Client Name/Size/Sector:

• Company Name Confidential
• $15+ Billion Annual Revenue
• 5K+ Employees
• Financial Services

Supplier:

• Salesforce

Engagement Type:

• Client engaged “The Negotiator Guru” (firm) to deliver IT Strategic Sourcing Advisory Services to a specific business unit.  

Problem:

• While the client had a centralized procurement department (good thing), there was very little support from the IT department. In other words, the IT department operated independently and did not trust the client’s procurement department.  
• The client did not have a centralized spend visibility tool  
• Note: The client had SAP as their primary ERP system but was not able to accurately identify spend across regions as a result of poor reporting from the tool.  
• The client’s IT spend is broken between global and regional budgets depending on the application.  

Activities:

• Identified current state contracts across the globe
• Identified both influencing and decision-making stakeholders within IT and the Business Units that utilized similar software packages.  
• Coordinated global business units and stakeholder meetings to discuss opportunity, gather feedback, and drive results.
• Utilized proprietary tools, templates, and techniques to assign global roles & responsibilities, action items, and negotiation tactics in the interest of speaking from one voice.  

Results:

• Client Savings: $13 Million
• Negotiated the agreement down from $25 Million to $12 Million for a 3-year contract.
• Even though the firm was retained to focus only on a specific business unit, we identified cost savings opportunities that benefited multiple business units across the organization.  ​

Microsoft Engagement Overview:
Fortune 50 Company  

One of our Fortune 50 clients engaged use to advise on a high-stakes negotiation with Microsoft. The client had a large contract with Microsoft which we were able to both 1) negotiate a large technology uplift while also 2) produce a $5 million in net savings.  

Key Activities

We utilized our 4-step IT Software Negotiation Process to successfully engage with the client:  

• 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)  

• $5 Million cost savings and $10.7 Million cost avoidance over contract term
• Significant technology uplift providing access to the most advanced digital capabilities
• Uniquely engaged and supported the company’s cybercrime resilience strategy

• Enabled Device Modern Management allowing for additional endpoint security
• Negotiated a client specific license structure enabling the client to be highly flexible of their utilization of the platform

One of our recent clients was a biopharmaceutical company with $5B+ in annual revenue. The client had a large software contract with one of the industry leading providers. The original agreement was charged on a “case volume” basis which was leading to rapid growth in costs beyond our client's budget.  

‍We helped the client renegotiate the agreement with their software vendor by:

• Changing the cost lever from which the client was billed from “case volume” to “seat-based licenses”
• Setting rates on a “should cost” basis due to The Negotiator Guru’s extensive experience in the IT Sourcing industry
  • We decided that 35% was an acceptable margin for a software provider to be charging the client. Previously, the software vendor had been charging a 200% margin.
• Handling the entire renegotiation process

​The end result:    

$52.3M+ in savings over 5 years

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$62 Million Value Achieved: Salesforce Optimization for Luxury Consumer Goods

TNG had the privilege of partnering with a prestigious luxury consumer goods company, boasting an impressive annual revenue of over $5 billion and a workforce exceeding 10,000 employees. Our engagement focused on optimizing their existing relationship with Salesforce and negotiating the best possible deal to drive cost efficiency.

Key Activities

To achieve our client's objectives, we executed the following key activities:

1. Discovery

Working closely with the client's global stakeholder base, including Finance, IT, and C-Suite, we thoroughly identified and validated the company's intended business objectives. This collaborative process ensured that our negotiation strategy aligned precisely with the client's overarching goals.

2. Strategy

Through strong internal and external coordination, we swiftly determined a target Total Cost of Ownership (TCO) using our proprietary Right Price cost benchmarking data. This strategic approach allowed us to set realistic cost expectations and establish a solid foundation for negotiations.

3. Negotiation

Drawing on our expertise, the TNG team provided advisory support to the client's internal procurement department, guiding them through the negotiation process. We aimed to elevate the client's Salesforce contract from merely acceptable to an outstanding agreement that delivered exceptional value.

4. Contract Execution

Utilizing our Contract Risk Review and Mitigation service, we conducted a meticulous analysis of the contract, identifying material risks and commercial miscalculations. By addressing these issues, we successfully saved the client an additional $3 million, ensuring their contract was both financially advantageous and risk-mitigated.

The Remarkable Results

Our engagement produced exceptional results, delivering substantial cost savings and avoidance for the luxury consumer goods company:

1. Cost Savings

Through our efforts, the client achieved an impressive $53 million in cost savings. These significant savings provided the company with additional financial resources to invest in other strategic initiatives and drive sustained growth.

2. Cost Avoidance

Our meticulous approach and risk identification capabilities allowed us to achieve over $9 million in cost avoidance. By proactively addressing potential risks and commercial miscalculations, we protected the client from unnecessary expenses and potential disruptions.

At TNG, we are committed to driving tangible results for our clients. This success story showcases our ability to optimize existing relationships, maximize cost efficiency, and unlock substantial savings for luxury consumer goods companies. Contact us today to explore how we can help you achieve similar outcomes and elevate your Salesforce engagements to new heights.

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.