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Salesforce Engagement Overview #5:
Global Consumer Goods Organization A global consumer goods organization reached out to TNG in the interest of sourcing, negotiating, and contracting a Customer Relationship Management (CRM) digital capability specifically for a new business unit within their organization. The client’s objectives were to ensure they thoroughly examined the marketplace to 1) identify the best fit-for-purpose suppliers, 2) pay a reasonable market price, and 3) eliminate any contractual risk that could cause problems down the road. |
We applaud this client and its senior leadership team for being so proactive in their approach. As a result, this client partnered with Salesforce whom were contractually incentivized to help our client succeed and grow.
Key Activities
We utilized our 4-step IT Software Negotiation Process to drive the following key activities:
- Step 1) Discovery – We assisted our client’s project team understand and ponder different assessment criteria as it relates to their business and technical requirements.
- Step 2) Strategy – We developed multiple personas across the new organization based on how different users were planning to utilize a CRM capability.
- Step 3) Negotiate – We advised our client throughout the negotiation process in the interest of ensuring an equitable relationship for both Salesforce and the client.
- Step 4) Contract Execution - We identified and eliminated contractual risk that could pose problems for the client in the next 3-5 years.
The Results (not comprehensive)
- A strategic partnership with Salesforce
- A competitive rate benchmark baseline
- A commercially aligned path to growth with contractual protections
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