Understanding Attach Strategy

To simplify how AI is positioned across SAP deals — and to drive more impact with less effort — a standardized AI attach motion has been introduced across key solution areas

For Cloud ERP Private and Public, we’ve defined t-shirt-sized tiers aligned to AI FUE and ERP tiers, with a recommended number of AI Units annually. This simplifies the AI Unit calculation and removes guesswork.

A standardized AI attach motion has been introduced to make it easier to include AI Units in Cloud ERP deals — helping you achieve your targets with less effort and greater impact. The approach is supported by a dedicated regional AI team to ensure successful execution.

An automated attach strategy is in place for Cloud ERP Private, aligning AI Unit volumes to pre-defined tiers. This mandatory inclusion simplifies the integration process and optimizes capacity tiering — set at approximately 3% at the AI Unit level.

For Cloud ERP PTO, AI Unit volume is based on an annual commitment, with 3% of deal value allocated to AI per tier. Since AI Units and PTO reside in separate systems, manual attachment by Account Executives (AE) is required.

SAP uses a tier-based structure aligned to Cloud ERP deal sizes to support a simplified and scalable AI attach process. This framework ensures consistent, predictable sizing across all deal tiers — making it easier to attach the correct number of AI Units from the start.

SAP’s attach strategy follows a structured approach from Tier 1 to Tier 14, each linked to recommended baseline AI Unit volumes. This model provides a clear framework to guide attach decisions, helping sellers align with customer needs while keeping sizing consistent.

The baseline attachment starts small and scales with deal size, offering flexibility based on customer ambition and use case expansion. Higher tiers provide a natural pathway to scale up as the customer’s AI journey progresses.

SAP also drives AI adoption across strategic Lines of Business (LoBs). A standardized attach motion has been defined for core solutions like HCM, SCM, CX, F&S, and BTM — ensuring consistent value delivery and simplified deal execution.

AI Units are statically attached to core AI-relevant SKUs across all lines of business. To ensure consistent AI value delivery, a standard target of 2,500 AI Units is automatically attached to each eligible SKU. A tiered attach approach applies to all HCM SKUs.

The attach process is mandatory and triggered through Bill of Materials (BOM) inclusion, enabling sales teams to move faster and maintain consistency. The auto-attached AI Units are cumulative across eligible SKUs, ensuring that customer entitlements scale in line with their solution footprint.

Account Executives still retain flexibility: they can remove the attachment if it is not relevant for a specific customer, guided by clear success criteria and relevance guidelines.

The AI attach motion brings structure and simplicity to how SAP Business AI is included in deals—whether through mandatory alignment in Cloud ERP with tier-based sizing, or through targeted SKU-based attachment across strategic LoBs. By embedding AI from the start, the attach strategy ensures customers are set up to realize value quickly, while helping sellers drive consistent, scalable outcomes.