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Salesforce Talent Acquisition Practice - Avance Consulting

People and technology are our core focus areas. As one of the fastest growing tech. staffing and recruiting firms in the UK and Continental Europe, our fortunes are strongly tied with the areas/specialities we service. Salesforce is one of them. Vala Afshar, Chief Data Evangelist at Salesforce expects the company to create 550K direct jobs and over 1.3mn indirect jobs in India in the next few years, while Marc Benioff expects 4,000 new employees on its payroll over the next 6 months and 12,000 in the next year. With, Salesforce poised to create newer job opportunities, we at Avance Consulting have pulled our resources to establish a new practice - dedicated to Salesforce. We invite you to view, like and share our collateral and leave your comments.

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Salesforce Talent Acquisition Practice - Avance Consulting

  1. 1. ting Salesforce Talent Acquisition Practice Avance Consulting August, 2020 Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 1
  2. 2. Salesforce Economic Impact: Between 2016 and 2022, Salesforce and its ecosystem are expected to enable creation of 3.3mn* new jobs and add US$849bn* in new business revenue to the global economy to help drive GDP growth *within its customer base, partner communities etc. *IDC Salesforce Economic Impact Model, 2017 Fast adoption in a prolific and fast changing market Strong revenue opportunities for partners (US$) 3.3mn in Net-new Global Jobs Expected to be created within Salesforce's customer base between 2016 & 2022 Salesforce Ecosystem = 5XSalesforce Subscriptions, Professional Services, Managed Services, Hardware & Software Support US$859bn in New Business Revenue Accruing to Salesforce customers from cloud computing benefits The United States is the largest market for Salesforce Professional services and would generate more than 50% (US$411bn) of global economic benefits between 2016 and 2022 The Global Financial Services industry will likely generate US$164bn in new business revenue and 585K new jobs The Manufacturing sector closely follows with US$159bn opportunity and 638K new jobs Salesforce and its global partner ecosystem are well positioned to transform customers' sales operations while increasing the share of public cloud services from ~6% to about 13% of overall IT spending... Salesforce Economic Metrics The Salesforce Economy components & partnership drivers US: US$411bn France: US$24bn UK: US$65bn Germany: US$17bn Economic Benefits 2016 - 2022 - By Country (US$bn) Australia: US$29bn Canada: US$17bn Potential Jobs Created 2016 - 2022 - By Country 408 363 114 37 26 0 100 200 300 400 500 US India UK France Germany in '000 Every $1 of Potential Revenue accruing to Salesforce creates $3.95 for the ecosystem in 2018 5.18 4.86 4.54 4.24 3.95 3.67 3.44 2022 2021 2020 2019 2018 2017 2016 By 2022, every dollar of Salesforce revenue will potentially lead to 5X revenue opportunity Source: IDC, IDC Salesforce Economic Impact Model, 2017 65% 17% 10% 7% 1% Professional Services (inc. training) Addnl Cloud Subscriptions Hardware & Network Premises Software Non-IT Consulting 2/3rd's of Salesforce Revenue opportunities come from Professional Services 1. Salesforce Platform tools cut development time by 40% 2. Lower cost of quality assurance (QA) - 45% lesser and 39% lower time to market 3. AppExchange helped increase market reach by 13% and sales closure by 39% Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 2
  3. 3. Salesforce Talent: The consistent double-digit growth of Salesforce is creating a large demand for professionals across geographies, however the short-term scenario remains stacked against a demand & supply equilibrium Positive NegativeNeutral Technical Architects are drawing the highest average salary (US$), Sept. 2018 Salesforce Talent Market Across Salesforce roles, the demand for talent outstrips supply by a factor ranging from ~1 to more than 8; while Salesforce Trailhead is helping a large community of professionals in getting the requisite skills but that's not enough... Global Salesforce Talent Dynamics ▪ US$859bn in net new revenue opportunities within the Salesforce customer ecosystem - currently numbering 15,000 ▪ Salesforce owns 20% of the US$39.5bn CRM software market, nearly double of its closest competitor ▪ Consistent double digit growth rate, higher than average R&D spend ▪ 14 acquisitions between 2016 and 2018 The Salesforce Economy Promise ▪ Salesforce skills are in high demand across a variety of functions - from Sales, to Customer Service, to Operations. Talent with deep technical skills are in high demand ‒ Salesforce Administrators ‒ Salesforce Developers ‒ Salesforce Architects ‒ Salesforce Consultants The Most Common Salesforce Roles ▪ The Demand is vastly outpacing the supply of talent that can pose challenges for customers who have signed up for product suites. ‒ Demand and Supply imbalance in both developed and emerging markets - particularly in Technical Roles. Low unemployment, high turnover within the tech sector and Salesforce's high pace of growth making it more difficult ‒ Developer roles outpace supply by 4X ‒ Demand for Technical Architects outpaces supply by 10X The Demand & Supply Gap ▪ Global installed based of Salesforce talent in 1,000+ partners worldwide is ~28,800 Certified Professionals ‒ Top 10 Partners account for more than 55% of Certified Practitioners ‒ Rest of the 45% remain scattered across smaller boutique and niche firms including more than 700 such firms with fewer than 10 professionals ‒ Gig Economy: Growing number of Salesforce freelancers - 5,000 Salesforce-specific profiles on Top 3 freelance marketplaces alone Salesforce Talent Supply Break-up 1,50,000 1,25,000 1,04,000 95,000 Technical Architect Developer Business Analyst Administrator ▪ Salesforce is adding new features rapidly, particularly in the areas of Artificial Intelligence - making the roles of Developers and Technical Architect more important ▪ Technical Architects becoming tough to find While Salesforce Technical Architect roles have grown by 41% annually over the last 4 years, the percentage of Architects in developed markets is just 1.7% of the Salesforce-related profiles on LinkedIn and in developing markets the same is just about 0.8% of the overall profiles Source: 10K Advisors, Salesforce Trailhead, Sept, 2018 - The 2018 Salesforce Talent Ecosystem Report ▪SalesforceTrailhead ▪ Recognizing the issue, Salesforce has been investing heavily in Trailhead, its Free Online Learning Platform. ▪ In 2018, Salesforce reported its community had earned 8mn Trailhead badges 0.5 0.8 3.0 8.0 Salesforce Trailhead Badges (mn) 2015 2016 2017 2018 Demand is outpacing supply, particularly Architect roles 12,410 13,729 620 9,465 19,855 32,337 5,134 9,133 Administrator Developer Technical Architect Consultant Demand & Supply Chart Installed Talent Open Positions 0.9 8.3 2.4 1.6 Demand Coefficient - for every one installed talent there is X times the number of open positions Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 3
  4. 4. Salesforce Certifications Mapped to Job Roles and UK Median Salaries (1/2) Salesforce Certification Tracks Certifications Role Specification Job Roles in the UK & Annual Median Salaries Administrators ▪ Administrator ▪ Experience performing as a Salesforce Administrator ▪ Advanced Administrator ▪ Advanced-level experience as a Salesforce Administrator App Builders ▪ Platform App Builder ▪ Design, build, and implement custom apps using the declarative customization capabilities of Force.com platform NA Developers ▪ Commerce Cloud Digital Developer ▪ Knowledge & skills in using the Salesforce Commerce Cloud to develop an ecommerce solution ▪ Knowledge, skills and experience building custom declarative and programmatic apps on the Force.com platform ▪ Platform Developer I ▪ Platform Developer II ▪ Advanced skills and knowledge in the programmatic capabilities of the Force.com platform and data-modeling practices Specialists ▪ CPQ Specialist ▪ Experience implementing the Salesforce CPQ solution ▪ Knowledge, skills and experience in email marketing best practices - including message design, subscriber & data management, inbox delivery and external integrations ▪ Marketing Cloud Email Specialist ▪ Marketing Cloud Social Specialist ▪ Skills & experience using the components of Social Studio for post creation, management & analysis of conversations and reporting ▪ Pardot Specialist ▪ Designing, building, and implementing marketing workflows through the Pardot platform 47,500 60,000 60,000 Pardot Salesforce Marketing Cloud Salesforce Apex 67,500 71,500 70,000 55,000 Salesforce Developer Senior Salesforce Developer Salesforce Software Engineer Tester 45,000 47,500 39,500 Salesforce Administrator Senior Salesforce Administrator Junior Salesforce Administrator The salaries depicted above are indicative in nature and are annual median salaries for individual positions for the 6 month period ended 26.07.2019 Source: www.itjobswatch.co.uk, Salesforce Certification Guide All data is limited to the UK only Salesforce Roles & Compensation Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 4
  5. 5. Salesforce Certification Tracks Certifications Role Specification Job Roles in the UK & Annual Median Salaries Consultants ▪ Community Cloud Consultant ▪ Implementing & consulting on the Salesforce Communities applications in a customer-facing role ▪ Field Service Lightning Consultant ▪ Administration & configuration of a Salesforce application and is capable of consulting with customers on Field Service Operators ▪ Marketing Cloud Consultant ▪ Setting up and implementing Salesforce Marketing Cloud Email app tools, providing solutions to execute both tactical and strategic email campaigns ▪ Pardot Consultant ▪ Implementing Pardot in a customer-facing role, designing and implementing solutions that meet customers' business requirements ▪ Sales Cloud Consultant ▪ Implementing Sales Cloud in a customer-facing role, successfully designing and implementing solutions that are maintainable and scalable ▪ Service Cloud Consultant ▪ Implementing Service Cloud in a customer-facing role, designing and implementing maintainable and scalable solutions Architect • Application Architect ▪ Understanding of native Salesforce features and functionalities, as well as the ability to model a role hierarchy, data model and sharing mechanisms • Data Architecture & Management Designer ▪ Assessing the architecture environment and requirements to design sound, scalable, and high-performing solutions on the Force.com platform pertaining to enterprise data management • Development Lifecycle & Deployment Engineer ▪ Assessing architecture environment and requirements, implement management solutions on the Force.com platform that meet those requirements • Identity & Access Management Designer ▪ Design solutions on the Force.com platform that meet the Single Sign-On (SSO) requirements • Integration Architecture Designer ▪ Design and build solutions on the Force.com platform that meet end-to-end integration requirements 60,000 47,500 52,500 60,000 60,000 Salesforce Service Cloud Pardot Consultant Salesforce Sales Cloud Salesforce Consultant Salesforce Marketing Cloud 85,000 95,000 85,000 1,00,000 Salesforce Architect Senior Salesforce Architect Salesforce Solution Architect Salesforce Technical Architect All the salaries depicted above are indicative in nature and are annual median salaries for individual positions for the 6 month period ended 26.07.2019 Source: www.itjobswatch.co.uk, Salesforce Certification Guide All data is limited to the UK only Salesforce Certifications Mapped to Job Roles and UK Median Salaries (2/2) Salesforce Roles & Compensation Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 5
  6. 6. About Avance Consulting Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 6
  7. 7. Introduction to Avance Consulting We are your trusted Talent Acquisition Partner in a marketplace driven by Innovation & Disruption We are passionate about quality & a client-led service delivery model. Our Executive Search Practice is focused on Hiring Top Leadership Talent for our clients based on extensive research across a global talent pool. About Us Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 7
  8. 8. 1500 1 7 1.5m 250 10K 500 PERMANENT 1000 CONTRACTED PEOPLE NEW JERSEY, LONDON FRANKFURT, Warsaw Prague, HYDERABAD (2) OFFICES CULTURE UNIQUE DATABASE 40% NATIVES RÉSUMÉS AVERAGE QUARTER APPLICATIONS AVERAGE QUARTER STARTS Avance Consulting in numbers About Us Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 8
  9. 9. Our Key Differentiators About Us 5 1 2 4 3 Industry Knowledge Domain Expertise Deep Research Capabilities Building & Managing Networks Consultative Service Delivery & Engagement Models Our global presence has helped us build relationships within the industry and candidate networks. We have built a long-lasting network of global leaders cutting across industries & Business Enablement functions Our client-led Service Delivery Model ensures that we follow a consultative approach and our customers are involved in every step of the recruitment lifecycle. Our expertise stems from the fact that we take research seriously - every engagement we embark on starts with research, be it our customers, the industries they operate in, or the talent we are pursuing Our deep domain expertise has resulted in us being trusted partners for all our clients and long standing relationships with them, globally. We take pride in our ability to continuously innovate and contribute to the larger eco-system. Our experience of over 25yrs in the IT Industry helps us understand our customers’ business and deliver value to our clients, candidates and colleagues. Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 9
  10. 10. Our Operating Model Recruitment Phases: About Us Needs Assessment Candidate Acquisition Candidate Evaluation Selection & Offer Lifecycle Management  Consultative Approach to gathering the role brief  Assign the research team  Build collateral and pitch documents  Define filtering criterion as per customer expectations  Identify potential candidates via extensive research  Profile Validation  Assessment sheet for candidate and our observations  Prepare a short-list for the client  Debrief client and candidate debrief  Professional references  Scheduling and Managing the entire interview process  A robust feedback mechanism  Offer Presentation  Customer at the heart of the entire life cycle of recruitment Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 10
  11. 11. Selected Clients About Us Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 11
  12. 12. Appendix – Salesforce Implementation Landscape Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 12
  13. 13. Salesforce Market Positioning (1/2): Salesforce is the market leader within the Global sales force automation marketplace; has strengthened its presence across key new verticals and brought in deeper integration with AI/ML leveraging Einstein Analytics Salesforce's (SFDC) continuation as the Market Leader by a wide margin across Sales Force Automation Product Categories is a testimony to its strong product line, a global partner ecosystem, customer service vision and product innovation Market Positioning ** Gartner estimatesSource: Gartner Magic Quadrants SFA Market Leader for the 13th consecutive year Achieved ~53% of the Global SFA market share in 2018* Customers see AppExchange as a critical differentiator Positioned in Leaders' Quadrant Salesforce Marketing Cloud supports regional & global B2C customers A key choice for customers seeking cloud-only multichannel hub connecting with Sales, Service & Commerce Has all the building blocks to reposition itself as a Global CX Leader Leader in CRM Customer Engagement Center 7 out of 10 prospective customers prefer Salesforce Service Cloud** US$3.6bn (2018) revenue from subscriptions & support, up 26% Salesforce Automation (SFA) Multichannel Marketing Hubs Customer Engagement Customer Experience (CX) 1 2 3 4 Customer service & support applications to engage with customers across touchpoints. Features include Advisory, Problem Diagnostics, Resolution, Account Management  Core CRM with Case Management  Workplace Collaboration Tools  Workflow Management/BPM  Multi-channel engagement cap.  Mobile  Predictive Analytics  Voice of Customer 1. Real-time & Predictive Analytics 2. Agent guidance & navigation 3. Embedded AI 4. Automation engagement using AI 5. Platform-agnostic Development & Integration Tools, APIs Salesforce's Market Positioning Competition Product Scope Top Functionalities in Demand** Product Evolution Trends Orchestrates communications with and offers to customer segments across channels - websites, mobile, social, direct mail, contact centers, paid media & email  Integrated Digital Marketing capabilities for programmatic advertising, mobile, social, web and email marketing  Extends the marketing process through channels such as web, email, video, mobile, social applications, POS terminals, digital signage 1. Customer-analysis at an individual level 2. Predictive analytics, journey analytics & profile management 3. Higher personalization, content management, and real-time offer management Systems that support the automation of sales, processes and administrative responsibilities for sales professionals.  Account, Contract & Opportunity Management  Sales Activity Management  Sales Forecasting  Mobile Applications  Reporting & Analytics  Platform Capabilities 1. Improved AI for data capture 2. Predictive Analytics for improved decision making 3. Improving relationship intelligence Transformation of client relationships, and/or design, build, integrate and deploy process change and technology solutions that improve communications between a company and its customers  Sales/Transaction Enablement  Increased customer advocacy/referrals  Improved margins through better pricing  Cross-selling/up-selling to customers 1. Digital Design 2. Customer Analytics 3. Digital Commerce 4. Information Architecture/Migration Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 13
  14. 14. Salesforce Market Positioning (2/2): Across functionalities Salesforce is geared up to internalize newer tech functionalities even as marketing technology related spend is expected to top 30%* of the overall marketing expense budget in 2018/19 Multichannel Marketing Hubs Customer Engagement Customer ExperienceSalesforce Automation (SFA)  New functionalities in existing platforms/products: • Added a new integration & API platform (Lightning Knowledge Solution) through its acquisition of Mulesoft • AI/ML Integration with its Einstein & Einstein Analytics products. Integrating AI in to case management, Salesforce Einstein Chatbot, and Einstein Analytics  Product enhancements: • Salesforce Customer 360 offering a single view of the customer  Focus on new industry verticals: • Launched new industry-focused solutions with the Education, Health & Financial Services Clouds and partnerships with ISVs Salesforce's extended Digital Marketing capabilities such as Account-based Marketing and Lead Management particularly for B2B marketers sets it apart; plans to focus on predictive analytics for customer profiles & journey recommendations in 2019 MarketDirectionSalesforce'sStrategy  Building capability breadth & product differentiation: • Enables orchestration of end-to-end journeys across engagement channels • Pardot, a part of Salesforce's Sales Cloud enables Lead Management & Account- based Marketing (ABM) • Integration allows access to Sales, Service & Commerce Clouds  Leveraging native AI: • Adding capabilities like Automated Segmentation, Customer Journey Analytics across Marketing Cloud with Einstein • Plans to add Predictive Frequency Capping, Predictive Content Selection to enable insight-driven marketing decisions Source: Gartner Magic Quadrant for Multichannel Marketing Hubs, Magic Quadrant for Sales Force Automation ‒ By 2022, 70% of all customer interactions would use ML applications, chatbots & mobile messaging, up from 15% in 2018 ‒40% of customer service cases will be initiated by partners within the ecosystem ‒70% of self-service customer interactions will use speech interfaces by 2023 ‒ Operational efficiencies will increase by 25% for organizations embedding AI on their platforms ‒ Drive towards solutions that deliver contextual customer experiences ‒Data-driven insights and workflows ‒Unified customer profiles with data from different sources ‒ Building capabilities in Machine Learning, Customer Journey Analytics, Real- time customer insights  Exploiting mid-market opportunities: • Launched an updated product for small businesses - Salesforce Essentials  AppExchange a critical differentiator: • Client references indicate higher confidence and preference for Salesforce owing to AppExchange, the application marketplace  Strong marketing strategy: • Different strategies for different segments - SMBs, Enterprises with marketing messages and content for all decision-making roles  Plugging functionality gaps: • Predictive AI Sales Forecasting and High Velocity Sales (HVS) were introduced in 2018 to bridge gaps within Sales Cloud ‒ Sales Force Automation (SFA) market grew an estimated 12.8% to reach US$6.9bn in 2018; growth coming from cloud-based platforms ‒ AI capabilities are maturing in SFA product suites; Predictive Analytics for opportunity scoring, NLP ‒Prescriptive Analytics not yet mature, but picking up ‒Sales Enablement function maturing Market Positioning * Gartner Market sizing  New CX enabling tools: • One of the focus areas for Salesforce as it expects some of the pure-play CRM vendors pivot to Customer Experience Management • The impetus will be on integrations that make customer data move fuildly between its clouds  Customer 360: • The acquisition of Mulesoft in 2018 transformed in to Salesforce's integration platform that helps unify customer data for customers across all clouds  Salesforce AI: • AI is helping Salesforce to create a single repository of customers' data ‒ Customer Experience and CRM implementation services remain in high demand - fueled by demand for Design, UX, Commerce and Analytics skills ‒ By 2022, demand for Consulting and Implementation services for Digital Marketing & Commerce initiatives (which is 40% today) will exceed services for core sales and customer services (60% today) Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 14
  15. 15. Market Positioning: 1.Strong Business Consulting practice with substantial Salesforce tech chops: Very strong market presence, scale, consulting expertise and CX transformation competencies 2.Revenue Scale: Is the largest CX and CRM implementation service provider worldwide with estimated revenues of US$3.8bn* (17% of its Consulting & Implementation revenue in 2017) 3.Salesforce Practice Headcount: Has one of the largest Salesforce practices globally with more than 6,500 practitioners (~2,400 certified professionals) with experience in all major Salesforce products 4.Top customer verticals: • Discrete Manufacturing, Utilities/Energy, Natural Resources/Oil/Chemical and Retail Talent Strategy: • Salesforce roles at Deloitte UK: In the UK&I geography, Deloitte's hiring of Salesforce professionals is heavily concentrated within London. The roles being hired for include - Technical Leads, Developers, Testers, Einstein Analytics Design & Implementation. A lot of roles are based out of client locations and are in essence consulting roles. From an industry perspective, Deloitte is hiring people with experience in the Automotive, Industrial Products, and/or Manufacturing verticals. The other top hiring locations include Belfast, Leeds, and Glasgow • Training: Deloitte and Salesforce have jointly developed and launched a training program Pathfinder to equip professionals with technical and business skills needed for filling roles within the Salesforce ecosystem. The talent acquisition goals for Deloitte is heavily invested on the Pathfinder Workforce Development Program • The program provides the participants training for Salesforce Administrator and Salesforce Developer roles • Deloitte's Salesforce talent is spread across 18 Digital Studios across the globe providing digital experiences to its customers SIs & Partners - Competitive Positioning (1/2): IBM, Accenture and Deloitte are the Global leaders in Salesforce solution implementations owing to their strong consulting skills, expertise on Salesforce's growing product suite and global reach & scale Market Positioning: 1.Global Leader in Salesforce Implementation and Professional Services due to its market presence, scope/scale of capabilities and digital design orientation. It is one of the world's two largest (the other being Deloitte) CX/CRM implementation services providers 2.Revenue Scale: Global revenues from CX/CRM (all CRM including Salesforce) implementations amounted to US$3.5bn in 2017* - 9% of its total revenue and 16% of its consulting & implementation revenue 3.Salesforce Practice Headcount: 16,500 Salesforce skilled professionals including 5,700 unique certified Salesforce professionals 4.Implementations: 1,400 completed Salesforce projects across 1,100 global enterprises 5.Top customer verticals: These verticals generate more than 12% of Accenture's CRM/CX service revenue or are a strong focus of its CRM/CX services • Telecom/Media, Banking, Retail and Public Sector Talent Strategy: Accenture Salesforce Business Group aims to achieve a Salesforce practice headcount of over 80,000 by 2020 Accenture has been one of the first companies to have established strategic alliance with Salesforce and it continues to invest heavily in the innovation, talent, skills, and solutions needed to build scale. • Salesforce roles at Accenture UK: Accenture is recruiting Salesforce Solution & Technical Architects, apart from Technical Developers, CPQ Consultants, Data Architects. It is also hiring functional specialists across its Marketing and Service Clouds • Opportunity to work on advanced tools and technologies: Accenture's job adverts mention opportunities available to potential candidates. Some of the tools in focus are Einstein, AI, Lightning & Analytics • Training: Accenture is also investing its resources to strengthen its Salesforce bench-strength. It delivers an annual average of 50,000 hours of Salesforce training. It is also running a Certified Technical Architect (CTA) certification program • Acquihires: Accenture has made 8 Salesforce-specific acquisitions in recent years as a part of its strategy to build its Salesforce capabilities. Currently Accenture has the largest number of Certified professionals within the Partner Community Accenture Deloitte Customers are looking for implementation partners that can provide strong business consulting, a broad swathe of Salesforce skills across multiple clouds and innovation to achieve their digital business goals CX/SFA/CRM Implementation Source: Forrester Wave - Salesforce Implementation Partners, Q2, 2019, all service providers have not been featured in this report, Google Jobs Leaders Strong Performer Visionaries Positioning *Gartner estimates Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 15
  16. 16. Market Positioning: 1.Capgemini is a Global Leader within the Salesforce Professional Services landscape and has been providing Salesforce service for more than 10 years now. Has broad Salesforce capabilities but has doubled down on Commerce. It has made specific acquisitions in this space including Itelios, LiquidHub, and Lyons CG. Reference customers include NYDJ, Sunlight Financial, and Wolters Kluwer 2.Revenue Scale: NA 3.Salesforce Practice Headcount: 2,800+ Salesforce professionals with over 6,800 certifications globally 4.Top customer verticals: • Banking, Financial Services & Insurance, Automotive Talent Strategy: • Salesforce Roles at Capgemini UK: Capgemini UK has a strong Salesforce practice and is currently hiring for functional roles across the spectrum - CPQ, Functional Consultants, Business Analysts. Capgemini is also hiring for Technical Architects/Leads, and Salesforce Architects. Banking & Financial Services is a focus area for Capgemini UK's Salesforce practice - it has recently filled positions in this market - Technical Architects, Banking • Capgemini is also hiring for roles on the Delivery side - including Project Management roles, Engagement Managers. Some of the roles need Salesforce Administrator (ADM 201) and Platform Developer (PD1) certifications • Focus on Salesforce Marketing Cloud: Capgemini is hiring for multiple positions with experience in Salesforce Marketing Cloud with exposure to Agile project delivery, and additional marketing automation solutions - Marketo, Adobe etc SIs & Partners - Competitive Positioning (2/2): Business Consulting capabilities has emerged as the hallmark of differentiation; most of the large providers have traditionally grown through acquisitions of smaller players across geographies Market Positioning: 1.Strong Salesforce practice, strengthened with the acquisition of Bluewolf in 2016 and has kept the brand at the front and center of its Salesforce capabilities. IBM iX is the business unit within Global Business Services (GBS) that leads engagements for front-office transformation 2.Revenue Scale: IBM iX is one of the top 4 providers of CX/CRM implementation services globally - its 2017 revenue for CRM-related implementations is estimated to be US$2.7bn* (20% of IBM GBS' overall consulting/implementation revenue) 3.Salesforce Practice Headcount: NA 4.Top customer verticals: • Banking and Securities, Consumer Goods, Public Sector Talent Strategy: • IBM's Salesforce practice is particularly strong in design-based work which leverages a large number of iX studios across the globe. Important locations for front-end consulting capabilities are London and New York • IBM is hiring for Salesforce Technical and Solution Architects in London, for its Bluewolf business • Some roles are for its Salesforce Alliance such as Senior Director, Alliances, apart from Developer roles for Salesforce Marketing Cloud IBM Capgemini Banking, Financial Services, Insurance, Healthcare and Retail are the top sectors witnessing need for CX/CRM transformation engagements; a vertical-focused strategy in alignment with Salesforce's industry solutions is the key CX/SFA/CRM Implementation Source: Forrester Wave - Salesforce Implementation Partners, Q2, 2019, all service providers have not been featured in this report *Gartner estimates Leaders Strong Performer Visionaries Positioning Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 16
  17. 17. Application Leaders' expectations from SFA implementations/engagements: Creating operational efficiencies, improving business outcomes, agility and strengthening customer relationship/service are the key purchase considerations Almost 55%* of the overall sales technology market is made up of sales automation; Leaders feel that the centrality of data and the ability to build a sales operations around it will determine team success Implementation Objectives - Sales/Application Leaders ▪ Achieve a Data-driven Sales organization  Maximize existing operating processes and/or business models  Improve sales operations using digital technologies, also known as 'Digital Transformation'  The need for a 360° view of the customer  Digital Optimization needs driving sales technology purchase decisions  Data-driven sales organization ▪ Implementations are viewed as medium- term commitment:  Application Leaders think SFA implementations as at least 5-year commitments  42%* of all implementation are three years old; executives view implementations as 'long-term' investments  Leaders from enterprise-scale customers seek assurances of 'future proof' technology ▪ Ease of Integration with third-party applications:  Leaders have indicated that the ease of application to application integration is one of the critical decision factors  Clients ask about SFA vendor marketplaces of third-party applications  The quality of the platform is also a key influencer during the decision making process - ability to support agile development & custom applications to extend functionalities ** Gartner Reference Customer Survey Market Expectations Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 17
  18. 18. Contact OUR OFFICES NEW JERSEY Avance Consulting 100 Franklin Sq Drive Suite 209 Somerset NJ 08873 northamerica@avanceservices. com Phone: +1 201 604 3793 LONDON Avance Consulting Elizabeth House, 39 York Road London SE1 7NQ London@avanceservices.com Phone: +44 207 993 4607 FRANKFURT Avance Consulting GmbH Rossittener Strasse 3 60487 Frankfurt am Main Germany@avanceservices.com Phone: +49 151 1520 4456 HYDERABAD 405, Prathima Schallas Street Number 8 Hyderguda, Hyderabad info@avanceservices.com Phone: +91 40 2323 8456 Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 18
  19. 19. Salesforce Talent Acquisition Practice | Aug 2020 Copyright © Avance Consulting 2019. All Rights Reserved 19
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People and technology are our core focus areas. As one of the fastest growing tech. staffing and recruiting firms in the UK and Continental Europe, our fortunes are strongly tied with the areas/specialities we service. Salesforce is one of them. Vala Afshar, Chief Data Evangelist at Salesforce expects the company to create 550K direct jobs and over 1.3mn indirect jobs in India in the next few years, while Marc Benioff expects 4,000 new employees on its payroll over the next 6 months and 12,000 in the next year. With, Salesforce poised to create newer job opportunities, we at Avance Consulting have pulled our resources to establish a new practice - dedicated to Salesforce. We invite you to view, like and share our collateral and leave your comments.

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