Overview
A Canadian Global Frozen Food company’s Office 365 F3 user volume was increasing dramatically due to internal initiatives to provide more employees with digital technology. After a thorough evaluation, the client was seriously considering moving to Microsoft’s all-in cloud bundle, Microsoft 365 E5, at their upcoming renewal.
In addition to moving to E5, the client needed to ensure their additional investments with Microsoft were optimized and their go-forward strategy was properly structured to mitigate downstream cost exposure and improve their overall Microsoft relationship.
Approach
UpperEdge provided the client with insights on Microsoft’s market objectives and built an actionable negotiation strategy that aligned with the client’s goals of improving their overall relationship with Microsoft. As part of this negotiation strategy, UpperEdge assisted in determining current product utilization and value measurements to create negotiation leverage.
For the move to Microsoft 365 E5, UpperEdge advised the client to complete a proper evaluation of all net-new product options, including different editions of Microsoft 365, to ensure they picked the best option for their goals.
Negotiated Outcome
Empowered with UpperEdge’s tailored negotiation approach, the client was able to secure a Highly Competitive outcome focused on pricing and key commercial terms, including:
- Securing meaningful investments from Microsoft to ensure successful and timely Microsoft 365 E5 adoption
- Obtaining highly competitive long-term price protections across all cloud subscriptions
- Achieving best-in-class discounting resulting in $3M in savings
