SBN Merkantilt Forum 2026 @Orkla

This event is for SAP customers only

Executive Summary Introduction

The Merkantil Forum is organised several times ​per year. 
On November 10 Effective SAP negotiations will be our focus. For this session, we have invited a guest speaker from Pearl Consulting who has long experience in negotiations. ​See agenda.

SAP Customers are welcome and you are very welcome even if you have not joined previous meetings. The room and the discussion format have a 20-person limitation. If you are interested register as soon as you can or attend remote.

On program:
Effective SAP negotiations are about far more than securing the largest discount.

The goal is to establish a commercially sustainable agreement that aligns with business requirements, provides contractual flexibility, protects against future cost increases, and minimizes compliance risk.

Achieving this requires a clear understanding of licensing metrics, careful preparation of business demand, strategic use of negotiating leverage, and close attention to contractual terms.
This guide outlines the key principles and best practices for SAP negotiations, covering commercial strategy, licensing considerations, contract structure, growth protection, audit risk management, and negotiation planning.

By focusing on total lifecycle value rather than upfront pricing alone, organizations can secure agreements that balance cost, flexibility, scalability, and long-term business protection.
 
Key Topics Covered

• SAP Negotiation: Key Principles
• Start With the Business Requirement, Not SAP's Proposal
• Understand the License Metric
• Build Negotiating Leverage
• Negotiate More Than the Discount
• Avoid Paying Too Early
• Protect Against Future Growth
• Pay Attention to Contract Language
• Understand the Document Hierarchy
• Watch for Shelfware
• Control Compliance Risk
• Do Not Negotiate Products in Isolation
• Create Competitive Tension
• Information Discipline Matters
• Prepare a Negotiation Matrix
• Final Negotiation Tips

 
Key Takeaway
The strongest SAP agreements are those that balance price, contractual flexibility, licensing accuracy, future growth protection, and compliance management. Successful negotiations focus not only on discounts but also on securing long-term commercial value and reducing operational and audit-related risks throughout the contract lifecycle.
 

Dette skal være et diskusjonsforum

Målet med forumet er å skape en felles forståelse for utfordringer med lisenser i SAP og hvordan man skal budsjettere dette samt følge opp underveis.
 
Punkter som dukker opp vil danne utgangspunkt for videre dialog med SAP og evt. Webinarer med temaene med SAP eksperter.