Sensor Manufacturer’s Microsoft Renewal Negotiation Results in Best-in-Class Pricing & Discounting With $9M Savings Over 6 Years

A Microsoft Case Study


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