The congested Salesforce consulting space…
Having a quick look at the Salesforce AppExchange, there’s 1475 partners.
How in the heck does a small consulting company get discovered?
How does a customer decide to choose this, that or the other company?
Maybe having a few 5 star ratings will help.
But, what if you don’t have any, yet?
Ok, you have one contact, who said they’ll bring your company on.
Great, but after the 3 month implementation is complete, now what?
You’ve been focused on delivery the whole time, not lead generation.
Your pipeline is now dry as a bone.
Back to square 1…
Occasionally, I speak to those that are thinking of starting their own Salesforce consulting company, and I believe the biggest challenge is the above scenario.
10 years ago, I’d imagine it was much easier, as the the field had a lot less players.
Now, without having an in-depth, well connected, entrenched sales and marketing engine already heavily tied to the Salesforce ecosystem, it seems pretty difficult to get noticed and keep momentum.