Salesforce Takes Prime Contractor Role in Defense and Intelligence Markets

Salesforce's shift from working through partners to becoming a prime contractor for defense and intelligence community customers has been years in the making.

The company's senior vice president for national security, Bill Pessin, said that being able to deliver on trust and customer success requires a level of intimacy with the customer and connectiveness that can only be achieved by being a prime contractor.

To make this shift, Salesforce has invested in building the necessary infrastructure, including acquiring Acumen in 2021 and Computable Insights more recently.

The acquisition of Computable Insights brought valuable tech and facility clearance to Salesforce, allowing it to operate in classified spaces.

The company's $5.5 billion Army contract is a key example of its prime contracting strategy, which can be leveraged across all of DOD.