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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.

“Our partnership is based around three core areas,” Noonan explained. “Driving licensing revenue together by building on our market differentiator, providing relevant certifications and support skills and increasing engagement with our go- to-market strategy.”

From a customer perspective, Tquila specialises in Salesforce implementations and integration with complex back-end and legacy systems, leveraging marketing automation to provide quick data insights to end-users.

With a varied portfolio of clients, the agency predominantly operates in aged care and health, alongside manufacturing, retail distribution, state government and financial services.

Across Australia, Freedom Aged Care, Tyrrells Property Inspections and NEXTDC are considered customers.

“We’re a customer-first business,” Noonan added. “We want to be the trusted advisor and thought leader for our customers. We constantly revise how we can bring different aspects of the Salesforce platform together to get the best outcomes for the customer, it’s customer first and technology second.”

In providing strategy, design, technology and enablement services, Tquila also specialises in digital marketing and mobile solutions, reflecting the evolutionary nature of the channel in Australia.

“We were technology focused but now we’re becoming a digital agency that specialises in native mobile applications, marketing strategies and customer experience,” Noonan explained.

“Initially we also didn’t have an industry focus but we’re changing the way we engage to bring together the best practices from industries to our Centre of Excellence, rather than start from scratch, and then take that to customers across various verticals.”

As Australian businesses grapple with the influx of new technologies in the market, mobile continues to be the tail that wags the dog of the digital business transformation.

Through a desire to differentiate, Tquila has built out a mobile and customer experience practice, which is outside the remit of a conventional Salesforce partner.

“It’s not just about having the right certifications and bodies to do things, it’s about delivering outcomes,” Noonan said. “Because of that, we take a partner, not supplier approach.”

When assessing its partnership with Salesforce in a channel sense, between vendor and partner, ensuring that alignment is created across all aspects of the value supply chain.

Specifically, partner feedback is always welcome and regularly sought after, with updates going into the product cycles on a quarterly basis.

“Salesforce’s differentiator comes from the innovation cycle compared to other vendors,” Noonan explained.

“You will see a tight loop in the cycle and our secret sauce comes from providing that in-depth technical expertise, coupled with business acumen targeted towards the customer.

“What lies in the DNA of Salesforce and our ecosystem is to start simple and build on success. There aren’t many big bang approaches anymore.

“We have customers that want to do so many things but we reel them back in if they aren’t ready and educate them on where they can start first, in a simple manner, then evolve and scale upwards at a later stage.”


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