{
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  "sourcesContent": ["import{jsx as e,jsxs as t}from\"react/jsx-runtime\";import{Link as n}from\"framer\";import{motion as i}from\"framer-motion\";import*as a from\"react\";export const richText=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(n,{href:\"http://www.foundhq.com/salesforce-consulting-partners\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Salesforce Consulting Partners\"})}),\" are constantly looking for ways to expand their capabilities and grow their businesses. One common strategy these firms use to achieve those goals is acquisitions. By acquiring other Practices, Salesforce Consulting Firms can access new technology, expand their client base, and diversify their service offerings. \"]}),/*#__PURE__*/e(\"p\",{children:\"It's how they remain competitive in such a changing market.\"}),/*#__PURE__*/t(\"h2\",{children:[\"3 main reasons Consulting Firms make acquisitions:\",/*#__PURE__*/e(\"strong\",{children:\"\u200D\"})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"1. Increasing bench of talent\"}),\" \",/*#__PURE__*/e(\"strong\",{children:\"2. Going vertical\"}),\" \",/*#__PURE__*/e(\"strong\",{children:\"3. Entering new markets\"}),\"                      \"]}),/*#__PURE__*/e(\"p\",{children:\"Let\u2019s break each down:\"}),/*#__PURE__*/e(\"h3\",{children:\"To increase bench of talent\"}),/*#__PURE__*/e(\"p\",{children:\"This is the move made by Consulting Firms that are well established, have a strong pipeline of demand, and good Strategic Alliances with the SaaS vendor they serve, who funnel continuous business to them. \"}),/*#__PURE__*/e(\"p\",{children:\"Adding talent allows them to capitalize on more business.\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 Example: IBM buying Bluewolf. This move immediately increases the size of IBM\u2019s Salesforce Practice, enabling them to take on more and larger projects.\"}),/*#__PURE__*/e(\"h3\",{children:\"To enter sub-verticals within their primary market\"}),/*#__PURE__*/e(\"p\",{children:\"As SaaS continues to move toward vertical solutions, the complexity of their product grows and requires specialized experience in a particular domain. \"}),/*#__PURE__*/e(\"p\",{children:\"Acquiring domain-specific Partners - regardless of size - allows them to develop a distinct set of capabilities to go deeper into existing accounts; as well as wider into the overall market.\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 Example: Salesforce acquiring Acumen Solutions, who had deep domain expertise in the Public Sector. This coincided with the acquisition of Vlocity and a push toward Industry Clouds.\"}),/*#__PURE__*/e(\"h3\",{children:\"To enter new markets\"}),/*#__PURE__*/e(\"p\",{children:\"We see this a ton within the Salesforce ecosystem and it can be used to enter new markets geographically and entirely new business areas. \"}),/*#__PURE__*/e(\"p\",{children:\"This type of acquisition is straightforward.\"}),/*#__PURE__*/e(\"p\",{children:\"You\u2019re in a market I want to tap into, and it\u2019s easier for me to do it through you than build a team organically.\"}),/*#__PURE__*/e(\"p\",{children:\"An area this happened quickly was around Marketing Cloud.\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 Example: In recent years, we have seen the big Marketing / Ad Agencies invest in Salesforce Marketing Cloud Practices so they could upsell existing accounts with this Technology Practices.\"}),/*#__PURE__*/e(\"p\",{children:\"This includes Interpublic Group (IPG) acquiring RafterOne, Omnicom acquiring BrightGen, and Dentsu making multiple acquisitions.\"}),/*#__PURE__*/e(\"h2\",{children:\"Salesforce Acquires Partners Too\"}),/*#__PURE__*/e(\"p\",{children:\"You can see the same strategy adopted by Salesforce as well - acquiring Salesforce Consulting Partners in the ecosystem to boost the capabilities and reach of Salesforce Professional Services. \"}),/*#__PURE__*/e(\"p\",{children:\"A few notable examples of Salesforce Partner Acquisitions include:\"}),/*#__PURE__*/e(\"h3\",{children:\"Model Metrics (2011)\"}),/*#__PURE__*/e(\"p\",{children:\"This was back in the early days of Salesforce and the Partner ecosystem looked a lot different than today. \"}),/*#__PURE__*/e(\"p\",{children:\"When you're a high-growth SaaS vendor with an unestablished Partner network, it can be a serious impediment to growth - who is implementing your solution at all the Customers you're bringing on board?\"}),/*#__PURE__*/e(\"p\",{children:\"In this case, Salesforce made a necessary acquisition of a leading Salesforce Consulting Firm so they could bring Professional Services in-house and make sure Delivery capabilities stayed on par with the growth they were driving in new Sales.\"}),/*#__PURE__*/e(\"h3\",{children:\"Acumen Solutions (2021)\"}),/*#__PURE__*/t(\"p\",{children:[\"This acquisition came less than a year after Salesforce acquired Vlocity (now Industries Cloud). And it perfectly follows the strategy of acquiring industry-specific Consulting Firms to more effectively penetrate specific verticals. The acquisition of Vlocity would prove to be an incredibly effective tactic for Salesforce to penetrate new markets but they needed to ensure Professional Services had the ability to deliver - Acumen had a \",/*#__PURE__*/e(\"em\",{children:\"massive\"}),\" footprint in the Public Sector, Financial Services, and other key markets Salesforce would enter with Industry Cloud, so adding these Delivery capabilities was brilliant. \"]}),/*#__PURE__*/e(\"h3\",{children:\"Traction on Demand (2022)\"}),/*#__PURE__*/t(\"p\",{children:[\"This acquisition remains somewhat confusing, as it was a move strictly designed to increase the talent bench within Salesforce Professional Services. Traction was the largest pure-play Salesforce Partner in North America with a team of 1,000+ Salesforce Consultants. As others have pointed out, 24% YOY growth when you're at the scale of Salesforce is still \",/*#__PURE__*/e(\"em\",{children:\"a ton of new deal flow every Quarter\"}),\", so this was a move they felt was necessary to maintain the Delivery capabilities needed to service new accounts. \"]})]});export const richText1=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Today, the Chief Revenue Officer (CRO) is essentially a Sales Leader; while the Head of RevOps (who often reports to the CRO), is a Strategy, Technology, and Analytics Leader. \"}),/*#__PURE__*/e(\"p\",{children:\"My guess is that in the next couple of years, we're going to see this reporting structure get completely inverted.\"}),/*#__PURE__*/e(\"p\",{children:\"As a function, Rev Ops is growing in influence.\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 It extends well beyond just Go to Market strategy.\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 It owns Analytics.\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 It owns Technology & Systems.\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 And drives alignment across GTM, Finance, Product, and others.Rev Ops is starting to eat into the general Biz Ops function.\"}),/*#__PURE__*/e(\"p\",{children:\"It is becoming THE holistic, companywide Strategic Leader.\"}),/*#__PURE__*/e(\"p\",{children:\"Not to take anything away from all the CROs out there.\"}),/*#__PURE__*/t(\"p\",{children:[\" It just seems that the more logical C-suite representative for the Go-to-Market teams would be the Head of \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/resources/what-is-revenue-operations\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Revenue Operations\"})}),\", bringing a broad background across Sales/Marketing Ops, Analytics, Technology, and Financial Planning. \"]}),/*#__PURE__*/e(\"p\",{children:\"On the other hand, the Head of Sales is uniquely qualified to manage, motivate, and train the Sales organization.\"}),/*#__PURE__*/e(\"p\",{children:\"But setting the strategy that guides those efforts requires a very different skill set.\"}),/*#__PURE__*/e(\"p\",{children:\"A highly analytical, insights-driven role well suited for individuals that have been developing that craft.\"}),/*#__PURE__*/e(\"h2\",{children:\"CROs with a Rev Ops Background\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Notion\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"CRO: Erica Anderson, ex Director of Revenue Operations at GitHub\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Miro\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"CRO: Zhenya Loginov, ex COO at Segment\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Justworks\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"CRO: Robert Lopez, ex Head of Sales Operations at Groupon\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Bringg\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"CRO: Tom Siegel, ex SVP Sales Operations at Fuze\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Checkr\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"CRO: Lindsey Scrase, ex Head of SMB Sales Operations at Google Cloud\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Instawork\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"CRO: Cathy Hardin, ex SVP Sales Operations at Angi\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"DoorDash\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"CRO: Tom Pickett, ex Sales Operations at Google\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Semrush\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"CRO: Channing Ferrer, ex VP Sales Operations at Hubspot\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"dbt Labs\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"CRO: Nicholas Erdenberger, ex Director of Revenue Operations at Heap\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Sunrun\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"CRO: Paul Dickson, ex EVP of Operations at Vivint Solar\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"GitLab\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"CRO: Michael McBride, ex SVP Field Operations at Lookout\"}),/*#__PURE__*/e(\"h3\",{children:\"And there are many options for Rev Ops Leader's backgrounds\"}),/*#__PURE__*/e(\"p\",{children:\"As the Rev Ops discipline matures - both in how it's understood and invested in - we will continue to see it evolve. Based on the relatively new emergence of Rev Ops in general, we still tend to see companies default to hiring Sales Operations Leaders. \"}),/*#__PURE__*/e(\"p\",{children:\"In a company that is truly Sales-led, this makes sense given the majority of Go-to-Market Operations are in support of the core Sales team. However, with models like PLG continuing to emerge and the emergence of AI (which is sure to impact the composition of Rev Ops teams in unknown ways), we need to start seeing more diverse sets of experience in the top Rev Ops role.\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 VP of Rev Ops at 1Password\"}),/*#__PURE__*/e(\"p\",{children:\"... comes from a Sales Operations background\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 VP of Rev Ops at ClickUp\"}),/*#__PURE__*/e(\"p\",{children:\"... comes from a Marketing Analytics background\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 SVP of Rev Ops at Lucid\"}),/*#__PURE__*/e(\"p\",{children:\"... comes from a Financial Planning & Analysis background\"}),/*#__PURE__*/e(\"p\",{children:\"\u200D\uD83D\uDC49 Head of Rev Ops at Benchling\"}),/*#__PURE__*/e(\"p\",{children:\"... comes from a Field Sales Operations background\"}),/*#__PURE__*/e(\"p\",{children:\"\u200D\uD83D\uDC49 Head of Rev Ops at Handshake\"}),/*#__PURE__*/e(\"p\",{children:\"... comes from a Management Consulting background\"}),/*#__PURE__*/e(\"p\",{children:\"\u200DGenuinely Curious \uD83E\uDD14\"}),/*#__PURE__*/e(\"p\",{children:\"Is it just a matter of time until Revenue Operations Leaders are elevated to the CRO role instead of Sales Leaders? Time will tell!\"})]});export const richText2=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"How much value should you assign to Certifications when hiring a Salesforce Administrator or Developer? \"}),/*#__PURE__*/e(\"p\",{children:\"Our honest answer is that you should place little importance on them.\"}),/*#__PURE__*/e(\"p\",{children:\"Do not treat Salesforce Certs (no matter how many a candidate has obtained) as a barometer for actual capabilities on the platform.\"}),/*#__PURE__*/e(\"p\",{children:\"Yes, Certifications are an excellent starting point and may demonstrate general knowledge within a Salesforce product area. But they are narrow in scope.\"}),/*#__PURE__*/e(\"p\",{children:\"Acquiring a Certification does not involve:\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Edge cases.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Constraints for specific problems you will encounter.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Real word application.\"})})}),/*#__PURE__*/e(\"p\",{children:\"A Certification demonstrates an individual\u2019s commitment to learning and expanding their knowledge on the platform. This is HUGE, particularly when investing in junior or mid-level talent. \"}),/*#__PURE__*/e(\"p\",{children:\"However, I\u2019ve seen too many companies overestimating someone\u2019s qualifications simply because they have a Marketing Cloud Admin or CPQ Admin Certification.\"}),/*#__PURE__*/e(\"p\",{children:\"Similarly, I\u2019ve seen companies overlook incredibly strong talent because they weren\u2019t Certified.\"}),/*#__PURE__*/e(\"h2\",{children:\"The big exception to this rule\"}),/*#__PURE__*/t(\"p\",{children:[\"There's a clear exception to this rule and it's the Platform Developer II Certification for Advanced Developers. This has various prerequisites and tests more objective knowledge of the platform, so you can rest assured that a Platform Developer II is highly capable in Salesforce development. Need help vetting candidates? \",/*#__PURE__*/e(n,{href:\"https://calendly.com/foundhq/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Let's jump on a call!\"})}),\" \"]})]});export const richText3=/*#__PURE__*/e(a.Fragment,{children:/*#__PURE__*/e(\"p\",{children:\"Salesforce technical debt is inevitable. And it's hard to manage. Here are 3 proven solutions for how to tackle it.\"})});export const richText4=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Understanding Technical Debt in Salesforce\"}),/*#__PURE__*/e(\"p\",{children:'\"Technical debt\" is a concept in software development that refers to the cost of additional work caused by choosing a quick and easy solution now instead of using a potentially more time-consuming but sustainable approach that would take longer. '}),/*#__PURE__*/e(\"p\",{children:\"In short, it's what happens when you cut corners or use workarounds when trying to ship new releases.\"}),/*#__PURE__*/e(\"p\",{children:\"And technical debt is costing you a FORTUNE.\"}),/*#__PURE__*/e(\"p\",{children:\"While these quick fixes might solve immediate problems, meet urgent needs, or hit urgent deadlines, they can lead to long-term consequences that impact the org's efficiency, maintainability, and upgradeability. This is what we call accruing Salesforce technical debt.\"}),/*#__PURE__*/t(\"p\",{children:[\" As you may already know, technical debt comes in \",/*#__PURE__*/e(\"em\",{children:\"many\"}),\" forms within Salesforce: \"]}),/*#__PURE__*/e(\"h3\",{children:\"Code Debt\"}),/*#__PURE__*/e(\"p\",{children:\"This is perhaps the most obvious form of technical debt because using Apex code is complex and should only be deployed by seasoned Engineers. It occurs when custom code is poorly written, lacks documentation, or doesn't follow best practices. Over time, this can make the code difficult to maintain, understand, or modify. \"}),/*#__PURE__*/e(\"h3\",{children:\"Configuration Debt\"}),/*#__PURE__*/e(\"p\",{children:\"Configuration debt arises when your org's setup deviates from Salesforce's recommended practices. This could include things like excessive use of profiles instead of roles, misuse of field types, or overcomplicated sharing settings. \"}),/*#__PURE__*/e(\"h3\",{children:\"Unmanaged Metadata Debt\"}),/*#__PURE__*/e(\"p\",{children:\"Salesforce orgs can accrue metadata debt when they accumulate unused fields, objects, classes, or other metadata over time. These unused components clutter the system, making it more challenging to navigate and manage. \"}),/*#__PURE__*/e(\"h3\",{children:\"Process Automation Debt\"}),/*#__PURE__*/t(\"p\",{children:[\"Process automation debt happens when there are too many automation rules (like workflows, process builders, or flows) that overlap or contradict each other. This can lead to unexpected behavior and make troubleshooting issues more complex. \",/*#__PURE__*/e(\"strong\",{children:\"In the worst scenarios, it can prevent the system from actually functioning because background jobs may cause timeout issues with flows that are meant to run.\"}),\" \"]}),/*#__PURE__*/e(\"h3\",{children:\"Integration Debt\"}),/*#__PURE__*/e(\"p\",{children:\"Integration debt occurs when external systems are integrated with Salesforce in a way that's hard to maintain or doesn't scale well. This could be due to poor API design, reliance on deprecated features, or lack of error handling. \"}),/*#__PURE__*/e(\"h3\",{children:\"Data Debt\"}),/*#__PURE__*/e(\"p\",{children:\"Data debt refers to issues related to the quality and management of data within the Salesforce org. This could include duplicate records, incomplete data, or lack of standardized data entry practices. \"}),/*#__PURE__*/e(\"h2\",{children:\"Issues Caused by Technical Debt\"}),/*#__PURE__*/e(\"p\",{children:\"It's important to note that not all customizations lead to technical debt. If well planned, documented, and maintained, customizations can provide unique solutions that help businesses leverage Salesforce's potential. The key lies in striking a balance between customization and configuration, and making informed decisions about when and how to customize. \"}),/*#__PURE__*/e(\"p\",{children:\"Accruing Salesforce technical debt can result in several issues, including:\"}),/*#__PURE__*/e(\"h3\",{children:\"Difficulty in Upgrading\"}),/*#__PURE__*/e(\"p\",{children:\"Salesforce rolls out three major updates every year, introducing new features and improvements. However, excessive customization can make it challenging to apply these updates. The custom code might conflict with the new updates, leading to functionality issues or even system breakdowns. As a result, organizations may find themselves stuck with an outdated version of Salesforce, unable to leverage the latest features. \"}),/*#__PURE__*/e(\"h3\",{children:\"Increased Maintenance Costs\"}),/*#__PURE__*/e(\"p\",{children:\"Custom code requires regular maintenance to ensure it continues to function correctly as Salesforce evolves. This maintenance can be time-consuming and costly, especially if the original developer is no longer available or if the code is poorly documented. \"}),/*#__PURE__*/e(\"h3\",{children:\"Reduced System Performance\"}),/*#__PURE__*/e(\"p\",{children:\"Excessive customization can lead to a bloated system that runs slowly and inefficiently. It can also make the system more prone to bugs and errors, impacting user experience and productivity. \"}),/*#__PURE__*/e(\"h3\",{children:\"Loss of Agility\"}),/*#__PURE__*/e(\"p\",{children:\"One of the main benefits of Salesforce is its flexibility and scalability. However, heavy customization can reduce this agility, making it harder for organizations to adapt the system to changing business needs. \"}),/*#__PURE__*/e(\"h3\",{children:\"Complexity in Training and User Adoption\"}),/*#__PURE__*/e(\"p\",{children:\"Custom features may not be as intuitive or user-friendly as standard Salesforce features, leading to a steeper learning curve for users. This complexity can slow down user adoption and require additional training resources. \"}),/*#__PURE__*/e(\"p\",{children:'To mitigate these risks, organizations should consider adopting a \"configuration first\" approach, resorting to custom Apex only when absolutely necessary. An experienced [Salesforce Developer] (https://www.foundhq.com/hire/salesforce-developer)will help you understand these risks and guide you in making informed decisions about when and how to customize your Salesforce environment.'}),/*#__PURE__*/e(\"p\",{children:\"They can also assist in managing technical debt by reviewing and optimizing your existing customizations.\"}),/*#__PURE__*/e(\"h2\",{children:\"How to manage Salesforce Technical Debt\"}),/*#__PURE__*/t(\"p\",{children:[\"First and foremost, you have to accept that technical debt \",/*#__PURE__*/e(\"em\",{children:\"will\"}),\" accrue to some extent within your Salesforce org. \"]}),/*#__PURE__*/e(\"p\",{children:\"Even the most talented Engineering Leaders and Salesforce Developers understand this fact. Assuming that you have the right processes in place to avoid it altogether will get you into trouble.\"}),/*#__PURE__*/e(\"p\",{children:\"That said, there area lot of things in your control that will prevent it from building up at an unsustainable rate.\"}),/*#__PURE__*/e(\"h3\",{children:\"1. Preventing Technical Debt in the first place\"}),/*#__PURE__*/t(\"p\",{children:[\"Dev Ops has been lacking in Salesforce for a LONG time and while we\u2019re finally seeing an ecosystem of tools like \",/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/company/prodly/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Prodly\"})}),\", Copado, AUTORabit, and others that help maintain a clean org, the damage has been done to many orgs. \"]}),/*#__PURE__*/e(\"p\",{children:\"But companies that are building out Salesforce today and scaling a Salesforce Engineering team NEED to prioritize Dev Ops and release management processes to scale a healthy environment.\"}),/*#__PURE__*/e(\"h3\",{children:\"2. Build a Technical Debt roadmap\"}),/*#__PURE__*/e(\"p\",{children:\"Just like you have a Salesforce product roadmap for new feature build (\u2019future state\u2019), you should have a roadmap for technical debt reduction. \"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Identify legacy code causing the most problems.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Map out where to work down technical debt as part of new releases.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Dedicate Salesforce Engineering capacity to tech debt on an ongoing basis.\"})})}),/*#__PURE__*/e(\"p\",{children:\"You can do this with your full-time Engineering team efficiently by baking it into your ongoing release management process and roadmap. \"}),/*#__PURE__*/e(\"p\",{children:\"This is the best way to reduce tech debt that is embedded in the core feature set - functionality, automations, and integrations that no longer serve the business and have become debt in the org. Often, this technical debt requires more intimate knowledge of the business use case or current technical set up of the org, which is why it's best handled by your internal Salesforce Developers.\"}),/*#__PURE__*/e(\"h3\",{children:\"3. Leverage a Staff Augmentation Model\"}),/*#__PURE__*/e(\"p\",{children:\"Which technical debt can be cleaned up in isolation? \"}),/*#__PURE__*/e(\"p\",{children:\"As noted above, some of it requires deep business knowledge is best handled by the internal team.\"}),/*#__PURE__*/t(\"p\",{children:[\" But some of the backlog and refactoring is straightforward. In these scenarios, we\u2019re seeing adoption of dedicated \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/resources/salesforce-staff-augmentation-your-2023-guide\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"staff augmentation\"})}),\" teams (mainly offshore) as a way to tackle tech debt. \"]}),/*#__PURE__*/e(\"p\",{children:\"This approach involves engaging dedicated Salesforce Engineer Contractors focused solely on cleaning up technical debt, refactoring code, and working through a backlog of bugs and break fixes.\"}),/*#__PURE__*/e(\"h3\",{children:\"4. Deploy a Greenfield Salesforce Org\"}),/*#__PURE__*/e(\"p\",{children:\"In the most extreme scenarios, the only option is going nuclear. \"}),/*#__PURE__*/e(\"p\",{children:\"Salesforce orgs that have been around for 10+ years can easily reach the point of no return with technical debt. No planning or staff augmentation resources can get you out of the hole.\"}),/*#__PURE__*/e(\"p\",{children:\"And getting anything shipped is impossible.\"}),/*#__PURE__*/e(\"p\",{children:\"In these cases, deploying a parallel org gives you a clean slate. Slowly chip away at existing functionality in the org. Move it into the new org piece-by-piece. Eventually, decommission the legacy org.\"}),/*#__PURE__*/e(\"p\",{children:\"Do you need help tackling technical debt or evaluating your Salesforce resourcing options?\"}),/*#__PURE__*/t(\"p\",{children:[\"Book a free strategy call with FoundHQ \",/*#__PURE__*/e(n,{href:\"https://cal.com/maxmaeder/30min\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"here\"})}),\".\"]})]});export const richText5=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h3\",{children:\"Let's settle the Salesforce vs. Hubspot debate once and for all.\"}),/*#__PURE__*/e(\"p\",{children:\"Hubspot has a robust Marketing Hub, solid CRM for SMB/Mid-Market. \"}),/*#__PURE__*/e(\"p\",{children:\"Salesforce enables DIGITAL TRANSFORMATION.\"}),/*#__PURE__*/e(\"h2\",{children:\"How Amtrak Uses Salesforce\"}),/*#__PURE__*/e(\"p\",{children:\"Amtrak is the country's only national passenger rail provider. \"}),/*#__PURE__*/e(\"p\",{children:\"They serve 85,000 passengers/day, across 500 stations and 46 states.\"}),/*#__PURE__*/e(\"p\",{children:\"They established a Center of Excellence that:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Standardizes the skills, processes, and infrastructure of Amtrak.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Moves from point solutions to an integrated, core platform strategy.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"At Amtrak, Salesforce enables:\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 Marketing, Revenue, and Payments Systems\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 Digital Experience and Customer Care\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 On Board Customer Tech\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 Train Operations Technology\u2020\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 Data, Analytics and Information Management\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 Corporate Systems Engineering\"}),/*#__PURE__*/e(\"p\",{children:\"The CoE is the strategic foundation that scales Amtrak Operations. \\\"We're not defining technology needs as much as we're defining business needs, and then using tech to solve those problems\\\", says Amtrak's CTO.\"}),/*#__PURE__*/e(\"p\",{children:\"Let's just pick one of these categories:\"}),/*#__PURE__*/e(\"h2\",{children:\"Train Operations Technology\"}),/*#__PURE__*/e(\"p\",{children:'Sounds complicated, eh?  IT IS. The Train Operations App (\" TOPS\") is built entirely on Salesforce.'}),/*#__PURE__*/e(\"p\",{children:\"It's used to coordinate the MANY safety checks needed to turn over long-distance trains.\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Inspectors log when their team is done with a given service.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Alert their counterparts of any issues or delays.\"})}),/*#__PURE__*/t(\"li\",{\"data-preset-tag\":\"p\",children:[/*#__PURE__*/e(\"p\",{children:\"Pull reports that capture performance stats and common disruptions.\"}),/*#__PURE__*/e(\"p\",{children:\"\u2020 70% of employees using it are entirely mobile.\"}),/*#__PURE__*/e(\"p\",{children:\"\u2020 At Chicago Union Station, that's 10,000 passengers per day.\"})]})]}),/*#__PURE__*/e(\"p\",{children:\"Salesforce isn't just a CRM. It's not just a Call Center Application or Marketing tool.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Salesforce is infrastructure.\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"Why does a company like Amtrak have a 40+ person Salesforce team? Because there's nothing like it out there.\u200D\"})]});export const richText6=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"There is a consistent reason companies lose the trust of their Salesforce users. And that's because they fail to take a user-centered approach to design. \"}),/*#__PURE__*/e(\"p\",{children:\"If user-centered design is how companies like Uber and Airbnb ship their core Product\u2026 Why do we treat Internal Tools any differently?\"}),/*#__PURE__*/e(\"h2\",{children:\"What is User-Centered Design?\"}),/*#__PURE__*/e(\"p\",{children:\"In the world of Product Development, user-centered design is FUNDAMENTAL. \"}),/*#__PURE__*/e(\"p\",{children:\"It means understanding the user's goals, tasks, and preferences, and then designing a product that meets those needs. UCD is a critical part of any product development process because it helps ensure that the product's success.\"}),/*#__PURE__*/e(\"p\",{children:\"It\u2019s how you gain an intimate understanding of:\"}),/*#__PURE__*/e(\"p\",{children:\"A user \uD83D\uDC49 their demands \uD83D\uDC49 their priorities \uD83D\uDC49 their workflows.\"}),/*#__PURE__*/e(\"p\",{children:\"When adopted, user-centered design increases product usability and delivers satisfaction to users.\"}),/*#__PURE__*/e(\"h2\",{children:\"Applying User-Centered Design to Salesforce\"}),/*#__PURE__*/e(\"p\",{children:\"Now, you might be saying, \u201CHey! Mapping user workflows to Salesforce is the #1 priority.\u201D But that\u2019s a small piece of User Experience design. Not to mention, it\u2019s not just about automating their workflows with technology. \"}),/*#__PURE__*/e(\"p\",{children:\"It\u2019s about automating them in ways the user WANTS. (And sometimes, doesn\u2019t even know it.)\"}),/*#__PURE__*/t(\"p\",{children:[\" The foundation of a user-centered approach rests on \",/*#__PURE__*/e(\"strong\",{children:\"Research\"}),\". On quantitative and qualitative insights. \",/*#__PURE__*/e(\"strong\",{children:\"Quantitative Research\"}),\" is backed by data. i.e. How many clicks does it take a Rep to execute a specific workflow. \",/*#__PURE__*/e(\"strong\",{children:\"Quantitative Research\"}),\" is based on user sentiment. i.e. The Reps\u2019 behaviors, feelings, and attitude toward using a tool. \"]}),/*#__PURE__*/e(\"p\",{children:\"A company like Uber has 30+ User Experience Researchers. This is the only way to build a product that delights users, and it\u2019s exactly how you should approach internal Salesforce development.\"}),/*#__PURE__*/e(\"p\",{children:\"Adopting a truly user-centered approach starts with a few things:\"}),/*#__PURE__*/e(\"h3\",{children:\"1. The Salesforce team must truly control product strategy.\"}),/*#__PURE__*/e(\"p\",{children:\"You can\u2019t effectively incorporate user research if the roadmap is built off inbound requests. The Salesforce team must have a long-term roadmap they are executing against. Validating hypotheses, surfacing new insights, and pinpointing user needs through Research. \"}),/*#__PURE__*/e(\"h3\",{children:\"2\uFE0F. You need to have the right resources in place.\"}),/*#__PURE__*/e(\"p\",{children:\"In a core Product org (i.e. the teams building the product you sell), they have UX Researchers. In the context of Salesforce, this role is played by an Admin or Business Analyst. These individuals MUST understand research fundamentals. \"}),/*#__PURE__*/e(\"p\",{children:\"It requires the ability to use formal research methods. And translate that into validated conclusions instead of building off anecdotal data.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Need help adopting a user-centered design approach to Salesforce? \"}),/*#__PURE__*/e(n,{href:\"https://calendly.com/foundhq/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:/*#__PURE__*/e(\"strong\",{children:\"Schedule a call here\"})})}),/*#__PURE__*/e(\"strong\",{children:\".\"}),\" \"]})]});export const richText7=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"A silent killer for Salesforce Customers is OVER customization of the platform. \"}),/*#__PURE__*/e(\"p\",{children:\"There are a variety of factors that cause this to happen within an organization, so we'll dive into the most common mistakes made, the impact those have on your Salesforce instance over time, and what you can do to avoid it.\"}),/*#__PURE__*/e(\"h2\",{children:\"How do you end up with an over-engineered Salesforce instance?\"}),/*#__PURE__*/e(\"p\",{children:\"A quick look at the ways this happens as companies start to scale their use of Salesforce and slowly invest in an in-house team. \"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Giving too many people Admin access\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Allocating Developers to poorly defined solutions\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Deploying solutions without thinking about the future state\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Letting business stakeholders be in charge and not empowering the Salesforce team\"})})}),/*#__PURE__*/e(\"h3\",{children:\"What is the impact?\"}),/*#__PURE__*/t(\"p\",{children:[\"Salesforce is designed to be a scalable and highly customizable tool in a company's internal technology stack; however, overcustomizing it can back an organization into a corner and make future changes in the application \",/*#__PURE__*/e(\"em\",{children:\"significantly harder\"}),\". \"]}),/*#__PURE__*/e(\"p\",{children:\"Some of the most common ways this happens:\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Technical debt makes releasing new features or changes increasingly difficult\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Workflows, automation rules, and triggers start to break, ticket volume increases\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Poorly defined and built solutions decrease user adoption over time\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Ramping new Admins/Developers takes too long because they need to make sense of the mess\"})})}),/*#__PURE__*/e(\"h3\",{children:\"How do you avoid overcustomizing your Salesforce instance?\"}),/*#__PURE__*/t(\"p\",{children:[\"The answer is truly this same: Invest in dedicated Salesforce resources EARLY. The entire situation is avoidable if you allocate \",/*#__PURE__*/e(\"em\",{children:\"some\"}),\" headcount from the start. This doesn't mean hiring expensive Administrators and Developers on staff at the start. \"]}),/*#__PURE__*/e(\"p\",{children:\"If you\u2019re a smaller company, you really only need a part-time Salesforce Administrator helping out for 10-15 hours per week. They are recommending solutions, thinking about how those changes will impact the roadmap, and building with best practices in mind.\"}),/*#__PURE__*/e(\"p\",{children:\"And as you scale, you need to be prepared to continue making this investment in Salesforce, hiring dedicated team members responsible for continuous audits of your Salesforce (and overall GTM Systems environment), creating a long-term feature roadmap, and building with best practices in mind.\"})]});export const richText8=/*#__PURE__*/e(a.Fragment,{children:/*#__PURE__*/e(\"p\",{children:\"After working with 100s of companies building their offshore Salesforce team, we've compiled the do's and don'ts.\"})});export const richText9=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"At FoundHQ, we've worked with 100s of companies. Often helping them to \",/*#__PURE__*/e(n,{href:\"http://www.foundhq.com/resources/offshore-salesforce-engineers\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"build global Salesforce teams\"})}),\". And we've learned a few things along the way. \"]}),/*#__PURE__*/e(\"h2\",{children:\"Do's and Don'ts when hiring Salesforce talent internationally\"}),/*#__PURE__*/t(\"p\",{children:[\"As organizations continue to get comfortable managing remote teams, we have seen a massive uptick in US-based companies scaling their Salesforce teams abroad. (And it makes sense! If you're based in San Francisco, what is the difference hiring someone that sits in Texas vs. Argentina?) It's opening up new markets and enables companies to access higher quality, lower cost talent pipelines - the embrace of scaling global teams is happening with both FTE hiring and \",/*#__PURE__*/e(n,{href:\"http://www.foundhq.com/resources/salesforce-staff-augmentation-your-2023-guide\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Staff Augmentation\"})}),\". But there are definitely some best practices to keep in mind when you think about why \",/*#__PURE__*/e(\"em\",{children:\"and how\"}),\" to build a global team. \"]}),/*#__PURE__*/e(\"h3\",{children:\"Companies successfully offshoring some of the Salesforce team:\"}),/*#__PURE__*/e(\"p\",{children:\"\u2705 Understand using time zone differences to their advantage \"}),/*#__PURE__*/e(\"p\",{children:\"\u2705 Have a clear collaboration strategy bridging onshore + offshore\"}),/*#__PURE__*/e(\"p\",{children:\"\u2705 Set up pods with Sr/Lead Devs offshore who work partial US hours\"}),/*#__PURE__*/e(\"p\",{children:\"\u2705 Define the vision and core strategy in-house, locally\"}),/*#__PURE__*/e(\"p\",{children:\"\u2705 Have solid Dev Ops and release management processes\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"h3\",{children:\"Companies who fail at building offshore Salesforce teams:\"}),/*#__PURE__*/e(\"p\",{children:\"\u274C Look at offshoring purely as a cost-saving solution \"}),/*#__PURE__*/e(\"p\",{children:\"\u274C Can't navigate foreign markets to build quality candidate pipelines\"}),/*#__PURE__*/e(\"p\",{children:\"\u274C Go straight for FTEs instead of Contractors or Staff Augmentation\"}),/*#__PURE__*/e(\"p\",{children:\"\u274C Don't know how to use time-zone differences to their advantage\"}),/*#__PURE__*/e(\"p\",{children:\"The learning curve for hiring offshore talent can be steep.\"}),/*#__PURE__*/e(\"p\",{children:\"But the global Salesforce talent network is HUGE and ready to be tapped.\"}),/*#__PURE__*/t(\"p\",{children:[\" It's why companies like \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/customer-success/acv-auctions\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"ACV\"})}),\", Deel, Coupa Software, and other FoundHQ Customers are committed to this strategy. If you have questions or need guidance hiring \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/salesforce-consultant\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"international Salesforce Consultants\"})}),\", schedule a call with us \",/*#__PURE__*/e(n,{href:\"https://calendly.com/foundhq/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"here\"})}),\"! We'll be happy to help. \"]})]});export const richText10=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Yelp has 1 Admin per 600 users. \"}),/*#__PURE__*/e(\"p\",{children:\"This should be chaos!\"}),/*#__PURE__*/e(\"p\",{children:\"But they have the PERFECT team structure.\"}),/*#__PURE__*/e(\"h3\",{children:\"How on earth does Yelp support 3,000 users with 5 Salesforce Admins?\"}),/*#__PURE__*/e(\"p\",{children:\"The Sales culture at Yelp is known to be epic.\u200D \"}),/*#__PURE__*/e(\"p\",{children:\"It evolved as a high volume, churn, and burn environment.\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Yelp has 20MM accounts in Salesforce\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"At times, adding 3,000 new accounts per day\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"+250,000 tasks per day\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"+1MM opportunities per month\"})})]}),/*#__PURE__*/e(\"p\",{children:\"I suspect there are data quality challenges and tech debt all over. BUT. They manage it with only 5 Salesforce Administrators.\"}),/*#__PURE__*/e(\"p\",{children:\"WHAT \uD83E\uDD2F\"}),/*#__PURE__*/e(\"p\",{children:\"The key to a high-impact Salesforce team. Separate these 2 functions:\"}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Strategy / Project Delivery\"})})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"2. Tactical / Day-to-Day\"}),\" \"]})})]}),/*#__PURE__*/e(\"p\",{children:\"Here is how Yelp does it:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"A core Salesforce team of 30.\"})}),/*#__PURE__*/t(\"li\",{\"data-preset-tag\":\"p\",children:[/*#__PURE__*/e(\"p\",{children:\"A supporting cast of 18 Revenue Operations Specialist.\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"These are ex-Sellers and the day-to-day Salesforce liaisons for users.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"They exist to focus on the end user experience.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"While responding to ad hoc requests from the business.\"})})]})]})]}),/*#__PURE__*/e(\"p\",{children:\"These Specialists are a key unlock for the team structure. They take care of the business and respond to their every need.\"}),/*#__PURE__*/e(\"p\",{children:\"Meanwhile, the Salesforce team is centralized in Technology and they are free to drive strategy and execute on the roadmap.\"}),/*#__PURE__*/e(\"p\",{children:\"The structure of this team is even more interesting:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"5 Salesforce Administrators\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"3 Salesforce Engineers\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"2 Salesforce Architects\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"13 Business Systems Analysts (!)\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"3 CRM Product Owners\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"1 Salesforce Engineering Manager\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"1 Director of Business Technology\"})})]}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 The Rev Ops Specialists alleviate the need for an army of Admins.\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 A whopping 13 Business Analysts allow for proactive roadmap planning and a tight partnership with stakeholders.\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 Meanwhile, the Architects and Product Owners have room to breathe and really focus on identifying problems and designing solutions.\"}),/*#__PURE__*/e(\"p\",{children:\"The Business is supported and the Salesforce team can focus on real product strategy.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Want to learn how other Center of Excellence are built?\"}),\" Check out our gallery \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/salesforce-center-of-excellence\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"here\"})}),\".\"]})]});export const richText11=/*#__PURE__*/e(a.Fragment,{children:/*#__PURE__*/e(\"p\",{children:\"Explore the full capabilities of Salesforce Service Cloud, alternate Call Center applications worth exploring, top integrations with Salesforce, and how to get started with a new implementation. \"})});export const richText12=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Intro to Service Cloud (for Call Centers)\"}),/*#__PURE__*/e(\"p\",{children:\"Businesses that want reliable, highly customizable solutions to power their Call Centers and Help Desks continue turning to Salesforce as noted by the sheer growth in Service Cloud revenue over the past 7 years. \"}),/*#__PURE__*/e(\"p\",{children:\"Salesforce\u2019s comprehensive suite of Customer Support applications are useful for companies that want to improve their Chat, Phone, and Email workflows across Web and Mobile Customer Experience (CX).\"}),/*#__PURE__*/e(\"p\",{children:\" Salesforce Service Cloud is a platform built to supercharge the efficiency and effectiveness of a Support organization and provide Call Center Agents with access to the knowledge they need as well as intelligent call routing, case escalation, telephony integrations, and other powerful workflow automations.\"}),/*#__PURE__*/e(\"h3\",{children:\"Core Features of a Call Center Application\"}),/*#__PURE__*/e(\"p\",{children:\"Salesforce Service Cloud provides Call Center Software that improves Customer Support and increases agent productivity. This support is essential for ensuring the business can keep up with growing demand over time.With the right tools and software, companies deliver personalized service and build a positive customer experience across every touchpoint. By leveraging the core features of a Call Center application, businesses can deliver better experiences end-to-end.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Call Routing\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"When customers can\u2019t get connected to the right people, it wastes their time and yours. Automated software, well-communicated options, and access to real-time support are essential for creating a good call routing experience.\"}),/*#__PURE__*/e(\"p\",{children:\" A call center application should have advanced call routing capabilities that simplify the process of getting customers where they need to go.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"CRM Integration\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"The most important function of a call center is providing a cohesive customer experience that makes it seamless as they move through the buyer journey. When interacting with customers, companies need access to the right information, whether it is in the Marketing funnel, during the Sales or checkout process, or for post-purchase Support.\"}),/*#__PURE__*/e(\"p\",{children:\" CRM integrations for call center applications make it easier for phone-based Support Agents to help individuals and track their communications over time.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Omnichannel\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"Support Agents often need to interact with customers beyond the phone - email, chat-based messaging, social interactions, and more will improve the overall support experience.\"}),/*#__PURE__*/e(\"p\",{children:\" Omnichannel integrations are essential for Call Centers that want to quickly and efficiently communicate with customers while meeting them where they are.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Knowledge Management and Self-Serve\"}),\" \"]}),/*#__PURE__*/e(\"p\",{children:\"Knowledge management and self-service tools allow customers to access the information they need without speaking with a Support Agent in real-time.\"}),/*#__PURE__*/e(\"p\",{children:\"Creating a robust Help Center, Wiki, or Knowledge Portal allows customers to look up their answers with ease. You can also build out internal Knowledge Bases within Service Cloud, so that Reps know exactly where to get the answers they need to assist a customer.\"})]});export const richText13=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Alternatives to Salesforce Service Cloud\"}),/*#__PURE__*/e(\"p\",{children:\"While Salesforce Service Cloud is a popular option for companies that want to deliver the best call center service to their customers, especially if they are already using Sales Cloud (CRM), many other options may meet their needs. \"}),/*#__PURE__*/e(\"p\",{children:\"Here are some of the best options for companies looking outside of Salesforce for CX:\"}),/*#__PURE__*/e(\"h3\",{children:\"Hubspot\"}),/*#__PURE__*/e(\"p\",{children:\"Hubspot is all-in-one customer service, marketing, and sales software that was designed for ease of use and scalability. It is one of the top competitors to Salesforce along with the Microsoft suite of products. \"}),/*#__PURE__*/e(\"p\",{children:\"With HubSpot, agents have access to advanced CRM features that allow them to grow alongside their clientele. Thousands of companies all over the world rely on Hubspot for automating their workflows and tracking vital information over multiple systems.\"}),/*#__PURE__*/e(\"p\",{children:\"Using Salesforce as a CRM and Hubspot for Support is possible with a simple Salesforce Hubspot Integration: Check out the Guide.\"}),/*#__PURE__*/e(\"h3\",{children:\"Aircall\"}),/*#__PURE__*/e(\"p\",{children:\"Aircall is focused on cloud-based CRM solutions for businesses that need to operate voice services remotely or across multiple channels. \"}),/*#__PURE__*/e(\"p\",{children:\"The Aircall platform\u2019s productivity and analytics tools simplify conversations between businesses and clients while seamlessly integrating with existing productivity solutions. It\u2019s easy for businesses of any size to design, deploy, and manage their own call centers with Aircall.\"}),/*#__PURE__*/e(\"p\",{children:\"Using Salesforce as a CRM and Aircall for Support is possible with a simple Salesforce Aircall Integration: Check out the Guide.\"}),/*#__PURE__*/e(\"h3\",{children:\"Zendesk\"}),/*#__PURE__*/e(\"p\",{children:\"Zendesk provides SaaS to businesses that interact with the phone, email, social media, or any other type of communication platform. Built around support tickets, Zendesk offers businesses a recorded history of all of their client interactions. This record allows users to keep up with issues and work to resolve problems for clients in less time. \"}),/*#__PURE__*/e(\"p\",{children:\"While Zendesk has expanded into a CRM offering, this is a solution better suited for Startups & SMBs. It is common to outgrow the capabilities of Zendesk and need a more powerful tool like Salesforce.\"}),/*#__PURE__*/e(\"p\",{children:\"Using Salesforce as a CRM and Zendesk for Support is possible with a simple Salesforce Zendesk Integration: Check out the Guide.\"}),/*#__PURE__*/e(\"h3\",{children:\"Talkdesk\"}),/*#__PURE__*/e(\"p\",{children:\"Talkdesk is a cost-effective call center solution for businesses that want to create the best experiences for their clients. With Talkdesk, managers can schedule shifts, allocate resources, and offer advice and training without worrying about added overhead. This setup leads to positive client relationships built around delivering real results. \"}),/*#__PURE__*/e(\"p\",{children:\"Using Salesforce as a CRM and Talkdesk for Support is possible with a simple Salesforce Talkdesk Integration: Check out the Guide.\"})]});export const richText14=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"What are the Best Salesforce Call Center Integrations?\"}),/*#__PURE__*/e(\"p\",{children:\"There are many advantages to using Salesforce Service Cloud for your Call Center. Not only is it highly customizable, but it also allows for easy integration with other third party tools. \"}),/*#__PURE__*/e(\"p\",{children:\"These integrations provides Agents with a centralized platform for helping customers with their needs. Although there are many options for businesses that want integrated call center capabilities, none are better than Salesforce for managing client relationships and building a positive, supportive environment for users.\"}),/*#__PURE__*/e(\"p\",{children:\"The Salesforce AppExchange offers a variety of Salesforce Call Center integrations that businesses can leverage for helping clients, including:\"}),/*#__PURE__*/e(\"h3\",{children:\"Dialpad\"}),/*#__PURE__*/e(\"p\",{children:\"Companies with a lot of contacts have large call logs that are difficult to manage. With Dialpad, Salesforce users have powerful syncing capabilities that give them access to call history, recordings, voicemail, and other important information. This setup gives them insight into callers\u2019 problems so support teams can provide better customer care. \"}),/*#__PURE__*/e(\"p\",{children:\"Check out the Salesforce Dialpad Integration or find a Salesforce Consultant to help with setup.\"}),/*#__PURE__*/e(\"h3\",{children:\"Qualtrics\"}),/*#__PURE__*/e(\"p\",{children:\"When businesses need real insights into their clients, they need data-driven support options that allow them to assess and improve their Salesforce processes. \"}),/*#__PURE__*/e(\"p\",{children:\"Qualtrics is a service dedicated to collecting web-based surveys from participants so companies can gauge how well their CRM services are working. The platform provides Salesforce call center integrations for organizations that want to understand what their clients are thinking and how to best respond.\"}),/*#__PURE__*/e(\"h3\",{children:\"Gainsight\"}),/*#__PURE__*/e(\"p\",{children:\"When working in the digital space, businesses require real-world data for managing their clients. Gainsight is a business dedicated to aggregating client data and using it to gain insights into their behaviors, attitudes, and expectations. \"}),/*#__PURE__*/e(\"p\",{children:\"Companies that want to create client-led Salesforce integrations can use Gainsight to power their growth strategies.\"}),/*#__PURE__*/e(\"p\",{children:\"Check out the Salesforce Gainsight Integration or find a Salesforce Consultant to help with setup.\"}),/*#__PURE__*/e(\"h3\",{children:\"Coveo\"}),/*#__PURE__*/e(\"p\",{children:\"Businesses working with large amounts of data can have trouble finding and leveraging relevant information. 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Depending on the complexity of the Service Cloud implementation, this Architect would oversee a team of Salesforce Admin Consultants and Salesforce Developer Consultants. \"}),/*#__PURE__*/e(\"p\",{children:\"All companies should think about whether to engage a Salesforce Consulting Partner or hire Independent Salesforce Consultants to complete the project - we provide a guide for this selection process and criteria.\"}),/*#__PURE__*/e(\"p\",{children:\"Be sure to evaluate multiple different Call Center Applications before making a decision. You should account for how much customizability you need from a CX Tool, what other applications you plan to integrate, and realistically how much your business is likely to change over the next several years.\"}),/*#__PURE__*/e(\"h3\",{children:\"How FoundHQ can Help\"}),/*#__PURE__*/e(\"p\",{children:\"FoundHQ offers the largest network of Independent Salesforce Consultants with over 1,500 Certified Salesforce Consultants available for projects. \"}),/*#__PURE__*/e(\"p\",{children:\"The majority of our network spent time working at premier Salesforce Implementation Partners - Accenture, Deloitte, Slalom Consulting, IBM, and others - before moving into Independent Consulting.\"}),/*#__PURE__*/e(\"p\",{children:\"The advantage with assembling a team through FoundHQ is that we help customers remain in control. We help identify the right individuals and skill sets needed for the project and allow you to hand select the team of Salesforce Consultants that will work with you.\"}),/*#__PURE__*/e(\"p\",{children:\"Additionally, you only pay after work is successfully completed - monthly invoices - so there is no hefty upfront payment.\"}),/*#__PURE__*/e(\"p\",{children:\"You can List a Project to schedule a call with FoundHQ to discuss any Salesforce projects and explore the Consultants we have available.\"})]});export const richText16=/*#__PURE__*/e(a.Fragment,{children:/*#__PURE__*/e(\"p\",{children:\"Salesforce Admin job descriptions are all pretty much the same, so to stand out you need to give more than just a boring set of tasks the applicant will be performing. Here, we give you some tips to draft the absolute best Admin job description.\"})});export const richText17=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"A Salesforce Administrator is a key role in any Salesforce team. We believe that the best way to see ROI with Salesforce is to properly resource your team, and Salesforce Admins are where it all begins. \"}),/*#__PURE__*/e(\"p\",{children:\"Salesforce Admins are responsible for managing and optimizing the platform. 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Salesforce Admins are an integral part of our company, and the person who joins will have a major impact on our GTM team's efficiency. \"}),/*#__PURE__*/e(\"p\",{children:\"Reporting to our Revenue Operations Manager, you'll be responsible for the company's Salesforce case management system, being in charge of configuring the user interface, reports, data access and automations.\"}),/*#__PURE__*/e(\"p\",{children:\"Our tech stack includes: Sales Cloud & Marketing Cloud\"}),/*#__PURE__*/e(\"p\",{children:\"Integrations: ZoomInfo, Gong, Clearbit.\"}),/*#__PURE__*/e(\"h3\",{children:\"Salesforce Admin Responsibilities\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Daily administration and support of Salesforce instance like creating/managing customization of objects, fields, record types, page layouts, validations, workflow and approval rules, sharing rules, permission sets and triggers. \"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"\u200DWork collaboratively with internal stakeholders and help translate business requirements into technical designs.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"\u200DManage and maintain data integrations with 3rd party software used across the business.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"\u200DConduct regular security audits to ensure we are up to date with the latest security settings and policies\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"\u200DOwn documentation related to SFDC process changes and incoming requests\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"\u200DDefine, communicate, and manage a change management process to develop and implement updates and enhancements to the Salesforce instance.\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Qualifications\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"You have experience taking Salesforce projects from vision to reality in partnership with cross-functional teams and third-party products and consultants. \"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"\u200DYou have 3+ years experience and certifications with Salesforce.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"\u200DSalesforce Certified Advanced Administrator (SCAA).\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"\u200DHighly proficient in designing, building, implementing, and testing Flows while always adhering to salesforce best practices.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"\u200DAspirations to become a Salesforce Architect\"})})})]});export const richText20=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})}),/*#__PURE__*/e(\"h2\",{children:\"Need a Salesforce Admin Consultant?\"}),/*#__PURE__*/t(\"p\",{children:[\"If you're looking for a \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/hire/salesforce-administrator\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Salesforce Admin\"})}),\", FoundHQ can match you to the right one. Our Consultants have gone through a rigorous vetting process and are immediately available to join your project and make an impact. \"]}),/*#__PURE__*/e(\"h3\",{children:\"How it Works\"}),/*#__PURE__*/e(\"p\",{children:\"FoundHQ\u2019s process is beautifully simple. We keep our customers in control of how they want to scale up or down. That\u2019s why with FoundHQ, there are: \"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"No long-term commitments\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"No rigid SOWs\"})})}),/*#__PURE__*/e(\"p\",{children:\"Plus, getting started with us is a breeze: \"}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Let us know your development requirements\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"We'll then match you with 1-3 consultants to interview\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"You pick the one that\u2019s best for your project\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"You and your chosen consultant can get started\u2014and FoundHQ will always be available for any support you might need.\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"FAQ\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"How many Salesforce Admins do I need? \"}),\" Check out \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/blog/how-many-salesforce-admins-do-i-need\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"this guide\"})}),\" to figure out how many Salesforce Admins you need. \",/*#__PURE__*/e(\"strong\",{children:\"How much do Salesforce Admins make?\"}),\" Here's an \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/salesforce-consultant-cost\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"hourly rate\"})}),\" on Salesforce experts. \",/*#__PURE__*/e(\"strong\",{children:\"How do I know if I need a Salesforce Admin FTE vs a Consultant?\"}),\" We can help you figure it out! We have a \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/salesforce-consultant/when-to-hire-salesforce-consultants-vs-ftes\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"guide\"})}),\" on when to hire an FTE or go for a Consultant. \"]})]});export const richText21=/*#__PURE__*/e(a.Fragment,{children:/*#__PURE__*/e(\"p\",{children:\"Salesforce ISVs are an overlooked revenue stream for Salesforce but dozens of multi-billion dollar SaaS vendors are built entirely on the Force.com platform. 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As Salesforce Partner CodeScience describes it \"for OEM partners, you are selling your application as a standalone solution that has the Force.com licenses embedded within your application to either new or existing Salesforce customers either independently of the AppExchange.\"'}),/*#__PURE__*/e(\"p\",{children:\"OEM is broadly defined as a software product that is used as components in another company's product, which is then sold to an end customer. In the context of Salesforce, this essentially means that other SaaS vendors build customized versions of Salesforce, typically for a specific vertical, on top of platform and sell it as a separate offering. Salesforce collects revenue on all licenses sold by this vendor, while doing little more than creating the platform in the first place. Depending on the type of custom Salesforce Application Development a company has planned, they want to select the right type of Salesforce Implementation Partner or Contractor.\"})]});export const richText23=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Top Vendors Building SaaS Products on Salesforce\"}),/*#__PURE__*/e(\"h3\",{children:\"Veeva Systems ($44B)\"}),/*#__PURE__*/e(\"p\",{children:\"Founded in 2007 by Peter Gassner, ex SVP of Technology at Salesforce.They went public in 2013 and have a current market cap of $44B. Veeva is built entirely on top of the Salesforce platform with a tailormade solution for the Life Sciences vertical. \"}),/*#__PURE__*/e(\"p\",{children:\"They were an early pioneer in leverage out-of-the-box Salesforce functionality and building a heavily customized set of features on top of the existing infrastructure to serve a niche user base.\"}),/*#__PURE__*/e(\"h3\",{children:\"nCino ($5.5B)\"}),/*#__PURE__*/e(\"p\",{children:\"Branding themselves a 'Bank Operating System', this founding story is another brilliant example of identifying a niche user base that was underserved by existing SaaS vendors and building a custom solution for the vertical - all on top of Salesforce. \"}),/*#__PURE__*/e(\"p\",{children:\"nCino was founded in in 2012 by 2 Financial Services veterans and still operates with a flagship product that is essentially just Sales Cloud for Financial Services. Current market cap is $5.5B.\"}),/*#__PURE__*/e(\"h3\",{children:\"Vlocity (Acquired for $1.33B)\"}),/*#__PURE__*/e(\"p\",{children:\"The founding team at Vlocity took the vertical strategy 1 step further and set out to build industry specific solutions for multiple verticals from the start. \"}),/*#__PURE__*/e(\"p\",{children:\"While also built 100% native to the Salesforce platform, they saw early success customizing the Salesforce offering to better suite the Public Sector, Media, Telecommunications, Financial Services, Energy & Utilities, and other areas prior to their eventual acquisition by Salesforce.\"}),/*#__PURE__*/e(\"p\",{children:\"Vlocity is now Salesforce Industries.\"}),/*#__PURE__*/e(\"h3\",{children:\"FinancialForce ($500m valuation)\"}),/*#__PURE__*/e(\"p\",{children:\"Unlike the previous examples where vendors modify core features & functionality to better service a specific industry, FinancialForce is a SaaS vendor that has built an entire ERP / Financial Systems product on top of the platform. \"}),/*#__PURE__*/e(\"p\",{children:\"This is one of the few Business Technology areas that Salesforce doesn't have a footprint and FinancialForce as raised $200m over the past 10+ years to fill the gap.\"}),/*#__PURE__*/e(\"h3\",{children:\"Zuora ($1.83B)\"}),/*#__PURE__*/e(\"p\",{children:\"Founded in 2008 by another Salesforce veteran, Tien Tzuo, Zuora predicted the rise of the subscription economy (in both B2B + B2C businesses) and built a SaaS solution to help companies managing customer subscriptions, billing, quoting, and more at scale. \"}),/*#__PURE__*/e(\"p\",{children:\"Another example of the platform serving as the core infrastructure for a massive SaaS offering deeply integrated to front office & back office systems.\"}),/*#__PURE__*/e(\"h3\",{children:\"Blackbaud ($2.7B Market Cap)\"}),/*#__PURE__*/e(\"p\",{children:\"Founded in the early 1980s, Blackbaud offers a suite of SaaS products tailor-made for non-profits, foundations, education institutions, and healthcare organizations. While they have a broad suite of products, the core focus of the business is CRM applications for nonprofits, which comes in 3 distinct products: Raiser's Edge (the flagship), Edge NXT, Luminate CRM, and Blackbaud CRM. \"}),/*#__PURE__*/e(\"p\",{children:\"Luminate is the mid-market solution and one of the leading offerings from Blackbaud - this product is built entirely top of the Salesforce platform.\"}),/*#__PURE__*/e(\"p\",{children:\"In 2021, total revenue across all products was $927.7m with a current market cap of $2.7B (as of May 2022).\"}),/*#__PURE__*/e(\"h3\",{children:\"Litify ($60m Raised)\"}),/*#__PURE__*/e(\"p\",{children:\"Similar to Veeva (Pharma), nCino (Financial Services) and Vlocity, Litify is the exact type of OEM Partner that Salesforce loves! Litify is an industry-specific CRM solution for Legal Services and has essentially taken the native functionality in Salesforce and modified it to be a more tailored solution for this industry. Interestingly, Litify was launched out of Morgan & Morgan, which is one of the nation's largest personal injury law firms, so it's the type of platform that came from a company's own necessity (similar to Amazon Web Services) and then productized based on the needs of the broader market. Litify has been growing steadily over the past 5 years and currently has a team just under 200 people. \"}),/*#__PURE__*/e(\"h3\",{children:\"AgentSync ($111m Raised)\"}),/*#__PURE__*/e(\"p\",{children:\"Another industry-specific solution built natively on top of the Salesforce platform, AgentSync was founded in 2018 and has absolutely exploded over the last 3+ years as a 'Producer Management Platform' catering to the Insurance industry. As of December 2021, the team has raised a total of $111m and is led by Founders Jenn Knight (formerly Dropbox, Stripe) and Niji Sabharwal, who both spent years building internal Salesforce teams within high-growth organizations before branching out to build a custom solution on the platform that is designed to help Insurance Carriers, Agencies, and Underwriters manage the end-to-end process. \"}),/*#__PURE__*/e(\"h3\",{children:\"Apttus (Acquired for $715m)\"}),/*#__PURE__*/e(\"p\",{children:\"In the 2010s, there was a battle for market dominance between 2 CPQ vendors - SteelBrick and Apttus. The winner was declared following Salesforce's 2015 acquisition of SteelBrick for $315m. \"}),/*#__PURE__*/e(\"p\",{children:\"At that stage, Apttus had raised $400m and was still a massive vendor in the CPQ space, which ultimately led to a Private Equity acquisition and merger with Conga, another major Salesforce vendor and provider of CLM and Document Management tools.\"}),/*#__PURE__*/e(\"h3\",{children:\"ServiceMax ($1.4b)\"}),/*#__PURE__*/e(\"p\",{children:\"To date, ServiceMax has raised a total of $284m, including participation from Salesforce Ventures, and was meant to go public via a SPAC in 2021 at an estimated valuation of $1.4b. ServiceMax is a Field Service Management application for equipment manufacturers and service providers, which puts them in direct competition with Salesforce's Field Service Lightning offering. While there is a possibility that ServiceMax gets scooped up by Salesforce (similar to SteelBrick becoming Salesforce CPQ), there is just as much of a chance that Salesforce faces the competition head on and continues to strengthen their Field Service tool as an alternative. \"}),/*#__PURE__*/e(\"h3\",{children:\"Qualified ($70m Raised)\"}),/*#__PURE__*/e(\"p\",{children:\"Founded in 2018 by Salesforce Alums, Qualified is a newer entrant to this list. The offering is a conversational Sales & Marketing platform built for companies using Salesforce to easily engage with website visitors and convert them to qualified leads. In fact, Qualified is the tool powering real-time chat functionality on the Salesforce AppExchange, which enables vendors to actively engage and communicate with prospective buyers while they are exploring the offering on the AppExchange. Given the company's close ties to Salesforce, including the fact that Salesforce Ventures has participated in every round of funding so far, and the fact they already have a strategic partnership in place, we wouldn't be remotely surprised to see them acquired by Salesforce within 2-3 years. \"}),/*#__PURE__*/e(\"h3\",{children:\"Formstack ($425m Raised)\"}),/*#__PURE__*/e(\"p\",{children:\"This one deserves an asterisk since the entirely of Formstack's product offering is not built entirely on top of the Salesforce platform. However, a growing suite of their products - Forms for Salesforce; Documents for Salesforce; Formstack Sign - are native Force.com offerings that provide a simple suite of tools to streamline parts of customer interaction, team collaboration, and back office processes. \"}),/*#__PURE__*/e(\"p\",{children:\"This is a powerful, no-code tool that allows companies to build simple workflow automations and presents an alternative to tools like DocuSign, Dropbox, Typeform, and others in the space. More often, this is a solution built for SMBs.\"})]});export const richText24=/*#__PURE__*/e(a.Fragment,{children:/*#__PURE__*/e(\"p\",{children:\"Explore the resource strategy that makes sense for implementing, enhancing, maintaining, and supporting an internal Salesforce instance at companies of all sized.\"})});export const richText25=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Digital Transformation and the Changing Business Climate\"}),/*#__PURE__*/e(\"p\",{children:\"The business world is changing. Digital technologies are now being used to create new experiences for customers, while allowing for more sophisticated and efficient process automation. The processes that were used before these technologies were developed are no longer enough to keep customers engaged. Companies are having to change the way they operate in order to remain competitive and meet the new expectations customers have set. This process is part of digital transformation, and every business needs to formulate digital transformation goals in order to update their processes, increase the sophistication of their systems, and optimize for efficiency to remain competitive. \"}),/*#__PURE__*/e(\"p\",{children:\"Digital transformation is the process by which organizations modernize themselves to incorporate new technologies throughout their entire business, and digital transformation goals are used to help these customers implement new technologies.\"}),/*#__PURE__*/e(\"h3\",{children:\"Digital Transformation Goals\"}),/*#__PURE__*/e(\"p\",{children:\"Customers have different expectations now than they did before because they are more connected, more informed, and are more knowledgeable and savvy with technology. This means your digital transformation goals requires a more strategic approach than ever, not only maximizing for process efficiency but scaling highly usable, intuitive systems for both internal and external users. First and foremost, you should focus on modernizing company wide enterprise applications and removing friction from user's lives to seamlessly drive adoption, a crucial benchmark in the digital transformation journey. \"}),/*#__PURE__*/e(\"p\",{children:\"If this process seems overwhelming, don\u2019t worry. You don\u2019t need to make all of the changes at once. However, developing the goals to help you get there is a key starting place. As Salesforce lays out, goals of any business should focus on:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Having digital-savvy leaders: Who do you need to hire to make sure this is true about your company across both Enterprise Applications and Sales Operations / Revenue Operations?\u200D\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Building capabilities for a future workforce: Is your business set up correctly for the workforce of the future? If not, what do you need to make sure you are prepared?\u200D\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Fostering an environment that is focused on innovation: Do employees feel driven to innovate at your business, and is the working environment set up in a way that they can succeed?\u200D\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Digitally upgrading the tools you use for administration: Are your out-dated administrative tools causing you to waste time? Research better ways to complete administrative tasks using the latest technology.\u200D\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Strengthening communication between team members: There are a variety of internal collaboration and communication tools to facilitate better, faster, and more efficient dialogue across teams.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})})})]})]});export const richText26=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Salesforce and emerging technologies\"}),/*#__PURE__*/e(\"p\",{children:\"Enterprise Business Systems are no longer reserved for back office operations - they are critical to achieving an omni-channel customer communication strategy that sits at the center of Digital Transformation. Sales, Support, Marketing, Analytics, Social are key components of the Salesforce offering. Salesforce helps companies more effectively communicate with their own customers, while also improving collaboration internally - not only providing significant productivity gains for users but delivering insights to leadership. \"}),/*#__PURE__*/e(\"p\",{children:\"These insights help keep business leaders focused on the right digital transformation objectives by continuously providing feedback on how to improve the processes and systems they use.\"}),/*#__PURE__*/e(\"h3\",{children:\"Resource Planning Strategy\"}),/*#__PURE__*/e(\"p\",{children:\"In order to achieve your digital transformation goals, you must develop the right resource planning and hiring strategy. A resource planning strategy outlines the framework a company uses to achieve the optimal use of their own or another organization's time and people. So, in this sense, digital transformation goals and resource planning strategy are connected. While the digital transformation goals will strengthen productivity, output, and collaboration amongst your team members, your resource planning strategy will ensure you have hired the correct skill sets and individuals to capitalize on those gains and continue extending it. \"}),/*#__PURE__*/e(\"p\",{children:\"As mentioned before, the Salesforce portfolio of products has grown to encompass all of the technologies needed to achieve cohesive digital transformation - as the tool becomes more central to business operations, the Salesforce resource planning needs are key. However, within Salesforce there are three main resource planning options (Consulting Partner, Contractor, and FTE).\"})]});export const richText27=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Define Hiring Strategy\"}),/*#__PURE__*/e(\"p\",{children:\"Determining the correct Salesforce hiring strategy is the key to digital transformation. \"}),/*#__PURE__*/e(\"p\",{children:\"Identifying new customers and building meaningful engagement opportunities across new and existing business is paramount in the digital era. Salesforce now offers a product portfolio with the breadth to address all of an organization's digital transformation needs, in addition to the best suite of tools to integrate your environment and keep your systems talking. Making the decision to invest in modernizing your application strategy is the first step and it's now time to focus on how best to get it done.\"}),/*#__PURE__*/e(\"h3\",{children:\"Salesforce Consulting Partners\"}),/*#__PURE__*/e(\"p\",{children:\"Salesforce Consulting Partners are Professional Services organizations that are strategic partners to Salesforce, particularly in helping companies implement Salesforce for the first time. Consulting partners are given a Consulting Partner Trailblazer Score that is based on a 1000 point system. Points are determined based on the partner\u2019s ratings on Customer Success, Innovation, and Engagement. This system is meant to ensure that all Salesforce Consulting Partners are held to a quantifiable standard and represent the Salesforce brand well. \"}),/*#__PURE__*/e(\"p\",{children:\"It's worth noting that much of Consulting Partner's business comes from Salesforce directly, who also relies on them to help \\\"co-sell\\\" and acquire Customers to purchase additional Salesforce products.\"}),/*#__PURE__*/e(\"h3\",{children:\"Salesforce Contractors\"}),/*#__PURE__*/e(\"p\",{children:\"A Salesforce Contractor (or Independent Salesforce Consultant) is a professional available for hire whose skills and experience focus on Salesforce. These are usually individuals who can assist with Salesforce projects, but they are not directly connected to the Salesforce organization the same way as a Consulting Partner. These individuals work independently and consult directly with end Customers, helping them to support, maintain, or enhance their Salesforce instance once it's already implemented. Often, Salesforce Customers will use a Contractor to help identify the right Consulting Partner, if needed, and then work as the Project Manager to oversee their work. \"}),/*#__PURE__*/e(\"p\",{children:\"You can expect to hire a Salesforce Contractor for ~60% of the cost of utilizing a Consulting Partner.\"}),/*#__PURE__*/e(\"h3\",{children:\"Salesforce FTEs\"}),/*#__PURE__*/e(\"p\",{children:\"The third resource planning option for achieving your digital transformation goals is hiring FTEs (Full-time Employees) with knowledge of Salesforce. \"}),/*#__PURE__*/e(\"p\",{children:\"These individuals will bring a specific skill set that your organization has identified as a need on an ongoing basis - this is the most cost-effective way to execute on your Salesforce goals but requires a 12-15 month product roadmap to ensure you are hiring the right skill sets, which could includ\"})]});export const richText28=/*#__PURE__*/e(a.Fragment,{children:/*#__PURE__*/e(\"p\",{children:\"Explore the common causes of sluggish Salesforce performance and discover essential tools to speed up your CRM\u2014plus, learn why expert guidance might be the key to lasting efficiency.\"})});export const richText29=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Why is Salesforce Slow?\"}),/*#__PURE__*/e(\"p\",{children:\"There are a number of common factors that can slow down your Salesforce instance, which is often cited as the #1 most frustrating aspect of the tool, especially for Sales Reps that want to enter notes and move on. \"}),/*#__PURE__*/e(\"p\",{children:\"Here are some common reasons why your instance of Salesforce is slow.\"}),/*#__PURE__*/e(\"p\",{children:\"If you want to speak to a Salesforce Expert to help optimize your current instance, automate workflows, or generally increase the speed and usability then get in touch!\"}),/*#__PURE__*/e(\"h3\",{children:\"Too Many Fields on a Page Layout\"}),/*#__PURE__*/e(\"p\",{children:\"This is a simple one to fix. 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It slows down Lightning performance and is best to switch off in sandbox and production orgs.\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Low Quality Legacy Code or Technical Debt\"}),/*#__PURE__*/e(\"p\",{children:\"Over the years, there have likely been many Salesforce Administrators and Developers adding features to your Salesforce instance. This tends to result in a build up of technical debt, poor coding standards, broken code in production, and other common technical issues. \"}),/*#__PURE__*/e(\"p\",{children:\"This is a common reason that page load speeds slow down and can also cause significant slowdowns in workflow automations, data integrations to third party tools, and general difficulty releasing new features into production.\"}),/*#__PURE__*/e(\"p\",{children:\"As a best practice, you want to conduct a Salesforce Audit periodically to evaluate code performance, refactor any broken lines of code, and continue updating to adhere to best practices.\"}),/*#__PURE__*/e(\"h3\",{children:\"Too many plug-ins enabled\"}),/*#__PURE__*/e(\"p\",{children:\"Depending on the CPU and memory capabilities of the device you're using to access Salesforce, plug-ins and other data extensions can cause extremely slow Salesforce page load speeds. \"}),/*#__PURE__*/e(\"p\",{children:\"You might want to conduct an audit of all plug-ins currently installed across your Salesforce org and begin disabling or removing ones that aren't necessary.\"})]});export const richText30=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"8 Apps to Speed up Salesforce\"}),/*#__PURE__*/e(\"p\",{children:\"If your Salesforce Administrator has implemented some of the above best practices and the speed of Salesforce is still getting you down, here are some of the best apps on the market to allow for a better Rep experience! \"}),/*#__PURE__*/t(\"h3\",{children:[\"1. \",/*#__PURE__*/e(n,{href:\"https://www.gorattle.com/#foundhq\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Rattle\"})})]}),/*#__PURE__*/e(\"p\",{children:\"A simple, bi-directional sync between Salesforce and Slack that allows Reps to live in the tool they prefer. \"}),/*#__PURE__*/t(\"h3\",{children:[\"2. \",/*#__PURE__*/e(n,{href:\"https://scratchpad.com/#foundhq\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Scratchpad\"})})]}),/*#__PURE__*/e(\"p\",{children:\"A product that sits on top of Salesforce as a custom, lightning fast interface that speeds up tasks for Reps. \"}),/*#__PURE__*/t(\"h3\",{children:[\"3. \",/*#__PURE__*/e(n,{href:\"https://www.dooly.ai/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Dooly\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Enabling Reps to manage activity tracking, pipeline updates, and more within a lightning fast tool synced to Salesforce automatically. \"}),/*#__PURE__*/t(\"h3\",{children:[\"4. \",/*#__PURE__*/e(n,{href:\"https://www.groove.co/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Groove\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Skip Salesforce altogether and automate time consuming tasks like as email & call logging, activity capture, and meeting scheduling. \"}),/*#__PURE__*/t(\"h3\",{children:[\"5. \",/*#__PURE__*/e(n,{href:\"https://www.troops.ai/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Troops\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Acquired by Salesforce in July 2022, here is a chat-based tool allowing Reps to use Slack as the primary workstation with a bi-directional sync to Salesforce. \"}),/*#__PURE__*/t(\"h3\",{children:[\"6. \",/*#__PURE__*/e(n,{href:\"https://spiff.com/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Spiff\"})})]}),/*#__PURE__*/e(\"p\",{children:\"From the Rev Ops perspective, streamline commission management and reporting this fast, modern platform. \"}),/*#__PURE__*/t(\"h3\",{children:[\"7. \",/*#__PURE__*/e(n,{href:\"https://slack.com/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Slack\"})})]}),/*#__PURE__*/e(\"p\",{children:\"The 2022 release of Canvas (document collaboration within Slack) and other features make it easier to live in Slack. \"}),/*#__PURE__*/t(\"h3\",{children:[\"8. \",/*#__PURE__*/e(n,{href:\"https://dealhub.io/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Dealhub\"})})]}),/*#__PURE__*/e(\"p\",{children:\"This won't replace the need to login to Salesforce but you can automate workflow for price quotes, contracts and subscriptions. \"})]});export const richText31=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Optimize Your Salesforce Platform With The Help of a Consultant\"}),/*#__PURE__*/e(\"p\",{children:\"Optimizing Salesforce performance is often more complex than it appears. It requires a deep understanding of the platform, strategic planning, and continuous monitoring. That\u2019s where hiring a Salesforce Consultant can make all the difference.  \"}),/*#__PURE__*/e(\"p\",{children:\"A seasoned consultant will not only diagnose and resolve existing performance issues but also implement best practices and tools tailored to your specific business needs. This ensures that your Salesforce instance is running at peak performance, allowing you to focus on what truly matters\u2014growing your business.\"}),/*#__PURE__*/e(\"p\",{children:\"Don't let a slow system hinder your success. Partnering with FoundHQ to get matched with a Salesforce Consultant today can unlock the full potential of your CRM and drive your business forward.\"})]});export const richText32=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"You can \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/hire/salesforce-architect\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"hire a Salesforce Architect\"})}),\" from a Consulting Firm for $400/hr, or a Salesforce Architect who just left that same Firm for $170/hr. 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Companies that need a solo Consultant or small team shouldn't default to a Partner because they don't know where else to turn.\u200D\"}),/*#__PURE__*/t(\"p\",{children:[\" If you're unsure whether Fractional Consultants can be utilized for your specific project or need, check out this guide \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/resources/how-to-use-fractional-salesforce-consultants\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"here\"})}),\". \"]}),/*#__PURE__*/e(\"h2\",{children:\"Benefits of using Salesforce Fractional Consultants\"}),/*#__PURE__*/e(\"p\",{children:\"Fractional Consultants offer immense benefits in terms of: \"}),/*#__PURE__*/e(\"h3\",{children:\"Cost-effectiveness\"}),/*#__PURE__*/e(\"p\",{children:\"One of the biggest advantages of working with Fractional Consultants is the flexibility they offer. You can hire them for as long as you need them and only pay for the time they work on your project. This can be a huge cost savings for companies that only need a Salesforce architect for a short period. \"}),/*#__PURE__*/e(\"p\",{children:\"Additionally, Consulting Firms charge a premium because they carry a lot of overhead. In stark contrast, Freelancers have virtually no expenses and can charge a lower rate, while still taking home the vast majority as ordinary income.\"}),/*#__PURE__*/e(\"h3\",{children:\"Flexibility\"}),/*#__PURE__*/e(\"p\",{children:\"When engaging with Salesforce Consultants, you are granted a flexibility that so many projects need, and few get. You can scale either up or down the hours of your consultant depending on how your needs evolve without worrying about long-term commitments or rigid contractual constraints. \"}),/*#__PURE__*/e(\"h3\",{children:\"Control\"}),/*#__PURE__*/e(\"p\",{children:\"There's no other setup that allows you to stay on top of your budget and needs as much as engaging with Fractional Consultants. You can take decisions based on how the project is progressing and how your budget is looking. \"}),/*#__PURE__*/e(\"p\",{children:\"The true power of Fractional Consultants is that it allows you to:\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 Hire talent you can\u2019t otherwise afford\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 Hire talent that is otherwise unavailable\"}),/*#__PURE__*/e(\"p\",{children:\"\uD83D\uDC49 Hire talent with a specialization that\u2019s not otherwise utilized\"}),/*#__PURE__*/e(\"p\",{children:\"Let\u2019s quickly dig in to each.\"}),/*#__PURE__*/e(\"h3\",{children:\"Hire talent you can\u2019t afford.\"}),/*#__PURE__*/e(\"p\",{children:\"If you are an early-stage SaaS startup with a mid-level Rev Ops Manager and a growing Sales organization. \"}),/*#__PURE__*/e(\"p\",{children:\"A Fractional Head of Rev Ops (5-10 hours per week) to advise and coach your Manager would level them up and help the company make smarter decisions in a time when you don\u2019t need that seniority full-time.\"}),/*#__PURE__*/e(\"h3\",{children:\"Hire talent not in the market.\"}),/*#__PURE__*/e(\"p\",{children:\"A 10+ year, Sr Salesforce Engineer that works full-time at Google or Stripe but carves out 15 hours per week on side projects. Tapping into that caliber of experience could be a massive benefit to the scalability of your GTM Tech infrastructure. \"}),/*#__PURE__*/e(\"h3\",{children:\"Hire talent with specialization\"}),/*#__PURE__*/e(\"p\",{children:\"Your CPQ rollout that didn\u2019t go exactly how you planned could benefit from a CPQ Architect to help get things back on track. You don\u2019t need them on staff but fractional help for 2-3 months would get you there.\"})]});export const richText33=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"In the dynamic world of business, the process of scaling Revenue Operations (Rev Ops) can be a perplexing journey for many companies. While some organizations have a clear roadmap, others are left to navigate through the landscape, often relying on educated guesswork. To shed light on this critical aspect of business growth, we undertook an in-depth analysis of team structures in 30 mid-market companies, focusing on RevOps. Though the teams varied significantly, we found valuable insights and trends. \"}),/*#__PURE__*/e(\"h2\",{children:/*#__PURE__*/e(\"strong\",{children:\"Understanding the Landscape\"})}),/*#__PURE__*/e(\"p\",{children:\"Our analysis revealed intriguing statistics from these mid-market SaaS companies: \"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The median number of Sales Reps per company stood at an impressive 415.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Sales personnel constituted a median of 25% of the total headcount.\"})})}),/*#__PURE__*/e(\"p\",{children:\"While different Go-to-Market strategies dictate specific resourcing needs, a common thread is the focus on adopting a data-centered approach to sales. \"}),/*#__PURE__*/e(\"h2\",{children:/*#__PURE__*/e(\"strong\",{children:\"Diverse Rev Ops Strategies\"})}),/*#__PURE__*/e(\"p\",{children:\"Even within the realm of Rev Ops, we noticed a diverse range of team-building strategies. For instance, companies like Asana, historically focused on Product-Led Growth (PLG), allocated a small percentage (18%) of their total headcount to Sales. Their year-on-year growth in Sales headcount remained modest at 1%, raising intriguing questions about their unique approach. \"}),/*#__PURE__*/e(\"h2\",{children:/*#__PURE__*/e(\"strong\",{children:\"Enabling Sales Through Rev Ops and GTM Systems\"})}),/*#__PURE__*/e(\"p\",{children:\"Rev Ops and GTM (Go-to-Market) Systems play pivotal roles in empowering the Sales team effectively. This responsibility falls into two overarching buckets: \"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Strategy:\"}),\" Are we empowering the Sales team to focus on what truly matters?\"]})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Productivity:\"}),\" Are we aiding Sales Representatives in accomplishing their tasks swiftly and efficiently?\"]})})}),/*#__PURE__*/e(\"p\",{children:\"Rev Ops primarily addresses the first aspect, while GTM Systems focus on the second. \"}),/*#__PURE__*/e(\"h2\",{children:/*#__PURE__*/e(\"strong\",{children:\"Insights from the Field\"})}),/*#__PURE__*/e(\"p\",{children:\"We delved into specific companies to draw concrete examples of varying approaches: \"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Asana \u2705\"})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"\u200D\"}),\"% of Total Headcount in Sales: 18% (500 Reps)\"]})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Rev Ops Headcount: 21 | GTM Systems Headcount: 14\"})})}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"DemandScience \u274C\"})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"% of Total Headcount in Sales: 40% (400 Reps)\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Rev Ops Headcount: 2 | GTM Systems Headcount: 1\"})})}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"BlackLine \u2705\"})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"% of Total Headcount in Sales: 27% (500 Reps)\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Rev Ops Headcount: 12 | GTM Systems Headcount: 11\"})})}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Gong \u2705\"})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"% of Total Headcount in Sales: 25% (375 Reps)\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Rev Ops Headcount: 18 | GTM Systems Headcount: 7\"})})}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Seismic \u274C\"})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"% of Total Headcount in Sales: 21% (415 Reps)\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Rev Ops Headcount: 6 | GTM Systems Headcount: 11\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Braze \u274C\"})})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"% of Total Headcount in Sales: 28% (450 Reps)\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Rev Ops Headcount: 18\u2020 | GTM Systems Headcount: 7\"})})}),/*#__PURE__*/e(\"p\",{children:\"\u2020 78% of the Rev Ops team (14 out of 18) sit on Deal Desk. Our analysis reiterates that a larger team isn't the sole solution. It's about precisely resourcing this mission-critical team, ensuring the right investment. A lack of investment and misallocation of resources are equally detrimental to GTM effectiveness. In essence, investing in Rev Ops is essential, but doing it right is imperative for business success.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"br\",{className:\"trailing-break\"})})]});export const richText34=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Salesforce is a robust platform that companies can turn into a revenue generator. It can help them streamline their operations and improve their bottom line. But, as with any tool, it's only as good as the resources you invest in it. \"}),/*#__PURE__*/e(\"p\",{children:\"You shouldn't buy Salesforce if you aren't prepared to invest in resources dedicated to it. Let's explore why this is the case and what companies can do to get the most out of their Salesforce investment.\u200D\"}),/*#__PURE__*/t(\"p\",{children:[\" One of the most significant advantages of Salesforce is its flexibility. With the right resources, you can tailor the platform to meet your specific needs and extract more value than you did on day one. However, this requires \",/*#__PURE__*/e(\"em\",{children:\"investment\"}),\". \"]}),/*#__PURE__*/e(\"p\",{children:\"American Express, for example, has more than 100 people in its in-house Salesforce team. This team includes engineers, architects, product managers, and engineering leaders. American Express is an outlier, and most companies don't need a Salesforce team this big, but all orgs need adequate resourcing around their Salesforce stance.\"}),/*#__PURE__*/e(\"p\",{children:\"Competitors love saying that Salesforce is too complex and resource-intensive and that you should use their tools instead. That's fundamentally incorrect. Most of these competitors are small-scale tools that may accomplish a particular task or workflow well. On the other hand, Salesforce is infrastructure you can run your entire company on.\"}),/*#__PURE__*/e(\"h2\",{children:\"Ways To Extract More ROI From Salesforce\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Building a team dedicated to identify and create custom features. \"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Decreasing operational costs by automating processes.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Setting up reports and dashboards that allow you to identify high-risk accounts.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Make sure adoption is at over 75%. Users need to understand that data in Salesforce drives business goals.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Building out your Salesforce instance with a designer mindset, setting up easy UI and a good user experience.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Do regular \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/resources/conducting-a-salesforce-audit\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Salesforce audits\"})}),\" to make sure your data is high-quality and up to date.\"]})})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"It's crucial to recognize that investing in Salesforce resources is not a drawback to the platform\"}),\", nor is it a sign that other tools are better. Instead, it's a strategic investment that can help you extract more value from the platform. With the right resources, you can identify features that Salesforce may have overlooked and deploy changes independently. By staffing an internal Salesforce team, you can get even more value from the tool than you did on day one. That's the ROI you should strive for when implementing Salesforce. \"]}),/*#__PURE__*/e(\"p\",{children:\"So, why are companies hesitant to invest in Salesforce resources? The answer likely varies depending on the company. Companies may not fully understand the benefits of investing in resources or are wary of the upfront costs. Additionally, some companies may need more internal expertise to manage a dedicated Salesforce team.\"}),/*#__PURE__*/e(\"p\",{children:\"Whatever the reason may be, investing in resources is critical to getting the most out of the tool. Doing so can drive efficiencies, reduce costs, and gain a competitive edge.\"}),/*#__PURE__*/t(\"p\",{children:[\" In conclusion, Salesforce is a powerful tool that can help companies improve their operations and bottom line, but to extract the most value from the platform; you must invest in dedicated resources. This investment may include hiring \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/hire/salesforce-developer\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"engineers\"})}),\", \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/hire/salesforce-architect\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"architects\"})}),\", product managers, and other experts to manage your in-house Salesforce team. This way, you can tailor the platform to meet your specific needs, identify new features, and extract more functionality from the tool. While it may require upfront costs, the investment is worth it in the long run, and it's an essential part of any successful Salesforce strategy.\"]})]});export const richText35=/*#__PURE__*/e(a.Fragment,{children:/*#__PURE__*/e(\"p\",{children:\"Dreamforce 2023 is in the books. Nobody knows the future of AI in Enterprise SaaS but it's important to keep tabs on how the industry leaders are thinking about here. A look at Salesforce's big AI announcements.\"})});export const richText36=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"1. Einstein 1\"}),/*#__PURE__*/e(\"p\",{children:\"It all starts here. \"}),/*#__PURE__*/e(\"p\",{children:\"Einstein 1 is the foundation to AI in Salesforce.\"}),/*#__PURE__*/e(\"p\",{children:\"This will provide a Conversational AI layer within Salesforce for internal users (or embedded in Experience Cloud for external users), enabling users to interact with Salesforce and data housed in it via a conversational interface - Co-pilot.\"}),/*#__PURE__*/e(\"h2\",{children:\"2. Einstein Co-Pilot Studio\"}),/*#__PURE__*/e(\"p\",{children:\"Einstein Copilot Studio is a potentially massive release specifically for Administrators and Developers building within the platform. \"}),/*#__PURE__*/e(\"p\",{children:\"This will provide the ability to embed generative AI capabilities into existing flows, automations, and functionality.\"}),/*#__PURE__*/e(\"p\",{children:\"Einstein Co-Pilot Studio has 3 primary elements:\"}),/*#__PURE__*/e(\"h3\",{children:\"Prompt Builder\"}),/*#__PURE__*/e(\"p\",{children:\"The ability to create prompt templates, specify how you want those prompts to interact with your Salesforce data, and easily deploy generative AI capabilities for users. \"}),/*#__PURE__*/e(\"h3\",{children:\"Skills Builder\"}),/*#__PURE__*/e(\"p\",{children:\"This is essentially custom permission sets specifically for your generative AI workflows. It allows Salesforce Customers to embed AI with guardrails, specifying how AI should access data and trigger outcomes based on the user type initiating the action. \"}),/*#__PURE__*/e(\"h3\",{children:\"Model Builder\"}),/*#__PURE__*/e(\"p\",{children:\"The ability for companies to control how they build and train their AI models, based on Salesforce\u2019s proprietary large language models or the ability to tap into a preferred partner like Anthropic, Cohere, Databricks, Google Cloud\u2019s Vertex IX, or OpenAI. \"}),/*#__PURE__*/e(\"h2\",{children:\"3. Innovations to Slack\"}),/*#__PURE__*/t(\"p\",{children:[\"Slack is starting to see some new feature releases. \",/*#__PURE__*/e(\"strong\",{children:\"Slack Lists\"}),\" are a brand new capability (not so much focused on AI) that enable you to track work, triage requests, and manage cross-functional projects in the flow of communication. Slack will undoubtedly play a huge part in Salesforce's AI plans (it is a chat interface, after all) but the first step is embedding the tool further into critical workflows as opposed to it strictly serving as an internal communication tool. \"]}),/*#__PURE__*/e(\"p\",{children:\"But Slack AI did come with a round of new announcements as well.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Slack AI Capabilities:\"}),\"\u200D \"]}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Channel recaps\"}),\" instantly deliver highlights on any channel, so users can cut straight to what\u2019s most important.\"]})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Thread summaries\"}),\" enable users to get up to speed on any thread in just one click.\"]})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Search answers\"}),\" allows users to ask a question and search will not only return results with relevant messages, files, and channels, but share an AI-generated summary too.\"]})})}),/*#__PURE__*/e(\"h2\",{children:\"4. Marketing Cloud & Commerce Cloud Updates\"}),/*#__PURE__*/e(\"p\",{children:\"It's likely that we see the most impressive AI features appear in Marketing Cloud before many other products. Salesforce has already announced plans for 50+ Generative AI capabilities on the product roadmap by the end of 2024. \"}),/*#__PURE__*/e(\"p\",{children:\"These are primarily around harnessing data in more powerful ways to assist in personalized content creation, more sophisticated re-targeting, predictive analytics and lead segmentation etc.\"}),/*#__PURE__*/e(\"h2\",{children:\"5. Data Cloud and Tableau Licensing\"}),/*#__PURE__*/t(\"p\",{children:[\"At the end of the day, Salesforce's success with AI hinges upon adoption. Salesforce now offers 2 Tableau Creator licenses and Data Cloud licenses (up to 10,000 profiles) \",/*#__PURE__*/e(\"strong\",{children:\"for free\"}),\" to any Customer already on Sales and Service Cloud (Enterprise or Unlimited Editions only). \"]}),/*#__PURE__*/e(\"h2\",{children:\"6. Data Cloud-Triggered Flow\"}),/*#__PURE__*/t(\"p\",{children:[\"Data Cloud embedded within the Einstein 1 platform will be able to power automations from real-time data across \",/*#__PURE__*/e(\"em\",{children:\"various systems in your environment.\"}),\" This is part of \",/*#__PURE__*/e(n,{href:\"https://help.salesforce.com/s/articleView?id=sf.c360%3Ci%3Ea%3C/i%3Edata_spaces.htm&type=5\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Salesforce Data Spaces\"})}),', which is \"a logical partition to organize your data for profile unification, insights, and marketing in Data Cloud. [It\\'s the ability to] segregate your data, metadata, and processes into categories, such as brand, region, or department, and then enable users to see and work on data only in the context of their category.\"']})]});export const richText37=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"About Marketing Cloud Hiring\"}),/*#__PURE__*/e(\"p\",{children:\"Due to the complexity of Salesforce Marketing Cloud, it is one of the most challenging products for Salesforce Customers to properly adopt and extract maximum value from after the Consulting Partner leaves. For starters, the sheer number of distinct modules that fall under the 'Marketing Cloud' suite is almost limitless. \"}),/*#__PURE__*/e(\"p\",{children:\"While many companies will start with adoption of Email Studio and the use of Journey Builder, leveraging Marketing Cloud strictly for e-mail is only a fraction of the tool's power. Despite it being a good starting point, the real value comes from leveraging modules like Customer Data Platform, Mobile Studio, Marketing Cloud Advertising, Social Studio, and Datorama to fully leverage the power of your customer data in the context of deploying continuous, multi-touch, and cross-channel Marketing campaigns.\"}),/*#__PURE__*/e(\"h3\",{children:\"Different Marketing Cloud Consultant Skill Sets\"}),/*#__PURE__*/t(\"p\",{children:[\"Wrapping your head around the sheer functionality of Marketing Cloud can be challenging enough. Now, you need to factor in that there are very distinct skill sets that fall under the broad \",/*#__PURE__*/e(n,{href:\"http://www.foundhq.com/salesforce-consulting-services/marketing-cloud\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Marketing Cloud Consultant\"})}),\" function. We boil it down to \",/*#__PURE__*/e(n,{href:\"http://www.foundhq.com/salesforce-consultant/2-types-of-salesforce-marketing-cloud-consultants\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"2 Types of Marketing Cloud Consultants\"})}),\". \"]}),/*#__PURE__*/e(\"p\",{children:\"Applicant Specialists are the SFMC Consultants that will help handle all technical aspects of architecting, integrating, and setting up the tool for use by your Marketing team. This is more of a technical discipline and is the typical skill set of a Marketing Cloud Consultant at the Partner you're using the implement the platform.\"}),/*#__PURE__*/e(\"p\",{children:\"Campaign Specialists, on the other hand, are more of a Marketing discipline.\"}),/*#__PURE__*/e(\"p\",{children:\"These are the individuals that understand the features and capabilities of the tool in the context of setting up, running, and reporting on a company's ongoing Marketing efforts. This is a skill set that 100% of company's using Marketing Cloud need to employ in-house on a full-time or part-time Contractor basis.\"}),/*#__PURE__*/t(\"p\",{children:[\" Let's dive into some of the best Salesforce Marketing Cloud Consultants in the market today - all available via FoundHQ. \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/sign-up/company\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Create a Free Company Account\"})}),\" and contact them directly in minutes!\"]})]});export const richText38=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Meet the Salesforce Marketing Cloud Experts\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/jasontrout/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Jason Trout\"})})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Category:\"}),\" Application Specialist \"]}),/*#__PURE__*/e(\"p\",{children:\"A veteran Marketing Cloud Architect, Jason has focused on the platform the 8+ years. During that time, he led the Marketing Cloud implementation at a large Customer (Love's Travel Stops) and spent time at 2 Consulting Partners, including serving as the Marketing Cloud Practice Lead at Appirio, one of the leading Salesforce Consulting Partners.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/isaacshaffer/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Isaac Shaffer\"})})}),/*#__PURE__*/e(\"p\",{children:\"Another seasoned and heavily Certified Marketing Cloud Consultant, Isaac has been working on the platform since the ExactTarget days. Beginning as a Marketing Cloud Developer in 2015-2016, he has progressed into an Architect capacity working on some of the largest, end-to-end Marketing Cloud implementations. For 3 years, he was a Lead SFMC Architect at Publicis Sapient and is currently an Independent Consultant working on projects, enhancements, and ongoing strategy. \"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/lindseycoulter/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Lindsey Coulter\"})})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Category:\"}),\" Campaign Specialist \"]}),/*#__PURE__*/e(\"p\",{children:\"Founder of an Email Marketing Agency, Lindsey has worked as a Campaign Manager and Marketing Cloud Email Specialist for companies like Pierry, Riot Games, and Swanson Health.\"}),/*#__PURE__*/e(\"p\",{children:\"Her background is squarely in the Campaign Specialist category, working with existing Marketing Cloud Customers to build, deploy, measure, and iterate on complex campaigns within the tool.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/theo-ansa-73189a21/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Theo Ansa\"})})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Category:\"}),\" Application Specialist \"]}),/*#__PURE__*/e(\"p\",{children:\"Starting as an HTML Developer, Theo moved into a Marketing Cloud role during his time at Cox Automotive back in 2019.\"}),/*#__PURE__*/e(\"p\",{children:\"In this role, he was a hybrid Application and Campaign Specialist, helping to implement and integrate Marketing Cloud during initial deployment before taking over ongoing campaign execution as a liaison to Marketing stakeholders, building personalized campaigns with AMPscript, templates with Content Builder, managing complex list segmentation with SQL, and helping set up Mobile Connect for SMS. Currently, he is Sr. Manager of CRM Technology (SFMC) at Advance Auto Parts, leading a team of Email Developers and Automation Specialists, while taking on part-time consulting work on the side.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/glenstoker/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Glen Stoker\"})})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Category:\"}),\" Application Specialist A background like Glen's is hard to come by. He got his start as a Technical Architect \",/*#__PURE__*/e(\"strong\",{children:\"at ExactTarget\"}),\" in 2009, before tenures at some of the biggest names in the Salesforce ecosystem, including 2.5 years at Salesforce (post acquisition), Lev, Acumen Solutions, Silverline, and Traction on Demand. \"]}),/*#__PURE__*/e(\"p\",{children:\"Currently, he is the Marketing Cloud Architect at AARP, the largest publication in circulation across the United States.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/christybaseman/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Christy Baseman\"})})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Category:\"}),\" Campaign Specialist \"]}),/*#__PURE__*/e(\"p\",{children:\"Currently a Marketing Cloud Architect at Komodo Health (a hybrid Salesforce Customer / Consulting Partner after their acquisition of Mavens), Christy brings 10 years working on Marketing Cloud.\"}),/*#__PURE__*/e(\"p\",{children:\"She spent time on internal Marketing teams at Sears leading Marketing Cloud Campaign execution and worked as a Deployment Specialist at Salesforce for ~3 years.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/cristobalgalindo/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Crist\\xf3bal Galindo\"})})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Category:\"}),\" Application Specialist \"]}),/*#__PURE__*/e(\"p\",{children:\"Based in Mexico, Crist\\xf3bal is currently an Associate Manager, Marketing Cloud Engineering at Accenture.\"}),/*#__PURE__*/e(\"p\",{children:\"In addition to 8+ years overall experience working on Marketing Cloud, he has deep experience on a range of Marketing Cloud modules, including Audience Studio, Social Studio, and Datorama - providing companies with a breadth of knowledge about when and how to adopt richer functionality within the tool.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/justin-zucker-3ba99730\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Justin Zucker\"})})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Category:\"}),\" Application Specialist \"]}),/*#__PURE__*/e(\"p\",{children:\"Another Consultant that's been working with Marketing Cloud since the ExactTarget days, Justin got his start as an Email Marketing Developer at OfficeMax in 2012. From there, he spent nearly 4 years working at Salesforce, helping to lead technical implementations of the platform for companies ranging Walt Disney Company, FedEx, Ally Financial, Fanatics, Kroger, and Home Depot.\"}),/*#__PURE__*/e(\"p\",{children:\"Following stints at Consulting Firms like Deloitte and Pierry, he is now the Marketing Cloud Architect internally at Holiday Inn.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/wmknox/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Will Knox\"})})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Category:\"}),\" Hybrid \"]}),/*#__PURE__*/e(\"p\",{children:\"Marketer turned Marketing Cloud Architect, Will brings a breadth of knowledge working on the platform in both Internal and Consulting roles.\"}),/*#__PURE__*/e(\"p\",{children:\"After time as a Marketing Cloud Architect at CVS, sitting as the bridge between technical implementation teams and Marketing stakeholders, he moved into a consulting role at leading Partner, DEG Digital, helping to deploy Marketing Cloud for companies like Under Armour and Publix. For 1 year, he led a team of Marketing Cloud Admins and Developers at Credible before going Freelance in late 2022.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/marketingyventasmarialaurarobol/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Mar\\xeda Laura Robol\"})})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Category:\"}),\" Application Specialist \"]}),/*#__PURE__*/e(\"p\",{children:\"A Marketing Cloud Consultant currently based in Spain with experience working across the North American, LATAM, and EMEA markets.\"}),/*#__PURE__*/e(\"p\",{children:\"For the past 9 months, she has been a Marketing Cloud Architect at IBM, working on large scale digital transformation projects and previously worked on internal Marketing Cloud teams at a range of customers, including Penguin Random House. Primarily focused on the technical side of Salesforce, Maria works on implementations, optimizations, and large scale enhancements to existing instances.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(n,{href:\"https://www.linkedin.com/in/mohammedhdesign/\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Mohammed Hossain\"})})}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Category:\"}),\" Campaign Specialist\"]}),/*#__PURE__*/e(\"p\",{children:\"A hybrid Designer / Web Engineer turned Marketing Cloud Specialist, Mohammed brings 3.5+ years dedicated to the Salesforce platform. He has spent time on the Agency side and working as part of Internal Salesforce teams with some of the world's biggest brands, including McDonald's, Bentley, and Volkswagen. Additionally, he spent a year at Girl Scouts of the USA, one of the largest Marketing Cloud Customers with 1.7m subscribers, to design, build, deploy, cross-channel marketing campaigns on the platform.\"})]});export const richText39=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Hiring a Marketing Cloud Consultant\"}),/*#__PURE__*/e(\"p\",{children:\"As you embark on your Marketing Cloud journey, the biggest thing to look for is the breadth of experience in your Marketing Cloud Consultant. \"}),/*#__PURE__*/e(\"p\",{children:\"Given the sheer scale and complexity of the platform, a Consultant that understands all the possible ways to leverage the tool is critical. However, you want to make very sure that you adopt the platform incrementally. The double-edged sword with the power of Marketing Cloud is its very complexity - it can be disruptive for Marketing teams in the early days and throwing too many bells and whistles at them on day 1 can be overwhelming.\"}),/*#__PURE__*/e(\"p\",{children:\"This is why we always recommend new Salesforce Customers engage an outside Marketing Cloud Consultant to serve as your liaison alongside the Consulting Partner. Some Partners can be eager to introduce everything available - and while they may have the best intentions, this is not what will set you up for long-term success.\"}),/*#__PURE__*/e(\"p\",{children:\"In addition to understanding the features and functionality best suited for you today, you want a Consultant that has seen Marketing Cloud operate in a variety of contexts. Different industries and company sizes. Companies with established Marketing teams and smaller orgs.\"}),/*#__PURE__*/e(\"p\",{children:' FoundHQ is the #1 platform for hiring Salesforce Consultants globally. Our network of 3,500+ Salesforce Experts features hundreds of Marketing Cloud Consultants with varied backgrounds - get in touch any time to discuss the best options for you.\"'})]});export const richText40=/*#__PURE__*/e(a.Fragment,{children:/*#__PURE__*/e(\"p\",{children:\"An overview of standard hourly rates for Salesforce Marketing Cloud Consultants: Architects, Engineers, Administrators, and Email Developers.\"})});export const richText41=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Importance of Marketing Cloud Consultants\"}),/*#__PURE__*/t(\"p\",{children:[\"One of the more challenging aspects of \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/salesforce-consulting-services/marketing-cloud\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Salesforce Marketing Cloud\"})}),\" is how many distinct skill sets you need to properly implement, adopt, and start driving value from the platform. We all know \",/*#__PURE__*/e(n,{href:\"http://www.foundhq.com/resources/how-much-does-marketing-cloud-cost\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Marketing Cloud is an expensive product\"})}),\" to adopt - you want to avoid a situation where you pay for licenses, spend a ton to implement, and then can't figure out how to successfully use it. (For more context on \",/*#__PURE__*/e(n,{href:\"http://www.foundhq.com/salesforce-consultant/2-types-of-salesforce-marketing-cloud-consultants\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"the role of a Marketing Cloud Consultant\"})}),\", check out this resource.) For this reason, the concept of a \u2018Marketing Cloud Consultant\u2019 can be a bit misleading. It implies a one-size fits all skill set. In reality, there are a number of different roles needed at each stage of the Marketing Cloud journey in order to be successful. And those costs can stack up, especially when using a \",/*#__PURE__*/e(n,{href:\"http://www.foundhq.com/salesforce-partner/top-10-salesforce-marketing-cloud-partners\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Salesforce Marketing Cloud Partner\"})}),\" that easily runs you $200/hour to $350/hour. \"]}),/*#__PURE__*/e(\"p\",{children:\"In this resource, we highlight the 4 primary Marketing Cloud functions, providing a snapshot into the typical hourly rates associated with each and when they are needed along the journey.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\"Note:\"})}),\" \",/*#__PURE__*/e(\"em\",{children:\"This is\"}),\" \",/*#__PURE__*/e(n,{href:\"https://www.foundhq.com/salesforce-consultant-cost\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:/*#__PURE__*/e(\"em\",{children:\"cost data based on hiring an Independent Salesforce Consultant / Freelancer\"})})}),/*#__PURE__*/e(\"em\",{children:\". Hourly rates when engaging a Salesforce Consulting Partner will typically be 2x-3x these estimates.\"})]})]});export const richText42=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Marketing Cloud Application Specialists\"}),/*#__PURE__*/e(\"p\",{children:'We categorize \"Application Specialists\" as the Consultants you engage during the initial implementation of Marketing Cloud. '}),/*#__PURE__*/e(\"p\",{children:\"Typically, these individuals are part of the project team that will lead initial discovery, requirements gathering, business process review / gap analysis, and hands-on configuration of the tool, including integrations to the rest of your Business Systems.\"}),/*#__PURE__*/t(\"p\",{children:[\" While some organizations may employ a Marketing Cloud Architect or Engineer in-house, it\u2019s typically reserved for the largest global Enterprises. Most companies only need to engage these individuals during the upfront rollout and will rely on Campaign Specialists for ongoing, day-to-day management of the tool (\",/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\"more on those below)\"})}),\". \"]}),/*#__PURE__*/e(\"h3\",{children:\"Marketing Cloud Architect\"}),/*#__PURE__*/e(\"p\",{children:\"At the top of the pyramid sits your Marketing Cloud Architect. \"}),/*#__PURE__*/e(\"p\",{children:\"The Architect will lead a full discovery into your business, current Marketing strategy, existing systems environment, and incorporate the desired functionality and tools you're looking to bring into the mix. At that point, they will design and architect a roadmap for how you can adopt, customize, and integrate Marketing Cloud - this involves in-depth business process mapping, technical solutions architecture, and integration strategy.\"}),/*#__PURE__*/e(\"h4\",{children:\"Cost of a Marketing Cloud Architect\"}),/*#__PURE__*/e(\"p\",{children:\"When engaging an Independent Consultant, you should expect to see a range of $170/hour-$185/hour. \"}),/*#__PURE__*/e(\"h3\",{children:\"Marketing Cloud Engineers\"}),/*#__PURE__*/t(\"p\",{children:[\"As part of your implementation, the Architect will be paired with a team of hands-on \",/*#__PURE__*/e(n,{href:\"http://www.foundhq.com/hire/salesforce-marketing-cloud-developer\",motionChild:!0,nodeId:\"bYw4FdN1c\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Marketing Cloud Engineers\"})}),\" focused on building integrations and all customization needed to execute your cross-channel Marketing communications. \"]}),/*#__PURE__*/e(\"p\",{children:\"Typically, this involves integration of API\u2019s set up for real time emails sends, start journey\u2019s, insert records in DE with multiple email touch points.\"}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Implementation of data structure in SFMC and set up attribute groups in Contact Builder/Data designer.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Creating BU, users, roles and assigning roles to specific users.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Configuring required Data Extensions, Publication List, Send Logs, E-Mails, Contents, dynamic content and other activities.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Creating Journey Builder in Building Journeys & Automations in Automation Studio.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Designed delivery checklist, debugging, Testing and Documentation.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"End to End Digital marketing campaign execution and tracking.\"})})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Usage of AMP script to pull data into data extension and other functionality.\"})})}),/*#__PURE__*/e(\"h3\",{children:\"Cost of a Marketing Cloud Engineer\"}),/*#__PURE__*/e(\"p\",{children:\"When engaging an Independent Consultant, you should expect to see a range of $110/hour-$130/hour.\"})]});export const richText43=/*#__PURE__*/t(a.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Marketing Cloud Campaign Specialists\"}),/*#__PURE__*/e(\"p\",{children:\"These are skill sets that will live within your Marketing organization on a full-time basis. \"}),/*#__PURE__*/e(\"p\",{children:\"Companies will typically train their existing Marketing team on using the product or leverage Contractors in a managed services capacity.\"}),/*#__PURE__*/e(\"p\",{children:\"The BIGGEST RISK to adopting Marketing Cloud is going through the entire implementation process and realizing you don\u2019t have the internal capabilities to actually execute a campaign. Unfortunately, Salesforce doesn\u2019t do a great job educating new customers on the challenges of using the tool but you will need Marketing Cloud Specialists to be successful.\"}),/*#__PURE__*/e(\"h3\",{children:\"Marketing Cloud Administrators\"}),/*#__PURE__*/e(\"p\",{children:\"A Marketing Cloud Admin is responsible for the audits, strategy, content, and setup of the broadcast campaigns and email automations of current and potential members. They will bring proven success building and managing a variety of email programs for several types of members. \"}),/*#__PURE__*/e(\"p\",{children:\"As part of the role, an Admin utilizes extensive knowledge to manage all member marketing activities in Salesforce Marketing Cloud, capitalizing on the full features and benefits of all marketing elements within the platform. 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