Salesforce Engagement Success Story: Optimizing Cost and Governance for a Global Technology Company
I've fixed the spacing and formatted the content using clear headings for better structure and readability.
Salesforce Contract Optimization: $2.6 Million Saved for Global Technology Company
A prominent global technology company partnered with The Negotiator Guru (TNG) to streamline and optimize their existing contract with Salesforce. The client's objectives were twofold: to ensure they were paying for the licenses they actually needed (right size) and to secure the best possible pricing. The successful outcome of this engagement resulted in an impressive $2.6 million in cost savings and a delighted client who expanded the utilization of TNG's services across their enterprise.
Our Approach
Leveraging our proven 4-step IT Software Negotiation Process, we executed the following key activities to achieve optimal results:
Step 1) Discovery
Recognizing a lack of Salesforce governance within the client's organization, we swiftly engaged with the client to assess the current state. We discovered that although they had a Salesforce Administrator, their role was primarily technical, with limited accountability for license compliance and governance. This insight highlighted a crucial area for improvement.
Step 2) Strategy
To identify cost reduction opportunities, we conducted virtual workshops with the client's team. Through comprehensive quantity, license type, and price benchmarking analysis, we quickly isolated areas where cost optimization could be achieved. This strategic approach allowed us to identify significant cost-saving opportunities.
Step 3) Negotiate
Working closely with Salesforce's renewals team and global leadership, we embarked on resetting the operational and contractual relationship between our client and Salesforce. Through effective negotiation, we achieved mutually beneficial outcomes that addressed our client's cost and contractual requirements, resulting in a stronger partnership.
Step 4) Contract Execution
With a focus on flexibility and future growth, we engaged in extensive negotiations of the contractual terms and conditions. By aligning the contract with the client's growth projections, innovation initiatives, and end-user needs, we ensured that the contract provided the necessary agility and support.
The Remarkable Results
Our engagement left the global technology company highly satisfied with the outcomes achieved. They became a happy client, expanding their utilization of TNG's services throughout their enterprise. The collaboration yielded substantial cost savings of $2.6 million, which the client reinvested strategically in their business. Furthermore, our efforts contributed to the establishment of stronger governance and internal controls within the organization, systematically containing costs and mitigating risks associated with Salesforce licenses.
At The Negotiator Guru, we are dedicated to optimizing software contracts and enhancing governance for our clients. This success story showcases our ability to deliver significant cost savings, establish effective governance structures, and foster long-lasting client satisfaction. Contact us today to leverage our expertise and drive favorable outcomes for your Salesforce engagements.
See More Case Studies
From Phoenix to Tokyo, we turn impossible vendor demands into client victories.
.avif)
Contract Consolidation Post-Merger
Client Profile
A national healthcare provider with 10+ facilities undergoing post-merger integration of systems and vendor contracts.
Challenge
Multiple overlapping software and infrastructure contracts (some with auto-renewal clauses and duplicative pricing) created an estimated $5M in redundant spend and significant compliance risk across entities.
TNG Solution
- Conducted a full post-merger contract risk assessment.
- Identified conflicting licensing terms and misaligned SLAs across vendors.
- Renegotiated bundled agreements, centralized governance rights, and aligned pricing to true usage.
Outcome
Eliminated $5.3M in redundant costs and created a centralized contract framework that mitigated legal exposure while ensuring scalability for future growth.
SaaS Contract Optimization
Client Profile
A Fortune 100 big-box retailer implementing a multi-year rollout of a cloud-based workforce management platform across 1,200 locations.
Challenge
Vendor’s original SaaS contract included non-negotiable annual price escalators, unscalable support fees, and unrestricted termination clauses, leading to a potential $14M overcommitment.
TNG Solution
- Conducted a clause-by-clause risk audit.
- Introduced performance-based renewal language, capped escalators, and tiered user thresholds.
Outcome
Negotiated total contract value down by $6.8M, implemented enforceable performance guarantees, and secured rights to re-negotiate upon key business changes.
.avif)
SAP Indirect Access & Audit Exposure
Client Profile
A publicly traded global logistics company with over 30,000 employees and a complex SAP landscape.
Challenge
SAP alleged the client owed $9.6M in retroactive fees due to indirect access violations following an internal audit. The client had signed an outdated license agreement that left them fully exposed.
TNG Solution
- Performed a forensic risk analysis of the original SAP contract and audit report.
- Identified outdated metrics, ambiguous user definitions, and license overlap.
- Negotiated a new licensing model that eliminated indirect access exposure and established a future-proof digital access clause.
Outcome
Reduced SAP’s claim from $9.6M to $0 and negotiated a forward licensing strategy that saved the client $7.2M over five years.
Start with a CIA.
That’s a Client Intake Assessment.
Upload your contract data or schedule a discovery call. If we can’t identify at least a 10%+ from a TNG Right Pricing™ opportunity, we won’t take your money (but we will offer you some free advice!)
