Gartner Research


Published: 30 November 2022



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  • Salesforceの顧客は、契約更新の準備期間が短すぎて効果的な準備ができず、交渉のレバレッジ (交渉上の相対的優位性)を生み出す機会を逃している場合が多い。

  • 基本的に、価格条件を再交渉して改善するには、追加の需要が必要となる。将来の需要計画を立てていない顧客は、将来的なニーズやSalesforceの戦略を徹底的に把握している顧客に比べて交渉が難しくなる。

  • 契約更新時にコア製品 (Platform、Sales、Service、Marketing) のボリュームを減らす顧客は、想定外の「価格変更」により単価が値上げされる。


Salesforceとの契約行使を担当するソーシング/調達/ベンダー管理 (SPVM) のリーダーは、以下を実践する。

  • 契約期限の12カ月以上前から更新準備を開始して、現状のライセンスや使用状況を漏れなく評価し、将来的な要件を調査する。さらに、Salesforceに移行すべき/Salesforceを解約すべき製品やサービスを調査することが重要である。

  • 現在のライセンス状況と将来の需要計画を照合し、Salesforceの導入規模のアップグレード/縮小の機会を見極める。ただし、競合する代替製品も吟味し、価格変更による影響を最小限に抑える。

  • 準備段階で収集した情報を基に効果的な交渉戦略を確立し、レバレッジを最大化して交渉を優位に進める。並行してマルチクラウド、MuleSoft、Slack、またはTableauの契約を結ぶ場合は、価格の値引きを求める。

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Ryuichi Tsuchiya

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