In this workshop, participants will explore effective strategies to navigate and counter Salesforce’s unique pricing tactics to ensure fair value in their contracts. Discussions will cover approaches to addressing Salesforce’s pressure to bundle products and push upsell opportunities, helping procurement professionals maintain control during negotiations. Attendees will also learn how to identify and avoid common negotiation pitfalls to better protect their organization’s interests. The session will focus on building negotiation leverage through meticulous preparation, while practical insights into benchmarking techniques will demonstrate how to challenge Salesforce’s price points with data-driven arguments.