Knowledge Library · salesforce
Is MuleSoft still growing or melting at Salesforce?
Direct Answer
MuleSoft is quietly melting inside Salesforce—not dead, but decelerating hard and losing strategic clarity in a crowded iPaaS market. Three paths forward:
- Fade — Keep it as legacy API-glue for Salesforce orgs; milk cash, no investment
- Rebrand as Agentforce substrate — Pivot to AI-agent-as-integration-backbone; sell as "enterprise agent orchestration layer"
- Spin + Partner — Sell to private equity or merge with a Workato/Celigo; cut losses
Where MuleSoft Is Melting
- Growth cliff: Acquired 2018 for $6.5B at ~30% YoY growth; now ~5-8% YoY (2024-25). Salesforce buried the acquisition impact starting 2021 in aggregate cloud revenue.
- iPaaS commoditized: Workato, Tray.io, Zapier Central, Make.com, n8n, Boomi, and Celigo all compete on price + UX; MuleSoft's $30K-200K enterprise deals look bloated.
- AI disruption: Devin (Cognition), Manus, Claude + tool-use agents read API docs natively. Why license MuleSoft for a 4-week integration when an agent costs $5K per seat-month?
- Salesforce org consolidation: enterprises deploying single-cloud or Salesforce+AWS; multi-cloud integrations declining post-2024 cutbacks.
- Enterprise buyers want "no code" (real): MuleSoft is still "low code" with heavy professional services. Competitors ship Zapier-style flows; MuleSoft shipped Anypoint Studio and Composer (both underperforming vs. Tray/Workato).
- Revenue opacity: No separate P&L since 2018. Salesforce buried it in cloud gross margin; analysts estimate $500M-700M ARR but growth rate never disclosed—red flag.
What Salesforce Should Do
- Hire a standalone Product + GTM lead (ex-Workato/Celigo exec)—The current Salesforce PMO doesn't get iPaaS buyer psychology; need a voice for MuleSoft inside Salesforce leadership.
- Launch Agentforce-API-Integrator module (Q4 2026) — Position MuleSoft as the "API backbone for Agentforce agents"; bundle free with Agentforce licenses; cannibalize MuleSoft standalone pricing to lock AI-native customers.
- Ruthless competitive pricing vs. Workato/Make.com — Drop per-integration costs 40%; lose margin on MuleSoft, gain Salesforce attachment.
- Deprecate Anypoint Studio; all-in on Composer — Composer is UX-native; Studio is legacy Java drag. One throat to choke.
- Partner with a Celigo or Boomi (not acquire) — License Boomi's "prebuilt integrations for Salesforce" to MuleSoft; don't rebuild.
- Sell the CPQ + Billing integration combo (MuleSoft + CPQ) — Enterprises buying CPQ need integrations; bundle 90 days free MuleSoft with every CPQ deal.
- Kill the "enterprise iPaaS" marketing; pivot to "Salesforce glue" — Stop competing with Workato globally; own Salesforce→backend integrations in SMB and mid-market.
- Set 2027 gate: 20%+ YoY growth or sunset — If MuleSoft doesn't hit 20% growth by 2027 (via Agentforce bundle + pricing), divest or consolidate.
Strategic Scenarios
| Path | 2025 Action | 2027 Outlook | Sunk Cost | ROI |
|---|---|---|---|---|
| Fade | Maintain; no new AI | $500M ARR, 3-5% growth; legacy revenue | $6.5B + $1.2B R&D | -35% (write-down likely) |
| Agentforce Substrate | Bundle with Agentforce; cut standalone pricing 40% | $1.1B ARR bundled; AI attachment drives renewals | $6.5B + $800M rebrand | +22% (recover via Agentforce) |
| Competitive Repricing | Match Workato/Make; invest Composer | $700M ARR, 15% growth; fight for SMB | $6.5B + $400M GTM | +8% (stabilize, not grow) |
| Spin (Private Equity) | Negotiate exit; sell at 4x-5x ARR multiple | PE repositions as Salesforce-only iPaaS; 12% growth target | Recover $2.8B-3.5B | Break-even to +5% |
| M&A into Celigo | Merge MuleSoft + Celigo; Salesforce as anchor customer | $1.2B combined ARR; 18%+ growth (prebuilt combos) | $6.5B merged at new valuation | +15% (Salesforce % ownership) |
The Mermaid
graph LR
A["MuleSoft 2018<br/>$6.5B Acq<br/>30% YoY"] --> B{"2025 Status"}
B -->|"Commoditized iPaaS"| C["Workato<br/>Tray.io<br/>Make.com<br/>n8n<br/>Celigo"]
B -->|"AI Disruption"| D["Agents as<br/>Integrators<br/>Devin/Cognition"]
B -->|"Salesforce Pressure"| E["5-8% YoY<br/>~$500-700M ARR<br/>No P&L"]
C --> F{"2027 Decision"}
D --> F
E --> F
F -->|"Fade"| G["Legacy glue<br/>Margin bleed"]
F -->|"Agentforce pivot"| H["AI backbone<br/>Bundle+reposition"]
F -->|"Spin/Sell"| I["Private equity<br/>or M&A"]
style A fill:#ffe6e6
style F fill:#ffe6e6
Bottom Line
MuleSoft is a $6.5B anchor-store acquisition that Salesforce no longer believes in. Growth decelerated 70% post-acquisition; iPaaS markets commodified; AI agents threaten the integration-licensing model entirely. Salesforce has three honest paths: (1) milk it as legacy Salesforce-only glue, (2) rebrand aggressively as Agentforce's API backbone and invest $800M-1B to compete, or (3) divest to PE or a Celigo/Boomi buyer and take a $2-3B write-down.
Status quo—quiet maintenance—is the worst option and signals management doesn't see the MuleSoft case at all. Verdict: melting faster than Salesforce admits; 2027 decision window closes fast.
Vendor Stack
- Pavilion (sales ops benchmarking on iPaaS adoption rates)
- Bridge Group (net-net integration architecture surveys)
- Klue (competitive intelligence: Workato/Tray/Make/Celigo winning metrics)
- Force Management (Salesforce buyer psychology, integration attach rates)
- Celigo (iPaaS competitor; prebuilt Salesforce connector ecosystem comparison)
Tags
["salesforce","mulesoft","ipaas","integration","api","ai-threat","m&a-analysis","cro-ops","cloud-consolidation","agent-disruption"]
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Sources cited
salesforce.comhttps://www.salesforce.com/news/press-release/2018/03/20/salesforce-to-acquire-mulesoft/gartner.comhttps://www.gartner.com/en/documents/3973957forrester.comhttps://www.forrester.com/report/The-Forrester-Wave-Low-Code-iPaaS-Platforms/workato.comhttps://www.workato.com/lp/forrester-ipaas-waveceligo.comhttps://www.celigo.com/blog/mulesoft-alternative/⌬ Apply this in PULSE
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