© Contract Negotiation Corporation
Sales Force Automation Subscription Purchase
A $1.3 billion global manufacturing company wanted to minimize its sales force automation costs, enhance the partnership with its vendor, and strengthen the subscription-based contractual agreement to include improved terms that reduced business risk. The current proposal was too expensive and did not include sufficient support for customer relationship management. The proposed terms and conditions heavily favored the vendor and were substantially different than an on-premise solution.
A negotiation strategy was developed based on benchmarked competitive rates and more favorable terms for subscription software. With active coaching, the client completed the face-to-face negotiations.
Savings of over $600,000 were realized with better terms and conditions and more comprehensive software to satisfy business requirements. Risks were reduced and the vendor relationship improved.