Client Profile
A $2.1B Worldwide Biopharmaceutical Services Provider
Business Issue
- Company was considering adopting several ServiceNow core products and their
executives notified ServiceNow that they were the chosen vendor prior to commencing
commercial negotiations - Due to reduced leverage, they were proposed out-of-market pricing and commercial terms
Services & Results
UpperEdge developed a strong negotiation strategy with tailored messaging and provided precise
benchmarks, resulting in the following:
- Educated client on ServiceNow’s plan of action for continued growth in the market
- Enhanced understanding of ServiceNow’s rapidly evolving product set and
subscription models - Reduced initially proposed pricing by over 30% and established highly competitive long-term price protections
- Achieved $4.3M in savings over 6 years and established a committed framework for
continued growth
