Salesforce Negotiation CIO Playbook. The buyer side framework for the Salesforce renewal cycle.

The Salesforce contract negotiation framework is the load bearing Salesforce conversation across the contracted Salesforce renewal cycle. The Salesforce framework anchors the broader Salesforce software framework across the customer's actual Salesforce deployment estate, with the negotiation framework producing the negotiation framework that anchors the Salesforce framework at the contracted Salesforce renewal cycle.

The publisher's preferred Salesforce framework anchors the broad Salesforce framework across the contracted Salesforce renewal cycle at the upper customer scale, with the cumulative effect that the publisher's preferred trajectory is the broad Salesforce framework across Salesforce Sales Cloud, Salesforce Service Cloud, Salesforce Marketing Cloud, Salesforce Platform, and the broader Salesforce product framework.

The buyer side framework anchors the Salesforce framework against the customer's actual Salesforce utilization framework. The framework typically delivers fifteen to thirty percent savings across the Salesforce framework at the renewal cycles. Read the related Salesforce services practice, the Salesforce knowledge hub, the Salesforce renewal negotiation playbook, and the CIO playbook to negotiating Salesforce contracts.

The Salesforce contract negotiation framework intersects with five principal commercial dimensions across the customer's Salesforce framework:

1. The Salesforce product framework.
2. The Salesforce user framework.
3. The Salesforce edition framework.
4. The Salesforce true up framework.
5. The Salesforce renewal framework.

The Salesforce product framework

The Salesforce product framework is the publisher's preferred Salesforce framework that anchors the Salesforce subscription framework across the customer's actual Salesforce product framework. The framework typically anchors the Salesforce product framework at the publisher's preferred broad Salesforce product trajectory at the upper customer scale.

The Salesforce product framework segments the product framework across four principal Salesforce product populations: the Salesforce Sales Cloud framework, the Salesforce Service Cloud framework, the Salesforce Marketing Cloud framework, and the bespoke Salesforce product framework. The buyer side framework anchors the Salesforce product framework against the customer's actual Salesforce utilization framework rather than the publisher's preferred broad Salesforce product framework.

The Salesforce user framework

The Salesforce user framework is the second principal commercial framework. The publisher segments the Salesforce user framework across the customer's actual Salesforce user framework. The framework typically meters the Salesforce subscription against the customer's actual Salesforce user count at the contracted Salesforce renewal cycle.

The Salesforce user framework typically segments the user framework across four principal Salesforce user populations: the named user framework, the platform user framework, the external user framework, and the bespoke Salesforce user framework. Read the related Salesforce External User Licensing CIO playbook.

The Salesforce edition framework

The Salesforce edition framework is the third principal commercial framework. The publisher segments the Salesforce edition framework across four principal Salesforce edition populations: the Salesforce Enterprise edition framework, the Salesforce Unlimited edition framework, the Salesforce Performance edition framework, and the bespoke Salesforce edition framework.

The buyer side framework anchors the Salesforce edition framework against the customer's actual Salesforce utilization framework rather than the publisher's preferred broad Salesforce Unlimited edition framework, with material commercial saving across the Salesforce framework when the customer's actual Salesforce utilization framework matches the lower Salesforce Enterprise edition framework.

The true up framework

The Salesforce true up framework is the fourth principal commercial framework. The publisher segments the Salesforce framework across the contracted Salesforce true up cycles, with the Salesforce true up framework producing the consumption framework that anchors the Salesforce framework.

The Salesforce true up framework typically segments the true up framework across four principal Salesforce true up populations: the under true up framework, the at true up framework, the over true up framework, and the bespoke Salesforce true up framework. Read the related Salesforce licensing minimums and true ups CIO playbook.

The renewal framework

The Salesforce renewal framework is the fifth principal commercial framework. The publisher anchors the renewal framework against the customer's broader Salesforce framework at the renewal cycle.

The Salesforce renewal framework typically segments the renewal framework across four principal renewal populations: the renewal scope framework, the renewal product framework, the renewal user framework, and the bespoke renewal framework.

The exposure framework

The Salesforce exposure framework is the sixth principal commercial framework. The framework typically segments the exposure population across four principal exposure populations: the user escalation, the product escalation, the edition escalation, and the renewal escalation. Salesforce has applied substantial price increases at the Salesforce framework, with documented cases at the upper customer scale.

The buyer side moves

The buyer side framework for the Salesforce contract negotiation framework has eleven moves:

1. Anchor the Salesforce framework. Position against the customer's actual Salesforce utilization framework.
2. Segment the product framework. Segment the Salesforce product framework across the four principal Salesforce product populations.
3. Run the user framework. Run the Salesforce user framework across the four principal Salesforce user populations.
4. Negotiate the edition framework. Negotiate against the publisher's preferred broad Salesforce Unlimited edition framework.
5. Build a credible competitive posture. Across alternative CRM framework, alternative customer service framework, and alternative marketing automation framework.
6. Run the audit framework. Run the broader Salesforce audit framework against the Salesforce framework.
7. Negotiate true up. Negotiate the Salesforce true up framework against the publisher's preferred broad Salesforce true up framework.
8. Run the utilization framework. Run the Salesforce utilization framework.
9. Lock in price protection terms.
10. Apply continuous optimization. Apply the Salesforce continuous optimization framework.
11. Run vendor management. Run the broader Salesforce vendor management posture across the contracted Salesforce framework. Read the related Salesforce license compliance and audit readiness CIO playbook.

How we engage

• Salesforce scoping. Six week engagement that scopes the Salesforce framework. Salesforce services practice.
• Salesforce contract negotiation. Subscription negotiation engagement. Salesforce contract negotiation service.
• Salesforce continuous optimization. Continuous optimization engagement. Salesforce continuous optimization service.
• Vendor Shield. Always on multi vendor management posture. Vendor Shield.
• Run the calculator. The Salesforce license utilization calculator sizes the Salesforce framework.