Salesforce Engagement Overview #1:
Fortune 500 Company
  
One of our Fortune 500 clients engaged use to assist with their upcoming Salesforce renewal. The client’s objectives were to lower their annual licenses without committing to significant future year growth. This engagement delivered $1.84 Million in cost savings and $5.1 Million in cost avoidance for the client.  
 

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

• Step 1) Discovery - We worked with the global client team to understand how they used Salesforce historically and how they planned to use it over the next 3-5 years. 
• Step 2) Strategy - We had all key stakeholders align on exactly what licenses and add-ons we needed going forward.  
• Step 3) Negotiate - We utilized our outcomes-based negotiation tactics and had an open conversation with Salesforce regarding the client’s potential vision for how Salesforce could assist with their business objectives.  
• Step 4) Contract Execution - We assisted the client’s Legal department in identifying and mitigating contractual risks and open-ended obligations.  

The Results (not comprehensive)  

• $1.84 Million cost savings and $5.1 Million cost avoidance over contract term 
• Executive level engagement between client and Salesforce 
• A stronger partnership with Salesforce that ended in a win-win solution ​​

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