The scope and expertise of JNC’s consultants means that clients utilise our skillset time and again when they need to navigate complex SAP environments. *Novextur, a major utilities company, has been a long-standing JNC client, considering us to be a reliable and trusted partner. When Novextur was in the process of negotiating a new SuccessFactors agreement, they sought our specialist support in benchmarking the deal to ensure they were on the right track, emphasizing the need for a quick and easy reference point rather than in-depth assistance.
Challenges
The primary challenge was to provide the client with rapid and reliable benchmarking information to allow them to move forward with confidence. The client needed to know if they were receiving a competitive deal and where they could potentially secure better terms without delving into a prolonged negotiation or analysis process.
The Solution
JNC stepped in to offer a service that delivered detailed benchmarking information by the next working day. Leveraging our extensive experience in understanding and negotiating SAP cloud contracts, we were able to benchmark the client’s deal against market averages and unique customer situations, including size, industry, and spending.
Conclusion
Upon receiving the deal from the customer, we conducted a detailed analysis to identify where SAP had applied discounts. We provided a comprehensive report indicating that the client’s discount rate from SAP was below the market average. Crucially, the report highlighted specific areas where the client could push for better rates.
Our ability to quickly and efficiently return this analysis allowed the client to react promptly to SAP’s proposal, targeting the right areas for negotiation.
As a result of JNC’s benchmarking service, the client successfully reduced their overall 5-year spend with SAP by £1.8M, achieving 12% savings. This swift and effective support enabled the client to secure a more favorable deal, aligning with their goal of obtaining maximum value with minimal delay.
*Protecting our clients’ confidence is of utmost importance at JNC. While our case studies are based on true projects, we have used fictitious names and removed or changed other identifiable details
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