Salesforce can be tough as nails when it comes to their contract negotiations. As part of their goal to reach $20 billion in revenue by 2022, Salesforce is unrelenting and tends to dictate terms rather than concede to their customer’s needs. If this sounds bleak, one thing to remember is that Salesforce makes the rules, and thus has the ability to bend them. Knowing what they are willing to bend, and by how much, is critical to your negotiation.
Read Erik’s blog on this for more insight.