"[We're] talking about 3x, 4x the ability to multiply the monetization on customers because, by the way, they're getting 3 or 4x or 10x more value from our products,"
"The disconnect between the inflated promises of AI vendors and the value created for enterprises will force a market correction. As demand slips, utilization will lag, cost per useful inference will remain high, and providers will chase fill rate with discounts and oversized commitments,"
"very high margin opportunity."
Salesforce is raising prices for AI agent platforms and introducing new AI charging models, projecting customers will receive three to ten times more value from investment. The company seeks a sharp increase in monetization from new AI contracts while offering flexible purchasing options. Forrester questioned those assumptions, forecasting that 25 percent of planned AI spending will be deferred until 2027 and predicting slower production deployments, lower utilization, and a high cost per useful inference. Forrester also warned that vendor lock-in could reduce discounting and push high-margin AI products. Pricing approaches under consideration include consumption-based, conversation-based models and the Agentic Enterprise License Agreement (AELA) with seat-based elements.
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