Negotiate With It: Learn To Reduce Your It Expenses (microsoft, Salesforce, Oracle, Sap)

This episode focuses on developing a Negotiation Plan to best prepare and align your organization. Specifically, we discuss the following points:We reveal our Negotiation Plan and how it is particularly useful when engaging Salesforce.We provide an overview of each of the seven steps in our Negotiation Plan:InterestsAlternativesOptionsLegitimacy and talking pointsActivities that you will do to end goalRelationship, behavior you are trying to portrayCommunicationWe discuss the secret sauce behind our success; how the proper creation and execution of a “Communication Plan” achieves the greatest relationship potential with Salesforce.

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. 

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.

In this episode of the Negotiating With IT Podcast we kickoff our upcoming series which is all about negotiating 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!