Gartner Research

Minimize Salesforce Cost and Risk by Evaluating These 5 Subscription Options During Negotiations

Published: 05 September 2018

ID: G00369183

Analyst(s): Adnan Zijadic, Jo Liversidge


Sourcing, procurement and vendor management (SP&VM) leaders often assume Salesforce has only one subscription option, but there are at least five. Analyzing them all and selecting the best one for your environment will optimize your costs and key terms, and reduce shelfware risk.

Table Of Contents
  • Key Challenges



  • Use an Upfront Activation Option If Subscriptions Will Be Deployed in the Year They Are Purchased
  • Use a Staggered Commitment If You’re Planning a Multiyear Rollout 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 at 3,000 Users or More
  • Negotiate Usage-Based Pricing If You Have High Leverage and Erratic or Unknown Demand

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