On-Demand Video

Salesforce Supplier Briefing

May 5, 2020 Now Your Desk!

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Each year Salesforce pushes the limits of their financial forecasts, consistently proving impressive growth to Wall Street analysts. This presentation dives into current Salesforce financial performance, pricing models, and sales tactics the supplier uses to consistently boost revenue, along with strategies you can employ to ensure that you protect yourself financially and contractually in your Salesforce engagements.

Key Highlights:

  • Updated financial and current event overview of Salesforce
  • Potential changes to licensing structures based on major acquisitions (Tableau & Mulesoft)
  • Deep dive into Salesforce’s ULA and SELA licensing structures
  • Best practices on contract risk inspection, building forecasts, and creating deal alternatives to combat Salesforce's sales tactics


Dan Beyh

Analyst II

Dan joined ClearEdge in March of 2019, specializing in “Software-as-a-Service” (SaaS) cases, with specific focuses on ServiceNow and Salesforce. Prior to ClearEdge, Dan served as the Head of Investment Servicing at Northwestern Mutual, where he traded and re-balanced client accounts according to their risk tolerance and investment objectives. Dan graduated from Bucknell University, where he studied Mathematics and Economics.

Rachel Annello


Rachel joined ClearEdge in 2016 to focus on software suppliers, including Salesforce, IBM, Red Hat, Tableau and ServiceNow. She is a subject matter expert on CRM solutions, and provides insight into pricing practices and contracts in these complex software solution sales. Prior to ClearEdge, Rachel worked as a pension analyst at Mercer, where she performed pension benefit calculations, and analyzed and tested system configurations against client customized requirements. Rachel graduated from Bentley University with a B.S. in Mathematics, and minored in Psychology and Business Studies.