Both new and existing Salesforce customers share an ambition to extract the greatest value from their investment. Our Salesforce Value Accelerator combines BCG’s digital, AI, and extensive industry know-how to help companies quickly launch and scale their largest, most high-value Salesforce transformations.
Phillip Andersen and Bryan Gauch
Companies can reap substantial benefits from successfully implementing Salesforce's customer relationship management (CRM) and industry solutions, including driving sales productivity, unlocking seller effectiveness, delivering customer satisfaction and impact across channels and touchpoints, and enhancing customer experience through personalized interactions and insights-driven offers.
But getting your CRM right is paramount. 30% of all CRM transformations fail—with 60% resulting in unachieved outcomes or actual losses due to common pitfalls, such as prioritizing technical and operational needs rather than users or focusing on transformation costs over business value. BCG's Salesforce Value Accelerator consultants help clients rapidly realize the full potential of their Salesforce investment by connecting core strategy to operational execution.
The Salesforce Value Accelerator consulting team acts as a business integrator to implement or upgrade Sales Cloud, Service Cloud, and other Salesforce offerings across marketing and sales, pricing, and customer service functions. Working across all layers of the client’s organization, we speak to everyone—from the C-suite to frontline workers, customers, and partners—to understand a company’s culture, people, and data. We integrate what we learn with our deep industry knowledge, Salesforce expertise, and proprietary AI tools to design and help execute transformation roadmaps that maximize operational execution for the client's desired strategic outcomes.
Our proven approach delivers tailored solutions, purpose-built for each company’s objectives and vision, allowing us to guide clients around common transformation pitfalls while creating stronger business models and better cost control on a faster timeline. We also bring configurable, scalable, best-of-breed solutions to optimize your extended CRM ecosystem.
Our Salesforce Value Accelerator consultants are dedicated to “low-volume, high-impact” strategy work, allowing for dedicated support that can be fully embedded in each individual organization’s processes and strategy. To deliver the greatest impact and maximum value potential across four interconnected workstreams, BCG’s Salesforce Value Accelerator operates four key offerings: design and CRM jumpstart, Salesforce-enabled GTM transformation, Salesforce reboot, and high-value use case activation.
Accelerated Sales Momentum. A leading open-source tech innovator needed a new foundational CRM platform to help realize its aggressive targets for improved sales productivity. BCG helped launch a successful CRM pilot within three months, followed by a new cost-per-order tool that scaled to global operations within a year. The sales team’s time spent on administrative tasks decreased 10% to 15%, with quote turnaround time decreased by up to 20% and desk time decreased by 20% to 30%. Our engagement also saw the company’s qualified pipeline value jump by nearly 7%.
Personalized Offers at Scale. A North American bank needed to transform its marketing capabilities to increase velocity and agility while driving further campaign revenue. BCG helped develop a marketing transformation strategy and change plan; launched personalized campaigns and offers in a high-velocity, test-and-learn operating model; and integrated personalization technology with Marketing Cloud for automation and efficiency. These changes cut campaign cycle times by 70%, increased campaign conversion by up to 40%, and created a path to over $1 billion in incremental value at full scale.
Next-Generation Marketing and Sales. Struggling marketing and sales functions led to lower sales and revenue at a US office supply retailer. BCG uncovered the underlying problems and helped the company pilot new sales methods, processes, and technology—including implementing Sales Cloud and Marketo, which led to upticks in meetings scheduled from sales calls, qualified leads, and, ultimately, revenue.
Alongside an extensive toolkit built upon our deep functional and industry-specific expertise, we integrate select BCG X artificial intelligence solutions into Salesforce to accelerate value from CRM transformations.
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Our Salesforce Value Accelerator consultants include experts with deep functional and industry expertise, which allows us to customize project blueprints that meet the specific needs of a company’s business and industry sector. Here are some of our experts on the topic:
Managing Director & Partner
Dallas
Managing Director & Partner
New York
Managing Director & Partner
Milan
