Takeaways From Recent Industry Checks & A Few Cosmetic Adjustments To Model; PT

Research evidence excerpt

Takeaways From Recent Industry Checks & A Few Cosmetic Adjustments To Model; PT

July 13, 2026

4. Pricing and Packaging Are Improving, But

Monetization Still Depends on Successful Usage

Partners are reacting positively to pricing simplification. That should reduce one source of friction

that had slowed POCs and created confusion around how AI consumption would translate into

budget. The bigger issue is still economic proof: Salesforce needs buyers to see enough

measurable value to keep consuming, and customers need predictable spend in a category

where usage can scale quickly.

“They’ve simplified the pricing a lot, the AELAs are a very smart addition to the

pricing strategy”

“Pricing is still a challenge in terms of predictability. Trying to create more flexibility

that protects customers from bills spiraling out of control, but captures some of the

consumption upside”

5. Data Readiness and Security Are Still the Gating

Factors - and the Strategic Advantage

Data quality is the recurring blocker across the checks. Agentforce can create better workflows

only if the customer’s data, permissions, process logic, and integrations are ready. The positive

read-through is that the same barrier that slows adoption also reinforces Salesforce’s positioning

as the trusted workflow, context, and guardrails layer for agentic AI. Data 360, Informatica, and

Snowflake-related integrations are a key part of the adoption path. Customers can try to send

data directly to LLMs, but the checks suggest that rebuilding workflow logic and control outside

the platform often looks less attractive once teams confront the complexity.

“Data 360 and the push they’ve been making on that since the start was so smart,

they saw where things were going and that Data is the center of gravity and now