Salesforce Scoop
What’s New with Salesforce?
Salesforce moves AI pricing back to seat based models
Salesforce is shifting away from usage and per conversation pricing for AI agents and returning to seat based licensing, responding to customer demand for more predictable costs.
CEO Marc Benioff confirmed that the Agentic Enterprise License Agreement introduced in October is quickly becoming the preferred model. AI agents are licensed per user, with reusable credits bundled in, making it easier for customers to forecast spend and model ROI.
The change reflects a broader reality. Most customers are still cautious about AI investment and want financial clarity before scaling adoption. Analysts note that while pricing is seat based, it is not unlimited. Licenses typically include usage caps, credits, or fair use limits, allowing vendors to control backend AI costs.
Importantly, this shift suggests AI is being used to augment teams rather than replace them. Despite fears of AI driven job cuts, analysts have not seen meaningful seat reductions tied to AI adoption.
Agentforce shows momentum as investors stay cautious
Salesforce shares have struggled in 2025, but Agentforce is beginning to gain traction. The product reached roughly $540 million in annual recurring revenue last quarter, with customers adopting it for customer service and internal operations. Salesforce also raised full year guidance, citing AI momentum.
Even so, investors remain cautious. AI products are helping stabilize Salesforce’s outlook, but the market is still waiting for clearer proof that they can drive sustained growth and protect pricing power.
What this means for customers
Seat based AI pricing lowers the barrier to adoption and makes experimentation less risky. Customers should still plan for governance and usage monitoring, as limits remain under the hood.
AI agents are moving from experimentation into standard Salesforce deployments. The real challenge now is redesigning processes and data so the value shows up in business outcomes, not just licensing costs.
Wondering whether your Salesforce org is truly ready for AI?
Tools like Agentforce depend heavily on clean data, well designed automation, clear security models, and consistent processes. Without that foundation, AI often amplifies existing issues instead of delivering meaningful gains.
We offer a Salesforce Performance Analysis that takes a holistic look at your org, including data quality, automation, object model design, permissions, and overall operational readiness. The goal is to identify where AI can realistically add value today and what needs to be addressed first to avoid wasted spend and disappointing outcomes.
If you’d like to explore whether your Salesforce environment is set up to support AI effectively, you’re welcome to reach out at Sam@cloudadoption.solutions.
There’s a lot of Salesforce news, and it’s hard to keep up! As always, Cloud Adoption Solutions aims to bring the best and most important Salesforce news to you so you don’t have to do all of the work. Keep following along with us and make sure to subscribe to our blog posts for more! – Sam
User Adoption Research: Details from my PhD Research
Salesforce User Adoption is Driven by Change Management
In my research, I evaluated change management practices and how they could impact CRM user adoption. Enjoy this excerpt from my dissertation:
Lewin’s Theory of Change (1947) is predicated on three primary steps, Unfreeze —> Change —> Refreeze. In this approach, change can be managed by treating the organization as a shape in solid ice that can be reduced to water and then reshaped. This theory has been understood to be a classical and seminal work that is the basis for many contemporary theories (Schein, 1996; Dent and Goldberg, 1999). For example, Kotter’s Process for Change (1996) took the basic three-step approach identified by Lewin (1947) and added “a set of prescriptive steps to work through the mechanism of understanding the resistance to change” (Grant, 2016, p. 38) which provides for and applies additional steps to Lewin’s seminal theory.
Kotter’s eight-step process mirrors the Lewin Theory of Change (1947) but is more flexible and allows for a less linear approach, which benefits an organization that is undertaking more than one change management process at a time, even if they are in varying stages of change (Eshleman, 2015, p. 41). Additionally, Lewin’s Theory of Change (1947) has been evaluated against job-related knowledge transfer, quality improvement initiatives, and process change implementation in organizations (Callahan, 2015, p. 8). Unfreezing, the first step in Lewin’s change model (1947), has been pointed to as the step that defines modern quality improvement philosophy and practice (Burnes, 2007, p. 227).
If you’re looking to drive Salesforce user adoption, consider how change management and its control and communication fit into your plan!
WANT EVEN MORE INFO on this critical CRM user adoption research? I have a journey built that you can follow if you click here. Or, shoot me a message to have us help you develop your adoption strategy. – Shannon
Tips on YouTube
Salesforce: CAS Come and See Videos
“Sales Ops Design Shop” has Officially Launched!
We are thrilled to announce the release of “Sales Ops Design Shop,” the ultimate guide to building a high-performing Sales Operations team, co-authored by our very own Shannon J. Gregg, PhD and an incredible team of experts. Shannon and her co-authors shared invaluable insights and strategies from the book during the exclusive pre-launch webinar. If you missed it, don’t worry! The recording is now available so that you too, can gain insider knowledge right at your fingertips! Get your copy of “Sales Ops Design Shop” today and start transforming your Sales Ops approach!
Let us know if you have any requests for our next CAS Come & See Video!
To watch this video click here!
INTERESTED IN SEEING MORE?
Cloud Adoption Solutions puts out great Come-And-See videos on YouTube, so subscribe to our channel to stay in the know! Watch as the team shows new trends, shows instructional videos, and keeps you up to date on all things Salesforce. Subscribe to never miss a thing: we show you something new every week. – Sofee
Advice from an Expert
Send your Qs to info@cloudadoption.solutions
Q: “How often should I look at my Salesforce integrations?”
A: That’s a fantastic and extremely relevant question! Knowing when to tackle your Salesforce integrations can feel daunting, but thankfully, your business often gives you clear signals it’s time for a check-up.
The most common and immediate sign is that gut feeling that things just aren’t flowing smoothly anymore. If your teams are constantly complaining about slow data—maybe they can’t see the full customer history in a flash, or they’re having to manually double-check crucial numbers—that’s operational pain telling you something is broken. If you’re spending more time patching up fragile, outdated connections than you are innovating, it means your current integration setup is becoming a costly liability and is actively slowing down your ability to serve customers.
Beyond the daily grind, it’s also smart to look at the bigger picture. Are you launching an exciting new product, or maybe your company just completed a big merger? These major business changes inherently require a fresh, robust way for all your systems to talk to each other flawlessly.
Also, let’s face it: AI is changing everything. If you want to take advantage of game-changing new tools like Salesforce’s Data Cloud or generative AI capabilities, your integrations need to be modernized to provide the clean, governed data those systems demand. Essentially, if your current integration strategy doesn’t feel ready for the next three years of innovation, security, and growth, it’s definitely time to invest in a strategic reassessment.
GOT MORE QUESTIONS?
Send them to us at info@cloudadoption.solutions! Who knows; you may end up as our featured questions of the month! – Andrew
Content Corner
- STREAMING: Looking for a festive, slightly chaotic holiday comedy? Don’t miss the classic film “Christmas With the Kranks!” Starring Tim Allen and Jamie Lee Curtis, this movie follows Luther and Nora Krank, who decide to skip Christmas and take a cruise—much to the dismay of their neighbors. When their daughter unexpectedly decides to come home for the holidays, the Kranks must pull off an impossible, last-minute Christmas celebration in under 24 hours. Stream this hilarious, heartwarming movie now on Amazon Prime!
- APPS WE LOVE: Looking for a unique way to spark team engagement and add some personality to your workday? Soundboardforce is a fantastic app from Salesforce Labs available on the AppExchange. This native tool is specifically designed to liven up collaboration by letting users send instant, fun sound effects to each other right within the Salesforce interface. It’s a simple, free way to boost morale and reinforce team communication.
- TRAILS WE LOVE: Level up your automation skills with the essential “Automate Business Processes with Salesforce Flow” trail! This is the definitive guide to mastering Flow Builder, the powerful tool now central to all automation on the platform. Perfect for Admins and Developers, this trail provides step-by-step guidance on creating powerful logic, from Screen Flows for users to complex Record-Triggered Flows. Stop using outdated tools and embrace the future of efficient, low-code automation!
WANT TO BE A GUEST COLUMNIST?
We’d love to feature your hot take on Salesforce on our blog, YouTube channel, or both! Email us and let us know your idea! – Shannon
Special Events
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- 12/16/2025, Chicago, IL: Agentforce World Tour Chicago
- 2/2-5/2026, Orlando, FL: SCOPE
- 3/2-3/2026, Amsterdam: SCRS Europe
HAVE AN EVENT TO LIST?
We’d love to share! Email us and let us know the details!
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Contact us with your Salesforce challenges at info@cloudadoption.solutions – we love to help! Cloud Adoption Solutions is a 100% woman-owned registered Salesforce partner, specializing in implementation, integration, and optimization for Technology, Healthcare/ Life Sciences, and Financial Services/ Professional Services organizations in the small and mid-commercial sectors.
