Case study · CRM platform ยท Renewal
Reset a multi year CRM renewal after a 14 percent uplift.
−38% below the opening ask. Anonymized, verified against the signed deal.
The situation
A Fortune 500 insurer received a CRM renewal that opened at a 14 percent uplift on a seven figure, multi year contract. The vendor framed the increase as standard, the notice window was closing, and the account team was pushing for a fast signature.
What we did
- Benchmarked every seat tier against what comparable buyers pay, so the counter was grounded in data rather than opinion.
- Mapped actual usage and removed shelfware seats from the renewal scope before price was ever discussed.
- Timed the counter offer to the vendor fiscal quarter, when the account team needed the deal more than the buyer did.
The outcome
The signed deal came in 38 percent below the opening ask, with the future uplift capped at CPI so the saving holds across the term rather than evaporating at the next renewal.
Every case study on this site is anonymized to protect the client and the deal, and every figure is verified against the signed contract, not the forecast. Read more about how an engagement runs or see the matching service: Salesforce Negotiation.
Facing a similar renewal? Get a quote — on Gainshare there is no retainer and no fee unless we deliver verified savings.