Salesforce Consultancy 101: How to choose Salesforce implementation partner Checklist

by | Sep 2, 2021

Implementation of anything new scares many corporations. Be it new services, applications, but also processes, methods or strategies. 

The right to be scared is valid, while implementation does not always end with success. According to the report by CIO, 18-69% of CRM Implementation Projects fail due to data-quality issues, unaccountable project management, and unrealistic expectations.

Keep in mind, every new solution should simplify not complicate your life

Let’s fast forward a bit. You have already overcome the fear and decide to start using Salesforce at your company. You can opt for a service just for one team, e.g. using Salesforce Sales Cloud or you prefer multi-cloud Salesforce implementation to cover all teams and cross-team collaboration. 

No matter the Salesforce solution you choose – it will simplify your life at the end. However, implementation in general is always a complex process and requires the right plan in place. Or even better a checklist to go through step by step. 

Picking the right implementation partner

Your company has unique business processes, unique teams, unique relationships with stakeholders. Define how the teams that will be using Salesforce work, what your ordinary business practices are. Next, take a look at your current processes. What can be improved? Focus on the ideal strategy, the one that would help you achieve the goals you just defined. Then hit Salesforce AppExchange and find your perfect match.based on your requirements. 

That was put in a nutshell. Wish it was that simple, right? 

Let’s break it into pieces. We divided your checklist into three categories:

What you want: Goals

KPIs

It is no rocket science, just like in everything we do to get results, when implementing a new solution to your company, think first why you are doing it in the first place. List down the priority KPIs to measure. E.g. with Sales or Revenue Cloud it could be the number of hours spent on each project, increasing win and renewal rate, with Pardot or Marketing Cloud: double the number of leads per quarter. 

The right internal team & roles

List the key personnel on the business and the implementation side. Here you can also align with expert advice from the Salesforce implementation/consulting partner. But we will get to that. Define how much you are willing to invest into resources – in terms of budget and the team.

Where to look: Channels

Reviews, referrals or Salesforce AEs

The Salesforce online (& offline) community is a worldwide ecosystem filled with millions of trailblazers with experience with Salesforce solutions, knowledge of Salesforce partners and tips to help you get started. 

Before narrowing down your top selection of partners, list down where you could be possibly looking for them and what qualifiers you will be checking. 

  • Salesforce’s official trailblazer community. Here you can join in-person groups are the official forums where you can get advice from your peers. You can also ask them for reviews of implementation methodology, implementation partner, the time required for learning the new technology, and ROI if the implementation has been in place long enough to complete a revenue cycle.
  • Salesforce AppExchange. The biggest & “the oldest” B2B marketplace where you can find not just Salesforce 3rd party solutions but also all the official implementation/consulting partners based on your preferences. Here you can check the reviews, partner score, experience, the number of badges a.k.a. Certifications and so much more. Of course, you can filter the result by countries, product expertise, years of experience, and more 
  • Salesforce Account Executives (AEs). If you have already reached out to Salesforce, you should have your designated Account Executive (AE) can help with the list of certified partners that are right for your project type. The AEs are backed with a team of Salesforce experts and try to match the partner with the business process and use-case in question.

TIP: Do not just pick the partner based on intuition. There are hundreds of partners, each with different skills and experience. Note the scale of the project. Once you are positive that the partner has reliable references and good experience in projects like yours, talk to them. See where they are at when it comes to working with companies like yours. 

How to choose: Extra Tips

Don’t fall only for fancy business proposal, be picky

Match to your business with relevant experience (Delivery Stories)

Don’t go for a partner that says yes to everything

Observe how does a partner think, act & strategize from day 1

Lean towards transparent & bold approach, pick a challenger

Think about the future, aim for Managed Services expert 

Find your finalists – and the winner

Summary

At Mooza we have faced 100+ projects. Over the years, we have learned that there is one keyword that truly matters “Communication”. Understanding both side, using the right terminology, explaining (even more times in a row)…So, yes the good references, skills and experience are important, however “stepping into it with right foot” from the very beginning is crucial. We are here to help with remote implementation. Let’s see if we are the right match 🙂 Schedule a chat with us at sales@mooza.io.

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