Financial Services Firm’s Salesforce Renewal Results in Restructuring Selection of Products With Savings of $8M Over 6 Years

A Salesforce Case Study


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