Salesforce Engagement Overview #4:
Healthcare Organization A healthcare organization reached out to TNG once they became aware that Salesforce was auditing their license utilization. The organization’s C-suite requested to work directly with TNG’s Founder and Senior Partner, Dan Kelly. Mr. Kelly agreed and led the engagement with the support of his global team. |
The client’s objectives were to not only eliminate any immediate audit risk but also to decrease their cost basis. This engagement delivered $3.3M in cost savings and $8.6M 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)
Key Activities
We utilized our 4-step IT Software Negotiation Process to drive the following key activities:
- Step 1) Discovery – We quickly stood up a core team at the client who acted as a triage and steering team in the interest of identifying the facts behind any potential license abuse. We, then, conducted a deep dive assessment of how the client has grown into, and out of, the platform over the last 5 years.
- Step 2) Strategy – We identified, coordinated, and executed multiple workstreams focused on identifying how the organization would use Salesforce over the next 3-5 years. As a result of our Right Size/Right Price methodology, we quickly identified opportunities.
- Step 3) Negotiate – At the request of the client, we directly engaged with Salesforce to mitigate audit risk and optimize their environment. Since we work with Salesforce on a daily basis, we were able to quickly negotiate a resolution to the audit risk while also rewriting their current contract.
- Step 4) Contract Execution - We worked directly with the client’s Legal Team to advise and mitigate contractual risk while expanding flexibility.
The Results (not comprehensive)
- $3.3M in cost savings and $8.6M in cost avoidance
- Commercially and contractually mitigated a significant audit
- Right Sized and Right Priced (via negotiation) the client’s contract to deliver immediate P&L impact while improving the supplier relationship overall
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