Introduction – Why Exit Strategy Matters
Switching off Salesforce Commerce Cloud after years of investment is a major undertaking. Yet many retailers find themselves considering an exit due to rising costs, limited flexibility, or shifts in strategy.
Negotiating an exit strategy before you sign the Commerce Cloud contract is critical. Without protective terms in place, your company could face data lock-in, extra fees, or operational headaches if you try to migrate to another platform later.
A solid exit strategy baked into your contract ensures that if you do decide to leave Salesforce Commerce Cloud, you can do so on your own timeline and with minimal risk.
For a complete overview, read our Salesforce Commerce Cloud Pricing & Negotiation Guide.
Data Export Rights
One of the biggest risks of any cloud platform is data lock-in. To prevent this, make sure your Commerce Cloud contract explicitly guarantees full data export rights.
You should have the right to export all your key data – product catalog, order histories, customer information, content, and more – in a structured, usable format.
Negotiate the specific format (such as CSV or XML) and confirm that the exported data will be complete and easily importable into a new system.
It’s also wise to include a clause obligating Salesforce to assist with data export at no additional cost. That way, when the time comes to leave, you won’t be scrambling or paying extra to retrieve your own information.
For more insights, Salesforce Commerce Cloud Pricing Models: GMV vs Order-Based – Pros, Cons, and What to Negotiate
Transition Assistance
A smooth transition off Commerce Cloud can take time, so you’ll want contractual assurance that Salesforce will cooperate during the migration period. Negotiate for transition assistance and an extended access window after contract termination.
For example, you might secure 3–6 months of read-only access to your Commerce Cloud environment after your subscription officially ends.
This grace period lets your team finalize data migration, verify everything on the new platform, and handle any unexpected issues – all without losing access to the old system overnight. Ideally, this extension comes at no extra cost.
If Salesforce agrees to a brief overlap period free of charge (since you’d only be accessing data and not processing new sales), you won’t end up paying two providers at once during the switchover.
The goal is to avoid any gap in service or rushed migration. With a transition assistance clause, you’re protected against Salesforce cutting off your store or data before the new platform is fully in place.
Contract Term Length
Long contract commitments can become a trap if your business needs change. Avoid signing an excessively long Commerce Cloud term (five or more years) without any exit flexibility. Instead, negotiate a shorter term or built-in termination options.
A three-year deal with renewal options, or at least the right to terminate earlier under certain conditions, is far safer than a five-year lock-in.
If Salesforce insists on a multi-year term for pricing reasons, push for a mid-term exit clause – for instance, the ability to terminate after 24 or 36 months with minimal penalty. Also, be wary of automatic renewals with steep price increases.
Negotiate a cap on any renewal uplift (say no more than a single-digit percentage) so you won’t face a huge cost hike if you decide to continue service.
Structure the contract so you have the opportunity to reassess and exit on reasonable terms, rather than being handcuffed to the platform. Having a defined escape hatch in your agreement gives you leverage and peace of mind.
Ownership of IP and Site Assets
When you build an e-commerce site on Commerce Cloud, a lot of work goes into the site design, custom code, and integrations tailored to your business.
You need to ensure you own the intellectual property (IP) for those elements so you can carry them over to a new platform.
Make it clear in the contract that all site assets, custom code, scripts, and UX design created for your store are your property (or at least licensed to you in perpetuity). This way, Salesforce cannot claim any proprietary rights over the unique features or design of your site.
With ownership clarified, you can replicate the look, feel, and functionality of your store on another platform without starting from scratch.
Push back against any contract language that would restrict your ability to reuse your site’s assets or suggest that Salesforce retains control over anything beyond their base platform.
Negotiation Checklist – Exit Strategy Essentials
✓ Data export in a usable format (all product, customer, and order data).
✓ Transition assistance with extended platform access after termination.
✓ Cap on contract length or a built-in early exit clause.
✓ Explicit ownership of site IP and custom code.
✓ Avoid double-paying if the new platform overlaps with the old contract.
Read our guide for procurement, Negotiating Your Commerce Cloud Deal: Tips for Retailers on Revenue Share and Contracts.
FAQs
Q: Can Salesforce block our data export when we leave?
A: Not exactly, but if you haven’t negotiated export rights, Salesforce isn’t obligated to help you retrieve your data in a convenient format at contract end. Always include an explicit clause that requires them to provide all your data promptly and in a usable format. Otherwise, you risk delays or extra costs to get your information out. With a contract clause in place, they can’t hold your data hostage.
Q: Do we retain rights to our site’s code and UX designs?
A: Yes – in general, any code, content, or design you create on the platform is yours. However, it’s best to have the contract explicitly state that you own your site’s custom code, design, and assets. This avoids any ambiguity and ensures you can rebuild your store on a new system without legal questions.
Q: Can we terminate our Commerce Cloud contract early without penalties?
A: Generally not, unless you negotiate that ability. Most Commerce Cloud agreements will charge you for the full remaining term if you cancel early. Try to include a termination-for-convenience clause or at least a reduced early termination fee (for example, paying a percentage of the unused contract value instead of 100%). The key is to address early exit terms in the contract from the start; otherwise, leaving mid-term will be costly.
Q: What if we need to run a new platform in parallel with Salesforce during migration?
A: If you have to run Salesforce and a new platform at the same time, you could end up paying for both. This often happens when the new site launches before the old contract ends. To avoid double costs, negotiate a concession for any overlap period – for instance, getting the last month of your Salesforce term free or heavily discounted if your new platform goes live early. Another approach is to time your switch so the Commerce Cloud license ends right when the new platform launches. The point is to plan so you’re not stuck paying two vendors for one e-commerce operation.
Q: Is it realistic to ask for an exit clause when signing a new deal?
A: Yes – and it’s wise to do so. Many companies overlook exit terms when signing a Commerce Cloud deal, but that’s exactly when you have the most leverage. Salesforce may not offer exit-friendly terms upfront, but if you ask (especially while evaluating other platforms), you can often secure concessions like data export guarantees, shorter contract lengths, or renewal caps. An early termination option is harder to get, but not impossible if your account is valuable to Salesforce. In any case, raise these protections during initial negotiations or at renewal time, when Salesforce is motivated to compromise. It’s much harder to add exit flexibility later, so try to get it in writing from the start.
Five Expert Recommendations
- Negotiate exit provisions before signing – Your leverage is highest at the start when Salesforce wants your business. Don’t wait until renewal time or a crisis to address exit terms.
- Get data export rights in writing – Never assume you can export everything easily later. Insist the contract guarantees a complete, usable data export so you’re never trapped without your information.
- Favor shorter contracts or opt-outs – A three-year deal with options to renew (or exit) is better than a five-year lock-in. If you must go long for a discount, build in at least one early exit window.
- Protect your site’s IP – Ensure you own all custom features, code, and designs developed on Commerce Cloud. This prevents any disputes when you recreate your site on another platform.
- Avoid double-paying during migration – Plan the timing and negotiate terms so you don’t pay for Salesforce and a new platform at the same time. For example, aim for a brief no-cost overlap or align the switch with your contract end date.
In summary, planning your Commerce Cloud exit strategy from the outset gives you critical peace of mind. By negotiating these clauses and protections up front, you’ll have the freedom to change e-commerce platforms down the road without the fear of surprises, excessive costs, or vendor lock-in.
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