Technology Company Achieves Best-in-Class Go-Forward Commercial Construct

A Salesforce Case Study

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