There's a clear strategy behind the Chatter-only license option, according to Denis Pombriant of Beagle Research.
"Salesforce.com's primary thing to sell is a seat. The more seats the better," he said. "At $15 a month they're making much more than it costs to put up a seat, and it's giving them the opportunity to upsell into accounts where they've already done well. That's a smart move."
Reserving Chatter access to existing Salesforce.com customers has certain benefits for the vendor, said 451 Group analyst China Martens via e-mail. "That way, they can probably keep more of a handle on Chatter's growth and retain the focus on internal collaboration enablement."
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