Global Beverages Organisation

Introduction

The client was a global beverages company operating across multiple regions with several independent Salesforce organisations (ORGs). Managed by different business units and regional teams, the organisation relied on Salesforce to support sales, customer engagement and service delivery but lacked a consolidated view of licensing, subscriptions and usage ahead of a major contract renewal.

bedigital was engaged to assess the Salesforce estate, identify optimisation opportunities and provide the insight needed to support renewal negotiations.

Their Challenges

The client faced several challenges:

• Multiple Salesforce ORGs operating independently across different regions.
• Contracts and licensing spread across numerous commercial agreements.
• Limited visibility of subscription usage and entitlement.
• Unclear ownership of licensing decisions.
• Difficulty forecasting future demand before renewal.
• Concerns that new AI services and subscription models could increase unnecessary costs.
• A risk of renewing subscriptions based on historic purchasing rather than actual business need.

Their Objectives

The client’s objectives were to:

• Gain a complete view of Salesforce licensing and subscriptions.
• Understand actual usage before renewal.
• Identify opportunities to reduce unnecessary spend.
• Improve governance and ownership.
• Strengthen supplier negotiations using accurate commercial and usage data.

bedigital’s Solution

Working alongside commercial, technology and platform teams, bedigital:

• Consolidated contracts, sales orders and entitlement data into a single commercial view.
• Assessed purchased subscriptions against actual usage, feature adoption and token-based services, including SMS consumption.
• Interviewed business stakeholders to understand future platform requirements.
• Produced an executive recommendations dashboard highlighting optimisation opportunities, commercial risks and renewal priorities.
• Developed a comprehensive renewals workbook to support supplier negotiations.
• Delivered knowledge transfer workshops to improve ongoing subscription management and governance.

Outcomes

The engagement provided leadership with the first consolidated view of its global Salesforce investment and enabled evidence-based renewal negotiations.

Key outcomes included:

• Approximately $2 million in underutilised subscriptions identified.
• A similar value of overspend uncovered, including unexpected SMS token consumption.
• Opportunities to redirect unnecessary subscription spend into higher-value areas.
• Improved visibility across regional contracts and Salesforce organisations.
• Stronger governance over subscription ownership and entitlement management.
• A structured renewals workbook to support future contract management.
• Increased capability within the internal Salesforce administration team to proactively manage licence consumption.

Conclusion

The engagement gave the client a clear understanding of its global Salesforce investment ahead of renewal. bedigital identified approximately $2 million in optimisation opportunities, strengthened supplier negotiations and established governance to support ongoing subscription management.