Dreamforce 2026 - what Salesforce's AWU experiment means for agentic licensing
Salesforce has been running a pricing experiment on the Agentic Work Unit as a way to track Agentforce adoption. Although the reported numbers have continued to grow across various public statements, it has not yet made its way into official, customer-facing pricing schemes. The introduction of a control plane as part of its Enterprise AI Harness shows where this might be heading.
Earlier this year, Salesforce began teasing progress on an internal measurement metric called the Agentic Work Unit (AWU) for characterizing Agentforce adoption across various use cases. It is still early days, but it represents an ambitious experiment in modeling where customers are seeing value in ways that align with optimizing AI token usage, better use of various Salesforce services, and customer best practices.
Whatever the metric's current limits, the underlying business is growing. In February, Salesforce reported Agentforce annual recurring revenue above $1.5 billion in Q2, up...
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