Client Profile
A $1.6B Global Provider of Materials Technologies for Power, Lighting, and Wireless Devices
Business Issue
- Company looking to expand its footprint with Microsoft and move deeper in the cloud with
higher enterprise editions - Microsoft pushing the all-in SPE bundle aggressively but company did not require all of the
functionality - Needed to establish a long-term strategic relationship with Microsoft price transparency,
certainty and protections
Services & Results
UpperEdge educated client on all Microsoft pricing, licensing, and purchasing models, resulting in the following:
- Expanded their relationship to include Microsoft’s senior management
- Detailed analysis and customized negotiation strategy resulted in best-in-class upfront
discounting as well as highly competitive price transparency, price certainty, and future
price protections - Able to break up the bundle and still adapt core needed products with a $1.7M savings
over 6 years
