Salesforce Pricing Challenge
Salesforce pricing strategy easily distinguishes them as the most expensive solution on the market. To assist buyers with cost optimization, ClearEdge offers Salesforce cost analysis and deal-making services to help buyers mitigate financial risk and extract more value in their Salesforce purchases and renewals.
Our Experience
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The Truth about Salesforce Pricing
How much does Salesforce cost? Salesforce uses value-based pricing, meaning Salesforce sets prices based on how much value they believe you, the customer, place on the solution (how badly you need/want it). This causes a market dynamic where the price of Salesforce products vary significantly from customer to customer. The greater your need, and the less time you have to shop around, the more Salesforce can charge.
The good news: Salesforce quotes are not set in stone. You can negotiate Salesforce pricing and contract terms to make them lean in your favor. As detailed in our Managing Leverage in a Salesforce Deal webinar, there are nine key elements deal leaders need to gain proficiency in to drive deal success. These nine areas are emphasized in ClearEdge's negotiation framework, the Leverage Management Maturity Model (LM3):
Early Warning System
Risk Assessment & Inspection
Forecast & Modeling
Deal Timeline Development
Supplier Knowledge
Deal Option Development
Information Control
Executive Engagement
Messaging Development
Do we have an organized approach to starting Salesforce deals on time?
Do we understand all Salesforce contract and business risks?
How much Salesforce product do we need, and when do we need it?
Have we documented a calendar of Salesforce deal-making activities?
How might Salesforce pricing strategy and motivations affect my deal?
What Salesforce deal alternatives or "Plan Bs" do we have?
What information will we protect, and what will we share?
Are executives informed, aligned and participating on the deal?
Are we controlling the story with credible and consistent messages?
Mitigate Risk & Reduce Salesforce Cost
When hampered by limited resources and a lack of time to plan, companies can fail to carry out effective buying campaigns against Salesforce. ClearEdge offers clients direct, hands-on leadership throughout their deal cycle to build leverage, achieve organization alignment, and control Salesforce cost in all major IT categories.
Our Salesforce services augment client IT procurement organizations and help professionals create stronger, more productive Salesforce relationships. Transaction Salesforce services have the option to provide direction in deal set-up, team alignment, communication, and strategy, supported by real-time market intelligence and deal analysis.
Salesforce Cost Approach
ClearEdge’s Salesforce services are designed to be light touch and high impact. Instead of disrupting your team, we will augment it, providing the acumen, data, and advice needed to execute your most strategic IT engagements.
Data
Collection
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Consolidate Salesforce license usage data
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Aggregate key Salesforce contracts for review
Risk & Inspection
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Identify key Salesforce pricing and contractual risks in agreements
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Build financial demand models to optimize Salesforce costs
Deal
Options
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Develop Salesforce deal alternatives
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Analyze Salesforce deal options in multi-year financial models
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Align stakeholders on Salesforce deal objectives
Deal Strategy
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Outline Salesforce negotiation strengths and weaknesses
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Create deal plan and strategic messaging
Deal Execution
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Execute Salesforce deal strategy
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Iterate models through rounds of Salesforce negotiation
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