Gartner Research

Gartner's T4 Process Will Cut Your Costs and Risks When Negotiating Salesforce Subscriptions

Published: 31 January 2017

ID: G00320972

Analyst(s): Jo Liversidge , Alexa Bona


Salesforce's market leadership in many CRM markets has left sourcing and vendor management leaders struggling to find effective leverage when negotiating Salesforce deals. Gartner's T4 process exposes proposal complexities, enabling effective analysis and negotiation to optimize pricing and T&Cs.

Table Of Contents
  • Key Challenges



  • Tactics: Create a Competitive Environment of Viable Alternatives to Salesforce CRM Offerings, Ensuring That Switching Alternatives and Costs Have Been Analyzed Prior to Renewal, and Leverage Purchases of Newer Service Lines
  • Templates: Use Gartner's Salesforce-Specific Templates to Ensure the Optimal Salesforce Editions and Deal Types Are Purchased
  • Terms and Conditions: Negotiate Key Contract Terms in Parallel to Pricing
  • Timing: Leverage Salesforce's Fiscal Quarter Ends and Year-End When They Coincide With Your Program's Decision Points

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