DAF Enterprise Salesforce Consolidation

Other / Unclassified

This document is a Determination and Findings (D&F) memorandum regarding the consolidation of 83 existing Department of the Air Force (DAF) Salesforce contracts into a single Enterprise Agreement (EA) using Carahsoft's GSA MAS Schedule Contract. The DAF utilizes Salesforce as its core platform for enterprise IT as a Service (EITaaS) to support over 700,000 users across 70 organizations, enabling CRM capabilities, streamlining service interactions, and improving operational efficiency.

This document outlines the government's rationale for consolidating numerous Salesforce contracts. It details the market research conducted, identifies alternative contracting approaches, and explains the benefits of consolidation, including significant cost savings (estimated up to $26M), improved operational efficiencies, streamlined administration, and centralized governance. The document also addresses the impact on small businesses, concluding that this consolidation will not adversely affect them as none are currently primary performers on the existing contracts. It also mentions that the RFQ will require offerors to submit a Small Business Participation Commitment Document. This information is crucial for potential bidders to understand the government's strategic direction for Salesforce procurement and how future solicitations might be structured, particularly concerning small business participation requirements.

Determination and Findings (D&F) / Other

This document details the Department of the Air Force's (DAF) determination to consolidate 83 existing Salesforce contracts into a single Enterprise Agreement (EA) using Carahsoft's GSA MAS Schedule Contract. The DAF utilizes Salesforce as its core platform for Enterprise IT as a Service (EITaaS), supporting over 700,000 users worldwide for Customer Relationship Management (CRM), standardizing services, and improving operational efficiency.

• Necessity: The consolidation is deemed necessary and justified under FAR 7.107-2(b) due to substantial benefits exceeding alternative approaches.

• Cost Savings: Expected to realize significant cost savings of up to $26M annually through reduced overprovisioning, streamlined licensing, and strategic purchasing. This also includes reducing costs associated with individual Authority to Operate (ATO) processes.

• Operational Efficiencies: Streamlines administration, reduces duplication, and enhances overall compliance efficiency.

• Centralized Governance: Establishes centralized governance over the DAF's Salesforce enterprise.

• Strategic Imperative: Aligns with DAF goals for efficiency, modernization, and effective management of a critical enterprise software platform.

• Market research confirmed that consolidating all 83 contracts into one task order via GSA MAS Schedule is beneficial.

• None of the 83 incumbent contracts are held by small businesses, therefore, this action will not displace or negatively impact small business participation.

• The RFQ will require offerors to submit a Small Business Participation Commitment Document (SBPCD) addressing teaming, mentor-protégé relationships, or subcontracting.

• While small businesses exist on GSA, Carahsoft is the exclusive Salesforce product distributor, and their model limits small firms to pass-through reseller roles, which could increase costs without adding value.

• Continuing to procure through separate contracts or individual call orders via NASA SEWP was found to be less advantageous, not mitigating overspending risks, and introducing greater cost inefficiencies.

• List of 83 Salesforce Contracts

• Market Research Report