Biopharmaceuticals Provider Utilizes a Negotiation Strategy to Achieve $4M in Savings on Microsoft Expansion

A Microsoft Case Study


Client Profile

$2B Worldwide Biopharmaceutical Services Provider

Business Issue

  • Client was a current Office 365 Microsoft customer and was considering an expansion of EM+S plus the all-in Microsoft 365 bundle and Office 365 F1 for their deskless workers with their upcoming renewal
  • Enterprise user volume would need to be reduced to align with current and go-forward requirements
  • Needed to ensure their go-forward contractual construct with Microsoft would adequately accommodate current and expected requirements

Services & Results

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

  • Developed and provided a client-specific negotiation strategy to most effectively engage with Microsoft and create optimal leverage during the negotiation
  • Empowered client with relevant benchmarks and tailored messaging to achieve best-in-class pricing and discounting along with downstream price protections
  • Reduced go-forward corporate user cost profile with best-in-class deskless worker user pricing put in place at the outset
  • Achieved a highly flexible contractual construct to accommodate downstream changes to requirements
  • Attained meaningful investments and funding from Microsoft for product adoption resulting in $4M in savings