Trends Report

Preparing For A Salesforce Negotiation

Plan Ahead To Manage With This Fast-Growing, Strategic SaaS Partner

February 15th, 2017
Liz Herbert, VP, Principal Analyst
Liz Herbert VP, Principal Analyst
Mark Bartrick, Principal Consultant
Mark Bartrick Principal Consultant
With contributors:
Christopher Andrews , Bill Seguin , Andrew Reese

Summary

Salesforce is now a giant in the enterprise software space — with nearly 200,000 customers. The software-as-a-service (SaaS) behemoth now offers a comprehensive suite of solutions for the customer-connected enterprise. As the company's footprint of business process areas grows, many Salesforce deals now exceed $5 million in annual spend. This report highlights key areas of due diligence that application development and delivery (AD&D) pros must address prior to negotiating, discusses pricing models and price drivers, and presents key negotiation strategies. This report is an update to our 2014 report of the same name.

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