04: Salesforce - Building your Salesforce Roadmap

04: Salesforce - Building your Salesforce Roadmap

In this episode we cover:

  • What a Salesforce Roadmap is
  • Why it is so important
  • The step-by-step process for creating your Salesforce roadmap
  • How to use your roadmap to create internal alignment within your organization

The Salesforce Roadmap is the foundation of every successful Salesforce Negotiation. Without this you don't stand a chance when it comes to negotiating with Salesforce. 

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03: Salesforce - Understanding how Salesforce Negotiates

03: Salesforce - Understanding how Salesforce Negotiates

In this episode, we give you insight behind the curtains into how Salesforce Negotiates. Specifically, in this episode you will learn:

  • Why your Salesforce rep is intentionally given limited information about the true rates
  • How Salesforce structures their sales team
  • What the "business desk" is and how you can leverage it to your advantage
  • What "Customer for Life" incentives are and how they can reduce your costs
  • Why Salesforce treats new and existing accounts so differently
  • How Salesforce uses "divide and conquer tactics" to sell more into your account
  • Why the Salesforce fiscal year ends January 31st
  • Why Salesforce shuffles their product tiers every few years

This episode is packed with incredibly valuable information which will help you understand how Salesforce Negotiates and better prepare you for your upcoming negotiation.

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02: Salesforce - Yes, you can negotiate with Salesforce

02: Salesforce - Yes, you can negotiate with Salesforce

In this episode we cover:

  • Why negotiating with Salesforce won't hurt your relationship
  • Why Salesforce expects you to negotiate
  • How negotiating does not mean all negative for Salesforce. A good negotiation is mutually beneficial
  • The margin of reduction on a Salesforce contract could be anywhere from 15-50% with proper Negotiation.
  • We share an example of a Salesforce Negotiation where we reduced the contract from $25M to $12M which was a $13M reduction. That is a 56% cost reduction!
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