Salesforce Commercial
Advisory Services
Proven Salesforce Negotiation Strategies for Maximizing Value
Hosted by
Adam Mansfield
Maintain Control in Your Salesforce Relationship
Salesforce’s expertly crafted sales system is meticulously designed to extract maximum value from each of their clients. The fact that this cloud giant is the fastest growing enterprise cloud software company to reach an annual run rate of $10B with plans to reach $40B by 2028, is an indicator that their system is working.
The SaaS cloud model is already built to increasingly raise customers’ costs and dependency over time, but Salesforce has taken this to the next level with their incredibly effective sales tactics. This, paired with a perceived lack of leverage, has caused many Salesforce customers to simply give up trying to negotiate with Salesforce, feeling they have very little control over what too often becomes a purely transactional relationship.
We put the power back in your hands and guide you on how to improve your go-forward relationship to maximize the value you receive from Salesforce.
Saleforce Advisory
Practice Leader
Don’t Settle for Salesforce’s Boiler-Plate Terms
Too many organizations are living with Salesforce’s standard contractual and commercial terms because they feel they have limited leverage when negotiating with Salesforce. But these vendor-centric terms are written so your costs increase significantly at each renewal. The chart below displays the cost differences between Customer A who settled for standard renewal terms and Customer B who worked with us to secure renewal price protections.
Salesforce’s sales organization is focused on executing a companywide plan to “land and expand” with their customers. They work to establish buy-in from business leads and often circumvent the IT or procurement departments because they know establishing line of business relationships is the fastest way to expand their footprint.
Once Salesforce has “landed” your business, they tend to spend the majority of their effort trying to motivate you to adopt more products and little time helping you get more value out of the products you’ve already adopted.
Salesforce can be particularly difficult to work with during renewal negotiations. They often ignore simple requests for information and refuse to provide meaningful commitments or concessions.
Whether you are becoming a new Salesforce customer or have an upcoming renewal, we can provide you with a tailored, fact-based approach for achieving highly competitive non-standard discounting and pricing for products being adopted now and in the future.
Salesforce Practice by the Numbers
>15
>$2.5B
Salesforce Contract Value Under Advisement
>36x
“UpperEdge’s strength is in its specific vendor domain expertise. We had a square hole problem and you guys showed up with a square peg with specialization in a relevant space.”
How to Win Your Salesforce
Renewal Negotiation
Restructured contractual relationship to enable future growth, remove uncapped price increases and lock in competitive pricing
Our Tools
> 1,000 Comparative
Product Price Points
Our in-depth and up-to-date pricing database covers all available Salesforce products
Salesforce Playbook
A product edition comparison guide and tutorial that includes up-to-date product insights
Robust Commercial Terms Database
Includes comparative key commercial terms and contractual provisions found within negotiated Salesforce contracts
We Provide Highly Customized Deliverables in
Every Client Engagement
Baseline Assessment
Highly Customized Negotiation Strategy
Executive Meeting Agendas and Talking Points
Proposal Solicitation and Commercial Term Sheets
Counter Proposal
In-depth Contract Reviews
Salesforce Insights from our expert advisors
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