Answer 7 questions to identify unused, underutilised, and redundant Salesforce licences draining your budget.
20-30%
Typical Shelfware
7
Questions
3 min
To Complete
Question 1 of 7Salesforce Cost Advisory
Question 1 of 7
📊
Do you know how many licences have not been used in the last 90 days?
Industry data shows 20-30% of Salesforce licences go unused in any 90-day period.
Yes — under 10% inactive
Roughly 10-20% estimated inactive
Unsure — no regular monitoring
No visibility into usage
Question 2 of 7
📦
Do you pay for add-ons you are not fully utilising?
Common shelfware: Marketing Cloud, CPQ, Shield, Data Cloud.
All add-ons actively used
1-2 add-ons partially used
Several with unclear utilisation
Major products not fully deployed
Question 3 of 7
👥
Were licences purchased for projects or teams that have since changed?
Org changes, completions, and restructures leave orphaned licences.
All aligned to current needs
Some historical purchases may be orphaned
Multiple rounds without cleanup
Definitely — M&A, completed projects
Question 4 of 7
🔒
Do you pay for Salesforce Shield?
Shield costs $25-60/user/month. Many orgs enable it but barely use it.
No Shield
Shield actively used for compliance
Shield partially configured
Shield purchased — minimal usage
Question 5 of 7
💻
Do you have sandbox licences not actively used?
Full sandboxes carry significant cost. Many orgs have more than needed.
All sandboxes actively used
Most used, 1-2 potentially idle
Several — usage unclear
Many — never audited
Question 6 of 7
💰
What is your annual Salesforce spend?
Higher spend = higher shelfware dollar value.
Under $500K/year
$500K-$2M/year
$2M-$5M/year
$5M+/year
10% shelfware = $500K+/year
Question 7 of 7
🔄
Does your contract allow mid-term licence reductions?
Most contracts do not permit mid-term reductions.
Yes — reduction rights negotiated
Partial — some products reducible
No — committed for full term
Unknown
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