IT Software Case Study

When a healthcare organization discovered that Salesforce was conducting an audit of their license utilization, they sought the expertise of The Negotiator Guru (TNG). The organization's C-suite specifically requested the involvement of Dan Kelly, TNG's Founder and Senior Partner. With Mr. Kelly leading the engagement, supported by our global team, we successfully addressed the immediate audit risk and achieved the client's objectives of reducing costs. Through our efforts, the engagement delivered an impressive $3.3 million in cost savings and $8.6 million in cost avoidance for the client.

Our Approach

To ensure a successful engagement, we applied our proven 4-step IT Software Negotiation Process, tailored to the unique challenges faced by healthcare organizations:

Step 1) Discovery

We rapidly assembled a core team within the client's organization to act as a triage and steering team. Their primary focus was to uncover the facts surrounding any potential license abuse. We conducted a thorough assessment of the client's growth into and out of the Salesforce platform over the past five years. This analysis provided crucial insights into the organization's license utilization.

Step 2) Strategy

We coordinated and executed multiple workstreams aimed at identifying the client's future utilization of Salesforce over the next 3-5 years. Leveraging our Right Size/Right Price methodology, we quickly identified opportunities to optimize the license footprint and align it with the organization's evolving needs.

Step 3) Negotiate

At the client's request, we engaged directly with Salesforce to mitigate the audit risk and optimize the Salesforce environment. Leveraging our extensive experience and daily interactions with Salesforce, we swiftly negotiated a resolution to the audit risk while simultaneously renegotiating the client's contract. This approach not only safeguarded the organization but also delivered significant cost savings.

Step 4) Contract Execution

Working closely with the client's Legal Team, we provided guidance to mitigate contractual risks while enhancing flexibility. By advising on contractual matters and expanding the client's options, we ensured a mutually beneficial and stronger supplier relationship.

The Remarkable Results

Our engagement delivered exceptional results for the healthcare organization. They achieved substantial cost savings of $3.3 million and cost avoidance of $8.6 million. We successfully navigated a significant audit, mitigating both the commercial and contractual implications. Moreover, we right-sized and right-priced the client's contract, delivering immediate positive impact to their profit and loss statement while simultaneously enhancing their overall relationship with Salesforce.

At The Negotiator Guru, we are dedicated to safeguarding and optimizing our clients' software investments. This success story exemplifies our ability to efficiently address audit risks, achieve significant cost savings, and foster strong supplier relationships. Contact us today to leverage our expertise and drive favorable outcomes for your Salesforce engagements in the healthcare industry.

The Negotiator Guru recently partnered with a dynamic mid-cap technology company to facilitate their Salesforce contract renewal negotiations. The client's objective was twofold: to benchmark their rates against industry peers and uncover opportunities for cost optimization. Through our strategic approach, we delivered outstanding results, achieving remarkable cost savings of $1.5 million and cost avoidance of $3.2 million.

Our Approach

To ensure a successful engagement, we leveraged our proven 4-step IT Software Negotiation Process, tailored specifically to address the unique requirements of mid-cap technology companies:

Step 1) Discovery

Working closely with the Chief Information Officer (CIO), we delved into the client's historical utilization of Salesforce over the years. By understanding their specific use cases and pain points, we gained valuable insights that informed our negotiation strategy.

Step 2) Strategy

Collaborating with a select group of key stakeholders within the client's organization, we conducted a thorough assessment of how the Salesforce platform would be utilized in the next 3 to 5 years. This exercise resulted in the creation of a comprehensive 5-year license-based roadmap, serving as the foundation for our negotiation plan.

Step 3) Negotiate

As a trusted advisor, we provided silent guidance to the CIO, who maintained a direct connection with Salesforce. This particular negotiation required extensive effort to achieve the most successful outcome. Leveraging our expertise and negotiation skills, we advocated for the client's interests and worked diligently to secure favorable terms and rates.

Step 4) Contract Execution

Collaborating with the client's Legal department, we meticulously analyzed the contract to identify and mitigate potential risks and open-ended obligations. By ensuring a solid and favorable agreement, we provided the client with enhanced contractual protection.

The Remarkable Results

Our engagement delivered exceptional results for the client. They achieved substantial cost savings of $1.5 million and cost avoidance of $3.2 million.

Additionally, we helped the client eliminate shelf ware and underutilized assets, optimizing their Salesforce deployment. Through lower rates and improved billing terms, we created a positive cash flow that allowed the client to reinvest in other strategic initiatives, fueling their growth.

At The Negotiator Guru, we pride ourselves on delivering impactful cost optimization and strategic savings for technology companies. This success story exemplifies our ability to navigate complex negotiations, secure favorable terms, and unlock substantial value for our clients. Contact us today to leverage our expertise and drive optimal Salesforce contract renewals for your organization.

At The Negotiator Guru, we recently had the privilege of working with an upper midmarket manufacturing company to navigate their Salesforce contract renewal process. Our client had two primary objectives: to validate the competitiveness of their rates and to optimize their license footprint based on their actual platform utilization. Through our strategic approach, we achieved outstanding results, securing cost savings of $573,000 and cost avoidance of $952,000 within the first year alone.

Our Approach

To ensure a successful engagement, we applied our trusted 4-step IT Software Negotiation Process, tailored specifically to address the unique needs of the manufacturing industry:

Step 1) Discovery

We conducted interviews with key stakeholders within the client's organization to gain comprehensive insights into their historical utilization of Salesforce. By understanding how they had leveraged the platform in previous years, we were able to uncover valuable opportunities for improvement.

Step 2) Strategy

Recognizing the importance of aligning with the client's global business requirements, we facilitated an internal workshop. This collaborative session served as a platform to identify and gain consensus on the client's specific needs, ultimately creating a forward-thinking conceptual roadmap that would guide our negotiation strategy.

Step 3) Negotiate

Armed with a deep understanding of the client's Salesforce utilization and their strategic roadmap, we conducted thorough rate benchmarking. This analysis allowed us to accurately assess the competitiveness of their rates and advise the client on the potential for cost savings. Through effective negotiation techniques, we successfully secured a contract that was both right-sized and right-priced for their evolving needs.

The Remarkable Results

Our engagement delivered remarkable outcomes for the client. Within the first year alone, they realized substantial cost savings of $573,000 and achieved cost avoidance of $952,000. Beyond the financial gains, our collaboration empowered the client with a significant technology uplift. By optimizing their Salesforce contract and aligning it with their specific requirements, we ensured that they had the ideal platform to drive their business forward.

At The Negotiator Guru, we are committed to empowering organizations in the manufacturing industry with favorable negotiation outcomes. This success story exemplifies our ability to secure substantial cost savings while providing clients with tailored solutions that align with their strategic objectives. Contact us today to leverage our expertise and drive optimal Salesforce contract renewals for your organization.