Sector
Technology
A fast growing software company running Adobe Marketo Engage as the core of its demand generation, with a database that had grown steadily and a renewal arriving on a compressed timeline.
A buyer side renewal engagement that took a Marketo Engage uplift proposal of 22 percent and brought it down to 4 percent before the deal was signed.
Published June 1, 2026
A fast growing software company running Adobe Marketo Engage as the core of its demand generation, with a database that had grown steadily and a renewal arriving on a compressed timeline.
Adobe opened with a 22 percent uplift framed as a routine annual increase, anchored to a database tier the company had grown into and presented as the only path to continuity of service.
We found the price protection language already in the agreement and the true ceiling on any annual increase.
We measured active records against the committed tier and showed how much of the database was dormant or duplicated.
We mapped what a move or a flat renewal would cost so the uplift was no longer the only option on the table.
We slowed the compressed clock so the deadline pressure worked for the buyer instead of the seller.
The company renewed Marketo Engage at a 4 percent increase rather than the 22 percent first proposed, on a database tier matched to genuine active use. The reduction was verified against the original renewal quote and the prior term rate.
We assumed the increase was fixed. They showed us it never was, and they had the numbers to prove it.
We will read your contract for the leverage you already hold, right size the tier, and reset the renewal before the increase locks in.
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