1. Hosted by Negotiating with SAP: Would you like a License to Thrill? Derek Prior, PhD Gartner Research

2. Hosted by Key Issues What are the SAP licensing models and maintenance options? How can enterprises negotiate best- in-class deals with SAP and protect their investments over time?

3. Hosted by Key Issues What are the SAP licensing models and maintenance options? How can enterprises negotiate best- in-class deals with SAP and protect their investments over time?

4. Hosted by mySAP Business Suite Pricing Model: mySAP CRM mySAP SCM mySAP ERP mySAP FIN mySAP HR mySAP PLM mySAP SRM e.g Purchase Order/ Sales Order Software Engine fees: (e.g Purchase Order/ Sales Order Industry Solutions based on industry metrics) Professional E 3800 Limited Prof. E1600 (mobile E800) Employee E400 Functionality / Price Named User fees (4 categories ) Developer ? Up to E5700

5. Hosted by mySAP Pricing Models: The introduction of mySAP ERP SAP R/3 Enterprise or other single solution NetWeaver : Web Application Server (Web AS) Just R/3 Enterprise or CRM etc Full NetWeaver : EP, XI, BW, KM, etc HCM, Financials CRM, SRM PLM SCM mySAP ERP mySAP Business Suite List Price for Professional User: E2550 for R3 enterprise to E5000 for CRM List Price for Professional User:Approx E3000-E3500 List Price for Professional User: E3800

6. Hosted by SAP Maintenance Standard offering (17%) Technical Support and Rights to New Versions 2 Early Watch checks and either SAP GoingLive Check, SAP GoingLive Functional Upgrade Check, or SAP OS/DB Migration Check. Max-Attention Service Level offering (20%) Guaranteed response time for very high priority incidents Safeguarding for up to 2 mission critical projects and named contact in SAP support services Max-Attention OnSite offering (23%) Above plus two full-time on-site consultants

7. Hosted by UserVendor Ramped or stepped maintenance disappearing Selected versions not included in maintenance Maintenance policy changing at vendor will Vendor cancellation for convenience Shortened support periods for prior version Increased maintenance fees Maintenance starts day the license is signed Separation of technical support from rights to new versions Removal of technical support during warranty period Decreasing level of service in standard offerings Maintenance $$ Software Maintenance Trends

8. Hosted by SAP Maintenance Cost: Five Years Assume 50% Discount on the $4,000,000 Software: $2,000,000 Initial License Cost. 8% Cap Negotiated for Five Years MaintenanceMaintenance Maintenance and Supportand Supportand Support at 17%at 20%at 23% First Year: 2001$ 340,000$ 400,000$ 460,000 Second Year: 8% cap $ 367,200$ 432,000$ 496,800 Third Year: 8% cap $ 396,576$ 466,560$ 536,544 Fourth Year: 8% cap $ 428,302$ 503,885$ 579,468 Fifth Year: 8% cap$ 462,566$ 544,196$ 625,825 Total Maintenance: $1,994,644$2,346,641$2,698,636 Year 6: Maintenance cap is over, based now on “then-current” list price: $4,862,025 Due 2006 $876,544$972,405$1,118,266

9. Hosted by Key Issues What are the SAP licensing models and maintenance options? How can enterprises negotiate best- in-class deals with SAP and protect their investments over time?

10. Hosted by License Model Choice of e-business platform = all SAP applications or solutions = CRM, or other single application. Fee for three role-based, named users. Automated B2B transactions charged via software engines based on sales and purchase orders. Maintenance: 17 - 23 percent Top Five Terms to Negotiate:  Full 100 percent credit for R3 investment, and for future conversion from mySAP ERP to mySAP Business Suite if required.  On larger deals, minimize uplifts outside Euro-zone countries  Understand ‘indirect access’: Specify exactly when licenses for external systems accessing SAP software are required, be particularly careful with BW (OpenHub)  Right to outsource  Rights to custom-developed code SAP License Terms to Negotiate: ‘For Your Eyes Only…’

11. Hosted by SAP Interface Fees ‘From SAP, With Love…’ R/3 or R/3 Ent. Real-time/Batch Synch/Asynch Data in from any ISV or Legacy App Interface IN Interface OUT Sometimes Free, Sometimes not!! BW Interface OUT Interface IN SAP OpenHub. - 3rd Party Data Load. Data Extract to Other 3rd Party Application, eg DataWarehouse Free ! Not Free ! Free !Not Free ! All mySAP Apps Interface OUT Interface IN Sometimes Free, Sometimes not!! Free !

12. Hosted by Charges for Changes in Technology Example of onerous term and condition: “If the licensee decided to change from one supported database to another supported database, the cost for doing this will be horrendous.” Likely way presented in the contract: Database: Oracle (or any other specific database listed) Example of solution (not legal advice): ”Licensee may transfer this software, at no additional cost, to any hardware platform, software operating system, or database that the vendor supports for this software.”

13. Hosted by Onerous term and condition: “If you drop maintenance, but after a year, want to re-start it, you are subject to whatever we want to charge at the time, and you will have absolutely no leverage.” Likely way presented in SAP agreement: “In the event Maintenance is declined for some period of time, and is subsequently requested or reinstated, SAP will invoice Licensee the accrued Maintenance Fees associated with such time period plus a reinstatement fee. “ Example of solution (not legal advice): “Licensee can resume software maintenance for lapsed periods by paying an amount no greater than the support fee that would have been due if software maintenance had been continued over the lapsed period.” Maintenance Reinstatement Fees: ‘Maintenance Is Forever?’

14. Hosted by Software Compliance: ‘The Auditor that Loved Me…’ Onerous term and condition: “We are going to send you software that you are not licensed to use. If you use this software in error, you will be out of compliance with this contract, and woe to you if we audit.” Likely way presented in an SAP agreement: “Licensee may only use the program modules referred to in the definition of software even if the licensee is technically able to use other modules from the software supplied.” Example of solution (not legal advice): “Licensor shall not ship any software to licensee that licensee is not authorized to use.”

15. Hosted by  Increased discounting, but new customers treated better than installed base  Only 25% of installed base has converted to mySAP licenses. These were larger customers with strongest rationale to upgrade. Believe the next 25% will take more convincing  Time of year (Year end December)  Portal deals  Size of deal (average deal size in 2002 approx Euro 420,000)  Credible competition  Industry vertical (process knowledge)  Geography/Mid Market (reference account) SAP Negotiating Levers: ‘Never Say Never, Again…’

16. Hosted by Pay-as-You-Go Agreements vs Buying everything up-front... Evaluate against buying exactly what is needed Establish minimum licenses to be retained after contract term Ensure that licenses are transferable without limitation Include new functionality and products in agreement Build in flexibility to accommodate business change Negotiate full credit for existing licenses

17. Hosted by What’s in a Suite...? XI for non-SAP apps Master Data management Industry Solutions xApps mySAP Business Suite???

18. Hosted by Six Steps of Preparation for Licensing with SAP 1.Establish a negotiating team with representation from all participating business units. 2. Define requirements over two to three years with focus on funded projects. 3.Perform a physical inventory of SAP licenses and existing contract terms; understand new models and terms. Compare with new proposal. 4.Determine whether purchase can be made under existing agreement. Weigh re-licensing benefits against loss of favorable terms. 5.Balance additional discount with potential shelfware. 6. Leverage competition.