Sourcing in practice | Session 5

SAP: RISE, Stay, or Wait

Three paths, three leverage positions. A RISE with SAP proposal worked live off the order form: the 38 percent rate placed against its market, the equivalent count priced before the rate, the stay case costed as a real alternative, and the clauses settled while the signature still has leverage. With briefings from the advisory desk. Recorded August 2026.

The first two minutes play for everyone. The full session is available on request with a work email.

What this session covers

The biggest decision in enterprise software right now, and a vendor who already picked your path for you. RISE, stay, or wait are three different leverage positions, and this session prices all three in one currency before the maintenance clock does the selling.

Live on the sample workspace, the RISE order form is dropped on the benchmarking desk and opens as a worked deal: the proposal read line by line, the discount placed against comparable private cloud deals, the equivalent count priced before the rate, the stay case on the table as the credible alternative, and the asks written beside the clauses they fix.

Between the live segments, the advisory desk cuts in with short recorded briefings: what the RISE bundle replaces and the one-way door inside it, indirect access and the quiet exclusion line, the calendar and program pressure that make SAP concede, and the week to run before your steering group meets.

Agenda