Client Profile
A $2.1B Worldwide Biopharmaceutical Services Provider
Client Situation
- Client was underutilizing current products, exploring several new Salesforce solutions, and
had to make an incremental purchase ahead of their upcoming renewal - SFDC proposed out of market pricing and commercial terms due to reduced leverage and
limited pre-negotiated protections
Services & Results
UpperEdge developed a strong negotiation strategy with tailored messaging and provided precise
benchmarks, resulting in the following:
- Educated client on Salesforce’s playbook and identified key levers to effectively use during
their renewal negotiation - Developed tailored negotiation strategy to ensure achievement of an improved commercial
relationship as part of the Salesforce renewal - Reduced initially proposed pricing by over 20% and established highly competitive long-term price protections and contract flexibility
- Achieved $4.1M in savings over 6 years and established a committed framework for
continued growth
