Quick Answer
High confidence
$25 – $500
per user/month Typical: $165

Salesforce pricing starts at $25 and goes up to $500 per user/month. Most teams pay around $165/user/month for the features they need.

Salesforce pricing is highly negotiable. Most companies that negotiate save 15-30% off list price. For a $49,500/year contract, that's $9,900–$14,850 in savings.

Verified January 2024 • 5 sources
15-30% typical savings

Negotiation Tactics

1
easy 10-20% savings

Negotiate at Quarter/Year End

Sales reps have quotas. End of quarter (March, June, September, December) is when they're most motivated to close deals and offer discounts.

2
easy 15-25% savings

Commit to Multi-Year

A 2-3 year commitment gives you significant leverage. Salesforce prefers predictable revenue and will discount for longer contracts.

3
medium 10-15% savings

Get Competitive Quotes

Get quotes from 2-3 alternatives before negotiating. Real competitive pressure leads to real discounts.

4
easy 8-16% savings

Ask for Free Months

Instead of a discount, ask for 1-2 free months added to your contract. Easier for sales reps to approve and effectively the same savings.

5
medium 20-30% savings

Bundle Add-ons

Buy multiple products together for bundle pricing. Individual add-ons are expensive; bundled packages are often discounted heavily.

6
easy 5-15% savings

Lock in Current Pricing

Ask for price protection language that prevents increases during your contract term. Vendors often raise prices annually.

7
medium 10-20% savings

Negotiate Support Separately

Premium support is a high-margin item. Negotiate it separately from license costs, or ask for it included free for the first year.

8
medium 15-25% savings

Start with a Pilot

Start with fewer users/seats and negotiate pilot pricing. Use successful pilot results as leverage for better pricing when you expand.

Best Times to Negotiate

Mar Q1 End
Jun Q2 End
Sep Q3 End
Dec Year End

Pro tip: The last week of each quarter has the best discounts. Sales teams are most motivated to close deals right before quotas reset.

Common Mistakes

  • ✗ Accepting the first price offered
  • ✗ Negotiating without competitive quotes
  • ✗ Revealing your budget too early
  • ✗ Signing at the beginning of a quarter
  • ✗ Forgetting to negotiate renewal terms upfront

Frequently Asked Questions

01 Is Salesforce pricing negotiable?

Yes, Salesforce pricing is highly negotiable, especially for deals over 10 users or $10,000 annually. Most companies that negotiate save 15-30% off list price.

02 When is the best time to negotiate with Salesforce?

End of quarter (March, June, September, December) and especially end of fiscal year. Sales reps are motivated to hit quotas and more willing to offer discounts to close deals.

03 What discounts can I expect from Salesforce?

Typical discounts range from 10-30% depending on deal size, commitment length, and timing. Multi-year commitments typically get 15-25% off. Larger deployments (50+ users) often get 20-30% off.

04 Should I use a procurement team or negotiate directly?

For deals over $50K annually, consider involving procurement or a buying group. They have experience negotiating software contracts and may get better terms. For smaller deals, negotiating directly works well.

05 What if Salesforce says the price is non-negotiable?

This is often a starting position. Ask to speak with a manager, mention you're evaluating competitors, or wait until quarter-end. If truly non-negotiable, negotiate on other terms like payment terms, support, or contract length.

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