Client Profile
A global consumer packaged goods organization set out to modernize HR processes, optimize talent strategy and candidate engagement, and reduce reliance on legacy systems. To manage costs and refine their Workday footprint, the client engaged UpperEdge to guide evaluation, selection, and commercial negotiation for their Workday initiative.
Business Issue
The client faced several challenges in pursuing their Workday expansion, including:
- Balancing cost constraints with the need to adopt modern HR and recruiting tools.
- Navigating a competitive RFP process for mid-term Workday purchases.
- Addressing unique pricing and adoption challenges tied to AI-enhanced products like Workday HiredScore.
- Ensuring long-term protections and predictability across their expanding Workday portfolio.
Approach
UpperEdge designed a negotiation strategy tailored to the client’s objectives, including:
- Crafting stage-setting and executive-level messaging to strengthen vendor engagement.
- Delivering detailed commercial assessments, cost-modeling, talking points, and mark-to-market benchmarking.
- Positioning the client to negotiate favorable pricing for “price-held” products, allowing adoption of new SKUs at their discretion.
- Aligning the overall commercial framework to reduce total cost of ownership while ensuring flexibility for future growth.
Negotiated Outcome
Through this strategy, the client achieved a highly competitive agreement with Workday, including:
- 52% reduction in total SaaS fees from RFP response to final negotiated deal.
- A payment schedule aligned with the client’s financial requirements.
- Improved renewal protections across the full Workday footprint, securing nearly a decade of cost-controlled pricing.
- Flexible commercial terms enabling the addition of new SKUs at pre-negotiated rates during the term.
This outcome provided the client with significant cost savings, long-term stability, and the flexibility to adopt new Workday innovations on their own terms.
Looking to optimize your Workday investment while reducing costs and improving flexibility? See how UpperEdge’s Workday Commercial Advisory Services can help you achieve the same results. Explore our Workday Advisory Services.
