European Institutions – AWS RISE Opportunities
Moving European Institutions to RISE faster
Published in 2024/25
Client Synopsis
What did they do?
Why did they do it?
How SAP solved a problem for the customer? This bundled deal targeting several European Institutions allows SAP to incentivize customers that move first with proportionally higher funding compared to late adopters • SAP and AWS developed a bundled transformation funding proposal to incentivize several European Institutions to accelerate their move to SAP Cloud ERP with SAP RISE • AWS considerably increased its usual transformation funding amounts (up to 170% of their Annual Recurring Revenue) for selected European Institutions to keep parallel run costs during RISE migration to the minimum •
3 things that helped drive the strategy European Institutions not yet on SAP S/4HANA need to move before 2027 and thus need to initiate migration projects before end of 2025 • SAP is renegotiating the SAP-EC Framework Contract for the next 5 years which creates a compelling event for a major investment at contract signature • The Commission’s move to RISE will accelerate closing of other RISE opportunities at the European Institutions • We needed to demonstrate our commitment to a long term partnership by putting a lump sum on the table •
60+ European Institutions and bodies including:
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European Commission
•
European Central Bank
•
European Parliament
•
Council of the European Union
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EU Aviation Safety Agency
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& many more
Industry
3 things that helped drive the strategy
How SAP solved a problem for the customer?
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Public Sector
• Public sector organizations spend most of their resources on keeping the lights on and have limited budgets for innovation. The increased transformation funding allows them to accelerate their digital transformation programs within existing budget constraints • SAP and AWS have an opportunity to accelerate joint RISE deals
• The global SAP-AWS partnership that also incentivizes AWS sales to promote and support RISE opportunities at SAP customers • The thrust that was built between sales, alliance management and AWS senior management • The will to consider a holistic perspective by bundling multiple prospects instead of working on a deal-by-deal basis
Region
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EMEA
MP Name
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Filip Lecomte
The SAP team involved: • Filip Lecomte (MP European Institutions) • Niels Huybrechts (AE European Institutions)
The AWS Team Involved • Phani Dhar (SAP Alliance Lead Public Sector) • Stefan Siroky (SAP Alliance Public Sector) • Anthony Waeckens(GAD EU)
References (RISE contracts already signed): • European Union Aviation Safety Agency • European Patent Organisation
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INTERNAL – SAP and Customers Only
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