A clearer pathway, with well-defined adoption options

Posted by Eva-Maria Fahrer on 06/05/2019 17:40

Making the Move to Digital Access Transparent and Reliable
SAP user groups are a important driver behind SAPs new adoption program 

Article by Robin Manherz, SAP SVP and Head of Global Portfolio Planning & Commercialization 

SAP’s objective has always been to have a mutually trustful, lifelong relationship with its customers based on the value of its solutions and customer empathy. In all aspects of our customers’ journey to digital transformation, we want to ensure that they always have the information and certainty needed to make the right decisions for their business. That is why, with the support and counsel of our user groups, we are introducing the Digital Access Adoption Program (DAAP).
Let’s take a look at the steps that  got us here: April 10, 2019 marked one year since SAP introduced its Indirect Digital Access Pricing Model, intended to provide our customers with business certainty and predictability regarding their license commitment. In close collaboration with our user groups and based on candid conversations with customers, partners and analysts, SAP decided to make radical changes to its previous digital access licensing policies. As a result, we developed an outcome-based pricing model that differentiates between direct human access and indirect digital access. Reflecting greater demand for business data across an increasingly fragmented IT landscape, Digital Access is designed to address all indirect access scenarios for the digital age. 
But we didn’t stop there: Since launching our pricing model based on document usage, our user groups voiced their concerns regarding transparency and predictability. We again listened and – in close collaboration with ASUG, DSAG and SUGEN - have worked relentlessly over the past months to address those concerns with the creation of the Digital Access Conversion Program. It includes an attractive pricing incentive if customers decide to make the move to SAP Digital Access within the next year. 
With the new program, customers can make the decision to move to the Digital Access licensing model with transparency and total confidence based on the assurance that there will be no hidden revenue around licensing fees. The days are over in which customers believed, fairly or not, that any discussion of indirect access, could lead to a confrontation with SAP and the assessment of financial penalties for inadequate licensing. In fact, SAP expects that for many customers a conversion to the new licensing program will largely come at little to no net new costs and will ensure that no customer will be penalized for violating license rules in the past. 
Let me summarize: With DAAP we want to fully support our customers to achieve transparency of their current document use by taking advantage of a very attractive financial incentive and license conversion for their applicable past investments.

We also want our customers to pick the best and lowest-cost licensing option (including the option of keeping their status quo and doing nothing). And to be totally clear, SAP has no desire to declare our customers to be “out of compliance” but rather to partner with our customers on a journey of digital transformation.

SAP is committed to making the decision process for our customers as simple as possible while respecting each customer’s unique situation. In short: SAP will continue its relentless pursuit to provide licensing transparency, predictability and simplicity to our customers.  
The Digital Access Adoption Program marks another milestone in our collective journey to embark upon the digital journey together. I wish to extend a heartfelt thanks to the SAP user groups (ASUG, DSAG, SUGEN) who represented their user communities in an impassioned commitment to empower us all to move forward together. Without question, our complete transparency with one another served as a catalyst for all to follow.

This is what the User Groups said to me:
• Gianmaria Perancin, Chairman of SAP User Group Executive Network (SUGEN) and the French Speaking SAP User Group (USF) “We are constantly in an intensive dialogue with SAP regarding Digital/Indirect Access. It is important for our members to find their way through what SAP calls ‘indirect access’. One route could lead through their existing contractual agreements, another route could lead through the adoption of this model. It’s the User Groups’ purpose to give the customers guidance, no matter which path they take. We are happy to see that SAP has carefully listened to some of our suggestions and recommendations. SAP’s Digital Access Adoption Program should be also
considered by those customers who plan to make the move to the document-based model within the near future.”

• Geoff Scott, CEO, Americas’ SAP Users’ Group (ASUG)  “SAP customers now have a clearer pathway, with well-defined adoption options, so that they can reduce the uncertainty with their current licensing situations.  I look forward to hearing customers’ feedback on the new program and continuing the collaboration with DSAG and SAP to ensure all customers can focus their time and energy on transformational projects.”
• Andreas Oczko, Board Member Operations, Service & Support; Deputy Chairman of the Management Board; German-Speaking SAP User Group (DSAG)  “Jointly, we made a big, remarkable and important step forward. Now we have a solid base to go ahead in this essential area of digital transformation.”
Please also have a look at the perspective of analysts such as Josh Greenbaum, Principal of EAConsult.

Read more on blog: https://news.sap.com/2019/05/making-move-digital-access-adoption-program/
Disclaimer from Robin Manherz: The contents of this blog are for informational purposes only and provides general guidelines regarding SAP’s pricing models and policies as of May 2019.  It is provided without representation or warranty of any kind, and SAP or its affiliated companies shall not be liable for errors or omissions with respect to the materials.  This document shall not be incorporated into any contract and does not constitute a contract, an agreement or commitment to any specific terms, or an amendment or supplement to a customer’s contract. Policies, the DAAP and this document are subject to change without notice. Should a customer have questions, they should engage their SAP Account Executive. Pricing models and policies, and changes thereto, and any referenced contract terms are intended to provide a consistent, globally applied filter to the licensing discussion.  However, a customer’s situation and contract language may be different, and must be evaluated under their specific SAP contract.  SAP reserves the right to revise its policies from time to time.  


Please also see blog from Christian Klein from after SAPPHIRE May 2019.
"With DAAP we have drawn a line in the sand and can leave the past behind us.
Looking ahead, customers can be confident"
Link to Blog

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