The same six stage sequence runs through every engagement. Depth varies, ordering does not. Each stage produces a defined buyer side artefact that survives the negotiation and lives with the signed contract through the seven year term.
The same sequence runs across every engagement. The depth varies, the order does not. Each stage produces a defined artefact that survives into the signed contract.
We map the buyer position before SAP delivers its first proposal. Existing entitlement, deployment topology, dependency map, growth trajectory, regulatory frame, and budget envelope. The output is a baseline that anchors every subsequent number.
We build an independent seven year TCO model with buyer side assumptions. Hyperscaler cost is benchmarked directly, not taken from the SAP pass through. BTP allocation is held to consumption, not list. Uplift is modelled at zero in the base case. The result becomes the reference number for every SAP proposal we receive.
When SAP delivers a RISE proposal we decompose it line by line. Every figure is traced to a metric, a volume, and an assumption. Where SAP has rolled multiple items into a bundle we ask for the underlying components. Where uplifts are tied to a published index we ask for the index history and the cap calculation.
We draft buyer side language for every commercially relevant clause. Term length, uplift caps, exit credits, true up direction, data portability, audit rights, indirect access scope, and BTP allocation behaviour. The objective is contract language that protects the buyer across all foreseeable seven year states.
We control the negotiation calendar. Walk away timing is rehearsed before the first SAP meeting. Internal alignment between procurement, IT, finance, and legal is locked before contact with the account team. The buyer team speaks with one voice.
After signature the work shifts to operationalising the contract. Engine right sizing, indirect access measurement, true up preparation, and leverage building for the next renewal. The contract is a seven year asset; it must be managed as one.
Every engagement closes with the same three deliverables. They survive the negotiation and live with the contract.
| Artefact | Owner | Lifecycle |
|---|---|---|
| Independent seven year TCO model | CFO and procurement | Updated at every renewal |
| Clause by clause redline log | Legal and procurement | Lives with the master subscription agreement |
| Negotiation history record | Procurement | Reference for next cycle leverage |
Independent SAP RISE negotiation services for global enterprises. Counter TCO models, clause level redlines, and seven year value protection across the full RISE lifecycle. Partner led from the first call.
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