Client Profile
$7B Manufacturer of Premium Lifestyle Products
Business Issue
- Company had a long-standing relationship with Microsoft and needed to renew its Enterprise Agreement
- Was mostly an on-premise customer and was considering expanding its Microsoft portfolio into the Cloud
- Current Microsoft relationship did not include appropriate downstream protections and had pricing that was
below market - Needed to establish a strategic go-forward relationship given immediate growth and expansion into
the Cloud
Services & Results
UpperEdge provided an assessment of current pricing and commercial relationship, resulting in the following:
- Developed a negotiation strategy to achieve a more strategic relationship with Microsoft
- Achieved highly competitive pricing and discounting across all Microsoft on-premise and Cloud products
- Obtained custom product access rights that aligned with actual user needs at a significantly reduced price
for a subset of their user base - Achieved long-term price protections on key strategic products
- Saved $1.3M over a 6-year period
