Negotiating with Salesforce is challenging as they have a proven track record of upselling customers and are known to use tactics such as quietly weakening or even removing price protections you had in place. There are common things that enterprises must push through to ensure they effectively prepare for their cloud subscription renewals. In order to negotiate and achieve the right deal with Salesforce, you first need to understand what matters most to Salesforce and how to properly use that as leverage.
In this video, Salesforce Practice Leader, Adam Mansfield, discusses what to expect from Salesforce during your renewal discussions and negotiations and how to build the right strategy to ensure you get the deal that truly benefits your company come renewal time.