Key points
- Run the what ifs in the meeting: adoption runs slow, voice agent added, 36 months, 30% discount.
- If your realistic forecast fills the medium tier and you would have signed the growth tier to be safe, the difference on a $500,000 commit is six figures of credits you no longer pay for and never burn.
- Adoption runs slow, adoption runs hot, add a voice agent, stretch the term to 36 months, land a 30 percent discount: each reprices the recommendation live, so the meeting question of what if legal delays the rollout a quarter is answered in the room, from your model, not theirs.
- Slow or hot adoption, a voice agent, 36 months, a 30 percent discount: each repriced live, with the questions and the email drafted.
Three sizes, priced against your forecast
The model turns your answers into a consumption forecast and then prices three commitments against it: minimum, medium, and growth, each shown next to what your POC or production usage actually burns today. The comparison is the decision: you can see which commitment your realistic forecast fills, which one only fills if the optimistic scenario lands, and what the gap costs in either direction, overcommit or overage.
If agents are already running, upload a Digital Wallet export and the forecast anchors on measured burn instead of stated intentions. If they are not live yet, the planned use cases carry the forecast, clearly labeled as plan rather than measurement. And every granular control still exists for the buyer who wants to hand tune, under Fine tune the model, where it no longer blocks the first pass.
app.isvcosell.com/tooling/agentforce
The commitment model: three sizes against your own forecast, anchored on measured burn when you upload the Digital Wallet export.
THE SAME JOB, TWICE
TODAY, BY HAND
Salesforce presents a Flex Credit commitment sized to a growth forecast Salesforce wrote.
You build a counter spreadsheet from credit rate tables and guesses about use cases that do not exist yet.
Two internal meetings argue about the growth percentage. Nobody trusts the number.
You sign the growth tier to be safe, and the unburned credits expire quietly.
Weeks of back and forth, then an oversized commit
WITH ISVCOSELL
Answer eight plain language questions. Press Build my commitment model.
Upload the Digital Wallet export: the forecast anchors on measured burn, not intentions.
Three commitment sizes price against your forecast, next to what your POC actually consumes.
Run the what ifs in the meeting: adoption runs slow, voice agent added, 36 months, 30% discount.
About 20 minutes to a defensible number
What changes: the forecast argument ends, because the forecast is built from your answers and your wallet data in 20 minutes. If your realistic forecast fills the medium tier and you would have signed the growth tier to be safe, the difference on a $500,000 commit is six figures of credits you no longer pay for and never burn.
"The vendor's forecast is a sales document. The commitment should be priced against a forecast that is yours."
PART TWO
The what ifs are the negotiation
The result ends the way the platform's tools now end: with the scenarios that decide the deal as one tap tiles. Adoption runs slow, adoption runs hot, add a voice agent, stretch the term to 36 months, land a 30 percent discount: each reprices the recommendation live, so the meeting question of what if legal delays the rollout a quarter is answered in the room, from your model, not theirs.
Beside the tiles, the tool drafts five questions to put to Salesforce, generated from your numbers, and a follow up email for the account team or your CFO. The moves that carry the number to the table are laid out so the analysis becomes a negotiation instead of a bookmark.
THE FLOW
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From interview to commitment position
1 Answer eight questions. Stage, scale, use cases, go live pace, growth, ambition, term, risk. Plain language, no parameter grid.
2 Build the model. One press turns the answers into a forecast and prices minimum, medium, and growth commitments against it.
3 Anchor on burn. Upload a Digital Wallet export and measured consumption replaces stated intention as the forecast's base.
4 Work the what ifs. Slow or hot adoption, a voice agent, 36 months, a 30 percent discount: each repriced live, with the questions and the email drafted.
THE HONEST LIMIT
A model of a new workload is still a model
Agentforce consumption is young, and any forecast of a workload this new carries real uncertainty, including this one. The tool is explicit about what anchors it: measured Digital Wallet burn when you have it, planned use cases when you do not, and the risk question exists precisely so the recommendation leans conservative when you tell it to.
The commitment sizes are decision support, not a quote, and the discount what if is a scenario, not a promise that Salesforce concedes it. What the tool guarantees is narrower and more useful: whatever number you take to the table will be one you can defend line by line, because you watched it get built.
About the author
Fredrik Filipsson, Cofounder, ISVCOSELL
Fredrik has spent more than twenty years in enterprise software, with time at Oracle, IBM, SAP, and Salesforce before moving to the buy side. He structured and priced the kind of large agreements most buyers only see once or twice in a career, which taught him where the leverage sits and how far a vendor will actually move. He started ISVCOSELL to hand that knowledge to every sourcing team.
More posts by Fredrik Connect on LinkedIn →
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