Salesforce Consolidation memo_redacted Amend 1.pdf

This is a Determination and Findings (D&F) document issued by the Department of the Air Force, Air Force District of Washington, establishing the business justification for consolidating 83 existing Salesforce contracts into a single Enterprise Agreement via a GSA MAS Schedule BPA task order.

The consolidation aims to centralize management of Salesforce—a cloud-based Customer Relationship Management (CRM) platform supporting over 700,000 end users across 70 DAF organizations. Currently, Salesforce delivers enterprise IT-as-a-Service (ITaaS) capabilities including CRM functionality, standardized stakeholder interactions, and analytics across DAF enterprise systems and MAJCOM, FLYDCOM, and DRU infrastructures. The D&F justifies consolidation under 15 U.S.C. 657q and FAR 7.107-2(b) by demonstrating substantial benefits exceed alternative contracting approaches. Market research confirmed consolidation through Carahsoft's GSA MAS Schedule is beneficial; small businesses currently cannot obtain competitive Salesforce pricing due to Carahsoft's exclusive distributor status, and alternative approaches such as separate task orders or pass-through arrangements would introduce cost inefficiencies and process fragmentation. The consolidation is projected to generate cost savings up to $26 million annually through reduced overprovisioning, streamlined licensing, optimized usage tracking, and elimination of redundant Authority to Operate (ATO) processes across 83 separate contracts. The D&F confirms no adverse impact on small business participation, as none of the 83 incumbent contracts are held by small businesses. Amendment 1 clarifies that the DAF will also order Salesforce directly from an Army Department Indefinite Delivery Vehicle concurrently with the GSA MAS consolidation.