Case studies

Negotiations run against benchmark data.

Key points

$12M Saved on Oracle Renewal, Case Study
How a Fortune 500 retailer saved $12M on its Oracle Database and E-Business Suite renewal using pricing benchmarks.
$8M Saved, SaaS Portfolio Case Study
How a healthcare system benchmarked its SaaS portfolio across 47 vendors and identified $8M in savings.
AI Platform Selection Case Study
How a major insurance company benchmarked AI platform pricing across OpenAI, Anthropic, Google, and AWS and signed 31% below the proposals.
AWS Cloud Benchmark Case Study
How a technology company avoided $9M in over-committed AWS spend and restructured its EDP using commitment benchmarks.
Cybersecurity Consolidation Case Study
How a telecommunications company consolidated 6 cybersecurity vendors into 2, saving $14.2M while improving its security coverage.
Microsoft EA: 35% Below Market
How a global bank reached Microsoft EA pricing 35% below the market median, saving $18M over three years.
PE Due Diligence: Portfolio Software Spend
How a PE fund benchmarked software spend across 12 portfolio companies and identified $22M in savings.
SAP S/4HANA Migration Benchmark
How a manufacturing group benchmarked SAP S/4HANA migration costs and saved $9.4M against the initial proposals.

Where this sits in a co-sell pursuit

A negotiation run against benchmark data. Read it as the customer-side account of the commercial close a pursuit has to survive.

AI and ML. Case studies is the least anchored line in most estates: newest contracts, shortest terms, weakest switching costs. That makes it the easiest spend to redirect into cloud-native services, which is why it opens pursuits that an ERP conversation cannot.

Microsoft Azure
Microsoft pricing on this page becomes MACC headroom in an Azure pursuit: the commitment the customer already signed is the budget a co-sold workload draws against, and the co-sell record that claims it lives in Partner Center.
Azure co-sell Partner Center co-sell
AWS
On AWS the same money shows up as EDP or PPA position. The pursuit is shared through ACE in Partner Central, and Marketplace private offers are the procurement route that lets committed spend absorb the deal.
AWS co-sell AWS ACE

Commercial vehicles named on this page

AWS EDP.: An AWS committed-spend agreement. Marketplace procurement is how a third-party purchase lands against it instead of against a new budget line. AWS Marketplace procurement
Committed use.: Google Cloud commitment mechanics. What counts toward the commitment is offer-specific, so verify the treatment for this customer and this offer. Committed use discounts
ELA / ETLA.: An enterprise agreement with its own renewal clock. The clock is the trigger: a pursuit timed to it meets a budget that is already open. Renewal timing in the pipeline lane

Parallel commercial streams Walk the decision tree Build the seller-ready brief