Gartner Research

Know These Five Subscription Purchasing Options to Optimize Costs on Your Salesforce Negotiation

Published: 08 March 2017

ID: G00318423

Analyst(s): Adnan Zijadic , Jo Liversidge


Application leaders and sourcing and vendor management leaders often assume Salesforce has only one purchasing option, but there are at least five. Select the most appropriate purchasing option to optimize overall discounts and key terms, and reduce shelfware.

Table Of Contents
  • Key Challenges



  • Use an Upfront Commitment Option If Subscriptions Will Be Deployed the Year They Are Purchased, or Your Organization Can Afford to Take a Cost Hit in the First Year of Your Contract
  • Use a Staggered or Delayed Commitment If You Have a Multiyear Rollout Planned and Can Commit to a Longer-Term Deal
  • Buy Incremental Subscriptions If Your Organization Is Facing Uncertainty With User Adoption and Budgeting
  • Consider Enterprise License Agreements When Purchasing Quantities Above 5,000 Users
  • Negotiate Usage-Based Pricing If You Have High Leverage and Erratic or Unknown Demand

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.