The Great Pricing Shell Game: How Salesforce, ServiceNow (and others) are Perfecting the Art of Customer Lock-In
Steven Zolman
Jul. 31,2025 | Negotiation Salesforce ServiceNowBottom Line Up Front: The shift from seat-based to consumption pricing at enterprise software giants isn't about "aligning value with usage", it's a calculated move to extract more revenue while making costs less predictable and harder to control. Don't let the marketing mysticism fool you. The Marketing Fairy Tale vs. Reality Let me translate the vendor spin for you. When Salesforce announces "When we look at pricing, it will be on a consumption basis... about $2 per conversation" for their Agentforce AI, they're not being altruistic. They're not "aligning cost with value delivered." They're solving a revenue problem. Here's the ...
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