SAP Indirect Access & Audit Exposure

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.

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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.

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