Salesforce Engagement Success Story: Safeguarding and Optimizing Healthcare Organization's Salesforce License Utilization

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.