Overview
This government healthcare organization embarked on a transformation program to move from their current Oracle on-premise ERP landscape to a new, cloud-based ERP solution. The client sought to run a competitively bid RFP process. Given the scale of the sourcing initiative and limited in-house experience with ERP transformation efforts, the client engaged UpperEdge’s support.
Approach
UpperEdge developed a streamlined competitive RFP negotiation strategy accounting for the client’s strict governmental procurement policies while still maximizing the market opportunity presented by the client’s requirements.
UpperEdge provided RFP and other negotiation templates, talking points, market benchmarking, and a detailed negotiation strategy. Additionally, UpperEdge assisted the client by providing negotiation stage crafting and executive-level messaging to drive the sourcing process, ensuring project success.
Negotiated Outcome
As a result of UpperEdge’s negotiation strategy, the client was able to achieve a Best-In-Class deal with Oracle.
Oracle Cloud ERP Highlights:
- Reduced total SaaS fees by 42% from the RFP response to the final negotiated cost
- Secured an aggressive subscription fee payment ramp to align with the client’s deployment plan
- Secured long-term renewal protections with capped increases, representing 14-years of cost-controlled pricing
- Obtained highly competitive commercial terms that provide flexibility, predictability, and long-term price protections
