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Tquila - Extracting value from the Salesforce economy

Hafizah Osman | June 23, 2017
As the rise of the Salesforce ecosystem accelerates, ARN assesses the emerging opportunities centred around a new type of channel play.

When Salesforce released its first product in 2000, the notion of cloud was almost non-existent.

In truth, the notion of Salesforce was equally alien, such was the vendor’s minuscule market share.

Yet the start of the millennium triggered the early beginnings of a new technology era, an era that would eventually lead to cloud computing, applications and digitalisation.

And now, Salesforce is truly hitting its stride.

Operating as a vendor forever in growth mode, profits are hard to come by for CEO, Marc Benioff, as innovation investments overtake revenue targets.

Yet Salesforce is currently considered as one of the most highly valued American cloud computing companies, with a market capitalisation more than US$55 billion.

It’s a beast of a technology organisation, an organisation that is now turning its sights firmly on the channel.

“Partners help us to broadly extend our resources at scale and augment our team with their specialised expertise,” Salesforce senior vice president of partner programs and enablement Neeracha Taychakhoonavudh said.

“In a world of cloud services, partners are even more critical to ensuring long-term customer success.”

In truth, the channel has been on the Salesforce radar for some time, with the tech giant convincing its partner ecosystem to trade off traditional reselling in favour of specialisation, application building and consultancy services.

The result is a vast army of partners driving Salesforce solutions across the enterprise, spanning independent software vendors (ISVs), digital marketing agencies, consultancy houses, start-ups and global system integrators (GSIs).

“In the high-growth Asia Pacific market, we see partners as having a crucial role in sharing their market knowledge, relationships and advice to accelerate our growth there,” Taychakhoonavudh added.

“We are seeing partners grow their Salesforce practices by more than 50 per cent.”

Today, every single one of the top five system integrators in the world run their business on Salesforce, with Deloitte recently delivering a digital experience for the City of Melbourne.

“To keep up with demand from customers, we will need 10 times the consulting capacity in the next five years,” Taychakhoonavudh added.

“It’s vital that our partners are equipped with the skills, through our partner program, to deliver success for our customers that are increasingly involved in multi-cloud implementations and complex business transformation projects.”

In Australia, Salesforce’s local partner base includes Deloitte, Accenture, Tquila, Bluewolf, Appirio and FinancialForce amongst others.


Partner ecosystem

“The partnership is a natural fit,” Tquila co-founder and director A/ NZ Damian Noonan said. “I’ve been working with Salesforce for more than 10 years and as a business, we understand the technology intimately and how best to utilise this for our customers.”

With teams in Sydney, Melbourne and Brisbane, Tquila consultants are all specialists within this field of technology, with over 100 Salesforce certifications in-house.


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