16 Nov
Salesforce System Integrator Partners in the SFDC ecosystem are also called Salesforce Consultancy Partners. These companies help integrate CRM in the business and align it with business processes. Consulting Partners can help to customize a program for business needs by developing a custom application based on the Salesforce platform.
But, what kind of Salesforce SI (system integrators) exist, and what is the difference?
Types of Salesforce Partners
There are two types of Salesforce Partners.
First is ISV or Independent Software Vendors. These are companies that can help develop custom products or applications.
Second, there are Salesforce Consultancy Partners or SI Partners. System Integrators help implement software in the business and align business processes with the software.
Salesforce System Integrators in numbers
Before I jump into more details on salesforce system integrator partners, I want to share some exciting numbers I came across when I decided to write this article.
There are currently 1935 partner listings available within the AppExchange marketplace. AppExchange is where you can find not only apps but also consultants and Salesforce ISVs (Independent Software Vendors). I have prepared a couple of charts to give you an idea of the split of salesforce system integrator partners across industries and SFDC products.
It’s no surprise that two of the Salesforce core products, Sales Cloud and Service Cloud, share more than 40% of all partners. These are not only the most popular products across the ecosystem but also the oldest ones. Salesforce Sales Cloud (not with this name, but still) appeared at the beginning of the 2000s.
What did surprise me was how significant is the share of Salesforce system integrators across the non-profit sector. It accounts for almost 15% out of all Salesforce partners.
Do you need Salesforce system integrator?
A million-dollar question. I’m not kidding. This is how much you can lose if you fail with your CRM projects. Well, of course, the number of losses/gains depends on the scale of your org, but a great SFDC system integrator could help you reduce the risk of failure.
Why do projects fail?
Did you know that according to Harward Business Review CRM failure rate is close to 90%? Well, technically, studies show that the failure rate ranges from 18% up to 69%. Still, my previous experience shows that companies who buy CRM the same way they would buy a truck of bananas fail as much as in 100% case.
In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. That was actually an average of a dozen analyst reports. The numbers ranged from 18% to 69%.
HBR
How to mitigate implementation risk?
Usually, my question to such answers is: it depends. But I have a formula, which practically with 100% probability will guarantee your CRM project success. It consists of multiple yet simple rules, which, however, are extremely hard to follow.
Rule number one. Get engaged. If you or your company assigns to the CRM project some random guy from IT and tries to “buy” CRM, this is a path to failure. The challenge with CRM (I mean any CRM, not only Salesforce) is that you are not buying software. You are creating a business process and transforming your company. It would be best if you got 100% engagement from all the parties in your organization, including the CEO, CTO, COO, and other C-levels.
Rule number two. Start small. Thousands of companies are trying to build a large, complex, and advanced product. Think about your smartphone. How much of its capabilities are you using? Why do you think you will be using CRM somehow differently? If you want to succeed in your Salesforce project, think of a minimum viable product (MVP) that you could put to work straight away. Start small, signup with one partner (with us, for example) for one of the managed services plans, and scale your project slowly.
Rule number three. Hire Consultant. I have spent 12 years in the CRM industry, and still, I discover something new every day. If you plan to implement Salesforce in your company – hire someone who is doing that every day. Do not expect yourself or your employee to learn digital transformation science on the fly. Focus on analyzing your business process and trust your consultant.
Why do you need a system integrators?
Your business processes are your lifeblood. You can’t afford to waste time on a bad fit that doesn’t work, and you certainly need the best advice possible when it comes to optimizing what works for how much of an investment! That’s where our team at Salesforce Integrators come in – we have a knack not only with analyzing your company but also providing solutions tailor-made solutions.
Salesforce system integrator can help you better understand your technology needs. Your salesforce system integrator will also be able to determine the best solution for your company and not recommend a salesforce platform that is too complex or expensive. The right salesforce system integrators can help you implement salesforce quickly and efficiently so it doesn’t become cumbersome after few months of usage! There’s nothing worse than having an immense, powerful tool at your disposal but being unable to master how to use it due to its complexity. Salesforce Integrators have been there before – which means we know exactly what works and what’s not, saving both time and money by preventing common pitfalls.
Another reason you would want to have a consultant is that someone from aside can take a look at your processes and advice you on how to improve them. When you decide to implement salesforce on your own, it can take a lot of time. Also, if you implement salesforce without consulting with a salesforce system integrator will make many bad decisions which might cost you in the long term. Having consultant or Salesforce system integrators can help save both time and money by preventing common pitfalls from occurring under any circumstance.
So do you need a system integrator?
In my opinion, YES. Even if you are an experienced IT guy, it doesn’t mean you know sales processes well. And vice versa, if you are an experienced sales manager, it doesn’t mean you will understand how Salesforce works straight away. Let’s say you are experienced in implementing CRM. Even then, I would recommend hiring a system integrator because there are plenty of things you can miss. For example, requirement assesment, MVP definition, rollout plan, communication plan, user onboarding, and many more.
I hope this article is helpful. I would appreciate it if you could share it on your Linkedin, Twitter, or Facebook.
Have a great night/day, whatever it is now when you are reading this.
Jeff.
