U.S. Non-Profit Organization Reshapes Salesforce Contractual Relationship Resulting in $5M in Savings

A Salesforce Case Study

Client Profile

38 million-member US-based non-profit organization

Business Issue

  • Client had a long-standing Salesforce relationship and had adopted multiple products, including Sales Cloud, Community Cloud and ExactTarget
  • Use of Salesforce’s solutions spanned across 5 business units with over 10 order forms in place with various end dates
  • Client was interested in adopting multiple new Salesforce products including Service Cloud and Einstein
  • They needed to optimize and restructure their current contractual relationship and needed to ensure they had the proper pricing in place for current and net-new products
  • Also needed to have flexibility and long-term protections built into their go-forward contractual relationship as they were not currently included

Services & Results

UpperEdge assisted the client in gathering and understanding their current utilization and their go-forward needs across the multiple business units, resulting in the following:

  • Developed a highly tailored negotiation strategy, identifying specific and viable leverage points available
  • Provided a pricing and commercial terms assessment (renewal protections, swap rights, volume discount structure, etc.) based on updated proposals submitted by Salesforce
  • Ensured the client’s restructured contractual relationship included co-terminus order forms with highly competitive pricing and a high degree of flexibility with long-term price protections
  • Achieved $5M in savings and established an optimized go-forward contractual construct