White Paper · 51 pages · Updated Q1 2026

SAP S/4HANA Migration Negotiation Guide.

Mainstream maintenance for ECC ends 31 December 2027. SAP is using that deadline to reshape the contract, the metric, and the cloud commitment. Here is what to negotiate before you sign — and what to fix in the contract you have already signed.

What you'll learn

Six things SAP is hoping you don't model.

01
FUE conversion: the math that hides the increase
How Full-Use Equivalents are derived from your existing Named User estate, where the conversion ratio is non-obvious, and the safe-harbour clause SAP will rarely volunteer.
02
Digital Access: counting documents, not users
The nine document types, the historical-volume baseline, and how to defend against retroactive Digital Access claims during audit.
03
Indirect access exposure — past, present, future
The cases that have settled, the cases that went to court, and the contract language that has held up best.
04
RISE vs Grow vs Sovereign — the real total cost
Why RISE list price is rarely the right comparison, the hidden uplift in year two and three, and the exit-cost clauses most contracts lack.
05
2027 deadline — leverage, not panic
SAP's incentive calendar through 2027 and how to use the discount cliff to pull concessions you cannot get any other time.
06
BTP & AI Units — the new line item
How Business Technology Platform credits and Joule/AI Unit consumption are being baked into S/4 deals, and where to keep them out.
Inside this paper

Seven chapters. Built for the migration committee.

1
SAP licensing today — ECC, S/4, FUE, and Digital Access
The licensing model end-to-end, with the conversion mechanics laid out plainly.
2
GLAS audits — how SAP measures, what it asks for
The USMM and LAW process, the scripts, and the data you do not have to provide as requested.
3
Indirect access and Digital Access defence
The historical claims, the case law, and the contract clauses to insert today.
4
RISE with SAP — the buyer's view
What RISE actually includes, what it doesn't, and how to negotiate the bundle.
5
Grow, Sovereign, and BTP
The smaller editions, sovereign cloud offers, and BTP consumption — where each one wins and loses.
6
2027 deadline negotiation strategy
Quarter-by-quarter pressure points and how to time your commitment for maximum leverage.
7
The 12 clauses we always negotiate
From price protection to exit terms — the contractual gates that protect you for the next decade.
Who it's for

Four roles get the most value.

For
CIOs & CTOs
Leading an S/4HANA migration decision or a RISE conversation with finance and the board.
For
SAP programme leads
Sizing the FUE estate and planning the document baseline for Digital Access.
For
Procurement & legal
Negotiating the RISE/Grow contract or restructuring an existing maintenance position.
For
Finance & audit committees
Modelling 2027 deadline economics and the risk of indirect access exposure.

"GLAS came in with a $4.8M Digital Access claim. The framework in this guide gave us the documentary baseline to dispute it. We settled under $200K — a 96% reduction — and signed the migration deal without it hanging over us."

Head of SAP Centre of Excellence
European manufacturing group, $4.2B revenue
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