January 29, 2019
Technology Solution Delivery

What Lies Beneath the Tip of the Salesforce Iceberg?

I had a manager once say to me that all he needed was a tool that would do exactly what he wanted before he knew he wanted it, but that he didn’t know what it needed to have in it. I was presented with the unique task of identifying that right tool for his team.

After many discussions focused on learning more about his pain points, his must haves and his wishes, I determined that what he wanted was a Customer Relationship Management (CRM) system that could do more than our current platform. As a platform evangelist, I suggested we try it out. My manager, like many, knew about Salesforce, knew its CRM capabilities, but didn’t know that was just the tip of the proverbial Salesforce iceberg. I believed there were multiple reasons why this was the right tool for him, so I laid out three key points for him to consider.

  1. Ease of Use

The Salesforce app is meant to be a simple and appealing way to work. The platform is set up to help teams work more efficiently and use data into which they might not have previously had insight. Also, if there’s something your business does not like about this platform or something that doesn’t align well with your business model – worry not, for you can easily configure and customize it to your specific needs. Which leads us to our next point …

  1. No Code

Salesforce prides itself on being a point and click platform. This means you do not need to know 10 different coding languages to change or maintain your Salesforce environment. The platform is intuitive and very easy to understand, and Salesforce will even teach you how to use it for free through their online training site known as Trailhead. And if you do know how to code, you can use that knowledge to enhance your Salesforce environment. Many companies create beautiful, user-friendly pages for customers by using code on top of Salesforce.

  1. Abundance of Resources

One of the most important things you get with a Salesforce platform is the variety of resources available at your fingertips. Salesforce has more than 2.3 million users and they love to support all of them!

  • Salesforce Trailhead has more than 540 (and growing) different badges that help teach you the key features of the platform.
  • Salesforce Communities provide forums to ask for help, directly suggest new ideas to Salesforce, or see different ways of doing what you do now.
  • Salesforce Partners are companies that have been certified by Salesforce to help you with unique problems, assist you in setting up your new Salesforce environment or help you optimize a current one. For a fee, these companies can do anything from adding a complex workflow automation that you may not feel comfortable doing yourself to customizing your entire platform.

In the end, my manager found his “tool.” He decided to go with Salesforce and never looked back. The customization, ease of use, and ability for employees to learn new skills to help maintain the platform was a huge success and completely transformed the business. We were able to discover new insights into our pricing data that lead to improved sales and better margins overall. Before long, almost every department at my former company was using Salesforce in some capacity.

Pivoting back to the present, I recently started my new journey at Kenway Consulting and was excited to learn more about our depth of CRM expertise, Salesforce specifically. We’ve had the opportunity to help clients assess, implement and optimize their Salesforce platforms. We assisted with a fixed income asset management firm’s existing CRM instance and provided recommendations to improve their sales cycle, data quality and governance on the platform. We’ve helped in the high-tech transportation (Hyperloop) space, where we implemented Salesforce from soup to nuts – inclusive of custom object and application development, business process flow automation, security features and various role based automated approval processes. And most recently, we helped another client migrate from the Salesforce Classic platform to their new Lightning UI, incorporated various customized features, and executed a object data restructuring to optimize their solution. What I appreciate the most about Kenway’s Salesforce history is how unique and varied the approach to each engagement was. Like every company, every Salesforce implementation is unique. Kenway prides itself on understanding the nuances of each client and each sales process, and marries client culture with best practices to find optimal solutions for every client.

Kenway’s Salesforce expertise runs deep, and like the platform, is only getting stronger. If you’re ready to transform your business with Salesforce or need help maximizing your current CRM platform reach out to




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