Client Profile
A $2B+ Manufacturer of Products and Solutions for the Life Science Research and
Clinical Diagnostics Markets
Business Issue
- Client was looking to enhance the value of its SFDC relationship and expand its SFDC
footprint when renewing its subscription - Needed to restructure its relationship to explore opportunities to accelerate adoption of
SFDC products and maximize the value received - Had limited leverage with SFDC and wanted to commence the negotiation process a year
before its current subscription was set to expire
Services & Results
UpperEdge empowered the client through the following:
- Effectively engaged SFDC executive sponsors to discuss requirements and how best to
restructure the relationship to achieve long-term objectives - Provided guidance and recommendations throughout the negotiation process, including
proposal assessment and per unit price benchmarks to determine market competitiveness - Achieved highly competitive pricing and renewal term price protections, with over $2M in
savings
