Why Read This
Many sourcing and vendor management professionals are currently facing tough negotiations with SAP, which does over 40% of its license business in the fourth quarter. The challenge, however, is getting the best possible deal with SAP despite having little real negotiation leverage — for instance, in many cases, your SAP rep knows you can't go to a different product. Yet this does not mean that you're powerless in your SAP negotiations. This report describes some best practices for dealing with SAP that Forrester has identified from dozens of client interactions over the past year. In particular, we'll explain the importance of shared incentives, alignment, and packages.