Salesforce Consolidation memo _redacted v.pdf
PDF 2 MB Posted
- Attached to
- DAF Enterprise Salesforce Consolidation
- Solicitation number
- FA7014DAFSalesforce
About this file
This is a Determinations and Findings (D&F) document for the consolidation of 83 existing Salesforce contracts into a single task order under Carahsoft's GSA Multiple Award Schedule (MAS) contract. The Department of the Air Force (DAF), through the Air Force District of Washington Contracting Directorate, is consolidating large business Salesforce contracts to streamline procurement and reduce costs. Salesforce serves as the core platform for the DAF's Enterprise IT as a Service (EITaaS) capability, supporting over 700,000 end users across 70 organizations and providing enterprise Customer Relationship Management (CRM) services to standardize stakeholder and service interactions across DAF systems and major commands. All 83 existing contracts, currently held exclusively by large businesses, are listed in Table 1 with contract values ranging from $460 to $16,960,582 and performance obligation dates extending through March 2026. The consolidation is justified under 15 U.S.C. 657q and FAR 7.107-2(b) based on demonstrated cost savings and operational benefits.
The consolidation is projected to yield cost savings of up to $26 million annually through reduced overprovisioning, streamlined licensing, and consumption-based purchasing aligned with real-time usage data. Additionally, consolidating into a single enterprise agreement will significantly reduce Authority to Operate (ATO) costs by eliminating duplicative security assessments and approval processes currently required for each separate contract. Market research confirmed that no small business concerns currently hold any of the 83 contracts, so consolidation will not displace existing small business participation. However, the RFQ will require the offeror to submit a Small Business Participation Commitment Document addressing measures such as teaming with small businesses, mentor-protégé relationships, and subcontracting. The D&F was coordinated with AFDW/SB and SAF/SB as required by 13 CFR 125.2 and FAR Part 7. Carahsoft is identified as the exclusive Salesforce product distributor, and Salesforce is a large business; while small businesses exist on GSA platforms, Salesforce's distribution model limits their independent participation.
View the file
Other files
On GovTribe
Work with this file
- Download the original file
- Contacts named in this file
- Similar government files
- Ask GovTribe AI about this file
Text version
CONTROLLED UNCLASSIFIED INFORMATION
CUI
DEPARTMENT OF THE AIR FORCE (DAF)
AIR FORCE DISTRICT OF WASHINGTON (AFDW)
CONTRACTING DIRECTORATE (PK)
DETERMINATIONS AND FINDINGS (D&F)
CONSOLIDATION OF CONTRACT REQUIREMENTS
FOR
SALESFORCE CONSOLIDATION
FINDINGS
PURPOSE.
The plays a pivotal role in enabling and sustaining digital operations across 70 organizations within the Department of the Air Force (DAF). SAF/CN oversees Salesforce, the core platform powering the DAF’s Enterprise IT as a Service (EITaaS) capability, which supports over 700,000 end users worldwide. Through this platform, SAF/CN delivers essential enterprise capabilities including enterprise Customer Relationship Management (CRM) to standardize and streamline stakeholder and service interactions across DAF enterprise systems and MAJCOM, FLDCOM, and DRU infrastructures. This CRM platform is used to centralize engagement and operational efficiency. Salesforce is not merely a tool—
DAF.
The purpose of this Determination is to document that the proposed consolidation is necessary and justified in accordance with 15 U.S.C. 657q as implemented in FAR 7.107-2(b) which states that the “benefits of the acquisition would substantially exceed the benefits that would be derived from each of the alternative contacting approaches….” There is no bundling in this requirement. The purpose of this requirement is to consolidate 83 large business Salesforce contracts into one task order using Carahsoft’s GSA MAS Schedule Contract. All 83 contracts are listed in Table 1.
MARKET RESEARCH.
The DAF conducted market research and determined that consolidating all 83 contracts into one call task order via the GSA MAS Schedule is beneficial to the Government. As consolidation occurs, this will enable the DAF to communicate a clear and accurate set of requirements and services to which small businesses can develop innovative Software as a Service (SaaS) asset management services proposals.
This is expected to occur within 12-18 months. There are small businesses on GSA Advantage who show they can provide Salesforce products; however, each small business has to go to Carahsoft for the Salesforce products which creates an excessive pass-through cost to the Government. Carahsoft is the exclusive Salesforce product distributor. Both Salesforce and Carahsoft are large businesses.
IDENTIFICATION OF ALTERNATIVE CONTRACTING APPROACHES INVOLVING
LESSER DEGREE OF CONSOLIDATION.
The Government evaluated alternative contracting approaches when developing this acquisition strategy.
Because all 83 contracts are with the same provider, a consolidated approach delivers the greatest benefit to the DAF. Continuing to procure Salesforce products and services through separate contracts or by placing individual call orders via NASA SEWP is not advantageous and would not mitigate the risk of overspending taxpayer funds. Consolidation therefore maximizes efficiencies, streamlines administration, and increases value, while the alternative approaches would yield fewer benefits and introduce greater cost inefficiencies.
DETERMINATION COORDINATED WITH SMALL BUSINESS.
This D&F and acquisition strategy were coordinated with AFDW/SB and SAF/SB as required by 13 CFR 125.2, FAR Part 7, and 15 U.S.C. 644(e) and (k).
IMPACT OF ACQUSITION STRATEGY ON SMALL BUSINESS CONCERNS.
The proposed acquisition strategically consolidates 83 existing Salesforce contracts—each awarded to a Large Business Concern—into a single GSA MSA BPA task order. As no Small Business Concerns are currently performing primary services on these contracts, this action will not displace or negatively impact any small business participation.
STEPS TAKEN TO INCLUDE SMALL BUSINESS CONCERNS IN THE ACQUISITION
STRATEGY.
The RFQ will require the offeror to submit a Small Business Participation Commitment Document (SBPCD) , where the offeror shall address measures such as teaming with small businesses under GSA, www.gsa.gov/cta, mentor-protégé relationships, and/or subcontracting with small business to meet the Small Business Participation Commitment.
In accordance with FAR 7.107, a review of the proposed consolidation found no adverse impact on small business concerns. Market research shows that none of the 83 contracts are held by small businesses;
therefore, no small business concerns will be displaced. Furthermore, Carahsoft is the exclusive authorized government reseller of Salesforce licenses, and Salesforce’s distribution model limits small
There are small businesses on GSA; however, it is determined by Carahsoft how they will execute their subcontracting participation. Such arrangements would increase objectives.
BASIS OF CONSOLIDATION.
Cost Savings/Price Reduction:
Executive Order 14240, titled "Eliminating Waste and Saving Taxpayer Dollars by Consolidating Procurement," significantly reshapes how the DAF approaches IT strategy and procurement planning. By directing federal agencies to centralize the acquisition of common goods and services—including software and IT—this Order compels the Air Force to align its procurement practices with governmentwide contracts. This shift streamlines acquisition cycles, reduces duplication, and promotes the use of “Best-in-Class” contract vehicles, particularly for enterprise platforms like ServiceNow. As a result, SAF/CN must adopt a category management framework, ensuring that IT investments are both cost-effective and mission aligned. With SAF/CN assuming responsibility for IT procurement logistics, Air Force IT leaders can focus more strategically on cybersecurity, modernization, and operational readiness. Additionally, the order introduces heightened oversight and accountability, requiring updates to internal governance and acquisition workflows. Ultimately, Executive Order 14240 transforms procurement into a strategic enabler of digital transformation and mission execution across the Air Force.
Currently, the management of DAF Salesforce subscriptions is fragmented and lacks a centralized mechanism for tracking user activity and overall usage. This absence of visibility not only impedes operational oversight and accountability, but also limits the DAF’s ability to make informed decisions about resource allocation and platform optimization. By implementing robust usage tracking, the DAF can unlock critical insights that pave the way toward a consumption-based model or other flexible procurement options with Carahsoft Technology Corporation—ultimately aligning costs more closely with actual demand and improving fiscal efficiency. Preliminary analyses suggest that these
USTRANSCOM 221251 $22,217 4/13/2026
USAFA PO0082779 $19,551 12/17/2025
AFLCMC P24-E6305-00 $16,813 9/30/2025
SAF - Secretary of the Air Force 68891143 $15,641 3/3/2026
AFNWC TP17624 $13,152 12/4/2025
USAF Thunderbirds cc3680 (52287557) $9,662 4/27/2026
AmeriCorps cc0913 (44763609) $8,892 5/13/2026
USAF 5000624992 $8,709 7/20/2026
USAF PO20672 $8,709 9/12/2026
AFMC 5300122843 $8,311 11/14/2025
Silotech Group 2nd Org 70 $7,820 12/14/2025 AFLCMC cc4131 (42469146) $7,695 1/31/2026
Air Combat Command cc4105 (52073986) $7,665 2/14/2026
AFMC TP18145 $7,465 12/27/2025
US Air Force Honor Guard cc0952 (51710397) $6,411 12/31/2025
AFSAC GS2508142CCC3.1 $6,280 8/4/2026
Goodfellow Air Force Base cc2674 (49518196) $5,687 11/30/2025 USAF cc8348 (45644243) $5,332 7/30/2026
AF PEO BES cc0450 (56032932) $4,721 7/30/2026 Air Force Acquisition (SAF/AQ) cc4246 (52265442) $4,545 1/29/2026
Air National Guard Readiness Center cc0895 (44287266) $4,514 3/31/2026
AFMC PO20386 $4,443 4/24/2026
AFMC 47QDCC25M0FW8 $4,200 10/24/2025
ACC cc4134 (58250959) $3,974 8/14/2026
AMC PO-267122 $3,555 4/22/2026
AF Legislative Liaison SAF/LL cc7602 (49368908) $3,420 9/24/2026 Resource Management Office; JBSA cc2682 (52677449) $3,404 4/29/2026
Silotech Group 2nd Org 59 $3,341 1/31/2026 Air Force Public Affairs Agency PO2025-0348 $2,666 11/23/2025
AMC PO20461 $2,666 4/11/2026
Air Force Public Affairs Agency cc6914 (42259945) $2,565 12/19/2025
AMC cc4770 (55983529) $1,777 5/15/2026 USAF cc4680 (57832629) $1,710 7/13/2026
AFNWC TP18128 $1,066 1/8/2026
USAF cc4881 (49184764) $1,026 8/14/2026
USAF EJ2517187 $855 7/27/2026
ACC cc1168 (49573151) $855 9/18/2026 AMC cc0903 (48652580) $855 8/9/2026 USAF cc7479 (48468549) $855 8/11/2026
USAF Academy cc0474 (43385992) $460 3/8/2026 Table 1: Existing Contracts
File details come from the government source that posted it. Updated .