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