There’s no way to sugarcoat it: going through a Salesforce implementation is stressful. It’s one of the biggest investments you’ll make, and mistakes can be costly.
While Salesforce itself is an amazing solution, the technology alone can only take you so far. It’s the implementation that will make or break your ROI. It’s a high risk, high reward situation. Which is why seeing a return on your investment is always top of mind.
Your best bet? Working with an experienced Salesforce partner. The value that the right Salesforce partner can add to your technology investment is immeasurable.
We’ve learned through this process that we could’ve saved ourselves a lot of time and money, had we engaged a partner like Eide Bailly earlier in the process. – Ryan Newman, VP of Traeger Grills
Why should you work with a Salesforce partner? Many of our clients come to us after a failed implementation.
It’s easy to get sticker shock when looking at a project proposal, but trying to cut costs doesn’t always pay out. In listening to our clients’ experiences over the years and knowing the industry first-hand, here’s why an experienced, strategic Salesforce partner is worth the price tag.
They Speak Salesforce
Understanding the terminology and semantics of the tech is absolutely essential. Knowing the nuances and ins-and-outs of Salesforce is what will make it work for your business.
An experienced Salesforce implementation partner will know the difference between a Prospect, Lead, and Opportunity in Salesforce; the hierarchy of an Account, Contact, Activity and Campaign (and what it means for your processes;) how your internal approach (whether you’re more agile or traditional waterfall) will affect if you adapt Cases or Projects in your CRM, and so on.
You may think Ideas, Knowledgebase, and Libraries are all describing the same feature, but a knowledgeable Salesforce partner will be able to explain the differences and translate it to your business.
Along with talking the tool’s talk, the right Salesforce partner will work to the core of your business. Experience in your industry or knowledge of best practices is an important qualifier when you’re choosing an implementation partner. They’ll be able to dive into your processes and tie your technology to your business goals.
The tool is only one piece of the implementation. You need to align your people, process, and technology to get the most out of your investment.
When Eide Bailly came in and explained the way they work and their processes of gathering the information before they ever began, we knew that Eide Bailly was a good resource and a great third-party to implement Salesforce for us.Dan Dustin, Freemotion Fitness
Salesforce is highly customizable. This is both a blessing and a curse. Knowing the tool is one thing. Knowing how to best apply it to your business is another.
What a Lead in Salesforce means for one organization could mean something completely different to another. That is the beauty and the overwhelming power of today’s technology. It can be built to suit you. But if you don’t know how to accurately relate Salesforce’s features to your business processes, you’ll never realize a real return on your investment.
One Size Does NOT Fit All
Lead scoring, workflows and dashboards create a CRM that is uniquely your own. Maybe you know what data you want on your dashboard, or maybe you have no idea where to start. What about tying together your legacy systems, integrating third-party apps, or building custom automation triggers?
Tailored tech means there should be no one-size-fits-all approach to implementations.
Customization and integration experience is key to getting your best Salesforce implementation. Without it, you’re simply using the shell of a tool with no real substance—but it’ll still come with a pretty licensing cost.
A good Salesforce partner will make sure you get your money’s worth. Like a good tailor, they’ll take that off-the-rack product and expertly nip and tuck at the right places to give your organization the perfect fit.
One size fits all never really works—in clothing or in technology.
Designated Cooks for Your Kitchen
You know that great feeling when you come home from a long day at work to find dinner already cooked and waiting for you? You can get that same feeling with your Salesforce implementation, too.
Your focus should always be on running your business. Not coordinating and executing on an internal implementation.
From requirements gathering to system design, data migration, and change management, a Salesforce partner will do all the hard work “in the kitchen” to serve you up a timely, perfectly cooked CRM meal.
A lot of organizations tend to focus on the hard costs that they overlook the opportunity costs at stake. If you want Salesforce to improve your business, it requires dedicated effort. Rather than designating internal time and resources you likely don’t have to spare, working with an experienced implementation partner will help you capitalize on your technology investment.
Translators for the Rest of Us
What good is a fancy tool if no one actually uses or understands it? Enter change management.
Getting your team to use and accept a new business tool can be a huge hurdle. But having a knowledgeable, go-to resource for questions and training is your best change management strategy. Your Salesforce partner will ramp up your team and train them on how to best use your new CRM solution. Not only will your Salesforce partner understand your business, but they’ll be able to explain the system so your team “gets it.” And understands what it means to their role.
Thinking Big Picture
When you work with a skilled Salesforce implementation partner, you gain a strategic advisor for your business. Not only do they know Salesforce CRM like the back of their hand, but they can offer valuable guidance on how to best capitalize on opportunities you may not have considered.
Because your implementation isn’t—and shouldn’t be—done after the initial go-live.
We felt that Eide Bailly really had a step above with how they went to implement Salesforce.Scott Tomes, Bonards Creameries
Keeping your CRM implementation stagnant through the years, despite organizational and operational change, is a toxic practice.
Leaders today need to view their business systems like one of their most valuable employees. And what do you do with your all-star staff? You grow and nurture them, so they continue to perform. Reviewing your tools on a regular cycle and continuing to develop them over time will keep them working along with your business objectives. This is where the right Salesforce partner can help. They’ll help you frame up your goals and how they relate to your CRM. You’ll be able to develop a roadmap for the future, so you see a return on your investment for years to come.
The Long Game
It is often debated that the CRM will save you money in the long run, but there is no argument that the right Salesforce partner will.
When you take into account the internal overhead required to manage a project of this size, from scope to training and continued improvement, you can make a pretty solid case for the price of a Salesforce implementation partner.
If you have expectations for your Salesforce implementation that you are not willing to compromise—be it timeline, budget, or performance—the right Salesforce partner will always outperform an internal team.
But not every partner is created equally.
You need to do your research and know what’s available in your market and what you should expect from a Salesforce partner.
Making Sure Your Salesforce Implementation is Successful
To help you and your business go even further with your CRM, we’ve put together a list of five key principles when implementing Salesforce. Drawing from our 100 years of business know-how and our experience implementing and consulting on Salesforce solutions at more than 500 organizations, we will help you get the most from your technology investment.