The combined scope and expertise of ITAA and JNC’s consultants mean that clients regularly turn to us when navigating the complexities of SAP’s commercial landscape. Novextur, a major European utilities company, has been a long-standing client, viewing ITAA and JNC as reliable and trusted partners in SAP commercial and licensing matters.

When Novextur entered negotiations for a new SAP SuccessFactors agreement, they required swift, data-backed assurance that their proposed deal was competitive. Rather than a full-scale negotiation engagement, they needed a concise benchmarking analysis, a fast, reliable reference point to validate their commercial position before proceeding.

Challenges

The key challenge was to deliver accurate benchmarking data within a tight timeframe, empowering Novextur to make confident decisions without delaying contractual timelines.
Specifically, they needed to understand:

• Whether SAP’s proposed pricing and discounts aligned with current market trends.
• How their deal compared with similar organizations in the utilities sector.
• Which contractual levers could be used to negotiate improved terms.

The task demanded precision, speed, and a deep understanding of SAP Cloud commercial structures, particularly for SuccessFactors agreements where pricing models and discount structures vary widely by region, module, and spend profile.

The Solution

Leveraging ITAA and JNC’s combined experience in SAP cloud benchmarking, commercial modelling and contract analysis, our consultants provided Novextur with a comprehensive benchmarking report within one working day.

The process included:

• Reviewing the full commercial proposal to identify key cost drivers and discount structures.
• Comparing the offer against current market averages, anonymized client data, and industry-specific SAP deals.
• Assessing licensing tiers and user metrics to ensure pricing alignment with actual business needs.
• Highlighting negotiation leverage points that Novextur could use immediately with SAP, without extending the contract cycle.

The report gave Novextur a clear and evidence-based view of where their proposal stood and what improvements were achievable in the short term.

Outcome

The benchmarking analysis revealed that SAP’s proposed discount rate was below market average for a client of Novextur’s size and spend. ITAA and JNC’s insights enabled the client to engage SAP with a focused negotiation strategy targeting the specific areas most likely to yield results.

As a result, Novextur successfully reduced its five-year SAP spend by £1.8 million, equating to a 12% cost saving, achieved without extending the negotiation process or requiring deeper commercial intervention.

This rapid, data-driven approach aligned perfectly with Novextur’s priorities: speed, accuracy, and measurable financial impact. The engagement reinforced ITAA and JNC’s reputation as trusted advisors capable of delivering precise, actionable insight under tight time constraints.

Protecting our clients’ confidentiality is a top priority at ITAA and JNC. While this case study reflects a real engagement, names and identifiable details have been altered to preserve privacy.