Client Profile
A $250M Technology Company
Client Situation
- Client had a long-standing Salesforce relationship and had adopted many products including Slack
- Operated under a traditional Salesforce subscription model and was concerned that they were paying for more functionality than needed
- Sought to optimize the go-forward Salesforce relationship and ensure they had the proper pricing and subscription model that afforded uniform flexibility and long-term protections to account for predicted growth
Services & Results
UpperEdge guided client to determine current product usage and forecast future requirements at a granular level to provide a negotiation framework:
- Provided pricing and commercial terms assessment (e.g., renewal protections, swap rights, volume discount structure, etc.) on an iterative basis based on updated proposals submitted by Salesforce
- Provided guidance relative to the pricing and commercial transparency needed to truly plan for the future
- Achieved a highly competitive to best-in-class commercial construct that included substantial discountingacross all products, a significantly more flexible commercial construct to account for predicted growth, highly compelling long-term price protections, and the ability to leverage Salesforce resources to aid in the roll-out and support of their new solution
- Resulted in over $2.2M in savings over 3 years
