Job ID: GA-18339 (90090726)
Salesforce Contract Negotiation/Advisory Services Consultant (15+) with licensing, benchmarking, pricing, contract negotiation, SLA, Roadmap, best practices and govt healthcare experience
Location: Atlanta GA (DCH)
Duration: 12 months
In support of MEST goals, DCH needs a consultant to provide Salesforce advisory and negotiation services. The scope will include agreement benchmarking to comparable buyers, license review and recommendations on current alignment and future needs, best practices to achieve optimum pricing, and representing DCH in contract negotiations.
• Experience with Salesforce negotiations and advisory services at a large-scale enterprise level
• Proven experience and track record (case studies and references) leading negotiations between Salesforce and their clients resulting in documented cost savings.
• Experience supporting state government agencies
• Proven experience and track record providing recommendations on “right sizing” products
and pricing and forward forecasting of needs encompassing the following factors/areas:
o DCH Salesforce Supported Program Vision, Strategies, and Priorities
o Industry Best Practices
o Price Benchmarking Based on Industry Type and Need
o Salesforce Utilization, Usage, and Organizational Alignment
o Service Level Agreements
• Experience with forward forecasting and “truing-up” of needs to include budgetary factors
related to license management
• Experience Developing Roadmaps Based on Organizational Vision, Utilization, Cost, Best
Practices, and Current and Future Needs
Scope of Work
Workstream 1: Initiation and Planning
Establish the foundation for the project and ensure alignment with organizational goals for Salesforce Negotiation and Advisory Services
Initiate Project
1. Environment Acclimation & Onboarding
2. DCH Compliance Training
3. Project setup
4. Kick Off Meeting
5. Executive Sponsor Engagement
6. Define High Level Project Goals and Objectives
Plan Project
1. Define Project Processes and
Requirements
2. Define Success Criteria
3. Inventory Stakeholder
Communities
4. Define Discovery Interview and/or
Workshop Scope and Roles
5. Schedule and Assign Interviews and/or Workshops as Needed
Deliverables
1. Project Goals and Objectives
2. Resource Plan and
Interview/Workgroup Assignments
3. Interview/Workgroup Schedule
Workstream 2: Salesforce Negotiations Discovery and Recommendations
Gather feedback and propose Salesforce negotiation and advisory recommendations in alignment with organizational strategy and goals.
1. Conduct discovery interviews with Process Owners and Key Stakeholders on MES and enterprise current and future state vision, goals, and budgeting
2. Inventory and evaluate current Salesforce relationship state, utilization, usage, purchasing strategies, and gaps, in support of recommendations and roadmap development geared to optimization and cost savings
3. Review current Salesforce contractual agreements
4. Develop recommendations on “right-size” pricing based on current and future state vision, needs, priorities, organizational structure, gaps, etc.
5. Provide benchmarking services against comparative industries and state agencies regarding, but not limited to pricing, services, support, etc.
6. Develop recommendations
on license “true-up” based on findings and budgetary factors as well as forward forecasting of needs and cost
7. Develop recommendations on Salesforce Utilization, Usage, and Organizational (Re)Alignment
8. Define a cost saving negotiation strategy tailored to DCH
Deliverables
1. Documented Salesforce posture and alignment with organizational vision, goals, budgets, requirements, licensing, utilizations, and current agreements, and requirements
2. Documented recommendations and best practices geared to optimization and cost savings in support of DCH
3. Benchmarking analysis of comparable agencies and industries
4. Documented recommendations on Salesforce utilization and agency alignment covering current and future state
Workstream 3: Enterprise Roadmap and Negotiation Representation
Propose enterprise Salesforce roadmap and provide negotiation representation
1. Partner with State of Georgia personnel to develop an enterprise roadmap to optimize Salesforce usage aligned with current and future needs and incorporate current recommendations
2. Collaborate with State of Georgia in negotiating new contracts and extensions with Salesforce Customer Portal and the MuleSoft Integration Platform
Deliverables
1. Propose multi-phased roadmap for optimized Salesforce utilization
2. Propose a strategy for quantifiable contractual savings from vendor representation and support in negotiations with Salesforce
Key Deliverables
Deliverable Type Format
Executive Presentation(s) PowerPoint & PDF
Risk Log Jira List
Meeting Minutes Word Document – Attached in Confluence
Actions Log Jira List
Issues Log Jira List
Decisions Log Jira List
Planning Documents Word Document
User Stories & Test Conditions Jira List
Defect Log Jira List
Requirements Matrix JAMA
Project Plan / Task Lists Smartsheet