2Data helped Berlin Airport secure a six-year SAP agreement worth €6.1M, compared with SAP’s initial proposal of €15.5M for five years. The agreement aligned licence commitments with the airport’s migration plans and avoided €9.4M in costs.
→Assessing a move from SAP ECC to S/4HANA through either GROW with SAP Public Cloud or a hybrid approach.
→ SAP proposed 797 Full Use Equivalents (FUEs), exceeding the airport’s requirements.
→ Full licence volumes proposed from Year 1 despite migration being planned for 2029–2030.
→ Compared public cloud and hybrid options to identify the most cost-effective approach.
→ Optimised FUE requirements and the Bill of Material to reflect business needs.
→ Secured improved discounts and replaced proposed WalkMe, Signavio and LeanIX subscriptions with AI Units.
→ Avoided €9.4M in costs compared with SAP’s initial proposal.
→Secured a €6.1M agreement covering six years rather than the proposed five.
→ Agreed just 25 users for the first three years, increasing to 551 FUEs by Years 5–6.
→ Achieved €6.9M in savings through FUE and Bill of Material optimisation.
Berlin Airport needed to understand its options for moving from SAP ECC to S/4HANA. It engaged 2Data to compare a full GROW with SAP Public Cloud approach with a hybrid model retaining some on-premise licences.
The priority was to identify the most cost-effective route while ensuring the agreement covered the functionality the airport needed.
SAP initially proposed 797 FUEs. The airport’s environment and workload did not justify this volume, yet the proposal required the full commitment from the start.
With migration planned for 2029–2030, this would have meant paying for licence capacity years before it was needed.
The proposed Bill of Material also included products the airport had not requested. Without an operational need or supporting business case, these additions increased the proposed cost.
2Data supported Berlin Airport throughout the assessment and negotiations, comparing public cloud and hybrid approaches against its requirements.
The agreement was structured around a phased increase in usage. Instead of committing to 797 FUEs from Year 1, the airport secured an initial requirement of just 25 users for the first three years, increasing to 551 FUEs by Years 5–6.
FUE and Bill of Material optimisation delivered €6.9M in savings. Proposed subscriptions for WalkMe, Signavio and LeanIX were replaced with AI Units to better align spending with the value required.
2Data helped secure a six-year agreement at €6.1M, down from SAP’s initial €15.5M proposal for five years. Negotiated discounts included roughly 60% on AI Units.
The final contract value was €9.4M below SAP’s initial proposal while providing an additional year of coverage.
The phased approach reduced early commitments and allowed licence volumes to increase as the airport progressed towards its planned migration.
The revised agreement addressed excess licence volumes and unrequested products, helping the airport focus its spending on the capabilities it required.
An SAP transformation agreement needs to reflect when licences will be used as well as how many are required. By challenging the initial volumes and product mix, Berlin Airport secured an agreement that better matched its migration plans and avoided substantial upfront commitments.
Planning an SAP renewal or S/4HANA transformation? Book a 30-minute Discovery Call with one of our licensing experts to explore your options.
Assess optimization opportunities across your Microsoft, SAP, Oracle, Salesforce and IBM contracts in a 30-minute discovery call with our licensing experts.
Zero cost. No obligation.
