Salesforce Talent Acquisition Practice - Avance Consulting

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Salesforce Talent Acquisition Practice
Avance Consulting
August, 2020
Salesforce Talent Acquisition Practice | Aug 2020
Copyright © Avance Consulting 2019. All Rights Reserved 1

Salesforce Economic Impact: Between 2016 and 2022, Salesforce and its ecosystem are expected to enable creation of 3.3mn*
new jobs and add US$849bn* in new business revenue to the global economy to help drive GDP growth
*within its customer base, partner
communities etc. *IDC Salesforce
Economic Impact Model, 2017
Fast adoption in a prolific and fast
changing market
Strong revenue opportunities for
partners (US$)
3.3mn in Net-new Global Jobs
Expected to be created within Salesforce's customer
base between 2016 & 2022
Salesforce Ecosystem = 5XSalesforce
Subscriptions, Professional Services, Managed
Services, Hardware & Software Support
US$859bn in New Business Revenue
Accruing to Salesforce customers from cloud
computing benefits
The United States is the largest market for
Salesforce Professional services and would generate
more than 50% (US$411bn) of global economic
benefits between 2016 and 2022
The Global Financial Services industry will likely
generate US$164bn in new business revenue and
585K new jobs
The Manufacturing sector closely follows with
US$159bn opportunity and 638K new jobs
Salesforce and its global partner ecosystem are well positioned to transform customers' sales operations while increasing the
share of public cloud services from ~6% to about 13% of overall IT spending...
Salesforce Economic Metrics
The Salesforce Economy
components & partnership drivers
US: US$411bn
France: US$24bn
UK: US$65bn
Germany: US$17bn
Economic Benefits 2016 - 2022 - By Country (US$bn)
Australia: US$29bn
Canada: US$17bn
Potential Jobs Created 2016 - 2022 - By Country
408
363
114
37
26
0 100 200 300 400 500
US
India
UK
France
Germany
in '000
Every $1 of Potential Revenue accruing to
Salesforce creates $3.95 for the ecosystem in 2018
5.18
4.86
4.54
4.24
3.95
3.67
3.44
2022
2021
2020
2019
2018
2017
2016
By 2022, every dollar of Salesforce revenue will
potentially lead to 5X revenue opportunity
Source: IDC, IDC Salesforce Economic Impact Model,
2017
65%
17%
10%
7%
1%
Professional Services (inc.
training)
Addnl Cloud Subscriptions
Hardware & Network
Premises Software
Non-IT Consulting
2/3rd's of Salesforce Revenue opportunities come from Professional
Services
1. Salesforce Platform tools cut development time by 40%
2. Lower cost of quality assurance (QA) - 45% lesser and 39% lower time to
market
3. AppExchange helped increase market reach by 13% and sales closure by 39%

Salesforce Talent: The consistent double-digit growth of Salesforce is creating a large demand for professionals across
geographies, however the short-term scenario remains stacked against a demand & supply equilibrium
Positive NegativeNeutral
Technical Architects are drawing the highest
average salary (US$), Sept. 2018
Salesforce Talent Market
Across Salesforce roles, the demand for talent outstrips supply by a factor ranging from ~1 to more than 8; while Salesforce
Trailhead is helping a large community of professionals in getting the requisite skills but that's not enough...
Global Salesforce Talent Dynamics
▪ US$859bn in net new revenue opportunities within the Salesforce customer ecosystem -
currently numbering 15,000
▪ Salesforce owns 20% of the US$39.5bn CRM software market, nearly double of its closest
competitor
▪ Consistent double digit growth rate, higher than average R&D spend
▪ 14 acquisitions between 2016 and 2018
The
Salesforce
Economy
Promise
▪ Salesforce skills are in high demand across a variety of functions - from Sales, to
Customer Service, to Operations. Talent with deep technical skills are in high
demand
‒ Salesforce Administrators
‒ Salesforce Developers
‒ Salesforce Architects
‒ Salesforce Consultants
The Most
Common
Salesforce
Roles
▪ The Demand is vastly outpacing the supply of talent that can pose challenges for
customers who have signed up for product suites.
‒ Demand and Supply imbalance in both developed and emerging markets - particularly in
Technical Roles. Low unemployment, high turnover within the tech sector and
Salesforce's high pace of growth making it more difficult
‒ Developer roles outpace supply by 4X
‒ Demand for Technical Architects outpaces supply by 10X
The Demand
& Supply
Gap
▪ Global installed based of Salesforce talent in 1,000+ partners worldwide is ~28,800
Certified Professionals
‒ Top 10 Partners account for more than 55% of Certified Practitioners
‒ Rest of the 45% remain scattered across smaller boutique and niche firms including more
than 700 such firms with fewer than 10 professionals
‒ Gig Economy: Growing number of Salesforce freelancers - 5,000 Salesforce-specific
profiles on Top 3 freelance marketplaces alone
Salesforce
Talent
Supply
Break-up
1,50,000
1,25,000
1,04,000
95,000
Technical Architect
Developer
Business Analyst
Administrator
▪ Salesforce is adding new features rapidly,
particularly in the areas of Artificial
Intelligence - making the roles of Developers
and Technical Architect more important
▪ Technical Architects becoming tough to find
While Salesforce Technical Architect roles
have grown by 41% annually over the last 4
years, the percentage of Architects in
developed markets is just 1.7% of the
Salesforce-related profiles on LinkedIn and in
developing markets the same is just about
0.8% of the overall profiles
Source: 10K Advisors, Salesforce Trailhead, Sept,
2018 - The 2018 Salesforce Talent Ecosystem Report
▪SalesforceTrailhead
▪ Recognizing the issue, Salesforce has
been investing heavily in Trailhead, its
Free Online Learning Platform.
▪ In 2018, Salesforce reported its
community had earned 8mn Trailhead
badges
0.5 0.8
3.0
8.0
Salesforce Trailhead Badges (mn)
2015 2016 2017 2018
Demand is outpacing supply, particularly
Architect roles
12,410
13,729
620
9,465
19,855
32,337
5,134
9,133
Administrator
Developer
Technical Architect
Consultant
Demand & Supply Chart
Installed Talent Open Positions
0.9
8.3
2.4
1.6
Demand Coefficient - for every one
installed talent there is X times the
number of open positions

Salesforce Certifications Mapped to Job Roles and UK Median Salaries (1/2)
Salesforce Certification
Tracks
Certifications Role Specification Job Roles in the UK & Annual Median Salaries
Administrators
▪ Administrator ▪ Experience performing as a Salesforce Administrator
▪ Advanced Administrator ▪ Advanced-level experience as a Salesforce Administrator
App Builders ▪ Platform App Builder
▪ Design, build, and implement custom apps using the
declarative customization capabilities of Force.com
platform
NA
Developers
▪ Commerce Cloud Digital Developer
▪ Knowledge & skills in using the Salesforce Commerce
Cloud to develop an ecommerce solution
▪ Knowledge, skills and experience building custom
declarative and programmatic apps on the Force.com
platform
▪ Platform Developer I
▪ Platform Developer II
▪ Advanced skills and knowledge in the programmatic
capabilities of the Force.com platform and data-modeling
practices
Specialists
▪ CPQ Specialist ▪ Experience implementing the Salesforce CPQ solution
▪ Knowledge, skills and experience in email marketing best
practices - including message design, subscriber & data
management, inbox delivery and external integrations
▪ Marketing Cloud Email Specialist
▪ Marketing Cloud Social Specialist
▪ Skills & experience using the components of Social Studio
for post creation, management & analysis of conversations
and reporting
▪ Pardot Specialist
▪ Designing, building, and implementing marketing
workflows through the Pardot platform
47,500
60,000
60,000
Pardot
Salesforce Marketing Cloud
Salesforce Apex
67,500
71,500
70,000
55,000
Salesforce Developer
Senior Salesforce Developer
Salesforce Software Engineer
Tester
45,000
47,500
39,500
Salesforce Administrator
Senior Salesforce Administrator
Junior Salesforce Administrator
The salaries depicted above are indicative in nature and
are annual median salaries for individual positions for
the 6 month period ended 26.07.2019
Source: www.itjobswatch.co.uk, Salesforce Certification Guide
All data is limited to the UK only
Salesforce Roles & Compensation

Salesforce Certification
Tracks
Certifications Role Specification Job Roles in the UK & Annual Median Salaries
Consultants
▪ Community Cloud Consultant
▪ Implementing & consulting on the Salesforce Communities
applications in a customer-facing role
▪ Field Service Lightning Consultant
▪ Administration & configuration of a Salesforce application
and is capable of consulting with customers on Field
Service Operators
▪ Marketing Cloud Consultant
▪ Setting up and implementing Salesforce Marketing Cloud
Email app tools, providing solutions to execute both
tactical and strategic email campaigns
▪ Pardot Consultant
▪ Implementing Pardot in a customer-facing role, designing
and implementing solutions that meet customers' business
requirements
▪ Sales Cloud Consultant
▪ Implementing Sales Cloud in a customer-facing role,
successfully designing and implementing solutions that are
maintainable and scalable
▪ Service Cloud Consultant
▪ Implementing Service Cloud in a customer-facing role,
designing and implementing maintainable and scalable
solutions
Architect
• Application Architect
▪ Understanding of native Salesforce features and
functionalities, as well as the ability to model a role
hierarchy, data model and sharing mechanisms
• Data Architecture & Management
Designer
▪ Assessing the architecture environment and requirements
to design sound, scalable, and high-performing solutions
on the Force.com platform pertaining to enterprise data
management
• Development Lifecycle & Deployment
Engineer
▪ Assessing architecture environment and requirements,
implement management solutions on the Force.com
platform that meet those requirements
• Identity & Access Management
Designer
▪ Design solutions on the Force.com platform that meet the
Single Sign-On (SSO) requirements
• Integration Architecture Designer
▪ Design and build solutions on the Force.com platform that
meet end-to-end integration requirements
60,000
47,500
52,500
60,000
60,000
Salesforce Service Cloud
Pardot Consultant
Salesforce Sales Cloud
Salesforce Consultant
Salesforce Marketing Cloud
85,000
95,000
85,000
1,00,000
Salesforce Architect
Senior Salesforce Architect
Salesforce Solution Architect
Salesforce Technical Architect
All the salaries depicted above are indicative in nature
and are annual median salaries for individual positions
for the 6 month period ended 26.07.2019
Source: www.itjobswatch.co.uk, Salesforce Certification Guide
All data is limited to the UK only
Salesforce Certifications Mapped to Job Roles and UK Median Salaries (2/2)
Salesforce Roles & Compensation

About Avance Consulting

Introduction to Avance Consulting
We are your trusted Talent Acquisition Partner in a marketplace driven by Innovation & Disruption
We are passionate about quality & a client-led service delivery model.
Our Executive Search Practice is focused on Hiring Top Leadership Talent for our clients based on
extensive research across a global talent pool.
About Us

1500
1
7
1.5m
250
10K
500 PERMANENT
1000 CONTRACTED
PEOPLE
NEW JERSEY, LONDON
FRANKFURT, Warsaw
Prague, HYDERABAD (2)
OFFICES
CULTURE
UNIQUE DATABASE
40% NATIVES
RÉSUMÉS
AVERAGE QUARTER
APPLICATIONS
AVERAGE QUARTER
STARTS
Avance Consulting in numbers
About Us

Our Key Differentiators
About Us
5
1
2
4
3
Industry Knowledge
Domain Expertise
Deep Research Capabilities
Building & Managing Networks
Consultative Service Delivery
& Engagement Models
Our global presence has helped us build relationships
within the industry and candidate networks. We have
built a long-lasting network of global leaders cutting
across industries & Business Enablement functions
Our client-led Service Delivery Model ensures that we
follow a consultative approach and our customers are
involved in every step of the recruitment lifecycle.
Our expertise stems from the fact that we take research
seriously - every engagement we embark on starts with
research, be it our customers, the industries they
operate in, or the talent we are pursuing
Our deep domain expertise has resulted in us being
trusted partners for all our clients and long standing
relationships with them, globally. We take pride in our
ability to continuously innovate and contribute to the
larger eco-system.
Our experience of over 25yrs in the IT Industry helps us
understand our customers’ business and deliver value to
our clients, candidates and colleagues.

Our Operating Model
Recruitment
Phases:
About Us
Needs
Assessment
Candidate
Acquisition
Candidate
Evaluation
Selection &
Offer
Lifecycle
Management
 Consultative
Approach to
gathering the role
brief
 Assign the
research
team
 Build collateral
and pitch
documents
 Define filtering
criterion as per
customer
expectations
 Identify
potential
candidates via
extensive
research
 Profile
Validation
 Assessment
sheet for
candidate and
our
observations
 Prepare a
short-list for
the client
 Debrief client
and candidate
debrief
 Professional
references
 Scheduling
and
Managing the
entire
interview
process
 A robust
feedback
mechanism
 Offer
Presentation
 Customer at
the heart of
the entire life
cycle of
recruitment

Selected Clients
About Us

Appendix – Salesforce Implementation
Landscape

Salesforce Market Positioning (1/2): Salesforce is the market leader within the Global sales force automation marketplace;
has strengthened its presence across key new verticals and brought in deeper integration with AI/ML leveraging Einstein Analytics
Salesforce's (SFDC) continuation as the Market Leader by a wide margin across Sales Force Automation Product Categories is a
testimony to its strong product line, a global partner ecosystem, customer service vision and product innovation
Market Positioning
** Gartner estimatesSource: Gartner Magic Quadrants
SFA Market Leader for the 13th
consecutive year
Achieved ~53% of the Global SFA
market share in 2018*
Customers see AppExchange as a
critical differentiator
Positioned in Leaders' Quadrant
Salesforce Marketing Cloud supports
regional & global B2C customers
A key choice for customers seeking
cloud-only multichannel hub connecting
with Sales, Service & Commerce
Has all the building blocks to
reposition itself as a Global CX
Leader
Leader in CRM Customer
Engagement Center
7 out of 10 prospective customers
prefer Salesforce Service Cloud**
US$3.6bn (2018) revenue from
subscriptions & support, up 26%
Salesforce Automation (SFA) Multichannel Marketing Hubs Customer Engagement Customer Experience (CX)
1 2 3 4
Customer service & support applications to
engage with customers across touchpoints.
Features include Advisory, Problem
Diagnostics, Resolution, Account
Management
 Core CRM with Case Management
 Workplace Collaboration Tools
 Workflow Management/BPM
 Multi-channel engagement cap.
 Mobile
 Predictive Analytics
 Voice of Customer
1. Real-time & Predictive Analytics
2. Agent guidance & navigation
3. Embedded AI
4. Automation engagement using AI
5. Platform-agnostic Development &
Integration Tools, APIs
Salesforce's Market
Positioning
Competition
Product Scope
Top
Functionalities in
Demand**
Product Evolution
Trends
Orchestrates communications with and
offers to customer segments across
channels - websites, mobile, social, direct
mail, contact centers, paid media & email
 Integrated Digital Marketing capabilities
for programmatic advertising, mobile,
social, web and email marketing
 Extends the marketing process through
channels such as web, email, video,
mobile, social applications, POS terminals,
digital signage
1. Customer-analysis at an individual level
2. Predictive analytics, journey analytics &
profile management
3. Higher personalization, content
management, and real-time offer
management
Systems that support the automation of
sales, processes and administrative
responsibilities for sales professionals.
 Account, Contract & Opportunity
Management
 Sales Activity Management
 Sales Forecasting
 Mobile Applications
 Reporting & Analytics
 Platform Capabilities
1. Improved AI for data capture
2. Predictive Analytics for improved
decision making
3. Improving relationship intelligence
Transformation of client relationships,
and/or design, build, integrate and deploy
process change and technology solutions
that improve communications between a
company and its customers
 Sales/Transaction Enablement
 Increased customer advocacy/referrals
 Improved margins through better pricing
 Cross-selling/up-selling to customers
1. Digital Design
2. Customer Analytics
3. Digital Commerce
4. Information Architecture/Migration

Salesforce Market Positioning (2/2): Across functionalities Salesforce is geared up to internalize newer tech functionalities
even as marketing technology related spend is expected to top 30%* of the overall marketing expense budget in 2018/19
Multichannel Marketing Hubs Customer Engagement Customer ExperienceSalesforce Automation (SFA)
 New functionalities in existing
platforms/products:
• Added a new integration & API platform
(Lightning Knowledge Solution) through
its acquisition of Mulesoft
• AI/ML Integration with its Einstein &
Einstein Analytics products. Integrating
AI in to case management, Salesforce
Einstein Chatbot, and Einstein Analytics
 Product enhancements:
• Salesforce Customer 360 offering a
single view of the customer
 Focus on new industry verticals:
• Launched new industry-focused
solutions with the Education, Health &
Financial Services Clouds and
partnerships with ISVs
Salesforce's extended Digital Marketing capabilities such as Account-based Marketing and Lead Management particularly for
B2B marketers sets it apart; plans to focus on predictive analytics for customer profiles & journey recommendations in 2019
MarketDirectionSalesforce'sStrategy
 Building capability breadth & product
differentiation:
• Enables orchestration of end-to-end
journeys across engagement channels
• Pardot, a part of Salesforce's Sales Cloud
enables Lead Management & Account-
based Marketing (ABM)
• Integration allows access to Sales, Service
& Commerce Clouds
 Leveraging native AI:
• Adding capabilities like Automated
Segmentation, Customer Journey
Analytics across Marketing Cloud with
Einstein
• Plans to add Predictive Frequency
Capping, Predictive Content Selection to
enable insight-driven marketing decisions
Source: Gartner Magic Quadrant for Multichannel
Marketing Hubs, Magic Quadrant for Sales Force
Automation
‒ By 2022, 70% of all customer interactions would
use ML applications, chatbots & mobile messaging,
up from 15% in 2018
‒40% of customer service cases will be initiated by
partners within the ecosystem
‒70% of self-service customer interactions will use
speech interfaces by 2023
‒ Operational efficiencies will increase by 25% for
organizations embedding AI on their platforms
‒ Drive towards solutions that deliver
contextual customer experiences
‒Data-driven insights and workflows
‒Unified customer profiles with data
from different sources
‒ Building capabilities in Machine Learning,
Customer Journey Analytics, Real-
time customer insights
 Exploiting mid-market opportunities:
• Launched an updated product for small
businesses - Salesforce Essentials
 AppExchange a critical differentiator:
• Client references indicate higher
confidence and preference for Salesforce
owing to AppExchange, the application
marketplace
 Strong marketing strategy:
• Different strategies for different
segments - SMBs, Enterprises with
marketing messages and content for all
decision-making roles
 Plugging functionality gaps:
• Predictive AI Sales Forecasting and High
Velocity Sales (HVS) were introduced in
2018 to bridge gaps within Sales Cloud
‒ Sales Force Automation (SFA) market grew an
estimated 12.8% to reach US$6.9bn in 2018;
growth coming from cloud-based platforms
‒ AI capabilities are maturing in SFA product
suites; Predictive Analytics for
opportunity scoring, NLP
‒Prescriptive Analytics not yet mature,
but picking up
‒Sales Enablement function maturing
Market Positioning
* Gartner Market sizing
 New CX enabling tools:
• One of the focus areas for Salesforce as
it expects some of the pure-play CRM
vendors pivot to Customer Experience
Management
• The impetus will be on integrations that
make customer data move fuildly
between its clouds
 Customer 360:
• The acquisition of Mulesoft in 2018
transformed in to Salesforce's
integration platform that helps unify
customer data for customers across all
clouds
 Salesforce AI:
• AI is helping Salesforce to create a
single repository of customers' data
‒ Customer Experience and CRM implementation
services remain in high demand - fueled by
demand for Design, UX, Commerce and
Analytics skills
‒ By 2022, demand for Consulting and
Implementation services for Digital Marketing &
Commerce initiatives (which is 40% today) will
exceed services for core sales and customer
services (60% today)

Market Positioning:
1.Strong Business Consulting practice with substantial Salesforce tech chops: Very strong
market presence, scale, consulting expertise and CX transformation competencies
2.Revenue Scale: Is the largest CX and CRM implementation service provider worldwide with
estimated revenues of US$3.8bn* (17% of its Consulting & Implementation revenue in 2017)
3.Salesforce Practice Headcount: Has one of the largest Salesforce practices globally with
more than 6,500 practitioners (~2,400 certified professionals) with experience in all major
Salesforce products
4.Top customer verticals:
• Discrete Manufacturing, Utilities/Energy, Natural Resources/Oil/Chemical and Retail
Talent Strategy:
• Salesforce roles at Deloitte UK: In the UK&I geography, Deloitte's hiring of Salesforce
professionals is heavily concentrated within London. The roles being hired for include -
Technical Leads, Developers, Testers, Einstein Analytics Design & Implementation. A lot of
roles are based out of client locations and are in essence consulting roles. From an
industry perspective, Deloitte is hiring people with experience in the Automotive,
Industrial Products, and/or Manufacturing verticals. The other top hiring locations include
Belfast, Leeds, and Glasgow
• Training: Deloitte and Salesforce have jointly developed and launched a training program
Pathfinder to equip professionals with technical and business skills needed for filling roles
within the Salesforce ecosystem. The talent acquisition goals for Deloitte is heavily
invested on the Pathfinder Workforce Development Program
• The program provides the participants training for Salesforce Administrator and
Salesforce Developer roles
• Deloitte's Salesforce talent is spread across 18 Digital Studios across the globe
providing digital experiences to its customers
SIs & Partners - Competitive Positioning (1/2): IBM, Accenture and Deloitte are the Global leaders in Salesforce solution
implementations owing to their strong consulting skills, expertise on Salesforce's growing product suite and global reach & scale
Market Positioning:
1.Global Leader in Salesforce Implementation and Professional Services due to its market presence,
scope/scale of capabilities and digital design orientation. It is one of the world's two largest (the
other being Deloitte) CX/CRM implementation services providers
2.Revenue Scale: Global revenues from CX/CRM (all CRM including Salesforce) implementations
amounted to US$3.5bn in 2017* - 9% of its total revenue and 16% of its consulting & implementation
revenue
3.Salesforce Practice Headcount: 16,500 Salesforce skilled professionals including 5,700 unique
certified Salesforce professionals
4.Implementations: 1,400 completed Salesforce projects across 1,100 global enterprises
5.Top customer verticals: These verticals generate more than 12% of Accenture's CRM/CX service
revenue or are a strong focus of its CRM/CX services
• Telecom/Media, Banking, Retail and Public Sector
Talent Strategy: Accenture Salesforce Business Group aims to achieve a Salesforce practice
headcount of over 80,000 by 2020
Accenture has been one of the first companies to have established strategic alliance with Salesforce
and it continues to invest heavily in the innovation, talent, skills, and solutions needed to build scale.
• Salesforce roles at Accenture UK: Accenture is recruiting Salesforce Solution & Technical Architects,
apart from Technical Developers, CPQ Consultants, Data Architects. It is also hiring functional
specialists across its Marketing and Service Clouds
• Opportunity to work on advanced tools and technologies: Accenture's job adverts mention
opportunities available to potential candidates. Some of the tools in focus are Einstein, AI, Lightning
& Analytics
• Training: Accenture is also investing its resources to strengthen its Salesforce bench-strength. It
delivers an annual average of 50,000 hours of Salesforce training. It is also running a Certified
Technical Architect (CTA) certification program
• Acquihires: Accenture has made 8 Salesforce-specific acquisitions in recent years as a part of its
strategy to build its Salesforce capabilities. Currently Accenture has the largest number of Certified
professionals within the Partner Community
Accenture Deloitte
Customers are looking for implementation partners that can provide strong business consulting, a broad swathe of Salesforce
skills across multiple clouds and innovation to achieve their digital business goals
CX/SFA/CRM Implementation
Source: Forrester Wave - Salesforce Implementation
Partners, Q2, 2019, all service providers have not
been featured in this report, Google Jobs
Leaders Strong Performer Visionaries
Positioning
*Gartner estimates

Market Positioning:
1.Capgemini is a Global Leader within the Salesforce Professional Services landscape and has
been providing Salesforce service for more than 10 years now. Has broad Salesforce
capabilities but has doubled down on Commerce. It has made specific acquisitions in this
space including Itelios, LiquidHub, and Lyons CG. Reference customers include NYDJ,
Sunlight Financial, and Wolters Kluwer
2.Revenue Scale: NA
3.Salesforce Practice Headcount: 2,800+ Salesforce professionals with over 6,800 certifications
globally
• Banking, Financial Services & Insurance, Automotive
Talent Strategy:
• Salesforce Roles at Capgemini UK: Capgemini UK has a strong Salesforce practice and is
currently hiring for functional roles across the spectrum - CPQ, Functional Consultants,
Business Analysts. Capgemini is also hiring for Technical Architects/Leads, and Salesforce
Architects. Banking & Financial Services is a focus area for Capgemini UK's Salesforce
practice - it has recently filled positions in this market - Technical Architects, Banking
• Capgemini is also hiring for roles on the Delivery side - including Project
Management roles, Engagement Managers. Some of the roles need Salesforce
Administrator (ADM 201) and Platform Developer (PD1) certifications
• Focus on Salesforce Marketing Cloud: Capgemini is hiring for multiple
positions with experience in Salesforce Marketing Cloud with exposure to Agile
project delivery, and additional marketing automation solutions - Marketo,
Adobe etc
SIs & Partners - Competitive Positioning (2/2): Business Consulting capabilities has emerged as the hallmark of
differentiation; most of the large providers have traditionally grown through acquisitions of smaller players across geographies
Market Positioning:
1.Strong Salesforce practice, strengthened with the acquisition of Bluewolf in 2016 and has kept the
brand at the front and center of its Salesforce capabilities. IBM iX is the business unit within Global
Business Services (GBS) that leads engagements for front-office transformation
2.Revenue Scale: IBM iX is one of the top 4 providers of CX/CRM implementation services globally - its
2017 revenue for CRM-related implementations is estimated to be US$2.7bn* (20% of IBM GBS'
overall consulting/implementation revenue)
3.Salesforce Practice Headcount: NA
• Banking and Securities, Consumer Goods, Public Sector
Talent Strategy:
• IBM's Salesforce practice is particularly strong in design-based work which leverages a large
number of iX studios across the globe. Important locations for front-end consulting
capabilities are London and New York
• IBM is hiring for Salesforce Technical and Solution Architects in London, for its Bluewolf
business
• Some roles are for its Salesforce Alliance such as Senior Director, Alliances, apart from
Developer roles for Salesforce Marketing Cloud
IBM Capgemini
Banking, Financial Services, Insurance, Healthcare and Retail are the top sectors witnessing need for CX/CRM transformation
engagements; a vertical-focused strategy in alignment with Salesforce's industry solutions is the key
CX/SFA/CRM Implementation
Source: Forrester Wave - Salesforce Implementation
Partners, Q2, 2019, all service providers have not
been featured in this report
*Gartner estimates
Leaders Strong Performer Visionaries
Positioning

Application Leaders' expectations from SFA implementations/engagements: Creating operational efficiencies,
improving business outcomes, agility and strengthening customer relationship/service are the key purchase considerations
Almost 55%* of the overall sales technology market is made up of sales automation; Leaders feel that the centrality of data and
the ability to build a sales operations around it will determine team success
Implementation
Objectives -
Sales/Application
Leaders
▪ Achieve a Data-driven Sales organization
 Maximize existing operating
processes and/or business models
 Improve sales operations using digital
technologies, also known as 'Digital
Transformation'
 The need for a 360° view of the
customer
 Digital Optimization needs driving
sales technology purchase decisions
 Data-driven sales organization
▪ Implementations are viewed as medium-
term commitment:
 Application Leaders think SFA
implementations as at least 5-year
commitments
 42%* of all implementation are three
years old; executives view
implementations as 'long-term'
investments
 Leaders from enterprise-scale
customers seek assurances of 'future
proof' technology
▪ Ease of Integration with third-party
applications:
 Leaders have indicated that the ease of
application to application integration is
one of the critical decision factors
 Clients ask about SFA vendor
marketplaces of third-party applications
 The quality of the platform is also a key
influencer during the decision making
process - ability to support agile
development & custom applications to
extend functionalities
** Gartner Reference Customer
Survey
Market Expectations

Contact
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Avance Consulting
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Suite 209 Somerset NJ 08873
northamerica@avanceservices.
com
Phone: +1 201 604 3793
LONDON
Avance Consulting
Elizabeth House, 39 York Road
London SE1 7NQ
London@avanceservices.com
Phone: +44 207 993 4607
FRANKFURT
Avance Consulting GmbH
Rossittener Strasse 3 60487
Frankfurt am Main
Germany@avanceservices.com
Phone: +49 151 1520 4456
HYDERABAD
405, Prathima Schallas
Street Number 8 Hyderguda,
Hyderabad
info@avanceservices.com
Phone: +91 40 2323 8456

Salesforce Talent Acquisition Practice - Avance Consulting

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