Salesforce and the SI - partners want pricing clarity as the FDE Partner Network becomes established

Salesforce is pushing Agentforce and broader AI capabilities through its partner ecosystem, with the new FDE Partner Network intended to scale specialized delivery skills and improve time-to-value for customers. For CIOs and technology leaders, the strategic shift is significant: Salesforce is moving from mostly seat-based licensing toward a mix of bundles, consumption, and outcomes-based pricing, which could improve flexibility but also complicate long-term cost predictability and vendor governance. IT organizations will need stronger commercial oversight, tighter alignment between application and data teams, and clearer partner capability assessments to manage implementation risk and ensure AI programs deliver measurable business outcomes.