Salesforce Engagement Overview #2 :
Upper Midmarket Manufacturing Company
 
A recent upper midmarket manufacturing industry client requested our assistance negotiating their upcoming Salesforce contract renewal. The client’s objective was to 1) validate their rates were the most competitive and 2) optimize their license footprint based on their actual utilization of the platform. This engagement delivered $573K in cost savings and $952K in cost avoidance within the 1st year alone for the client.  
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Key Activities  
We utilized our 4-step IT Software Negotiation Process to drive the following key activities:  

• Step 1) Discovery - We interviewed several client stakeholders to identify how they have used Salesforce over the last several years 
• Step 2) Strategy - We identified the need to launch an internal workshop to identify, and gain alignment on, the client’s global business requirements. The output of this session created a conceptual future looking roadmap.  
• Step 3) Negotiate – Based on successfully completing the above, we were able to complete our rate benchmarking and advise our client of the potential cost savings opportunity.  ​

The Results (not comprehensive)  

• $573K cost savings and $952K cost avoidance in the 1st year alone 
• A significant technology uplift for the client  
• A right sized and right priced Salesforce contract ​

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