Apparel Manufacturer Improves Long-term Microsoft Relationship and Gets Highly Competitive Pricing & Price Protections, Saving $1.3M Over 6 Years

A Microsoft Case Study

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