Apparel Marketer Negotiates Best-in-Class Microsoft Office 365 Pricing and Discounting

A Microsoft Case Study

Client Profile

$3B North American Branded Marketer of Apparel and Related Products

Business Issue

  • Client was looking to sign an enterprise agreement and adopt key Microsoft cloud products including Office 365 E3 and E1
  • Needed a cloud solution for their specific store profile users to accommodate and address requirement changes tied to seasonality
  • Client had considered Google G Suite but ultimately decided to focus their attention solely on Microsoft
  • Needed to establish a true strategic partnership with Microsoft at the outset as well as a contractual relationship that had the proper downstream protections in place with a high degree of flexibility

Services & Results

UpperEdge empowered the client with in-depth knowledge of Microsoft’s pricing, product terms, volume licensing programs, and sales tactics, resulting in the following:

  • Developed and presented a tailored negotiation strategy and identified viable leverage points with associated recommended messaging to effectively create leverage during the negotiation
  • Provided a detailed assessment of each iterative proposal during the negotiation through contract execution, identifying how much room for improvement remained
  • Achieved best-in-class Office 365 pricing and discounting for corporate user profile as well as a best-in-class store profile structure and pricing
  • Ensured client established an initial contractual relationship that included a high level of flexibility and meaningful extended price protections resulting in $9M in savings