Strategic Licensing + Business-Aligned Architecture = Millions Saved
Aligning Salesforce Investment with Real Business Needs
Engagement type
Product
industry
Our client is a healthcare technology company that delivers data-driven services to payers and providers. They use Salesforce to manage field operations and streamline clinical workflows in a highly regulated environment.
Overview
A mid-sized healthcare organization was rapidly expanding its care delivery network but facing rising Salesforce licensing costs. The leadership team wanted to ensure their platform spend matched real usage, but lacked visibility into how licenses were allocated or whether the system aligned with their operating model.
They partnered with us to perform a deep usage and business alignment analysis.
The result: Over million-dollar savings, simplified licensing, and a system built to scale with their business.
challenges
The company’s Salesforce environment had grown organically over time, with licenses distributed across departments without a clear strategy.
The issues included:
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License waste: Hundreds of users held full CRM licenses, even for light-touch tasks.
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No business alignment: Salesforce was configured around legacy processes instead of the company’s evolving care model.
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Overlapping features: Expensive products like Health Cloud and Service Cloud were both used, despite functional duplication.
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No data-driven license strategy: Renewals were based on vendor recommendations rather than actual usage.
The internal team lacked the time and perspective to assess and course-correct.
Solutions
We launched a strategic engagement focused on aligning technology spend with business value. The work included:
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License audit: We mapped actual login behavior, feature usage, and role needs across all users.
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Stakeholder interviews: We partnered with leaders in care coordination, billing, and compliance to understand how teams truly used the system.
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Fit-for-purpose realignment: We redesigned user profiles, consolidated product usage, and matched licenses to actual roles.
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Renewal negotiation support: We provided evidence-based projections to guide contract renegotiation.
We didn’t just reduce cost — we reshaped the Salesforce footprint to better support clinical and operational workflows.
Impact
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$1M+ in projected license savings
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30% reduction in unused or underused licenses
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Simplified org structure that reflects care delivery workflows
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Future-ready architecture for upcoming AI and automation initiatives