When you're negotiating a Salesforce deal that spans Sales Cloud, Marketing Cloud, Tableau, MuleSoft, and third-party integrations like Informatica, the stakes are high and the complexity is real. Salesforce's sales teams are quota-driven, highly coached, and operating on a fiscal calendar that most procurement teams don't fully account for. The result? Deals that favor the vendor.

In this interactive workshop, Keri Tate Peña, Associate Director of IT Procurement at Eli Lilly, shares the playbook she uses to level the playing field — from benchmarking and unbundling ELAs to negotiating contract language that protects you at renewal. You'll leave with tactical tips you can apply immediately and a personalized negotiation planning template to guide your next deal.

Whether you're entering a first-time purchase or heading into a renewal, this session will sharpen your strategy and strengthen your position at the table. 

Key Takeaways

• How to read and counter Salesforce's most common negotiation tactics
• What "good" pricing looks like across Sales Cloud, Marketing Cloud, Tableau, and MuleSoft
• The contract clauses that matter most — and how to fight for them
• A negotiation planning template you'll use beyond this session