The problem
Negotiating with a major software vendor is complex — and you only do it every few years. Editions, volume tiers, terms and clauses all interact; solid preparation creates a level playing field and predictability across the entire contract term.
What I do
I stand at your side — either in the background as a sparring partner or directly as the negotiation lead. I know the logic behind Salesforce pricing from twelve years at Salesforce, and bring it in for you, free of partner ties.
- Contract strategy: which levers to pull and when — and which to keep for the end.
- Cost optimization: combine editions, volume and term so you only pay for what you need.
- Negotiation support or lead: from quiet coaching to the conversation at C-level.
- AI add-ons: frame Agentforce and Flex Credits so that pay-per-use doesn’t become a cost trap.
Approach
I work along a clear, proven 4-phase process: thorough preparation, a deliberate opening, a purposefully managed course of negotiation, and a cleanly secured agreement. Each phase builds on the previous one — so you stay in the stronger position throughout.
Typical result
A contract that reflects your actual needs — with fair terms, clean clauses and no nasty surprises in the next uplift year.