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The RISE with SAP Negotiation Playbook.

A forty-six page playbook for sourcing leaders running a RISE with SAP negotiation. Subscription sizing without the SAP spreadsheet. FUE conversion math, hyperscaler clauses, audit-rights restoration, and the eleven concessions worth fighting for in the first cycle.

Research Paper 46 pages Published May 2026 Format: PDF Access: Gated
What You'll Learn

Six tactical outcomes from closed RISE deals.

  1. How to size your FUE subscription without the SAP calculator. The independent sizing methodology, the three workload categories, and why SAP's first FUE quote runs an average of 27% above defensible need.
  2. What hyperscaler choice actually costs in the contract. Azure, AWS, and GCP sub-clauses, the egress traps, and the data-residency riders RISE customers leave out 8 times in 10.
  3. How to restore the audit-rights protections RISE removes. The five contractual safeguards that disappear in the standard RISE order form, and the redline language that brings each one back.
  4. How indirect-access economics change under RISE. Why Digital Access pricing is renegotiated under a different mechanic in RISE contracts, and what to lock down before signature.
  5. What the renewal looks like in 36 months. Renewal uplift formulas, exit ramp negotiations, and the three commercial commitments that limit your post-term leverage.
  6. The eleven concessions worth fighting for. A ranked redline list drawn from 60+ closed RISE engagements, with the standard SAP counter for each one.
Table of Contents

Seven chapters. Forty-six pages.

Chapter IThe RISE commercial model, plainly explainedpg. 4
Chapter IIFUE sizing: the independent methodologypg. 10
Chapter IIIHyperscaler clauses & egress economicspg. 17
Chapter IVAudit rights: what RISE removes, what to restorepg. 24
Chapter VIndirect access under RISE — the quiet shiftpg. 31
Chapter VIThe eleven negotiation levers, rankedpg. 37
Chapter VIIRenewal economics: the 36-month viewpg. 43
Who It's For

Four audiences. One reference.

CFO & Finance Leadership

CFOs and finance directors evaluating the RISE commercial model against on-premise renewal economics. The TCO and renewal chapters are the financial reference.

CIO & IT Leadership

CIOs sponsoring the RISE move. The hyperscaler chapter, the audit chapter, and the architectural implications are the operational reference.

SVP Procurement

Senior procurement leaders running the negotiation. The eleven concession levers, the redline language, and the standard SAP counters are the practical reference.

Head of SAM

Software asset managers measuring the FUE need before and after RISE conversion. The sizing chapter is the operational core of the document.

SAP's opening RISE quote covered 12,400 FUE. The independent sizing exercise put defensible need at 8,150. We signed at 8,400 with a re-baseline option in year three.

VP ProcurementGlobal Industrial Group · Closed Q1 2026
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