Make Prudent Decisions When Increasing Your Salesforce Footprint
Salesforce’s previous purchasing transparency has diminished, making it critical to understand licensing methods, and foreshadows compliance audits.
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A reactive and careless approach to licensing Salesforce products leads to:
- Overspending on Salesforce licensing due to the complex license model, obscure contract T&Cs, and ease of falling into non-compliance with Salesforce licensing rules and policies.
- Customers often do not know what can be negotiated when licensing Salesforce.
- Customers often do not negotiate deeper discounts as volumes increase or neglect to negotiate price holds, and hence do not take advantage of the discount that their organization deserves.
A proactive and prudent approach to Salesforce licensing will help you:
- Understand and simplify product licensing options to help optimize spend.
- Ensure the appropriate contract type is selected.
- Navigate the purchase process to negotiate from a position of strength.
- Understand the future of the cloud in your Salesforce licensing roadmap.
- Manage licenses more effectively to avoid non-compliance as Salesforce audits, while less common, do occur.
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Onsite Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn’t enough, we offer low-cost onsite delivery of our Project Workshops. We take you through every phase of your project and ensure that you have a road map in place to complete your project successfully.
Book NowModule 1: Establish Software Requirements
The Purpose
- Assess current state and align goals; review business feedback.
- Interview key stakeholders to define business objectives and drivers.
Key Benefits Achieved
- Have a baseline for whether Salesforce is the right solution.
- Understand Salesforce as a solution.
- Examine all CRM options.
| Activities: | Outputs: | |
|---|---|---|
| 1.1 | Perform requirements gathering to review Salesforce as a potential solution. |
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| 1.2 | Gather your documentation before buying or renewing. |
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| 1.3 | Confirm or create your Salesforce licensing team. |
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| 1.4 | Meet with stakeholders to discuss the licensing options and budget allocation. |
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Module 2: Evaluate Licensing Options
The Purpose
- Review product editions and licensing options.
- Review add-ons and licensing rules.
Key Benefits Achieved
- Understand how licensing works.
- Discuss licensing rules and their application to your current environment.
- Determine the product and license mix that is best for your requirements.
| Activities: | Outputs: | |
|---|---|---|
| 2.1 | Determine the editions, licenses, and add-ons for your Salesforce CRM solution. |
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| 2.2 | Calculate total cost of ownership. |
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| 2.3 | Use the Salesforce Discount Calculator to ensure you are getting the discount you deserve. |
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| 2.4 | Meet with stakeholders to discuss the licensing options and budget allocation. |
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Module 3: Evaluate Agreement Options
The Purpose
- Review terms and conditions of Salesforce contracts.
- Review vendors.
Key Benefits Achieved
- Determine if MSA or term agreement is best.
- Learn what specific terms to negotiate.
| Activities: | Outputs: | |
|---|---|---|
| 3.1 | Perform a T&Cs review and identify key “deal breakers.” |
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| 3.2 | Decide on an agreement that nets the maximum benefit. |
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Module 4: Purchase and Manage Licenses
The Purpose
- Finalize the contract.
- Discuss negotiation points.
- Discuss license management and future roadmap.
- Discuss Salesforce partner and implementation strategy.
Key Benefits Achieved
- Discuss negotiation strategies.
- Learn about licensing management best practices.
- Review Salesforce partner options.
- Create an implementation plan.
| Activities: | Outputs: | |
|---|---|---|
| 4.1 | Know the what, when, and who to negotiate. |
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| 4.2 | Control the flow of communication. |
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| 4.3 | Assign the right people to manage the environment. |
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| 4.4 | Discuss Salesforce partner options. |
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| 4.5 | Discuss implementation strategy. |
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| 4.6 | Meet with stakeholders to discuss licensing options and budget allocation. |
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