Gartner Research

Salesforce Lightning Sales Cloud and Service Cloud Unilaterally Replaced Older Editions; Negotiate Now to Avoid Price Increases and Shelfware

Published: 31 May 2016

ID: G00304323

Analyst(s): Jo Liversidge , Adnan Zijadic

Summary

The launch of Salesforce Lightning editions has led to higher prices and changes to the features included in each product. Technology procurement leaders should take quick action to lock down existing functionality and pricing, whether as new or existing customers.

Table Of Contents
  • Impacts

Analysis

Impacts and Recommendations

  • May 2016 price increases mean technology procurement leaders will pay up to 20% more when buying Lightning Sales Cloud and Lightning Service Cloud for the first time or when upgrading editions
  • Failure to incorporate key features such as sandboxes and support in initial negotiations with Salesforce will mean technology procurement leaders will pay list price after contract signature
  • Technology procurement leaders who do not include wording to ensure the retention of pre-existing Sales Cloud and Service Cloud edition features risk losing key functionality on renewal

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