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.