Summit Session

Salesforce Deal-Makers Toolkit

Originally Aired: February 10, 2021 Now Your Desk!

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Salesforce is one of the most aggressive vendors when it comes to renewal negotiations. If at any point you over-purchase with the popular CRM vendor, it will be very difficult to right-size your environment and optimize your spend later. This session discussed what you need to know about Salesforce’s tactics and selling strategies to help you prepare for the risks that lie ahead in your next purchase or renewal.

Key Highlights:

  • How Salesforce gathers customer information, inflates demand, and motivates sales reps
  • Understanding Salesforce pricing, contracts, and loopholes
  • Best practices to build accurate forecasts, leverage sales rep incentives and control negotiations

Speakers

Dan Beyh

Senior Analyst

Dan joined ClearEdge in early 2019 to specialize in Software-as-a-Service (SaaS) cases, with a focus on ServiceNow and Salesforce. Prior to ClearEdge, Dan served as an analyst and later as the Manager of Investment Operations at Northwestern Mutual, where he inspected, traded and re-balanced client accounts according to their risk tolerance and investment objectives. Dan graduated from Bucknell University with a B.S. in Mathematics and Economics.

Matt Gowing

Analyst, II

Matt arrived at ClearEdge in 2019 and developed an expertise on software deal engagements, with a focus on Microsoft, Salesforce, and Tableau. He previously worked in Wealth Management at Merrill Lynch and Skyeburst Wealth Management. He graduated with honors from Bentley University with a degree in Finance.

Mark McKenna

Managing Director

Mark recently joined ClearEdge from Salesforce.com, where he served as a global account executive. Prior to that, Mark was a VP and General Manager at Siemens, in charge of Professional Services and Managed Services. During a 20-year tenure at Atos & Siemens IT Solutions, Mark managed the SAP and application management teams for North America during Siemens IT Solutions acquisition by Atos in 2011. To ClearEdge, Mark brings expertise in international contracts, cloud technology, mergers and acquisition transitions, and strategic business planning and development. He has a proven track record of success working with Fortune 500 companies with responsibility for managing people and generating annual revenues of $125M. Mark earned his degree in electrical engineering technology at Morris College and studied international business at HEC in Paris.