Maximizing Value at Salesforce’s End-of-Fiscal Quarter: Expert Tips from Navirum
The end of Salesforce’s fiscal quarter is not only a prime time for new customers but also an excellent opportunity for existing clients to renew or expand their licenses. With the holiday season approaching, you could secure significant savings, better terms, and added value. Whether you’re looking to renew, upgrade, or expand your current Salesforce solution, now is the time to maximize your investment.
As the year wraps up, Salesforce Account Executives (AEs) are highly motivated and work hard to align clients with the best opportunities. Unlike many of us, your Salesforce AE won’t be enjoying a relaxed holiday! They are incentivized to close deals before the fiscal year-end, making it a strategic time to negotiate favorable terms. This motivation, combined with your unique business needs, creates an ideal opportunity to lock in great discounts and terms that can maximize your Salesforce investment.
1. Understand Salesforce Licensing and Align with Your Roadmap
Salesforce offers various licensing options tailored to your specific business needs. It’s essential to assess your immediate requirements and future growth potential. By aligning your licensing with your long-term business strategy, you ensure you’re investing in the right tools without overcommitting to features you may not need yet.
2. Coordinate Licensing with Implementation Services
Purchasing Salesforce licenses is just one part of the equation—implementation is key to unlocking the full value of your investment. Timing your implementation to align with license activation ensures you can start seeing ROI right away and avoid paying for unused licenses.
3. Start Negotiations Early
Don’t wait until the end of the fiscal quarter to start negotiating. By initiating discussions early, you allow yourself the time to explore the best terms and make sure you’re getting maximum value for your investment. Early negotiations also provide a buffer to secure more favourable terms as you approach year-end deadlines.
4. Leverage Key Discount Drivers
Salesforce pricing is influenced by several factors. To get the best deal, consider:
- Contract Length: Multi-year contracts typically offer better discounts.
- License Volume: Bundling more licenses or expanding usage can lead to larger savings.
- Total Investment: Larger investments usually result in deeper discounts, especially when negotiations are timed well.
5. Timing and Payment Flexibility
The end of the fiscal year (January 31) is often the best time to lock in significant discounts, but it’s also important to negotiate payment terms. With inflation impacting budgets, ask about more flexible payment frequencies or extended payment deadlines. This can help you manage cash flow while securing a favourable deal.
6. Work With Your AE and the Wider Salesforce Account Team
An experienced Salesforce Account Executive (AE) can create substantial value for your business by leveraging their knowledge of Salesforce’s pricing structure. They can guide you to the right licensing options and benefits. AEs are highly motivated, work hard to align clients with the best opportunities, and are incentivized to close deals before fiscal year-end. However, since AEs may change roles frequently, it’s wise to involve their manager and the wider account team to ensure you get the best terms.
7. Look for Added Value
Salesforce often offers added value that can significantly enhance your deal, such as:
- Free Licenses: Additional seats at no extra cost.
- Ramping Licenses: Gradually increasing licenses to match your business growth, reducing upfront costs.
- Discounted Add-Ons: Like additional support services or extra features.
8. Leverage AI to Enhance Your Salesforce Investment
AI is becoming increasingly important in Salesforce’s offerings. As you evaluate your deal, ask about AI-powered features that can drive efficiencies, streamline workflows, and improve customer experiences. Implementing AI today can future-proof your Salesforce investment, keeping you ahead of industry trends.
9. Partner with Navirum to Align with Your Salesforce Implementation and Program
Salesforce licensing negotiations can be complex, and it’s not always clear if the terms you’re being offered are the best possible. That’s where Navirum can help. Our team, made up of former Salesforce professionals, specializes in ensuring that your Salesforce implementation aligns with your business strategy and licensing agreement. We’ll guide you through the process, acting as a sounding board to help assess whether the terms are fair, ultimately ensuring you get the best value from your Salesforce investment.
Ready to navigate Salesforce licensing and negotiations with confidence? Contact Navirum today to ensure you’re getting the best deal while aligning your Salesforce investment with your business roadmap and implementation needs.
