Salesforce Engagement Success Story: Transforming Contract Management for a Multinational Agricultural Company
.avif)
At The Negotiator Guru (TNG), we had the privilege of working with a multinational agricultural company, boasting an impressive annual revenue of over $15 billion and a workforce exceeding 5,000 employees. Our partnership with this esteemed client aimed to optimize their Salesforce contracts and enhance cost efficiency across their global operations.
Key Activities
To achieve our client's objectives, we executed the following key activities:
1. Assessing Current State
We conducted a comprehensive analysis of the client's existing Salesforce contracts and their utilization across various regions. This assessment provided a clear understanding of the company's Salesforce landscape and laid the foundation for further optimization.
2. Stakeholder Identification
Identifying the key stakeholders within both the IT and business units who utilized similar software packages was crucial. By involving the right individuals, we ensured that the negotiation process aligned with their needs and objectives.
3. Global Coordination
We facilitated meetings and discussions with business units and stakeholders worldwide, fostering collaboration and gathering valuable feedback. This global coordination allowed us to create a cohesive strategy that spoke from one voice and addressed the organization's diverse requirements.
4. Leveraging Proprietary Tools and Techniques
Utilizing our proprietary tools, templates, and negotiation techniques, we assigned global roles and responsibilities, action items, and negotiation tactics. This approach empowered us to streamline the negotiation process and achieve consistent and favorable outcomes.
The Remarkable Results
Our engagement delivered exceptional results, positively impacting the client's financials and contractual efficiency:
1. Significant Cost Savings
Through our efforts, the multinational agricultural company realized a remarkable $13 million in savings over a span of three years. This substantial reduction in costs provided the client with a competitive edge and enhanced their overall profitability.
2. Contract Cost Reduction
We achieved an impressive 52% reduction in the overall contract costs, optimizing the pricing structure and ensuring that the company paid a fair and market-competitive price for the Salesforce services they required.
3. Right-Sized and Right-Priced Contract
Our collaborative approach and strategic negotiations resulted in a Salesforce contract that was perfectly aligned with the client's needs. The contract reflected the appropriate license quantities and a fair pricing structure, ensuring that the client was getting the most value for their investment.
At TNG, we pride ourselves on driving transformative outcomes for our clients. This success story exemplifies our ability to deliver substantial cost savings, streamline contract management, and optimize Salesforce engagements for multinational organizations. Contact us today to unlock the full potential of your software contracts and drive sustainable growth in your business.
See More Case Studies
From Phoenix to Tokyo, we turn impossible vendor demands into client victories.
Salesforce Engagement Success Story: Fortune 500 Company Achieves Remarkable Cost Savings
At The Negotiator Guru, we recently had the privilege of working with a prominent Fortune 500 company to facilitate their Salesforce renewal process. Our primary goal was to help them reduce their annual licensing costs without committing to significant future growth. Through our expertise and strategic approach, we achieved outstanding results, saving the client an impressive $1.84 million in direct costs and enabling them to avoid additional expenses of $5.1 million.
Our Approach:
To ensure a successful engagement, we implemented our proven 4-step IT Software Negotiation Process, tailored specifically to the client's Salesforce requirements:
Step 1) Discovery:
Collaborating closely with the global client team, we thoroughly examined their historical use of Salesforce and gained valuable insights into their future plans for the platform over the next 3-5 years. This comprehensive understanding formed the foundation for our negotiation strategy.
Step 2) Strategy:
We facilitated productive discussions involving all key stakeholders to establish a unified vision of the necessary licenses and add-ons required to meet the client's evolving needs. This alignment ensured that our negotiation efforts were targeted and focused, optimizing the outcome.
Step 3) Negotiate:
Utilizing our outcomes-based negotiation tactics, we engaged in open and constructive conversations with Salesforce. We effectively communicated the client's strategic objectives and explored how Salesforce could best support their business goals. This approach fostered a mutually beneficial dialogue and helped drive the negotiation towards a win-win solution.
Step 4) Contract Execution:
In collaboration with the client's Legal department, we diligently identified and mitigated contractual risks and open-ended obligations. By ensuring a clear and favorable agreement, we provided the client with a solid foundation for their ongoing partnership with Salesforce.
The Remarkable Results:
Our engagement delivered substantial benefits to the client, yielding cost savings of $1.84 million and cost avoidance of $5.1 million over the contract term. Beyond the financial gains, the negotiation process fostered executive-level engagement between the client and Salesforce, enhancing their relationship and paving the way for a stronger partnership. The outcome was a win-win solution that satisfied both parties and set the stage for continued success.At The Negotiator Guru, we take pride in our ability to deliver exceptional results for our clients. This success story exemplifies our commitment to achieving substantial cost savings while nurturing valuable business relationships. Contact us today to discover how our expertise can drive favorable outcomes for your Salesforce engagements and negotiations.
Start with a CIA.
That’s a Client Intake Assessment.
Upload your contract data or schedule a discovery call. If we can’t identify at least a 10%+ from a TNG Right Pricing™ opportunity, we won’t take your money (but we will offer you some free advice!)
