In this episode of Insights for IT Negotiations, host Kylie Chisholm talks with Adam Mansfield, UpperEdge’s Salesforce Practice Advisory Leader, about how customers can successfully prepare for upcoming Salesforce renewals.

Adam discusses why many organizations are frustrated with Salesforce’s current direction, particularly its heavy focus on Agentforce and AI, while overlooking existing customer needs and product value. He explains what this means for enterprise buyers and how they can strengthen their negotiation position.

Listeners will learn how to:

• Approach renewals and upcoming negotiations strategically
• Push back on unwanted AI add-ons
• Align internal teams for consistent messaging
• Get the most out of Dreamforce

If you’re a Salesforce customer heading into renewal season, this episode offers timely, practical advice to help you protect value and improve outcomes.

Resources:

BLOG – Salesforce’s New Agentforce Pricing: What Customers Should Know

VIDEO – Salesforce Q2 FY26 Earnings: Agentforce Hype vs. Reality

About the Show:
Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project execution advisory firm. Join Adam Mansfield, UpperEdge’s Salesforce Practice Leader and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships.

For more innovative IT sourcing and risk mitigation insights, subscribe to the UpperEdge newsletter and follow UpperEdge on LinkedIn and Twitter.