Global Consumer Goods Organization

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

See More Case Studies

From Phoenix to Tokyo, we turn impossible vendor demands into client victories.

$450,000 in Savings for Mid-Market Manufacturing Company

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:

  1. 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

  2. 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

  3. 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.

$13M in Savings for Financial Services Firm

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
ERP & E-Commerce Implementation

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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