Unless you have been like the proverbial Ostrich with its head under the sand AI is here and making its presence felt quickly! Within a couple of years it will no longer be which company is using AI, rather it will be which company isn’t?

 

Since sales has the most scrutiny and oversight within the majority of companies (see CRO’s Get Fired First) it is often the first place AI is applied, for many good reasons. Sales rep turnover is usually high, there is lots of training (see Blended AI for Sales Rep Training) that needs to take place and companies spend a small fortune on hiring, training and getting reps “field ready). Also reps want new tech that works (if it doesn’t they will refuse to use it) and are used to being the first to use it.

AI is that “new” tech and many companies have already put AI implementation strategies into place (See CEO’s Must have an AI Strategy Plan) and those that don’t will, or they can fall behind competitors. The biggest challenge is AI is so new that top quality talent is hard to source, evaluate and hold onto. Many organizations (especially those using the number one CRM Salesforce) want to use AI strategy consultants that are also Salesforce partners. They know that these certified partners are the key to plan, strategize, and successfully implement AI.

The biggest challenge is finding the right one. There aren’t many case studies or client testimonials out there (yet) since it is so new. Falling back on past partner evaluation techniques are a starting point. However, the most advanced AI Salesforce partners are often smaller and harder to find (See Sentia AI).

With that in mind here are 7 high level tips for Selecting the right Salesforce partner with AI capabilities. Organizations looking to leverage artificial intelligence within their Salesforce ecosystem often have to look far and wide to find them. The following tips will act as a guide to help you in making an informed decision:

 

1. 1. Check AI Certifications and Expertise: Ensure that the Salesforce partner possesses relevant certifications and a track record in AI. Look for certifications or experience with Salesforce Einstein Analytics and Discovery Consultant, which demonstrate expertise in leveraging AI within the Salesforce platform. If you’re not going to use Einstein / Discover – it isn’t as important.

1. 1. Evaluate AI Use Cases and Experience: Assess the partner’s experience in developing as well as implementing AI solutions, especially within the Salesforce environment. Look for case studies or examples of successful AI integrations that align with your business needs. A partner with diverse AI use cases demonstrates versatility. Don’t pass on an AI Salesforce certified partner if they have limited or even no case studies – remember AI is in its infancy – be on the people at the company first and foremost, not slick marketing materials.

1. 1. Assess Industry-Specific Knowledge: Industry expertise is crucial for understanding the unique challenges and opportunities within your sector. Choose a partner with a deep understanding of your industry, as this knowledge will be beneficial when tailoring AI solutions to your specific requirements.

1. 1. Check Integration Capabilities: AI solutions often require seamless integration with existing systems. Ensure that the Salesforce partner has experience integrating AI capabilities with Salesforce and other relevant tools in your technology stack. This capability is crucial for a cohesive and efficient implementation.

1. 1. Verify Data Security and Compliance: AI involves handling sensitive data, so it’s vital that your Salesforce partner prioritizes data security and complies with relevant regulations. Request information on their data protection measures and ensure they align with your organization’s compliance requirements.

1. 1. Evaluate Training and Change Management Support: Assess the partner’s approach to training and change management. AI implementations often necessitate a shift in processes and workflows, so your partner should provide comprehensive training programs and support for change management to ensure successful adoption.

1. 1. Consider Scalability and Future-Readiness: Select a partner with a focus on scalability and future-readiness. The AI solutions implemented should be scalable to accommodate your organization’s growth, and the partner should stay abreast of advancements in AI technology and Salesforce updates to ensure ongoing relevance.

Bonus Tips: Look for all in one help. Salesforce partners that can evaluate your business needs, sales process, configure Salesforce, then train your people are far more valuable than having to go out and find 3 separate partners to do each phase. It will cost a lot more in both time and money to do this and perhaps most importantly something is almost always lost with every handoff along the way. Also make sure the partner is going to be with you long term – AI is so new it is guaranteed to require tweaks, adjustments and outright replacement along the way. A partner with a history of run and gun is the last one you need right now. Check references to ensure they will work with you long after the sale is completed.

Seek Client References and Feedback: Request references from the Salesforce partner’s past clients who have implemented AI solutions. Gather feedback on their experiences, challenges faced, and the overall success of the projects. This firsthand information can be invaluable in your decision-making process.

By considering these tips, doing your homework and keeping an open mind to new partners that are ahead of the game, you can enhance your chances of selecting a Salesforce partner with the right AI capabilities. Finding that special, highly qualified partner to effectively integrate artificial intelligence into your Salesforce environment is the key to your future AI success!