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SalesForce.com Engagement Overview #3
A recent mid-cap technology company requested our assistance negotiating their upcoming SalesForce contract renewal. The client’s objective was to benchmark their rates with SalesForce against their peers and identify cost optimization opportunities. This engagement delivered $1.5M in cost savings and $3.2M in cost avoidance for the client. |
Key Activities
We utilized our 4-step IT Software Negotiation Process to drive the following key activities:
The Results (not comprehensive)
We utilized our 4-step IT Software Negotiation Process to drive the following key activities:
- Step 1) Discovery - We worked directly with the CIO to identify how they have used SalesForce over the last several years
- Step 2) Strategy – We worked with a small team of key stakeholders inside of the client to understand how the SalesForce platform would be utilized over the next 3 – 5 years. The output of this session created a 5-year license-based roadmap that would fuel our negotiation plan.
- Step 3) Negotiate – We acted as a silent advisor for the CIO who retained the direct connection with SalesForce. This particular deal took a great deal of negotiation in order to achieve our most successful outcome.
- 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)
- $1.5M in cost savings and $3.2M in cost avoidance
- Eliminated shelf ware and underutilized assets
- Through lower rates and improved billing terms, we created cash flow for the client to reinvest into other strategic initiatives
