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Salesforce’s Agentic AI Platform Strategy: Redefining Ecosystem Roles, Partner Models, and Marketplace Dynamics

Publisher IDC
Published Nov 11, 2025
Length 5 Pages
SKU # IDC20575911

Description

The Dreamforce 2025 event showcased Salesforce’s bold pivot toward agentic AI and a platform-centric ecosystem strategy. This IDC Market Note outlines the implications for partners, marketplaces, and GTM models, offering guidance for ecosystem participants navigating the shift toward consumption, automation, and outcomes-based engagement.

Table of Contents

5 Pages

Executive Snapshot

In This Market Note

IDC’s Point of View

Agentforce as a Platform: From Product to Ecosystem Operating System

Partnering in the Age of Agentic AI: Reinventing Roles and Incentives

Consumption Models and Flex Credits: Pricing Innovation and Partner Impact

Marketplace Evolution: AppExchange, AgentExchange, and Workflow Surfacing

ISVs and OEMs: The New Center of Gravity in Salesforce’s Ecosystem

Managed Services and BPOs: Long-Term Value Creation in Agentic Deployments

The Frozen Middle: Cracking Organizational Resistance to AI Adoption

Salesforce’s Partner Program Revamp: Aligning with Consumption and Outcomes

Agentic Maturity and GTM Enablement: Helping Partners Win the CIO’s Ear

Competitive Implications: Salesforce versus Hyperscalers and SaaS Rivals

Conclusion

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