Client Profile:
$125B Energy Company
Client Situation:
- Company was undertaking a transformation initiative and conducting a competitive bid process to evaluate and select a long-term HCM solution partner
- Began evaluating 6 vendors as part of the RFP and down-selected to their top 3 vendors – Workday, SuccessFactors, and Infor
- Lacked an understanding of Workday’s business practices and negotiating strategies
- Limited knowledge of market competitive pricing and commercial arrangements
Services & Results:
UpperEdge developed and managed the complete Workday negotiation strategy resulting in highly competitive commercial terms:
- Reduced TCO by over $2.4M over 5 years and $5.78M over 10 years
- Attained 14 years of price protections
- Secured flexibility to adjustments in user quantities without invalidating price protections based on agreed-upon threshold
- Obtained best-in-class arrangement on Workday’s Customer Success Package
- Secured highly competitive volume discount structure allowing company to receive additional discounting when achieving higher user subscription thresholds
