Salesforce FY23 Q2 Earnings: Lowered Revenue Guidance tied to More Measured Customers

Insights for IT Negotiations

Salesforce reported Q2 FY23 earnings and, once again, beat revenue expected by analysts. Salesforce’s total revenue for the quarter was $7.72B, up 22%, while analysts were expecting $7.69B. Despite this continued growth, Salesforce also lowered full year revenue guidance again. They are now expecting $30.9B-$31B, which would represent 17% growth year-over-year, but previously forecasted $31.7B-$31.8B. Salesforce cited foreign exchange headwind as well as customers becoming more measured in the way that they buy as reasons for the lowered guidance. Customers buying habits include stretching sales cycles, executives scrutinizing purchasing decisions, and deal compression. In this podcast, our Salesforce Practice Leader, Adam Mansfield, discusses what to expect from Salesforce as they navigate customer sales cycles and renewal negotiations leading up to Salesforce’s year-end in January. Based on comments made during the earnings call, not only is Salesforce going to try to pull in as much net-new product adoption and growth as they can from their customer base, but they are also building plans to make up for any deal compression over the customer’s upcoming term. He also shares his thoughts on what customers should do to appropriately prepare for Salesforce’s playbook and approach to ensure they have the right deal in place before pen goes to paper. Host: Adam Mansfield: https://bit.ly/3rPGp8r SalesForce Commercial Advisory Services: https://bit.ly/2V78ADX