Salesforce Renewals Are Getting More Complex - Here’s How to Stay Ahead

Salesforce is pushing hard into AI-driven workflows, both in its core CRM and Slack collaboration tools, and that means entering renewal season now is more important than ever.

Here’s what’s changing, and how leading organisations are safeguarding spend and value.

1. 6% List-Price Increase (August 1, 2025)

Salesforce has announced a 6% increase to list prices for Enterprise and Unlimited editions, effective August 1, 2025.

Even if your renewal isn’t due until 2026, the new higher price band will apply to any deals signed after the August 1 cut-off. That makes timing critical when it comes to renewal negotiations.

What to do now:

• Benchmark your current pricing against new tiers

• Explore early renewal options before August 1st

• Use Salesforce’s fiscal year-end (January 31) to your advantage

2. New AI-Driven Licensing and Flex Credits

Salesforce has retired the older Einstein add-ons and introduced new AI bundles under the “Agentforce” label:

• Agentforce Add-On: $125 per user/month - includes unlimited AI usage, analytics, and templates

• Agentforce 1 Edition: $550 per user/month - includes 1 million Flex Credits, 2.5 million Data Cloud credits, and Slack Enterprise+

They’ve also launched a new Flex Credit model, a consumption-based system where AI usage (typically billed at $0.10 per action) is metered. While this gives flexibility, it also raises the risk of overages and budget creep if not properly monitored or contractually protected.

How to mitigate the risk:

• Negotiate usage caps or roll-over protections into your contract

• Use real seat and activity data to benchmark realistic consumption thresholds

• Push for modular AI access instead of being locked into full bundles

3. Slack Pricing and Integration Shift

Slack is becoming a key part of Salesforce’s AI strategy, both as a collaboration layer and an AI delivery surface.

Here’s what’s changing:

• Slack Business+ pricing is increasing from $12.50 to $15 per user/month, with a new Enterprise+ tier on the horizon featuring improved governance, security, and workflow intelligence

• All Slack plans (even free) will now include native Salesforce CRM integration via “Salesforce Channels”

• AI capabilities like thread summaries, search insights, huddle recaps, and workflow suggestions will be rolled out across all paid plans from July 17, with admin-level controls

These changes position Slack as more than a messaging tool, it’s becoming a real-time interface for Salesforce data, actions, and automation. But they also introduce new cost, governance, and rollout considerations for enterprise teams.

4. Salesforce Is Under Margin Pressure, That’s Your Advantage

Morgan Stanley recently raised its price target for Salesforce to $404, citing strong margins, consistent free cash flow, and the strategic Informatica acquisition.

This reflects what we’re seeing on the ground: Salesforce is under investor pressure to deliver predictable, margin-rich growth, and is shifting more commercial risk onto buyers through pricing changes and bundled offerings.

That pressure creates an opportunity for savvy buyers. Quarter-end and year-end windows (especially Q3 and Q4) offer the best chance to secure deeper discounts.

5. Tactics That Are Working Right Now

We’re helping enterprise clients achieve savings on renewals through a combination of timing and structure. Here’s what’s proving most effective:

• Locking in renewals before the August 1 list-price increase

• Swapping out bundled AI for targeted, high-use add-ons

• Inserting usage protections and credits caps into Flex Credit agreements

• Introducing opt-out clauses for new Slack AI features

• Aligning negotiations with Salesforce’s fiscal calendar, especially end of Q3 and Q4 when pressure peaks

Final Take: Don’t Wait Until You’ve Lost Leverage

Even if your renewal is six to twelve months away, waiting to engage until Salesforce comes to you means walking into a negotiation with less leverage and fewer options.

We’re working with procurement and technology leaders across sectors to help them get ahead of these changes, and lock in terms that protect against overspend, overage risk, and future pricing surprises.

If you’d like to sense-check your renewal strategy or just see how others are structuring theirs, let’s talk. A 10-minute review now could save you months of budget strain later.

Need help with your Salesforce renewal?

Get in touch and book a quick call, we’re happy to walk through what we’re seeing across the market and how it might apply to your business.