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.
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Salesforce Engagement Success Story: Empowering a Global Consumer Goods Organization with a Strategic CRM Solution
A global consumer goods organization approached The Negotiator Guru (TNG) to assist in sourcing, negotiating, and contracting a Customer Relationship Management (CRM) digital capability for a new business unit within their organization. The client's objectives were to thoroughly assess the marketplace, identify suitable suppliers, secure a fair market price, and eliminate any potential contractual risks that could hinder future growth. We commend the client's proactive approach, and as a result, they partnered with Salesforce, a supplier incentivized to support our client's success and expansion.
Our Approach
To achieve optimal results, we leveraged our 4-step IT Software Negotiation Process, tailored specifically to meet the client's unique requirements:
Step 1) Discovery
We collaborated with the client's project team, assisting them in understanding and considering various assessment criteria in alignment with their business and technical needs. This process ensured a comprehensive understanding of the organization's specific requirements.
Step 2) Strategy
To maximize the value of the CRM capability, we developed multiple user personas across the new organization. By considering how different users would utilize the CRM solution, we created a tailored approach that addressed diverse user needs and facilitated seamless adoption.
Step 3) Negotiate
Throughout the negotiation process, we provided expert advice to our client, ensuring an equitable relationship between Salesforce and the organization. By advocating for our client's interests, we secured a mutually beneficial agreement that supported the client's growth objectives.
Step 4) Contract Execution
With a focus on future-proofing the client's CRM implementation, we diligently analyzed the contract, identifying and eliminating potential contractual risks that could impede the organization's progress over the next 3-5 years. This step provided the client with valuable safeguards and ensured a commercially aligned path to growth.
The Remarkable Results
Our engagement delivered exceptional results for the global consumer goods organization. The client established a strategic partnership with Salesforce, positioning them for long-term success. Furthermore, we provided a competitive rate benchmark baseline, enabling the organization to ensure they were paying a fair market price. With our expertise in contract execution, we aligned the contractual terms to protect the client's interests and foster their growth trajectory.
At The Negotiator Guru, we are committed to empowering organizations with strategic software solutions. This success story exemplifies our ability to source, negotiate, and contract CRM capabilities while ensuring favorable outcomes for our clients. Contact us today to leverage our expertise and drive optimal results for your CRM engagements
Salesforce Engagement Success Story: Empowering a Mid-Cap Technology Company with Cost Optimization and Strategic Savings
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.
Salesforce Engagement Success Story: Empowering an Upper Midmarket Manufacturing Company with Optimal Salesforce Contract Renewal
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.
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