I’ve been discussing the price for user licenses with a fellow reader.
The context is that smaller nonprofit organizations are finding it harder to justify the increasing prices for Salesforce’s Nonprofit Cloud.
This may not be well known, but before an organization signs a commercial, they are in a position of significant leverage. This leverage will not be as great in any other situation.
So it’s important to take advantage of this precious moment.
Here’s some starting language you can use with your Salesforce AE.
“We’ll start with x user licenses. The price for these licenses must be $x and fixed for x years. After year x, we accept a maximum annual price increase of x%.
In addition, if at any time we need to purchase additional licenses, they will be at the same price as the existing licenses.”
The takeaway
Negotiating the price for user licenses should take place before signing a commercial agreement.