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
