Inside PHMG's Salesforce Renewal: A Conversation with CFO Matthew Toynton

Two Pillars That Redefine Procurement Value

According to PHMG''s CFO, the traditional procurement market focuses almost exclusively on making what you think you need a little bit cheaper. SaaSed differentiates itself by focusing on two distinct pillars:

• Eliminating Shelfware: Ensuring you only buy the kit you actually need, stripping away redundant add-ons and unused licences.
• Aligning Incentives: Structuring the engagement so the advisor is rewarded depending on the outcome, and not as standard day rates.

The Lesson for CFOs: Engage Early

The market perception that an enterprise negotiation begins three or six months before a contract expires is fundamentally flawed. In PHMG''s case, contact was established long before the renewal date, sparked by the realisation that their initial contracting hadn''t gone well.

SaaSed began analysing data nearly two years before the final renewal was concluded. Engaging this early gave 1) PHMG the time to answer strategic questions, and 2) the advisor the deep operational context required to execute the negotiation phase, while the team was reassured that the trusted advisor would represent them as agreed.

The Outcomes for PHMG

This disciplined, data-driven strategy delivered clear, unhyped results:

• A 19% total cost reduction while growing 18% in sales capacity
• The removal of legacy add-ons and unused licences
• An expanded Sales & Service Cloud capacity on fair terms
• A lower baseline that materially reduced the long-term cost of the foundation

> Our clients are smart enough to handle Salesforce themselves. The reason they hire us is that they know we get the best possible deal and trust we''ll sort it without them having to stress about it.

🎥 Watch the Podcast

You can watch the full conversation between Matthew Toynton and Anders Gustafsson here.