Global IT Transformation Leads to Best-in-Class Commercial Construct

A Salesforce Case Study


Client Profile

A $28B Global Staffing Company

Client Situation

  • Client had an existing Salesforce relationship that was siloed in various geographical locations
  • Looked to undergo a strategic IT transformation, including a unified platform allowing all operating companies’ data and solutions to be harmonized
  • Needed to determine a strategy for the transformation, accounting for the existing relationship and ensuring that the roadmap aligned with their ability to implement the solution

Services & Results

UpperEdge provided a negotiation framework that kept Salesforce focused on actual requirements:

  • Provided pricing and commercial terms assessment (e.g., renewal protections, swap rights, volume discount structure, etc.) on an iterative basis based on updated proposals submitted by Salesforce
  • Provided guidance relative to the pricing and commercial transparency needed to truly plan for the future program
  • Achieved a best-in-class commercial construct that included future price reductions based upon growth, highly compelling long-term price protections, custom functionality and the ability to leverage Salesforce resources to aid in the roll-out and support of their new solution
  • Resulted in over $105M in savings over 5 years