December 05, 2011, 9:22 PM — It's crunch time for many SAP customers looking to hammer out new software deals and contract renewals before the end of the year.
Experts acknowledge that it might be difficult to persuade SAP to budge on certain things, such as annual maintenance fees for its applications, but customers can take steps to improve their chances of getting strong returns on their investments in SAP software. Here are nine tips to help SAP users secure the best possible deals for both the short term and the long term.
1. Take stock of your existing SAP investments. "If you're in the middle of [negotiations], the best thing you can do to arm yourself is figure out your usage," said Ray Wang, CEO at Constellation Research and a veteran SAP contract negotiator. You could drop unused licenses or move them to other applications.