Len Riley

All too often we find ourselves engaged with prospective clients that decouple the negotiation of their SAP agreement from their System Implementation (SI) selection, evaluation...

SAP recently announced the completion of an over year-long journey of collaboration with user groups, customers, industry analysts and other stakeholders, to develop a first...

SAP’s Capital Market Day was held at their Hudson Yards office in New York City earlier this week. Among the presenters were CEO Bill McDermott,...

Migrating to S/4HANA is a huge endeavor that requires the participation of both internal stakeholders and external advisors to enable a successful transition. In my...

Before Boston’s Big Dig, one of the largest public works projects in the U.S., was the Boston Harbor clean-up.  My mother was appointed by then-Governor...

Have you ever completed a major negotiation and wondered why it was so difficult?  Your instinct may be to direct the blame toward your partner. ...

Software vendors have developed an array of strategies and tactics to extract revenue from customers beyond an initial transaction. These strategies are evidenced by limitations...

During his opening keynote address at SAP SAPPHIRE, Bill McDermott, President and CEO of SAP, took the opportunity to address SAP’s pricing strategy related to...

Over the years, I have come to appreciate the methods sales executives use to manage a challenging relationship and conduct a negotiation. In my experience,...

Anheuser-Busch Companies confirmed via its F-20 SEC filing that SAP America, Inc., has commenced an arbitration in New York against Anheuser-Busch Companies pursuant to the...