Benchmarks Drive Medical Device Company to Highly Competitive Pricing and Renewal Protections in Salesforce Renewal

A Salesforce Case Study


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