Client Profile
$1.6B Manufacturer of Intelligent Sensor Systems
Business Issue
- Client had a long-standing relationship with Microsoft and needed to renew its Enterprise Agreement
- Previously implemented Office 365 and was considering expanding its Microsoft Cloud portfolio
through adoption of Microsoft 365 - Needed to ensure pricing and go-forward relationship was appropriate given expansion into the Cloud
- Current Microsoft pricing was below market
- Existing Microsoft relationship did not include appropriate downstream price protections
Services & Results
UpperEdge analyzed current pricing and commercial terms to assess competitiveness, resulting in the following:
- Assisted client with gathering and understanding current product utilization
- Identified client-specific negotiation levers to utilize during renewal discussions
- Achieved best-in-class pricing and discounting across all Microsoft on-premise and Cloud products
- Achieved long-term price protections on key strategic products
- Resulted in a $9M savings over 6 years
