Salesforce Engagement Success Story: Optimizing Cost and Governance for a Global Technology Company

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Salesforce Contract Optimization: $2.6 Million Saved for Global Technology Company

A prominent global technology company partnered with The Negotiator Guru (TNG) to streamline and optimize their existing contract with Salesforce. The client's objectives were twofold: to ensure they were paying for the licenses they actually needed (right size) and to secure the best possible pricing. The successful outcome of this engagement resulted in an impressive $2.6 million in cost savings and a delighted client who expanded the utilization of TNG's services across their enterprise.

Our Approach

Leveraging our proven 4-step IT Software Negotiation Process, we executed the following key activities to achieve optimal results:

Step 1) Discovery

Recognizing a lack of Salesforce governance within the client's organization, we swiftly engaged with the client to assess the current state. We discovered that although they had a Salesforce Administrator, their role was primarily technical, with limited accountability for license compliance and governance. This insight highlighted a crucial area for improvement.

Step 2) Strategy

To identify cost reduction opportunities, we conducted virtual workshops with the client's team. Through comprehensive quantity, license type, and price benchmarking analysis, we quickly isolated areas where cost optimization could be achieved. This strategic approach allowed us to identify significant cost-saving opportunities.

Step 3) Negotiate

Working closely with Salesforce's renewals team and global leadership, we embarked on resetting the operational and contractual relationship between our client and Salesforce. Through effective negotiation, we achieved mutually beneficial outcomes that addressed our client's cost and contractual requirements, resulting in a stronger partnership.

Step 4) Contract Execution

With a focus on flexibility and future growth, we engaged in extensive negotiations of the contractual terms and conditions. By aligning the contract with the client's growth projections, innovation initiatives, and end-user needs, we ensured that the contract provided the necessary agility and support.

The Remarkable Results

Our engagement left the global technology company highly satisfied with the outcomes achieved. They became a happy client, expanding their utilization of TNG's services throughout their enterprise. The collaboration yielded substantial cost savings of $2.6 million, which the client reinvested strategically in their business. Furthermore, our efforts contributed to the establishment of stronger governance and internal controls within the organization, systematically containing costs and mitigating risks associated with Salesforce licenses.

At The Negotiator Guru, we are dedicated to optimizing software contracts and enhancing governance for our clients. This success story showcases our ability to deliver significant cost savings, establish effective governance structures, and foster long-lasting client satisfaction. Contact us today to leverage our expertise and drive favorable outcomes for your Salesforce engagements.