Make Prudent Decisions When Increasing Your Salesforce Footprint
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.
Module 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.
1.2
Gather your documentation before buying or renewing.
Copy of your Salesforce Master Subscription Agreement
1.3
Confirm or create your Salesforce licensing team.
RASCI Chart
1.4
Meet with stakeholders to discuss the licensing options and budget allocation.
Salesforce Licensing Purchase Reference Guide
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.
Salesforce CRM Solution
2.2
Calculate total cost of ownership.
Salesforce TCO Calculator
2.3
Use the Salesforce Discount Calculator to ensure you are getting the discount you deserve.
Salesforce Discount Calculator
2.4
Meet with stakeholders to discuss the licensing options and budget allocation.
Salesforce Licensing Purchase Reference Guide
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.”
Salesforce T&Cs Evaluation Tool
3.2
Decide on an agreement that nets the maximum benefit.
Salesforce Licensing Purchase Reference Guide
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.
Salesforce Negotiation Strategy
4.2
Control the flow of communication.
Vendor Communication Management Plan
4.3
Assign the right people to manage the environment.
RASCI Chart
4.4
Discuss Salesforce partner options.
Info-Tech’s Core CRM Project Plan
4.5
Discuss implementation strategy.
4.6
Meet with stakeholders to discuss licensing options and budget allocation.
Salesforce Licensing Purchase Reference Guide
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