Expanding Section: What is the Definition of a Software Customer?

Unknown to many who follow software vendors, being a "customer" only means that the customer is in possession of a license for S/4HANA. Now in many cases, the number of customers that have a license of something means more than what it does with S/4HANA. However, with S/4HANA SAP has engineered these numbers in order to exaggerate the impression of adoptions for S/4HANA. This topic is covered in detail in How SAP Controls Perceptions with Customer Numbers . In this way, software companies can, if they choose, exaggerate this number in the way that a company that produces a physical product cannot. Companies have always employed techniques to seem more successful than they are. End of quarter pushes, which provide promotions and incentives are quite common. Yet this is an important distinction between software companies and companies that make physical products. For companies that make physical products, they incur a far higher cost to exaggerate sales. If for instance, General Motors were to attempt to inflate its customer numbers this way, it would have to ship more cars to customers for free -- incurring a large loss for every car is "sold" this way. The software has a very low incremental cost, therefore software companies don’t incur these same costs. Important things to know about these licenses are the following: Many of these licenses were transitioned from SAP to customers at no cost. S4 was free from February 3, 2015, to December 31, 2015. End 2015 SAP claimed 2,700 S4 customers that obviously signed because it was free. In the promotion customers only need to buy HANA for 15% of the S4 modules. SAP has offered S/4HANA at a very reduced price to SAP consulting partners. Several of these SAP consulting partners are profiled as case studies in this paper. When S4 was announced in Feb 2015, SAP stops disclosing the number of customers of Business Suite on HANA, at the end 2014 the number was 1,850 customers. Then just once on April 6, 2016, SAP said, 2,500 customers, Business Suite on HANA. What happened with those customers? How many went live? SAP has been bringing what Brightwork refers to as Type 2 indirect access claims against its customers. In order to negotiate away an indirect access claim, S/4HANA is one of the most preferred applications put in front of customers to purchase. 2,700 is 50% of the number of S/4HANA licenses claimed end of 2016 = 5,400, so half were free. One can fairly say the promotion motivated to sign not necessarily having the intention to implement anytime soon. The final bullet is supported by the Brightwork article How SAP Controls Perceptions with Customer Numbers.

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Expanding Section: What is the Definition of a Software Customer?
ByPrimary Researcher May 29, 2019

… February 3, 2015, to December 31, 2015. End 2015 SAP claimed 2,700 S4 customers that obviously signed because it was free. In the promotion customers only need to buy HANA for 15% of the S4 modules.
SAP has offered S/4HANA at a very reduced price to SAP consulting partners. Several of these SAP consulting partners are profiled as case studies in this paper.
When S4 was announced in Feb 2015, SAP stops disclosing the number of customers of Business Suite on HANA, at the end 2014 the number was 1,850 customers. Then just once on April 6 …

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SAP S/4HANA Maturity Issues

Brightwork 2019 Update: How Many Live SOH and S/4HANA Customers Are There?
ByPrimary Researcher May 22, 2019March 7, 2021

Executive Summary SAP has proposed 3500 go-lives for S/4HANA. What SAP says is usually repeated by those that cover SAP. What is the reality of the S/4HANA go-lives in 2019? Introduction We have been tracking S/4HANA numbers for roughly three years. We covered this of live S/4HANA customers in 2017 in The S/4HANA Implementation Study, and…

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SAP and Oracle Support

Brightwork Comparison and Scoring of Oracle Support Options
ByPrimary Researcher May 20, 2019May 7, 2022

Executive Summary All of the providers of Oracle support are very aggressive about providing the best option in the market. We cover the options for Oracle support. Introduction Oracle usually presents Oracle Support as the only option for customers. And Oracle uses a wide variety of pressure tactics and false information to prevent customers from…

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SAP and Oracle Support

Brightwork Comparison and Scoring Method for Rimini Street Oracle Support
ByPrimary Researcher May 20, 2019May 7, 2022

Executive Summary All of the providers of Oracle support are very aggressive about providing the best option in the market. This is our Oracle Support rating across the most critical criteria for support. Introduction Oracle normally presents Oracle Support as the only option for customers. And Oracle uses a wide variety of pressure tactics and…

Read More Brightwork Comparison and Scoring Method for Rimini Street Oracle Support
SAP and Oracle Support

Brightwork Comparison and Scoring of Oracle Support
ByPrimary Researcher May 20, 2019May 7, 2022

Executive Summary All of the providers of Oracle support are very aggressive about providing the best option in the market. This is our Oracle Support rating across the most critical criteria for support. Introduction Oracle normally presents Oracle Support as the only option for customers. And Oracle uses a wide variety of pressure tactics and…

Read More Brightwork Comparison and Scoring of Oracle Support
SAP Integration

The Long Term Problems with SAP and Integration
ByPrimary Researcher May 20, 2019May 18, 2021

Executive Summary SAP makes bold statements about application integration that assumes SAP’s integration competence. We review SAP’s history with integration. Video Introduction: The Long Term Problems with SAP and Integration Text Introduction (Skip if You Watched the Video) In its history, SAP has not been successful in creating integration applications. SAP integration is generally difficult….

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SAP Integration

How Realistic are SAP’s Claims Around SAP AIF BRF?
ByPrimary Researcher May 20, 2019May 18, 2021

Executive Summary SAP AIF and BRF are proposed by SAP to be valuable integration products. We review these two applications. Video Introduction: How Realistic are SAP’s Claims Around SAP AIF BRF? Text Introduction (Skip if You Watched the Video) SAP AIF or Application Integration Framework follows an approach of promoting itself as a product that…

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SAP Indirect Access

ASUG’s Biased and Inaccurate Coverage of SAP Indirect Access
ByPrimary Researcher May 16, 2019April 20, 2022

Executive Summary ASUG provides consistently false information about indirect access. We cover why it is so problematic for so much false information to come from an entity pretending to be a user group. Introduction For some time, I have questioned ASUG’s independence from SAP. And this questioning was reinforced through checking with several others who…

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SAP Deception

How to Understand The SAP Acquisition Playbook
ByPrimary Researcher May 4, 2019March 13, 2021

Executive Summary SAP gained cloud market share exclusively via acquisition. This playbook demoted in-house development into a second-class citizen. We cover how SAP’s dysfunctional acquisition strategy works. Introduction Bill McDermott became CEO at SAP on February 7, 2010. His goal was to make SAP number one by market share in cloud apps. He looked at…

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Oracle General

How Oracle Weaponizes the US Legal System
ByPrimary Researcher April 30, 2019March 21, 2021

Executive Summary Oracle uses the US legal system in a pernicious manner to intimidate customers and to extract far more than they contribute to the system. We analyze how they do this. Introduction In the article How Accurate Are Oracle’s Criticisms of Rimini Street?, I described how Oracle was using the US courts to try…

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