Category: Salesforce

Why Salesforce Commerce Cloud Negotiations are Different

9/30/2021

What is Commerce Cloud
The Salesforce Commerce Cloud is one of the fastest growing segments within the Salesforce ecosystem of products and services.

The Commerce Cloud provides an enterprise grade e-commerce solution that which is a direct competitor to e-commerce heavyweights including, but not limited to; Shopify, Magento (Adobe), SAP, Oracle, just to name a few.

How Much Does a Salesforce Implementation Cost?

4/7/2021

The Salesforce implementation phase can make or break a SaaS platform’s adoption rate and effective use for months and years to come.

Resistance to change is to be expected, but companies need their employees to go all-in on understanding the tech, establishing new processes, and eliminating workarounds and legacy behaviors.

Negotiating with Salesforce - Seven things you need to know about how Salesforce looks at a deal

3/23/2021

Salesforce is good at negotiating. So your chances of getting a good deal are enhanced by understanding how they look at a deal and their goals. Your Salesforce Account Executive will lead the team you are negotiating with, in close coordination with his or her manager. This team is your path to getting the best overall deal. And while they are trained to maximize Salesforce revenue, they won’t get paid unless you make a purchase. So if you ask the right questions, and provide information that can help them get to a discount level you are comfortable with, this is the win-win situation all are striving for.

Guide to Salesforce Pricing: How Much should Salesforce Cost in 2021?

3/19/2021

Yes, you can negotiate your contract with Salesforce.

Much like other large IT and SaaS vendors, Salesforce expects you to negotiate. Most customers do not know they can negotiate IT contracts or are hesitant to do so out of fear of compromising the business relationship. Some customers do attempt to negotiate but are largely unsuccessful because they do not know how to navigate the complicated process.

Understanding how Salesforce Negotiates

12/4/2020

The key to properly negotiating with Salesforce is understanding how the organization works. Salesforce has a brilliantly designed sales system that is set up to maximize revenue from every account.

Many of the tactics used in its sales process and organization design are borrowed from other big players such as Microsoft, Oracle, SAP, etc. Our goal with this article is to give you a strong understanding of the Salesforce machine so that you can prepare accordingly.

The truth about Salesforce Enterprise License Agreements (SELA)...is it right for you?

11/3/2020

0 Comments

We’ve found that the average savings potential for a company switching from a Salesforce Enterprise License Agreement (SELA) to a standard Salesforce Subscription Agreement is 41.3%.

Yet many large enterprises still honor their SELA agreements simply “because we’ve always had one.” Subsequently, these companies have a difficult time benchmarking the value they’re extracting from a SELA vs any other contracting method.

0 Comments

How to Create a Salesforce Roadmap

11/2/2020

In previous articles, we shared with you how the Salesforce machine operates. We shared with you how it structures its organization and the tactics it uses to maximize its revenue from your company.

In this article, we are going to dive into your single most important weapon against Salesforce in your negotiation . . . Your Salesforce Roadmap.

7 Most Common Mistakes to Avoid When Negotiating Your Salesforce Agreement

8/18/2020

We commonly get the question: “What are the most common mistakes and/or things to avoid when negotiating a Salesforce Agreement?” So much actually that we thought it made sense to write a short article for all to consume.

Quid Pro Quo: Salesforce & Salesforce Consulting Partners

5/16/2020

We commonly get asked the following questions in varying forms:

Is The Negotiator Guru (TNG) a Salesforce Partner? Are you on the AppExchange?
What are the differences between TNG and a Salesforce Partner?
Why can’t my Salesforce Partner advise me on the best possible rates/products for my Salesforce environment?

5 Tips for Negotiating a Salesforce Extension

3/11/2020

In this article we will discuss how to successfully extend your current Salesforce contract in order to create additional time to successfully prepare and negotiate your renewal agreement. For more detail, read our guide on negotiating with Salesforce.

Key Points to Remember When Negotiating Your Salesforce Master Subscription

3/11/2020

Customer Relationship Management (CRM) has become one of the most expensive IT investments for organizations around the world according to the annual “IT Trends Study” conducted by the Society of Information Management.

4 Key Steps to Successfully Prepare for a Salesforce Negotiation

2/27/2020

Here are a few quick steps to prepare for your Salesforce negotiation:

1. Assemble a best-in-class negotiation team

Including an expert negotiator in your team can help you acquire the most reasonable Salesforce subscription agreement. As discussed in previous articles, Salesforce is an expert at “divide and conquer” sales tactics.

Software Audits from Oracle, SAP, Microsoft, and Salesforce: What You Should Know

2/4/2020

Getting an audit notification from your software provider can be nerve-wracking, but after reading this you’ll realize this is less likely due to something you’ve done wrong and more likely a tactic to throw you off-course.

Featured Articles

We share insights to help companies reduce IT Spend.