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Training Academy · Salesforce

Salesforce Licensing Mastery.

The complete Salesforce commercial position, taught from the buyer's side of the table: the edition ladder and the licence types beneath it, Sales Cloud and Service Cloud, Experience Cloud and the platform licences, Data Cloud credits and Agentforce conversations, MuleSoft, Tableau, Slack and Marketing Cloud, the order form and the SELA, and the negotiation itself. Thirty sessions, each with analyst grade slides, on screen knowledge checks with worked answers, clips from a senior licensing analyst, homework, and further reading.

9 sessions live30 sessions × ~20 minutes6 modules3 knowledge checks per sessionFree, no form
Start here. Session 1 is the map: why the simplest metric in enterprise software is one of the hardest estates to control, and the four places the money actually moves.
Watch session 1

The curriculum

Module 1 is the prerequisite; modules 2 to 5 can be taken in any order; module 6 assumes all of it. Sessions publish in order.

Module 1 · Foundations of Salesforce commercials
01
The Salesforce landscape
Four layers, four places the money moves, and the consumption meters nobody was appointed to watch.
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02
The Salesforce contract stack
The master agreement, the order form, the terms you never signed, and why the uplift cap beats the discount.
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03
The edition ladder
How the ladder is designed, the org wide arithmetic, and the four routes to price before agreeing a tier.
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04
Licence types
Full CRM, Platform, Identity and Experience Cloud, the Platform boundary, and the four pile review.
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05
Building the entitlement baseline
Order forms against the org, the three numbers per line, and the one page that holds your position.
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Module 2 · Sales Cloud, Service Cloud and the user estate
06
Sales Cloud
Three products in one line, the quiet upsell boundaries, and why the licence should follow the work.
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07
Service Cloud
The two cloud test, the channel add-ons, the seasonal peak, and deflection as a licence lever.
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08
Platform licences
Who belongs on Platform, the object count that sizes it, the three misuses, and a safe migration.
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09
Experience Cloud
Member based against login based, guest access, and the ninety day check after launch.
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10
Limits as commercial levers
API calls, storage, sandboxes, and what an overage actually costs.
In production
Module 3 · The AI and data layer
11
Data Cloud
the credit model, what consumes credits, and why the bill moves without a purchase.
In production
12
Data Cloud in practice
ingestion, segmentation and activation, and how to forecast consumption before you commit.
In production
13
Agentforce
conversation based pricing, Flex Credits, and sizing an agent programme honestly.
In production
14
Einstein across the clouds
what is included in your edition and what is a separate line.
In production
15
Governing AI and data spend
the controls, the owners and the monthly page that prevents a surprise.
In production
Module 4 · The wider portfolio
16
MuleSoft
Anypoint Platform, the capacity model, and how integration spend scales with the estate.
In production
17
Tableau
Creator, Explorer and Viewer, the embedded analytics question, and where it overlaps CRM Analytics.
In production
18
Slack
the tiers, Slack Connect, and whether the bundle is a saving or a commitment.
In production
19
Marketing Cloud and Account Engagement
contact based metrics, sends, and the growth you do not control.
In production
20
Revenue Cloud, Commerce Cloud and the rest of the estate
the metrics to recognise on sight.
In production
Module 5 · The agreement, the SELA and support
21
The order form in detail
term, ramp, co-termination, auto renewal and the uplift clause.
In production
22
The SELA
what a Salesforce Enterprise License Agreement actually is, when it fits, and the traps inside it.
In production
23
Support
Standard, Premier and Signature, what the percentage buys, and whether you need it.
In production
24
Shelfware, true ups and the no downgrade reality
why Salesforce counts go up and rarely come down.
In production
25
Licensing events
acquisitions, divestitures, org consolidation and org splits.
In production
Module 6 · Negotiation and the capstone
26
The Salesforce fiscal calendar
the January year end, the quarter ends, and how timing sets the price.
In production
27
Benchmarking and the term sheet
what a good outcome looks like before anybody quotes a discount.
In production
28
The renewal
preparation nine months out, the leverage you actually hold, and the terms worth more than the discount.
In production
29
Running the Salesforce relationship
account teams, roadmap pressure, partners and implementers, and the annual calendar.
In production
30
Capstone
one Salesforce estate, end to end.
In production
Learning the playbook and want it applied to your numbers? We work on contingency: 25% of what we save you. Nothing saved, nothing paid.
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