GROW Sizing Handbook — White Paper

What You'll Learn

Six learning outcomes from active matters.

How GROW pricing units actually convert. The FUE base, the role-weighted conversion table, the eleven package categories, and why the spreadsheet model SAP supplies does not produce the number you sign.
AI-unit consumption modelling, line by line. The token-to-AI-unit conversion, the four consumption profiles we see across active GROW estates, and the burn-rate scenarios that determine renewal exposure.
Package-utilisation gap analysis. How to measure the gap between the package SAP sized and the package the business actually consumes — typically 32% to 58% underutilisation in the first twelve months.
Why fit-to-standard sizing is not the same as fit-to-standard scoping. The two GROW conversations procurement teams routinely conflate, and how to keep them separate during the sizing exercise.
The seven sizing errors that dominate the first renewal. Each of them documented from active matters. Each of them avoidable at the time of initial sizing for less than the cost of correcting at renewal.
Multi-entity sizing under a single GROW agreement. How to model FUE pooling, AI-unit pooling, and shared package consumption across subsidiaries on a single master contract.

Table of Contents

Seven chapters. 44 pages.

Chapter IThe GROW pricing model, plainly explainedpg. 5

Chapter IIFrom named user to FUE: the conversion tablepg. 10

Chapter IIIAI-unit consumption — four profilespg. 16

Chapter IVPackage utilisation gap analysispg. 22

Chapter VFit-to-standard sizing versus scopingpg. 29

Chapter VIMulti-entity sizing on one agreementpg. 34

Chapter VIISeven sizing errors that dominate renewalpg. 39

Who It's For

Four audiences. One reference.

Procurement Leadership

VPs of procurement and category managers signing or renewing GROW agreements. The conversion-table chapter and the seven-errors chapter are the operational core.

FP&A and Finance

FP&A teams modelling GROW total cost of ownership. The AI-unit profiling chapter and the package-utilisation chapter feed directly into the cost model.

IT Architecture

Architects determining fit-to-standard scope. The scoping-versus-sizing chapter is the reconciliation reference.

CFO Office

Finance leadership reviewing GROW signatures or renewals. The executive summary and recommendation set are the briefing material.

The first GROW sizing put us at three thousand four hundred FUE. The handbook process landed us at two thousand one hundred and the AI-unit ceiling fell by sixty per cent. The renewal conversation is now a different conversation.

VP ProcurementGlobal Industrial · GROW signed Q2 2025

The GROW Sizing Handbook.