$18B CPG Company Obtains $30M Increase in Vendor Investments and Discounts

An IT Services Hyperscaler Case Study


Client Profile

An $18B Consumer Foods Manufacturer & Retailer

Business Issue

  • Company was undergoing a data center transformation in support of their digital transformation objectives with the goal of moving their entire existing workloads out of their owned data centers and into the public cloud with one of the hyperscalers
  • In addition to the agreement with a hyperscaler, they also required the support of a Tier 1 cloud migration provider to support the execution of their data center migration to the cloud

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Services & Results

UpperEdge assisted in the development of a holistic negotiation strategy for both the hyperscaler and cloud migration services.  Leveraging knowledge of the market, proprietary tools and negotiation approach, the UpperEdge team supported the company in mitigating critical risks and optimizing the overall commercial value of the resulting vendor agreements garnering the following results:

  • Empowered decision-making through detailed analyses and vendor comparisons focused on driving out material proposal differences
  • Achieved $30M increase in vendor investments and discounts from original proposal
  • Eliminated Year 1 consumption fees and implementation charges
  • Negotiated the financial framework for the cloud migration service’s vendor, driving a high degree of vendor accountability and providing cost and timeline certainty