RISE Contract Negotiation: 10 Points SAP Hopes You'll Miss
RISE with SAP contracts are complex multi-year commitments worth millions.These are the key negotiation points that separate organizations that get value from those who regret signing.
Note: This guidance is based on publicly available information and general enterprise contract practices. Specific terms vary by deal. Always consult legal counsel for contract review.
Contract Length & Renewal Terms
The Issue
SAP typically pushes for 5-year contracts with auto-renewal clauses. Early termination can be extremely costly or impossible.
What to Negotiate
Negotiate for 3-year initial terms with renewal options. Include specific termination rights and caps on renewal price increases (typically 3-5% annually).
Your Leverage
SAP is motivated to close deals—use competitive alternatives (Oracle, Microsoft) as leverage.
Pricing Metrics & True-Up Provisions
The Issue
RISE pricing is often based on FTEs, revenue, or users. Unexpected growth can trigger significant cost increases through "true-up" provisions.
What to Negotiate
Cap true-up frequency to annual, negotiate growth buffers (10-15% buffer before additional charges), and clarify exactly which metrics trigger cost changes.
Your Leverage
Request historical data from SAP on typical true-up impacts for similar customers.
Service Level Agreements (SLAs)
The Issue
Standard RISE SLAs may be weaker than your current on-premise service levels, with limited remedies for downtime.
What to Negotiate
Push for 99.9%+ uptime SLAs with meaningful service credits (not just the standard 2-5%). Include specific RPO/RTO guarantees in writing.
Your Leverage
Compare to hyperscaler direct SLAs—often better than SAP's standard terms.
Data Portability & Exit Rights
The Issue
Getting your data out of RISE at contract end can be slow and expensive. SAP may charge for extraction assistance.
What to Negotiate
Include specific data export rights, timelines (30-60 days), and format specifications. Ensure transition assistance is included at no additional cost.
Your Leverage
This is a dealbreaker for sophisticated buyers—SAP will negotiate.
Scope of Included Services
The Issue
The RISE bundle includes many services, but definitions of "included" vs. "extra" can be fuzzy. Custom code migration support, for example, is often limited.
What to Negotiate
Get explicit written confirmation of what's included. Quantify BTP credits, Signavio access, and support hours. Document any verbal promises.
Your Leverage
Ask for the detailed service description document before signing.
Hyperscaler Choice & Flexibility
The Issue
While RISE offers hyperscaler choice, switching mid-contract or using multiple providers can have hidden costs and limitations.
What to Negotiate
Clarify costs for hyperscaler changes. If multi-cloud is important, negotiate specific provisions upfront.
Your Leverage
Hyperscalers offer direct enterprise agreements—SAP may match benefits to win the deal.
Third-Party Integration Rights
The Issue
Some RISE contracts include restrictions on third-party tools, particularly for monitoring, security, and backup.
What to Negotiate
Explicitly carve out rights to use your preferred third-party tools. Don't accept blanket restrictions.
Your Leverage
Enterprise security and compliance requirements often mandate specific tools.
Audit Rights & Compliance
The Issue
SAP audit clauses can be aggressive. RISE compliance requirements may conflict with your existing security policies.
What to Negotiate
Limit audit frequency, require reasonable notice periods, and ensure audit cooperation requirements are mutual.
Your Leverage
Large enterprises have successfully negotiated more favorable audit terms.
Support Response Times
The Issue
Standard support tiers may not meet your operational requirements for critical issues.
What to Negotiate
Define "critical" issues specifically for your business. Negotiate enhanced support tiers with guaranteed response times (1-2 hours for P1).
Your Leverage
Premium support is high-margin for SAP—they'll often include it to close deals.
Change & Innovation Rights
The Issue
SAP may reserve rights to change services, features, or pricing during the contract term.
What to Negotiate
Limit SAP's unilateral change rights. Require notice periods and opt-out provisions for material changes.
Your Leverage
Material adverse change clauses are standard in enterprise contracts—SAP will accept them.
Negotiation Strategy
Time Your Negotiations
SAP's fiscal year ends in December. Q4 deals often get the best terms as sales teams push to meet quotas. However, don't let artificial urgency rush your due diligence.
Engage Specialized Help
SAP licensing consultants and specialized legal counsel pay for themselves many times over. The complexity of RISE contracts warrants expert review.
Document Everything
Verbal promises mean nothing. If a sales rep commits to something, get it in the contract or a formal side letter. "It's included" isn't good enough without specifics.
Have Real Alternatives
The best leverage is genuine willingness to walk away. Evaluate Oracle Cloud, Microsoft Dynamics, or staying on ECC with third-party support. SAP can tell when you're bluffing.
Red Flags to Watch
- Pressure to sign by end of quarter with "special pricing"
- Vague language about what's "included" in the bundle
- Resistance to putting verbal commitments in writing
- Limited or no data portability provisions
- Automatic renewal without notification requirements
- Uncapped true-up provisions tied to business metrics
- Weak SLAs with minimal remedies
The Bottom Line
RISE can be a good choice for many organizations, but the standard contract terms favor SAP heavily. Every point in this list has been successfully negotiated by enterprise customers. Don't assume terms are non-negotiable—they rarely are for deals worth millions. Take your time, get expert help, and protect your organization's interests.
