Chemicals Manufacturer Improves Pricing, Discounting, Renewal Term Price Protections and Gets the Ability to Swap Product Subscriptions as Needed

A Salesforce Case Study


Client Profile

$5.5B Leading Chemicals Manufacturer

Business Issue

  • Client had down-selected SFDC after a CRM evaluation and had no prior relationship
    with Salesforce
  • Needed to ensure pricing was competitive, establish a long-term strategic relationship to
    ensure price certainty, flexibility, and renewal term price protections

Services & Results

UpperEdge empowered the client through the following:

  • Provided in-depth knowledge of SFDC’s pricing, product subscriptions, and volume
    discounting structures
  • Helped develop a deeper relationship with SFDC at the senior management level
  • Through detailed analysis and customized negotiation strategy, achieved improved pricing
    and upfront discounting, as well as best-in-class renewal term price protections and the
    ability to swap product subscriptions as needed
  • Resulted in over $500K in savings