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Case Studies
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Salesforce Engagement Success Story: Transforming Contract Management for a Multinational Agricultural Company
At The Negotiator Guru (TNG), we had the privilege of working with a multinational agricultural company, boasting an impressive annual revenue of over $15 billion and a workforce exceeding 5,000 employees. Our partnership with this esteemed client aimed to optimize their Salesforce contracts and enhance cost efficiency across their global operations.
Key Activities
To achieve our client's objectives, we executed the following key activities:
1. Assessing Current State
We conducted a comprehensive analysis of the client's existing Salesforce contracts and their utilization across various regions. This assessment provided a clear understanding of the company's Salesforce landscape and laid the foundation for further optimization.
2. Stakeholder Identification
Identifying the key stakeholders within both the IT and business units who utilized similar software packages was crucial. By involving the right individuals, we ensured that the negotiation process aligned with their needs and objectives.
3. Global Coordination
We facilitated meetings and discussions with business units and stakeholders worldwide, fostering collaboration and gathering valuable feedback. This global coordination allowed us to create a cohesive strategy that spoke from one voice and addressed the organization's diverse requirements.
4. Leveraging Proprietary Tools and Techniques
Utilizing our proprietary tools, templates, and negotiation techniques, we assigned global roles and responsibilities, action items, and negotiation tactics. This approach empowered us to streamline the negotiation process and achieve consistent and favorable outcomes.
The Remarkable Results
Our engagement delivered exceptional results, positively impacting the client's financials and contractual efficiency:
1. Significant Cost Savings
Through our efforts, the multinational agricultural company realized a remarkable $13 million in savings over a span of three years. This substantial reduction in costs provided the client with a competitive edge and enhanced their overall profitability.
2. Contract Cost Reduction
We achieved an impressive 52% reduction in the overall contract costs, optimizing the pricing structure and ensuring that the company paid a fair and market-competitive price for the Salesforce services they required.
3. Right-Sized and Right-Priced Contract
Our collaborative approach and strategic negotiations resulted in a Salesforce contract that was perfectly aligned with the client's needs. The contract reflected the appropriate license quantities and a fair pricing structure, ensuring that the client was getting the most value for their investment.
At TNG, we pride ourselves on driving transformative outcomes for our clients. This success story exemplifies our ability to deliver substantial cost savings, streamline contract management, and optimize Salesforce engagements for multinational organizations. Contact us today to unlock the full potential of your software contracts and drive sustainable growth in your business.
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Contract Consolidation Post-Merger
Client Profile
A national healthcare provider with 10+ facilities undergoing post-merger integration of systems and vendor contracts.
Challenge
Multiple overlapping software and infrastructure contracts (some with auto-renewal clauses and duplicative pricing) created an estimated $5M in redundant spend and significant compliance risk across entities.
TNG Solution
- Conducted a full post-merger contract risk assessment.
- Identified conflicting licensing terms and misaligned SLAs across vendors.
- Renegotiated bundled agreements, centralized governance rights, and aligned pricing to true usage.
Outcome
Eliminated $5.3M in redundant costs and created a centralized contract framework that mitigated legal exposure while ensuring scalability for future growth.
SaaS Contract Optimization
Client Profile
A Fortune 100 big-box retailer implementing a multi-year rollout of a cloud-based workforce management platform across 1,200 locations.
Challenge
Vendor’s original SaaS contract included non-negotiable annual price escalators, unscalable support fees, and unrestricted termination clauses, leading to a potential $14M overcommitment.
TNG Solution
- Conducted a clause-by-clause risk audit.
- Introduced performance-based renewal language, capped escalators, and tiered user thresholds.
Outcome
Negotiated total contract value down by $6.8M, implemented enforceable performance guarantees, and secured rights to re-negotiate upon key business changes.
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SAP Indirect Access & Audit Exposure
Client Profile
A publicly traded global logistics company with over 30,000 employees and a complex SAP landscape.
Challenge
SAP alleged the client owed $9.6M in retroactive fees due to indirect access violations following an internal audit. The client had signed an outdated license agreement that left them fully exposed.
TNG Solution
- Performed a forensic risk analysis of the original SAP contract and audit report.
- Identified outdated metrics, ambiguous user definitions, and license overlap.
- Negotiated a new licensing model that eliminated indirect access exposure and established a future-proof digital access clause.
Outcome
Reduced SAP’s claim from $9.6M to $0 and negotiated a forward licensing strategy that saved the client $7.2M over five years.
How we reduced carrier shipping expenses by $450,000
Our client was a mid-market manufacturing company with approximately $80M in annual revenue Our focus for savings was in reducing the costs of their carrier shipping services.
We created these savings in a 3 ways:
- We saved them 20% on their LTL and FTL pricing by consolidating all of their existing contracts together from multiple locations into a single contract with a lower rate. We did this for FedEx, UPS and USPS
- We analyzed their shipping needs optimized their shipping channels (FTL, LTL, Parcel, Train)
- Significant cost savings were generated by moving lower priority packages from shipping with UPS to USPS
- Select shipments were moved from road to train which is becoming an increasingly cost effective way to ship packages
- We identified that slowing shipping down by 1 day would not impact the customer's business operations, but would reduce the overall shipping expenses by 10%
In total this created a $450,000 annual cost reduction for the company's carrier shipping contracts.
How we negotiated $13M in savings for a financial services firm
Reducing Salesforce contract from $25M to $12M
One of our recent clients was a financial services company with $15B+ in annual revenue and 5,000+ employees.
We worked with the client to:
- Identify current state of contracts across the globe
- Identify key stakeholders within IT and business units that utilized similar software packages
- Coordinate global business units and stakeholder meetings to discuss opportunity, gather feedback and drive results
- Utilize proprietary tools, templates and techniques to assign global roles & responsibilities, action items and negotiation tactics in interest of speaking from one voice
The results:
- $13M+ in client savings
- Negotiated client’s agreement with Salesforce down from $25 million to $12 Million for a 3-year contract
- We also identified additional cost-savings opportunities that benefited multiple business units across their organization
Value Creation ERP and E-Commerce Implementation
ERP & E-Commerce Engagement Overview
One of our clients recently engaged us to source, negotiate, and contract with a 1) Enterprise Resource Planning (ERP) and 2) E-Commerce software platform.
Key Activities
- Identified current state contracts and client-based obligations
- Developed a risk profile of current state contract language against enterprise project plan timelines and dependencies
- Utilized our proprietary decision-matrix framework to drive C-Level decision making
- Advised client on key dependencies to consider throughout the project
- Directly provided hands-on support/representation throughout the entire negotiation and contracting process
The Results (not comprehensive)
- $300K+ Cost Savings
- $275K+ Cost Avoidance
- Milestone billing (vs. T&M)
- Delayed subscription period start, etc.
- Significant contractual risk mitigation
- Intellectual Property Rights
- Eliminated Scope Ambiguity
- Partner vs. Client Responsibilities
- Joint Collaboration Agreements, etc.
- A really happy client
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Upload your contract data or schedule a discovery call. If we can’t identify at least a 10%+ from a TNG Right Pricing™ opportunity, we won’t take your money (but we will offer you some free advice!)
