Dreamforce 2025: Salesforce’s AI Push, AELA Explained, and What It Means for Your Renewals

Insights for IT Negotiations

In this episode of Insights for IT Negotiations, host Kylie Chisholm is joined by Adam Mansfield, UpperEdge’s Salesforce Practice Leader, to unpack everything from Dreamforce 2025. They dive into how Salesforce’s Agentic Enterprise Licensing Agreement (AELA) is reshaping enterprise licensing, the emphasis on AI and “Agentforce,” and what all this means for you as a Salesforce customer approaching renewal.

Listeners will learn how to:

• Strategically prepare for upcoming renewals and negotiations
• Push back on unwanted AI add-ons and licensing changes
• Align internal stakeholder messaging and evaluate new value propositions
• Understand the real implications of Dreamforce-announced products and pricing

If you’re a Salesforce customer heading into renewal season, this episode offers timely, tactical advice to help you protect value and improve outcomes.

Resources:

VIDEO - Salesforce’s New Agentic Enterprise Licensing Agreement (AELA) – What Customers Need to Know

BLOG - Salesforce Increasing Pricing and Adding Agentforce Options: What Customers Need to Know Now

About the Show:
Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, and project-execution advisory firm. Join John Belden, UpperEdge’s Chief Research & Strategy Officer, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share high-impact insights to help you maximize the value of your key IT relationships.