Choosing between Lightning Platform Starter and Lightning Platform Plus has significant cost and capability implications. This independent advisory outlines the key differences in custom object limits, Lightning Console access, API allocations, pricing, and use cases — helping ITAM professionals at global enterprises optimise licences and negotiate more favourable Salesforce deals.
Salesforce’s Lightning Platform licences are designed for users who do not require full Sales or Service Cloud features. Both Lightning Platform Starter and Lightning Platform Plus allow access to core objects like Accounts, Contacts, reports, and custom apps, but exclude standard CRM modules such as Leads, Opportunities, and Cases. This makes them ideal for employees or departments that use Salesforce as a custom business application platform rather than a traditional CRM.
Lightning Platform Starter (sometimes referred to simply as a Salesforce Platform licence) is the entry-level platform user licence, designed for basic app users or teams with simpler needs. Lightning Platform Plus is the higher-tier platform licence, intended for more complex use cases and larger applications.
Platform licences cost significantly less than full Salesforce CRM licences ($25–$100/user/month vs. $150–$330+ for Sales/Service Cloud). By assigning Starter or Plus licences to the right users, enterprises can avoid overspending on features they do not need — while still empowering users with the Salesforce platform’s capabilities. A global manufacturer, for example, might assign Platform Starter licences to 1,000 factory floor users logging basic data, while reserving full Sales Cloud licences for the sales team.
| Capability | Lightning Platform Starter | Lightning Platform Plus |
|---|---|---|
| Custom Object Capacity | Up to ~10 custom objects — suitable for simple departmental apps | Up to ~110 custom objects — enables complex data models and enterprise-scale solutions |
| Lightning Console Access | No — cannot use the Lightning Console UI | Yes — can create and use Lightning Console apps for call centre and support workflows |
| Data Storage | Lower per-user storage allocation — sufficient for light usage | Higher per-user storage allocation — supports data-intensive applications |
| API Call Limits | Lower API call allocations — adequate for basic integrations | Higher API call allocations — critical for integration-heavy and data-intensive apps |
| Core Platform Features | Apex, Flow automation, reports, dashboards, AppExchange packages | Same core features plus higher usage entitlements across the board |
| Standard Objects | Accounts, Contacts (no Leads, Opportunities, Cases, Campaigns) | Accounts, Contacts (no Leads, Opportunities, Cases, Campaigns) |
| Support Plan | Standard Success (online resources, community) — Premier/Signature is extra | Standard Success (online resources, community) — Premier/Signature is extra |
| Edition Requirement | Enterprise or Unlimited Edition only | Enterprise or Unlimited Edition only |
| List Price | ~$25 /user/month (billed annually) | ~$100 /user/month (billed annually) |
The ~10 custom object cap on Starter catches many teams off guard. If your Salesforce usage relies on more than 10 custom objects, Starter is not viable — Plus is the only option among platform licences. Similarly, any user group requiring Salesforce’s console interface (call centre agents, support teams) must be on Platform Plus or a full CRM licence. Understand these limits before deployment to avoid mid-project licence upgrades.
| Licence Type | List Price /user/mo | Custom Objects | Console Access | Best For |
|---|---|---|---|---|
| Lightning Platform Starter | ~$25 | ~10 | No | Basic custom apps, departmental solutions, light users |
| Lightning Platform Plus | ~$100 | ~110 | Yes | Complex apps, large data models, console users, enterprise-wide apps |
| Sales Cloud Enterprise | ~$165 | Unlimited | Yes | Full CRM — sales reps managing pipeline, opportunities, forecasts |
| Service Cloud Enterprise | ~$165 | Unlimited | Yes | Full CRM — service agents managing cases, knowledge, SLAs |
A company has 100 users who need custom app access but not full CRM features. Two approaches:
Approach A: All on Platform Plus — 100 × $100/mo = $120,000/year
Approach B: 80 on Starter + 20 on Plus — (80 × $25) + (20 × $100) = $48,000/year
Annual savings: $72,000 by right-sizing 80 users who only need basic custom apps to Starter. Over a 3-year contract, that is $216,000 saved — without reducing any user’s actual functionality.
| Cost Driver | Impact | Optimisation Strategy |
|---|---|---|
| User Volume Discounts | Large enterprises rarely pay list price. Thousands of licences = steeper discounts. Plus will always cost more than Starter, but the absolute gap narrows with volume. | Negotiate aggressively on both tiers. Use total licence volume as leverage — even across mixed Starter/Plus/CRM allocations. |
| Add-On Products | CPQ, Tableau, Marketing Cloud, Einstein AI add to total Salesforce spend regardless of platform licence tier. | Evaluate whether Plus licences reduce the need for some add-ons (e.g., by enabling more in-house custom development vs. purchasing packaged solutions). |
| Edition Requirement | Platform licences require Enterprise or Unlimited Edition — which has its own base cost. | Most global enterprises are already on Enterprise+. If not, factor edition upgrade cost into platform licence ROI calculations. |
| Growth and True-Up | Anticipating future needs prevents expensive mid-term licence additions. Over-buying Plus “just in case” wastes budget. | Start with Starter, upgrade specific users to Plus when justified. Negotiate options to upgrade at a set price during the contract term. |
Get an independent optimisation review. Our advisory identifies shelfware, right-sizes licence allocations, and benchmarks your pricing against market rates.
Salesforce Licence Optimisation →| Scenario | Recommended Licence | Rationale |
|---|---|---|
| HR team building a custom onboarding app (5–6 custom objects, basic workflows) | Platform Starter | Well within the ~10 custom object limit. Basic automation and reporting needs are fully covered. Saves 75% vs Plus per user. |
| Global operations team — comprehensive vendor management system (dozens of custom objects, complex data models, heavy automation) | Platform Plus | Exceeds Starter’s object limit. Benefits from higher API limits and data capacity for mission-critical operations. |
| Call centre agents using console-style interface for rapid case-like interactions | Platform Plus (or full CRM) | Lightning Console access requires Plus or higher. Starter users cannot access the console UI — a hard blocker for call centre workflows. |
| Factory floor workers logging basic production data (2–3 custom objects, minimal interaction) | Platform Starter | Minimal custom object needs. Low data volumes. No console requirement. Maximum cost efficiency at $25/user/month. |
| Integration-heavy app with external system connections (REST/SOAP APIs, high data throughput) | Platform Plus | Higher API call allocations and data storage prevent hitting limits that would throttle integrations. |
| Pilot project with unknown requirements | Start with Starter | Begin on Starter to validate requirements. Monitor if users hit object limits or request console features. Upgrade to Plus only when justified. |
You do not have to choose only one licence type enterprise-wide. Many large Salesforce customers use a blend of Starter, Plus, and full CRM licences. A global manufacturer might assign Plus to its R&D team building complex apps, Starter to 1,000 factory users logging basic data, and full Sales Cloud licences to the sales team. This segmented approach ensures each user gets the access they need at the lowest possible cost. For more on licence mixing strategies, see our guide to Salesforce Enterprise Licence Agreements (SELA).
| Pitfall | Risk | Mitigation |
|---|---|---|
| Overbuying Plus Licences | Purchasing 200 Plus licences “just in case” when only 100 are needed. At $100/user/month, 100 unused Plus licences = $120,000/year wasted. | Match quantities to concrete needs. Start with Starter where possible. Add Plus mid-term or at renewal when demand is proven. |
| Shelfware / Inactive Users | Dozens or hundreds of Platform users who have not logged in for months. Salesforce will not automatically refund unused licences. | Run quarterly usage reports. Deactivate inactive users. Reclaim and reassign licences. Reduce counts at renewal. |
| Defaulting to Full CRM | Giving every user a full Sales/Service Cloud licence out of simplicity — even when many only use custom apps. Massive cost overspend. | Conduct role-by-role assessment. Introduce Platform Starter/Plus for users who never touch Leads, Opportunities, or Cases. |
| No Price Increase Cap | Salesforce standard terms allow 7–10% annual increases at renewal. A good initial discount erodes quickly without protections. | Negotiate “price increase not to exceed 3% per year” or lock prices for the full contract term. Essential for expensive Plus licences. |
| Bundling Unneeded Extras | Salesforce bundles 50 Platform Plus licences into a deal when you have no immediate plan for them. Inflates deal size with unused capacity. | Insist on itemised pricing. Only accept bundled licences you will use. Convert unneeded Plus to Starter if the bundle requires a licence count. |
| Rigid Commitments | Fixed licence counts with no ability to adjust. Business changes, projects get delayed or cancelled, and you are stuck paying. | Negotiate swap rights (Plus ↔ Starter), annual adjustment windows, or the ability to cancel a portion of unused licences at renewal without penalty. |
| Compliance Limit Violations | A Starter user is accessing more than 10 custom objects or using a Console app. Salesforce can audit and flag improper access. | Enforce licence boundaries in permission sets and profiles. Ensure admins do not assign Starter users to apps exceeding their entitlements. |
Salesforce’s standard terms do not allow mid-term licence reductions. You pay for every seat you committed to, even if unused. This makes right-sizing at contract signing critical. Always negotiate downward adjustment rights — for example, the ability to reduce licence counts by up to 20% at each annual anniversary. For detailed negotiation strategies, see our CIO Playbook for Negotiating Salesforce Contracts.
Independent research on Salesforce discount benchmarks, SELA negotiation tactics, shelfware elimination, and contract terms that cost enterprises millions. Written by former vendor insiders.
Browse White Papers →Conduct a role-by-role assessment. Users who only use basic custom objects and standard Accounts/Contacts should be on Starter. Only power users of complex apps should be on Plus.
When purchasing hundreds or thousands of licences, negotiate aggressively off the $25/$100 list prices. Use your total licence volume as leverage across all Salesforce products.
Pilot with Starter licences first. Monitor usage (are users hitting object limits? requesting console features?). Upgrade to Plus only when justified by data.
Run usage reports to identify inactive users or those with minimal activity. Recover licences, downgrade Plus users to Starter where usage does not warrant the premium tier.
Create a clear map: Group A = full CRM, Group B = Platform Plus, Group C = Platform Starter. This segmentation drives precise negotiations and avoids blanket over-purchasing.
Include terms to swap licence types mid-term (Starter ↔ Plus), adjust counts at anniversaries, or drop unused licences at renewal without penalty.
If a major project or acquisition is on the horizon, negotiate Plus licences in advance as part of a deal at better rates. If you foresee reduction, avoid overcommitting.
Ensure IT, finance, and business owners understand the differences. A business unit requesting console features for their team means budgeting for Plus — communicate this proactively.
Beyond Starter, consider read-only licences, Identity licences, or API-only integration user licences for specific scenarios. For external users, Community/Experience Cloud licences are far cheaper than platform licences.
Salesforce licensing evolves constantly. Monitor release notes and Product Terms for changes to what is included in Starter vs Plus. New licence types or promotions may emerge.
List all current Salesforce users/groups and what functionality they actually use. Identify which users require full CRM versus those using custom apps or basic data entry. This baseline determines the best licence for each group.
For each user group, map requirements to the appropriate licence. Mark groups needing 10+ custom objects or console functionality for Plus. Double-check that no critical CRM feature (Leads, Cases) is required by a group slated for a platform licence.
Review your existing Salesforce contract: how many of each licence type are you paying for, and at what cost? Compare to the needs mapping. Identify inactive licences and compile adjustment recommendations (e.g., “downgrade 50 users from Plus to Starter”).
Approach your Salesforce account executive well before renewal with your desired licence mix and usage data. Start negotiations on pricing for the new mix. Be prepared to justify why you need fewer high-tier licences.
For new projects, establish a review step to determine the appropriate licence type before adding users. Set up quarterly internal reviews to catch drift. Ensure there is a process for licence requests that includes cost scrutiny.
Both are Salesforce user licence types focused on custom apps rather than CRM. The key differences are scale and features: Starter is a lower-cost licence (~$25/user/month) that allows basic platform access with Accounts, Contacts, and up to ~10 custom objects. Plus is a higher-tier licence (~$100/user/month) with expanded capacity (up to ~110 custom objects) and added capabilities such as Lightning Console access. Plus supports more complex apps and data needs than Starter. For a full breakdown, see our Salesforce Platform Licensing Guide.
Choose Platform Plus when a team’s solution requires more than 10 custom objects, heavy automation, high API throughput, or the use of Salesforce’s Lightning Console interface. Large-scale or mission-critical applications usually justify Plus. If a user only needs a handful of custom objects and no advanced UI, Platform Starter is fully sufficient and far more cost-effective.
Platform Starter at list is ~$25/user/month; Platform Plus is ~$100/user/month. Both are substantially cheaper than full Sales or Service Cloud licences ($165+/user/month for Enterprise Edition). Even Plus — at 4× the cost of Starter — can represent significant savings if the alternative is a full CRM licence for users who do not need CRM features. Enterprise customers typically negotiate discounts off all list prices, especially on large quantities or multi-year deals.
Yes. You can have a mix of Starter, Plus, and full CRM licences in one Salesforce instance. Many organisations do this to tailor access levels and optimise costs. Both platform licence types are typically labelled under “Salesforce Platform” in setup, so it is essential to track which users are assigned to which tier internally. Ensure permissions are configured so Starter users are not inadvertently given access to features beyond their entitlements.
Key pitfalls include: (1) Buying too many Plus licences upfront — start with Starter where possible and scale up. (2) Ignoring usage audits — remove or reassign unused licences quarterly. (3) Not negotiating price protections — cap annual increases and secure flexibility to adjust counts. (4) Assuming features — Plus does not include Premier support or CRM features like Cases/Leads. (5) Lack of training — ensure admins and users know their licence limitations. For negotiation tactics, see our CIO Playbook for Salesforce Negotiations.
Salesforce’s standard terms do not allow mid-term licence reductions. You pay for every seat committed to for the duration of the contract, even if unused. This makes right-sizing at contract signing critical. Always negotiate downward adjustment rights — for example, the ability to reduce licence counts by up to 20% at each annual anniversary, or swap rights between Starter and Plus licence types.
Our independent advisory helps enterprise ITAM and procurement teams right-size Salesforce licence allocations, negotiate better terms on renewals and SELAs, eliminate shelfware, and defend against aggressive Salesforce sales tactics — without vendor bias. We provide Salesforce licence optimisation, contract negotiation support, and renewal advisory. All engagements are fixed-fee and 100% vendor-independent. See our Salesforce Licence Optimisation Service and Salesforce Contract Negotiation Service.
Our independent advisory helps enterprise ITAM and procurement teams right-size Salesforce licence allocations, negotiate better terms on renewals and SELAs, eliminate shelfware, and defend against aggressive Salesforce sales tactics. 100% vendor-independent.