Client Profile
$1.6B Global Paper Manufacturer
Business Issue
- Company adopted the all-in Microsoft 365 bundle and was preparing for an upcoming divestiture that
coincided with their Microsoft renewal - A workforce reduction caused their total volume of enterprise users to dip below their current
Microsoft volume level - Microsoft removed discounting to entice adoption of Microsoft 365, applied significant price increases
to products and removed previously negotiated commercial terms with no transparency into costs - Microsoft used the situation to accelerate the adoption of more Microsoft products and solutions
Services & Results
UpperEdge empowered the client and the divested unit with in-depth knowledge of Microsoft’s pricing,
licensing, and purchasing models, resulting in the following:
- Advanced both of their go-forward relationships with Microsoft to be one that is more strategic,
including a committed level of involvement with industry-focused Microsoft senior management - Overcame initial challenges with Microsoft to achieve highly competitive discounting and improved
pricing while receiving complete transparency into costs as well as downstream price protections - Achieved best-in-class flexibility to accommodate the specifics of their divestiture with $2.1M in
savings over 6 years
