Before You Hire a Salesforce Partner, Make Sure They Can Do This

Hiring a Salesforce implementation partner is not just a technical decision—it’s a strategic one. While many vendors claim they "know Salesforce," the truth is, what they do with that knowledge is what makes the difference.

So before you shake hands or sign that contract, here’s a clear, no-nonsense checklist of what your Salesforce partner should be able to do, beyond certifications, fancy decks, or name-dropping references.

If they can’t do these things, you should keep looking.

1. Translate Business Problems into Salesforce Solutions

Your partner shouldn’t wait for you to hand them feature lists. They should dig into your business challenges, ask intelligent questions, and connect the dots between your workflows and Salesforce capabilities.

For example:

• • If your problem is "inconsistent sales follow-ups," they should suggest Sales Cadences with automation.
• • If your challenge is "customer service bottlenecks," they should propose a case routing strategy using omnichannel and automation rules.

Red flag: If they jump straight into building without understanding your operations, expect a tool that technically works but doesn’t solve anything meaningful.

2. Handle Customization Without Breaking the System

You don’t want someone who over-customizes every request or hard-codes every logic. You want a partner who knows when to use:

• • Standard features (Flows, custom objects, page layouts)
• • Custom code (Apex, LWC) only when truly needed
• • AppExchange apps when cost-effective

Their goal should be scalable simplicity, not over-engineering.

Ask:

• • How do you decide when to code and when to configure?
• • Can you show us a previous org you kept flexible and upgrade-safe?

If they can’t explain this clearly, you’ll end up with a system that’s impossible to maintain.

3. Integrate Salesforce with Other Systems Seamlessly

In real-world businesses, Salesforce never works alone. It connects with ERP systems, marketing platforms, finance software, and internal databases.

Your partner should be able to:

• • Build or recommend middleware connectors (like MuleSoft, Boomi, Zapier)
• • Work with APIs and data transformation rules
• • Ensure real-time or batch sync with proper data hygiene

If you hear:

"We’ll figure it out later," —you shouldn’t figure it out with them at all.

4. Own the Entire Lifecycle—From Discovery to Adoption

A true Salesforce partner isn’t just a builder. They’re an enabler. They should own:

• • Discovery workshops to map current vs. future-state workflows
• • Documentation that is easy to understand for business users
• • User acceptance testing (UAT) planning and coordination
• • Training sessions (not just 1 demo call)
• • Change management support to get teams on board

Implementation is 50% technical and 50% behavioral. If they only deliver screens and dashboards but no adoption strategy, you’re only halfway there.

5. Think Beyond Go-Live

Too many partners treat go-live as the finish line.

But the real work starts after your team begins using Salesforce in real-world scenarios. A capable partner helps you:

• • Monitor adoption
• • Collect user feedback
• • Plan incremental improvements
• • Roll out phase 2 or advanced features (Einstein, CPQ, Experience Cloud, etc.)

Ask:

• • What does your post-go-live support look like?
• • Do you offer advisory services after launch?
• • Can we scale the engagement as we grow?

If they disappear after go-live, they’re a vendor, not a partner.

6. Communicate Proactively and Transparently

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can move fast, but they also hit snags. A good partner:

• • Flag risks early
• • Escalates delays immediately
• • Sends weekly updates (without you asking)
• • Explains options when the scope changes

You’re not just buying services. You’re investing in a working relationship. So test it during your initial interactions.

Do they follow up? Are their proposals clear? Do they talk like partners—or pitch like vendors?

If you feel you're managing them before the contract starts, imagine what it’ll be like during implementation.

7. Provide a Team That Matches the Proposal

Here’s something people don’t talk about enough:

The team that sells you the project and the team that delivers it aren’t always the same.

Before signing, ask:

• • Who exactly will be working on our account?
• • What’s their background (industries, project sizes, certifications)?
• • Can we meet the delivery lead?

Also, verify the partner has bench strength. One consultant on vacation shouldn’t bring your project to a halt.

What Your Salesforce Partner Must Be Able to Do Must-Have CapabilityWhy It MattersBusiness TranslationAligns CRM with real needsSmart CustomizationKeeps your org scalableIntegration SkillsConnects Salesforce to your real businessLifecycle OwnershipDrives adoption, not just setupPost-Go-Live SupportEnsures long-term successTransparent CommunicationBuilds trust and clarityReliable Delivery TeamGuarantees execution, not just promises Final Thought

Salesforce is powerful, but it’s only as effective as the partner who implements it. You need someone who can think beyond features and help you unlock outcomes.

Before you make your decision, ask tough questions. Look beyond their logo deck. And don’t settle for a one-size-fits-all package.

If you’re looking for a team that listens first, thinks with you, and builds what your business truly needs, speak with a ⁠Salesforce implementation consultant at Emorphis.

Let’s build smarter, together.

I am a Salesforce consultant and business analyst at Emorphis Technologies with a proven track record of success. I help businesses understand their requirements and translate them into Salesforce solutions.Also, provide guidance and support to Sales