Bridging the CPQ Skills Gap
How Gravity Leveraged Certified Resources to Enable Salesforce CPQ Implementations
CLIENT DETAILS
Industry: Software
Revenue: $21.25B
# of Employees: +/- 50,000
Practice Area: IT Staffing – Salesforce
Project: Salesforce Implementation Support
CLIENT OVERVIEW
Salesforce is the world’s #1 customer relationship management (CRM) platform. Salesforce helps marketing, sales, commerce, service and IT teams work as one from anywhere – so organizations can keep their customers happy everywhere. Over 150,000 companies both big and small, are growing their business with Salesforce.
PROJECT OVERVIEW
The Salesforce Enterprise Professional Services (SFEPS) team provides assurance, transformation, and implementation services for Salesforce’s largest customers. This mission critical Salesforce team guides client teams and partners through critical moments of Salesforce implementations with technology, business oversight, and strategy expertise. The SFEPS team includes digital transformation consultants and implementation delivery consultants. Digital transformation consultants help innovate, design the customer’s vision, and deliver customer-first experiences while the delivery consultants provide hands-on expertise to help accelerate implementation and jump start value faster. The SFEPS team includes full-time Salesforce employees and supplemental 3rd party consultants when required to meet demand.
Gravity IT Resources was chosen as a Preferred Partner to assist the Salesforce Enterprise Professional Services team with identifying, vetting and onboarding 3rd party consultants to assist in periods of high demand.
BUSINESS PROBLEM & OBJECTIVE
The Salesforce Enterprise Professional Services team experienced a significant increase in projects as large organizations across the globe accelerated their digital transformation efforts in response to the pandemic in the second half of 2020. This increased demand from Salesforce’s largest clients were taxing the SFEPS team’s existing resources and jeopardizing their ability to deliver results for Salesforce’s most high priority clients. Salesforce turned to Gravity IT Resources to fill in the resource gaps driven by this unprecedented demand.
GRAVITY IT STAFFING
Gravity has a full-time, dedicated team of Salesforce Delivery Leads and recruiters 100% focused on sourcing, vetting and onboarding certified Salesforce resources for Gravity clients across the United States. Gravity deployed this experienced and skilled Salesforce delivery team to meet the SFEPS team’s resource needs.
The SFEPS team requested a variety of resources to meet the needs of multiple global Salesforce Enterprise clients. These skill sets included:
- Salesforce Technical Architects
- Salesforce Solution Architects
- Salesforce Sr. Developers
- Salesforce Developers
- Salesforce UX Designers
- Salesforce Business Analysts
- Salesforce Project Managers
Gravity deployed its innovative “referral-driven” sourcing model and its recruiters aligned with Salesforce skill sets to identify multiple resources to staff theses project. Gravity then executed its 5-step vetting process to present the best Salesforce consultants for the open positions.
RESULTS
Gravity IT Resources staffed 50+ Salesforce consultants for the SFEPS team over 6 months across some of their most strategic accounts including AT&T, Wells Fargo, JP Morgan Chase, Ford, and many others. Gravity Salesforce consultants were critical in helping the SFEPS team deliver more than 20 projects on time and on budget during this critical time.
In one representative project, Gravity’s Salesforce resources were instrumental in helping a producer of automated test equipment and virtual instrumentation software. Our CPQ Consultants assisted with a Salesforce CPQ implementation and provided guidance in expertise on how to set up CPQ, how to improve product customizations, create bundles, automate pricing, and activate discounts within CPQ. The Gravity CPQ consultants brought functional and technical expertise on Salesforce CPQ from inception to completion for the SFEPS team and trained the client’s end users on how to properly utilize this tool.
