The move to the cloud has been transformative, but negotiating cloud and SaaS contracts presents its own set of challenges.

The legal and business terms presented in cloud contracts are different from those in traditional on-premise software licenses. You have no greater leverage with your vendor to negotiate meaningful concessions than before you commit to a multi-year term.

I have negotiated thousands of SAP contracts. Understanding what concessions to request, what is reasonable, and what SAP is likely to concede is critical to getting the most out of the negotiation process.

In this video, I discuss the top concessions you should request when negotiating with SAP.