Client Profile
A $22B Airline and the World’s Largest Low-cost Carrier
Business Issue
- Customer had a long-standing relationship with Salesforce and was using many products including Service Cloud, Marketing Cloud, and Platform Plus, across several business areas, resulting in a very siloed and transactional Salesforce relationship
- Sought to optimize the go-forward Salesforce relationship and ensure they had the proper pricing, as well as a construct that afforded uniform flexibility and long-term protections
Services and Results
UpperEdge developed a tailored negotiation strategy based on a deep assessment of their current relationship and supported by relevant current market intelligence:
- Provided a detailed evaluation of the existing Salesforce pricing and commercial constructs and identified gaps compared to the market
- Coached numerous individuals that interact with Salesforce on how best to approach the discussions before and during the renewal negotiation
- Obtained a go-forward volume discount structure that addressed expected future growth
- Ensured the proper level of flexibility and long-term price protections to mitigate unexpected significant downstream cost exposure
Achieved highly competitive discounting resulted in $8M in savings
