Selecting the right Salesforce partner is crucial for implementation success. This comprehensive checklist helps you evaluate potential partners based on industry best practices and proven selection criteria.
Key Insight
Top-performing Salesforce partners average 3.2 certifications per staff member and maintain dedicated Centers of Excellence for continuous improvement.
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Minimum certification ratio: At least 2.5 certifications per technical staff member (industry average is 3.2 for top performers)
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Required certifications: Platform Developer I/II, Administrator, Advanced Administrator, Sales/Service Cloud Consultant
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Architect-level expertise: At least one certified Technical Architect or Application Architect on staff
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Current certifications: All certifications must be current and maintained (check on Salesforce Trailhead)
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Documented methodology: Clear, repeatable implementation process (Agile, Waterfall, or Hybrid)
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Discovery phase: Structured requirements gathering and business process mapping
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Change management: Formal approach to user adoption and training
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Testing protocols: Comprehensive UAT, integration, and performance testing plans
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Implementation history: Minimum 50 successful Salesforce implementations
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Client references: At least 3 referenceable clients in similar industries/size
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Success metrics: Demonstrated ROI and business outcomes from past projects
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Case studies: Detailed case studies showing problem-solving capabilities
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Post-implementation support: Defined SLAs and support tiers
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Knowledge transfer: Formal documentation and training programs
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Escalation process: Clear escalation paths to senior resources
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Salesforce relationship: Active partner status with Salesforce
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Center of Excellence: Dedicated innovation team for emerging Salesforce features
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AI/Einstein expertise: Experience with Salesforce AI and predictive analytics
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Industry accelerators: Pre-built solutions for your specific industry
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DevOps capabilities: CI/CD pipelines and automated testing frameworks
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Offshore capabilities: Cost-effective delivery models with quality controls
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Strategic advisory: Business transformation consulting beyond technical implementation
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Ecosystem expertise: Experience with complementary technologies (MuleSoft, Tableau, Slack)
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Innovation workshops: Regular sessions on new Salesforce features and best practices
Financial Services
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Financial Services Cloud expertise -
Compliance knowledge (SOX, GDPR, PCI-DSS) -
Integration with banking systems -
Data encryption and security expertise
Healthcare
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Health Cloud implementation experience -
HIPAA compliance expertise -
EHR/EMR integration capabilities -
Patient portal experience
Manufacturing
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Manufacturing Cloud knowledge -
CPQ (Configure, Price, Quote) expertise -
ERP integration experience -
Supply chain visibility solutions
Retail
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Commerce Cloud integration -
Omnichannel experience design -
Loyalty program implementation -
POS system integration
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1
Initial Screening
Review certifications, partner status, and basic qualifications
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2
RFP/RFI Process
Request detailed proposals addressing your specific requirements
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3
Technical Assessment
Evaluate technical capabilities through demos and proof of concepts
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4
Reference Checks
Contact at least 3 references to verify claims and performance
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5
Cultural Fit Assessment
Ensure alignment with your company values and working style
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6
Contract Negotiation
Define clear deliverables, timelines, and success metrics
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Unwillingness to provide specific client references or case studies -
Lack of certified professionals or outdated certifications -
No clear methodology or project management approach -
Unrealistic timelines or promises of "quick fixes" -
High staff turnover or reliance on contractors -
Pushing unnecessary products or overly complex solutions -
No post-implementation support plan or knowledge transfer process
Next Steps
Ready to find your ideal Salesforce partner? Here's how to get started:
- Use this checklist to create your evaluation criteria
- Identify 3-5 potential partners that meet your must-have criteria
- Conduct thorough evaluations using the process outlined above
- Make your selection based on technical fit, cultural alignment, and proven success
Remember: The right partner acts as an extension of your team, bringing expertise, best practices, and a commitment to your success.
Downloadable Resources
Partner Selection Checklist PDF
Comprehensive partner selection checklist with evaluation templates and scoring guidelines
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