Case Study

Determining When An Enterprise License Agreement (ELA) For Salesforce.com Makes Sense

June 30th, 2011
Liz Herbert, VP, Principal Analyst
Liz Herbert VP, Principal Analyst
With contributors:
Christopher Andrews , Rory Stanton

Summary

Salesforce.com introduced the enterprise license agreement (ELA) in late 2009, and many of its customers are now wondering if and when an ELA makes sense. Forrester recently interviewed key salesforce.com executives, partners, and customers to help clients navigate license negotiations where they are considering an ELA. We found that the ELA can simplify contracts and license management, allow firms to focus on driving value, and help firms extend the salesforce.com portfolio into more groups. This report will help sourcing executives responsible for salesforce.com licensing decide whether an ELA makes sense based on business goals and salesforce.com usage patterns.

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