Client Profile
A $20B U.S. Retailer and Energy Company
Client Situation
- Client had a transactional relationship with Salesforce that included significant investments in Salesforce acquired products
- Overutilizing many current products, not utilizing other products, and had multiple ongoing contractual structures with different renewal dates
- Needed to right-size the relationship ahead of their upcoming renewal
Services & Results
UpperEdge developed a custom negotiation strategy with key levers to use during the negotiation to ensure an improved commercial relationship and working partnership with Salesforce:
- Worked with team to ensure that final product portfolio was best suited for actual go-forward requirements
- Achieved a holistic contract structure that included coterminous order forms for all Salesforce products(including those recently acquired by Salesforce)
- Attained complete transparency into licensing mechanisms, future contractual commitments for downstream growth and established best-in-class long-term price protections
- Resulted in over $23M in savings over 6 years
