Client Profile
$2B Diversified Financial Services & Insurance Company
Business Issue
- Company had a tactical relationship with Salesforce and needed to elevate to a
more strategic level - Was under a one-year order form that was up for renewal
- Needed to expand its volume commitment to Salesforce given company-wide growth
- Concerned that they were paying for more functionality than needed
Services & Results
UpperEdge provided an assessment of current pricing and commercial relationship, resulting in the following:
- Assisted in determining what product and product edition was the best fit for their needs
- Developed a negotiation strategy to achieve a more strategic relationship with Salesforce
- Achieved best-in-class upfront pricing and discounting with long-term price protections
- Obtained a custom user type that aligned with client’s actual user needs at a significantly
reduced price - Saved more than $8M over a 6-year period
