
August 14, 2024
Nick Mayes, Principal Analyst from Analyst Research firm, PAC, writes in their recent report, 'How to reconnect your salesforce strategy back to the business.’ This report explores the challenges facing enterprise Salesforce users and provides insight into how they are changing their approach to drive the right business outcomes.
The report states that, ‘European businesses will make some big bets on the Salesforce platform as a strategic enabler of change. The successful ones will be those that ensure that it is harnessed in a way that is geared towards helping their business thrive and adapt in an era of constant change.’
It goes on to say, ‘European businesses are entering a new phase in their journey with the Salesforce platform in order to support their rapidly-evolving needs. A lot has changed in recent years, with economic volatility, geo-political uncertainty and a new wave of digital disruption – led by the impact of generative AI – forcing strategy leaders to rethink the way that their investment in core business applications gives their business a new level of resilience and speed. A recent CXO survey by PAC found that 84% of senior strategy leaders stated that they needed to improve their agility and ability to innovate to keep pace with changing market demands. Some 82% of CXOs highlighted the need to reach new customer groups and revenue areas as a major challenge, while more than three quarters (79%) cited increased competition as an area of concern.’
Furthermore, the report states that, ‘Salesforce’s partner ecosystem has never been more critical to its success in delivering the right outcomes to its customers. In Europe, the vendor has built a community of several hundred consulting and systems integrator partners, but the way in which it works alongside them and the focus of the projects that they deliver is changing at speed. More than 90% of Salesforce’s larger engagements now involve an external partner, and even for smaller projects, that level is increasing as clients seek help in tackling complex issues around data management and integration to get the most out of the rapid advances in AI.’
Commenting on PwC, the PAC report states, ‘PwC has developed a “human-led, asset-backed” approach to Salesforce engagements that is designed to leverage built-in AI and innovation, ensure that all work is documented, and that projects are risk and regulatory compliance ready. The company has also committed to invest $1bn over the next three years to expand and scale its skills and offerings relating to AI. The PwC Salesforce practice is building on some of the early use cases that it is exploring with its clients through its Salesforce AI Center of Excellence such as how Einstein GPT can be leveraged across multiple areas of the Salesforce portfolio.’
Quinton Pienaar, Partner, PwC UK, said, ‘When the changes keep on coming, it isn’t enough for your business to transform once. You must be transformative, building the agility to remain responsive in the face of constant challenges. PwC and Salesforce keeps customers at the centre while you thrive in a state of continuous transformation. PwC's knowledge along with Salesforce technology keeps our clients innovating and gets them to the heart of their customers’ needs, deliver the right experiences and drive long-term competitive advantage.’
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