAP commercial architecture analysis, consolidation strategy, and negotiation framework.
A complete structural analysis of how SAP prices, packages, and fragments its licensing — and where that fragmentation creates opportunity.
Complete mapping of SAP's three licensing pillars: named user licences, engine-based and digital access licences, and cloud subscription agreements — with pricing logic, governance models, and negotiation dynamics for each.
User type classification analysis, reclassification methodology, and over-provisioning identification framework. Includes pricing benchmarks across Professional, Limited Professional, Employee, and Developer user types.
How to quantify your indirect/digital access licensing position across all nine document types. Covers assessment methodology, document counting, and DAAP conversion strategy.
Commercial analysis of RISE with SAP: conversion credit negotiation, T-shirt sizing, BTP credit allocation, escalator structuring, and using the migration imperative as a full-relationship negotiation lever.
The specific points where SAP's fragmented contract vehicles intersect — and how to create negotiation linkages that force SAP to address your total relationship value, not its individual components.
Six structural traps in SAP's commercial process — from audit-driven negotiations to the conversion credit shortfall — with specific counter-strategies to protect your position.
SAP's commercial complexity is not a bug — it's a feature. The vendor that makes its pricing hardest to understand is the vendor that captures the most margin from unprepared buyers.
— Redress Compliance, SAP Practice