How Indirect Access Drove S/4HANA Purchases

What This Article Covers

  • Basis and Indirect Access
  • Tactics Used by SAP to Maximize The Payment
  • The Time Given by SAP to Respond to an Indirect Access Claim

Introduction

One is the interesting features of indirect access is that SAP does not actually want its customers to know about. And which of course all of the consulting companies help SAP hide from their clients. This is the feature of the time constraints that an indirect access claim by SAP will place on the customer.We will discuss how this works in this chapter.

We will discuss how this works in this chapter.

Tactics Used by SAP to Maximize The Payment

SAP will analyze a company’s indirect access “liability” and will use several tactics in order to extract the most from the account.

The first is a miscalculation of the indirect access “liability.” Whatever SAP estimates, one should be confident that the amount calculated by SAP is not actually the correct amount if the liability is calculated by an independent entity.

When this is delivered, it also limits the time to respond.

The Time Given by SAP to Respond to an Indirect Access Claim

The second tactic after lying to the customer about their liability, even under SAP’s extreme views of indirect access, is to put the customer under a time constraint. They give their customer a 2 to 3 weeks deadlines to respond. This, of course, puts the customer on the backfoot and really what is the relevance of this deadline. This deadline is designed to pressure the customer. Customers that receive an indirect access claim will normally not be accustomed to dealing with such a claim and therefore 2 to 3 weeks is generally not enough time to get their ducks in a row. They will need to perform their own investigation and become educated on the indirect access issues in a very short time if they have not educated themselves on indirect access up to that point.

I often have companies reach out to me and ask if this or that is indirect access. Connecting any SAP system to any non-SAP system is indirect access. This means that every single SAP customer has indirect access liability. SAP does not bring indirect access claims against all of its customers. But the potential is always there. And what this means is that companies need to investigate the indirect access claim before they receive a claim, not afterward.

S/4HANA and HANA

SAP will normally pitch either HANA or S/4HANA. These are pitched regardless of the fit between these products and client needs. This is simply what SAP wants to move.

Conclusion

This is an issue that can cost a company millions, but if they are properly prepared for an indirect access claim, they can always reduce the claim. SAP always takes advantage of any knowledge gap in their customers in order to leverage the maximum out of them. And SAP loves distribution misinformation in order to then later take advantage of that misinformation at great cost to its customers. For example, in a recent announcement SAP specifically designed a release to make companies lower their guard. In the announcement, SAP gave nothing of substance to customers. But it was designed to appear as if they had. This is covered in the article the How to Best Understand SAP’s Faux Change on Indirect Access.

References

Indirect Access Contact

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