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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.

  • Too often, organizations fail to achieve economy of scale. They neglect to negotiate price holds, do not negotiate deeper discounts as volume increases, or do not realize there are already existing contracts within the organization.
  • Understand what to negotiate. Organizations do not know what can and cannot be negotiated, which means value gets left on the table.
  • Integrations with other applications must be addressed from the outset. Many users buy the platform only to realize later on that the functionality they wanted does not exist and may be an extra expense with customization.

Our Advice

Critical Insight

  • Buying power dissipates when you sign the contract. Get the right product for the right number of users for the right term and get it right the first time.
  • Getting the best price does not assure a great total cost of ownership or ROI. There are many components as part of the purchasing process that if unaccounted for can lead to dramatic and unbudgeted spend.
  • Avoid buyer’s remorse through due diligence before signing the deal. If you need to customize the software or extend it with a third-party add-in, identify your costs and timelines upfront. Plan for successful adoption.

Impact and Result

  • Centralize purchasing instead of enabling small deals to maximize discount levels by creating a process to derive a cost-effective methodology when subscribing to Sales Cloud, Service Cloud, and Force.com.
  • Educate your organization on Salesforce’s licensing methods and contract types, enabling informed purchasing decisions. Critical components of every agreement that need to be negotiated are a renewal escalation cap, term protection, and license metrics to document what comes with each. Re-bundling protection is also critical in case a product is no longer desired.
  • Proactively addressing integrations and business requirements will enable project success and enable the regular upgrades the come with a multi-tenant cloud services SaaS solution.

Make Prudent Decisions When Increasing Your Salesforce Footprint Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you need to understand and document your Salesforce licensing strategy, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

1. Establish software requirements

Begin your journey by understanding whether Salesforce is the right CRM. Also proactively approach Salesforce licensing by understanding which information to gather and assessing the current state and gaps.

2. Evaluate licensing options

Review current products and licensing models to determine which licensing models will most appropriately fit the organization's environment.

3. Evaluate agreement options

Review Salesforce’s contract types and assess which best fits the organization’s licensing needs.

4. Purchase and manage licenses

Conduct negotiations, purchase licensing, finalize a licensing management strategy, and enhance your CRM with a Salesforce partner.

Make Prudent Decisions When Increasing Your Salesforce Footprint preview picture

About Info-Tech

Info-Tech Research Group is the world’s fastest-growing information technology research and advisory company, proudly serving over 30,000 IT professionals.

We produce unbiased and highly relevant research to help CIOs and IT leaders make strategic, timely, and well-informed decisions. We partner closely with IT teams to provide everything they need, from actionable tools to analyst guidance, ensuring they deliver measurable results for their organizations.

What Is a Blueprint?

A blueprint is designed to be a roadmap, containing a methodology and the tools and templates you need to solve your IT problems.

Each blueprint can be accompanied by a Guided Implementation that provides you access to our world-class analysts to help you get through the project.

Need Extra Help?
Speak With An Analyst

Get the help you need in this 4-phase advisory process. You'll receive 6 touchpoints with our researchers, all included in your membership.

Guided Implementation 1: Establish software requirements
  • Call 1: Engage in a scoping call.
  • Call 2: Assess the current state and understand Salesforce.

Guided Implementation 2: Evaluate licensing options
  • Call 1: Review product editions and licensing options.

Guided Implementation 3: Evaluate agreement options
  • Call 1: Review terms and conditions and overall contract strategy.

Guided Implementation 4: Purchase and manage licenses
  • Call 1: Finalize the contract and discuss license management.
  • Call 2: Determine Salesforce partner and how to implement Salesforce.

Authors

Scott Bickley

Aadil Nanji

Melody Peng

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