SAP's push toward S/4HANA is the most significant commercial event in the SAP customer base since the original ERP migrations of the 1990s. The 2027 end-of-mainstream-maintenance deadline creates urgency that SAP account teams exploit systematically. This guide, written by former SAP Global Strategic Accounts executives, provides the commercial framework to navigate S/4HANA migration negotiations — protecting your maintenance position, avoiding indirect access exposure, and structuring RISE with SAP deals that deliver genuine value.
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"We used this guide in our S/4HANA migration negotiation. SAP opened with a RISE proposal at $12.4M annually — we closed at $7.1M with better flexibility provisions. The indirect ac…"
— CPO, Global Manufacturing Group
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