Find the licence money you’re already burning.
Three leaks empty most Salesforce budgets: seats nobody logs into, seats on a heavier tier than their usage, and accounts that belong to people who left. Put honest numbers on each one, then take the report to your renewal.
The five numbers that matter
Estimates are fine — the login audit in your report shows how to replace them with evidence.
Re-tiering recovers the tier premium (~35% of seat cost), not the whole seat, and recovery is assumed at a conservative 70% of identified waste.
Leaking badly
A quarter or more of your licence spend is doing nothing. At this level the review is not optional — it is the cheapest project you will run this year.
How you compare
Each leak against the typical mid-market org. Anywhere your bar passes the dashed mark, you’re leaving more than the going rate on the table.
Your three moves
Pull the login-history audit
Ninety days of login history against the licence register. This is the table every later conversation rests on, and most orgs have never run it.
Typical scope: 1–2 weeksMap feature use against licence tier
Find the full-licence users who touch three objects and a dashboard. Platform licences and Lightning Platform Starter exist for exactly these people.
Typical scope: 2–3 weeksWalk into renewal with the audit in hand
Salesforce negotiates differently when you arrive with usage evidence. Time the review to land a quarter before your renewal date, not after it.
Typical scope: timed to renewalGet your licence optimisation report
- Your full waste breakdown by category
- The conservative recovery number for your renewal
- The three moves, scoped and sequenced
- The audit checklist your admin team can run this week
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Questions people ask
Where do the waste benchmarks come from?
Licence reviews across 250+ programmes in APAC, mid-market through enterprise. Audits routinely find 20–40% of seats inactive, duplicated, or on a heavier licence tier than their actual usage requires. Your inputs replace the benchmarks the moment you move a slider.
Why is the recoverable number lower than the waste number?
Not every wasted dollar comes back. Some inactive seats are seasonal, some over-tiered users have an edge case, and contracts limit mid-term reductions. The tool assumes a conservative 70% recovery at the next renewal.
Will Salesforce actually let me reduce seats?
Mid-term, rarely. At renewal, yes — if you arrive with evidence. That is why the third move is timed to your renewal date rather than "as soon as possible".
What does a formal licence review involve?
Login and feature-usage audit, licence-tier mapping, contract review, and a negotiation pack for your renewal. It usually self-funds inside the first day of findings.