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

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.

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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• Related Research
• Synopsis