How to Navigate the Salesforce Ecosystem
The Salesforce ecosystem is vast and dynamic, encompassing a multitude of products, services, partners, and resources designed to help businesses of all sizes automate operational processes and deliver awesome customer experiences. However, for those new to Salesforce or even for seasoned users, navigating this ecosystem can seem overwhelming due to the variety of licenses, sub-licenses, specialised applications, and constantly evolving features.
In this blog, we’ll break down how to effectively navigate the Salesforce landscape, drawing on insights from industry experts and practical tips to help you make the most of your Salesforce journey.
Understanding the Salesforce Platform
When most people think of Salesforce, they immediately think of CRM (Customer Relationship Management). However, Salesforce has evolved far beyond its origins as a cloud-based CRM platform. Today, it offers a comprehensive suite of applications designed to meet the needs of different departments, industries, and business challenges. Key offerings in the Salesforce ecosystem include:
Each of these products has its own set of features, capabilities, and use cases, making it crucial to understand what fits your organisation’s needs best.
The Value of the Crowd
A key step in navigating the Salesforce ecosystem is learning from others who have walked the same path. The wealth of knowledge and experience available in the market from existing Salesforce customers can be invaluable. We often find that clients gain the most value when they engage with other Salesforce users, especially within the same industry. These conversations provide unbiased insights and real-world examples of what works and what doesn’t.
For instance, an organisation in the retail sector planning to implement Commerce Cloud might connect with another retailer that has already completed a similar project. By discussing common challenges, best practices, and pitfalls, they can avoid mistakes and optimise their implementation process.
It’s common for organisations to believe that their business processes are too unique for standard solutions. We frequently hear, “It won’t work for us because we are different.” However, while every business has its unique attributes, the reality is that many organisations share similar needs and challenges. The differentiator often lies not in the processes themselves, but in the people implementing and using the technology. The logical data model for most similar organisations is quite comparable, and the technology stack often features the same core platforms repeatedly used across the industry.
Consulting with Salesforce Experts: Finding the Right Partner
Given the complexity of the Salesforce ecosystem, engaging with a knowledgeable Salesforce Consulting Partner can be a game changer. These partners are certified experts who specialise in implementing and optimising Salesforce products across various industries. They bring a wealth of experience from past projects, which can help you navigate the intricacies of Salesforce’s offerings and tailor the platform to meet your specific business needs.
A good consulting partner will not only guide you through the technical setup but also help you design a strategy that aligns with your business goals. They can provide insights into best practices, help with customisation and integrations, and offer training to ensure your team gets the most out of the platform.
When selecting a partner, look for those who have relevant project and industry experience, and make sure they are up-to-date with the latest Salesforce developments. Salesforce products are constantly evolving, with new features and updates released three times a year. A partner who stays current with these changes can help you leverage new capabilities to drive your business forward.
Engaging with Salesforce Account Executives: What to Know
Salesforce Account Executives are another valuable resource when navigating the ecosystem. They can provide detailed insights into Salesforce products, answer specific questions about licensing and pricing, and help you understand how different products can fit together. However, it’s important to approach these conversations with a clear understanding of your business needs.
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Account Executives are incentivised to sell licenses, which means the conversation may lean towards purchasing additional products or features. While their recommendations can be helpful, it’s essential to have a well-defined strategy going into these discussions. Know what you need and be prepared to push back if a suggested product or feature doesn’t align with your goals.
To get the most value from your interactions with an Account Executive, come prepared with questions about product capabilities, integration options, and any current promotions or discounts that might be available. This approach will help you navigate the sales process more effectively and ensure you’re making informed decisions.
Leveraging the Salesforce AppExchange
The Salesforce AppExchange is a marketplace for third-party applications and consulting services designed to extend Salesforce’s capabilities. With thousands of apps available, the AppExchange is an excellent resource for finding solutions that can meet your business needs without extensive custom development.
For example, if you’re looking to integrate Salesforce with your ERP system, you might find a pre-built connector on the AppExchange that can save you time and effort. Similarly, if you need a specialised tool for managing complex pricing strategies, there’s likely an app available that can handle this functionality.
Before purchasing or installing any app, be sure to read reviews and check customer satisfaction scores. The AppExchange also offers a free trial for many apps, allowing you to test the solution before committing.
Visit the AppExchange here: https://appexchange.salesforce.com/
Exploring Salesforce Trailhead: The Free Learning Platform
Salesforce offers a free, comprehensive learning platform called Trailhead, which is a fantastic resource for both new and experienced users. Trailhead provides guided learning paths, known as “Trails,” that cover a wide range of topics from basic CRM functionality to advanced customisation and development skills.
By completing Trailhead modules, users can gain hands-on experience with Salesforce products and earn certifications that demonstrate their expertise. This not only helps individuals improve their skills but also enables organisations to build internal knowledge and capabilities. Investing time in Trailhead can be a great way to empower your team and ensure they are well-prepared to use Salesforce effectively.
Visit Trailhead here: https://trailhead.salesforce.com/
The Role of Salesforce Certifications
For organisations building an internal Salesforce team, investing in Salesforce certifications can be highly beneficial. Certifications validate an individual’s expertise in specific areas of Salesforce, such as administration, development, or architecture. Having certified team members can help you maintain a high level of proficiency and reduce the need for external consultants.
There are multiple certification paths available, depending on your team’s focus. For instance:
Encouraging your team to pursue certifications can lead to better project outcomes and a more efficient use of the platform.
Embrace the Journey
Navigating the Salesforce ecosystem may seem challenging at first, but with the right approach, it can be a rewarding journey. By leveraging peer insights, engaging with experienced consulting partners, utilising resources like the AppExchange and Trailhead, and staying connected with the Salesforce community, you can make informed decisions and unlock the full potential of Salesforce for your organisation.
Remember, Salesforce is designed to be flexible and adaptable. No matter your industry or business size, there’s likely a configuration that will fit your needs. Embrace the learning curve, invest in building internal expertise, and don’t hesitate to seek help when needed. With a strategic approach and a willingness to explore, you’ll find navigating the Salesforce ecosystem not only manageable but a key driver of growth and success for your business.
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4 个月This is great Robin. I've been telling my most recent Salesforce account exec that I've been meaning to write one of these. A couple of thoughts of mine. On Value of the crowd you mentioned processes being too different or unique, you could not be more right. Every business has to advertise their product, provide a quote, take an order, process a payment, fulfill the order, handle questions and inquiries and close down an account all while navigating a regulatory framework. If you're doing that in a way that is totally unique then it is almost guaranteed to be an inefficient workaround based on some legacy constraint that no longer needs to be there. Now is the perfect time to re-engineer your processes, improve the customer experience and reduce complexity and effort internally.