Retail Client Negotiates $10.5M in Savings Over 3 Years Across Microsoft On-Premise and Cloud Products

A Microsoft Case Study


Client Profile

$35B Global Retail Company

Business Issue

  • Client had a long-standing relationship with Microsoft and needed to renew its Enterprise Agreement
  • During prior renewal, client adopted Microsoft’s all-in Microsoft 365 cloud bundle (Formerly Secure
    Productive Enterprise) as a core solution for the business
  • Microsoft was proposing large price increases to core product subscriptions to motivate adoption of
    more robust solutions and migration to Microsoft’s cloud platform/infrastructure (i.e. Azure)
  • Client had limited leverage having already adopted Microsoft Cloud Solutions for its user-base

Services & Results

UpperEdge coordinated the end-to-end process, empowered the client with in-depth knowledge of
Microsoft’s market objectives, and developed a tailored negotiation strategy, resulting in the following:

  • Supported client in determining current product utilization as well as future demand, utilizing client’s
    current Microsoft re-seller relationships effectively
  • Provided in-depth and up-to-date knowledge of pricing, licensing and purchasing models
    Obtained necessary transparency associated with Azure pricing and commitments
  • Achieved highly competitive long-term protections and a more strategic relationship with Microsoft
  • Achieved highly competitive pricing and discounting across Microsoft on-premise and Cloud
    products resulting in $10.5M in savings over 3 years