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Proven Negotiation Strategies for Today’s Salesforce
If you are a Salesforce customer and you are feeling frustrated, you’re not alone. Many Salesforce customers struggle with aggressive sales tactics, significant renewal price hikes, and underutilization of Salesforce’s products with limited flexibility.
The growing pressure on Salesforce to increase customer spend and drive Agentforce adoption means customers need to be even more prepared for their negotiations, whether in-term or at renewal — especially given the problematic consumption-based and outcome-based pricing models that come with Agentforce.
Proven Negotiation Strategies for Today’s Salesforce
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Salesforce Advisory
Practice Leader
Adam is a recognized authority in enterprise IT negotiations, leading UpperEdge’s Microsoft, Salesforce, and ServiceNow practices. With over 18 years of experience advising Fortune 500 executives on high-stakes software, cloud, and outsourcing agreements. He has helped organizations achieve significant savings and build stronger, more strategic vendor relationships. Widely regarded as a thought leader in subscription and enterprise agreement negotiations, Adam is passionate about equipping executives with the foresight and leverage to make confident, high-impact decisions.
IT Sourcing & Negotiation Practice Director
Erik advises executives on Microsoft negotiations, leveraging proven tactics and deep licensing expertise to deliver measurable savings and stronger agreements. With extensive experience leading large-scale sourcing initiatives and a deep understanding of Microsoft’s evolving licensing models and go-to-market strategies, he equips clients with the market intelligence and strategies needed to achieve best-in-class outcomes.
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