Situation:
This Oil and Gas Services Company hired G2 to lead a competitive SD-WAN initiative to explore the SD-WAN market after completing their initial transformation with their incumbent provider. The client goals consisted of achieving leading edge SD-WAN pricing, increasing flexibility related to move, add, change, or disconnect (MACD) of their existing connectivity and to decrease contractual complexities. G2 was tasked with meeting these needs while ensuring potential service providers could meet the technical needs of the client, provide a compelling financial business case and, in the event of a migration, provide expertise and resources to support project implementation. Timely execution of this initiative was critical as the incumbent provider’s contracts were quickly approaching expiration.
Negotiation:
G2 built out highly detailed and customized network inventory profiles consisting of managed service solutions, primary, secondary, and tertiary internet connectivity, and site-specific CPE. After strategic planning sessions with the client, G2 launched a competitive RFP with incumbent and non-incumbent providers. G2 was able leverage our expertise and industry knowledge to guide the client through the evaluation process by delivering targeted analytics focusing on key client metrics identified during our strategic sessions. G2 was able to work closely with the client to dissect and evaluate solution design, implementation, financial, and contractual offer components of bidder responses. Given the expedited nature of the project, G2 worked closely with our carrier escalation contacts to ensure offers were clear, comprehensive, and timely, providing our client the opportunity to select the best option without sacrificing quality for speed.
Result:
After an extensive evaluation process detailing network solution design discussion, project management deliverables and key carrier escalations, the client was able to decrease their existing spend by over 48%, delivering several million in savings. Additionally, the client achieved their goal of increased flexibility to add/remove connectivity through negotiation of market leading early termination relief and delivery of coterminous circuit term contracts. G2 was also able to secure significant one-time credits to offset transition costs and ETF exposure allowing the client to migrate from their incumbent provider sooner than originally modeled. This allowed the client to realize savings faster while minimizing risks. Operationally, the client achieved their objective to move away from the incumbent while reducing costs, increasing flexibility, reducing contractual complexity, and improving their network design.