• Jodi Church

Salesforce Prediction 2022

Updated: Jan 15

Well, if you follow the Salesforce.com blog you would have read this post https://www.salesforce.com/blog/2017/10/salesforce-economy-idc-study-2022.html and truly it has stuck in my mind ever since.

Being active in this eco-system for 4 years now I have sat in different arena’s and able to watch and experience, what’s happening.

I have to say, 2019 personally I have seen a HUGE increase in the amount of individuals becoming multiple time certified in Salesforce areas. This has both positive and negatives around them of course.

Some individuals are excellent at studying and taking an exam. Some buckle under pressures of an exam and with the cost looming ($200US per exam and $100US per re-take entry level) over some heads it makes it not viable to take exams unless they are really sure.

Some, make a game out of getting as many certifications as they can and can be paid for by employers. However, this can mean absolutely nothing if it’s not backed with genuine experience.

I have personally witnessed a Certified Salesforce Administrator that didn’t even know how to access simple admin 101 requirements from the setup, they were just good at studying and taking an exam.

Likewise I have also interviewed for Salesforce roles where there are solid candidates with the exam under their belt to validate their knowledge and previous systems knowledge, but lack of experience meant they would never meet the fast pace environment of the Salesforce team.


If you have attended any Salesforce world tour or community event in the past 6 months you would have picked up on just how much emphasis there has been on self learning, Trailhead and becoming a trailblazer. And if you’re really keen, you would have noticed that Microsoft have also mimicked this e-learning platform of their own for Dynamics.

This is the way forward.  Building an internal Salesforce (or cloud software) team at any organisation from day 1, thus the customer owns the platform from day 1.

A customer will receive so much more value in employing internal skilled Salesforce specialists. Even during the pre-sales stage this adds so much more value in the forward planning of the design, or realistically, the evolution of the design. Salesforce will keep evolving as that use case does and it’s far more empowering for the internal team or resource to own it as part of that use cases journey.

If Salesforce’s sales team are in an organisation selling in Salesforce I predict instead of reeling off a Salesforce partner list, unless otherwise encouraged by kick backs, the Salesforce executive will merely let that customer know how to find local Salesforce specialised individuals. There are now specialist Salesforce recruitment agents to handle the unique requirements customers are relying on.


I have been in a partner environment where by collectively if you have enough certified individuals you can launch and pay for your submission to be Salesforce named partner, not guaranteeing any leads from Salesforce, but a label all the same.

Most commonly the initial requirements from an organisation for the partner are ‘this is what we have in our old system’ and the ones that don’t have any idea at all throw every idea at it, and the partner build it using up the hours and leave no time for handover, education or genuine consultation, and within three months the customer either hasn’t adopted it, or fields become useless and the page layouts have ended up scrolling from here to China.

The technical unpicking a BAU team have to under-carry after an implementation partners work is normally (why is this the norm?) extensive and frustrating because the BAU team are the ones that ultimately now, post implementation, own the platform.

Staying on this topic, I have yet to see a successful Salesforce Partner endorsed implementation. As mentioned above, there is a chronic condition happening in the Salesforce Implementation Partner world wide and this is a summary of examples I have seen in the past 4 years:

  1. High day rates for sub-contracted individuals who form the minimum required amount of certified team members that ‘just develop’

  2. Sub-contracted team members appointed to projects that they are not experienced in

  3. Rushing towards their next project kick off and existing customer gets ‘resourced out’

  4. No consultation, just build, no real care for what will happen with this use case of Salesforce, not seeing that organisations bigger picture or care for that bigger picture because they haven’t been signed on for the long haul

  5. No handover warranty overlay/hand holding

  6. No ‘build’ documentation

  7. Sent the build work off-shore and inconsistent workmanship

  8. Over engineered solutions which proves that partner didn’t keep up with the latest release notes as they would have known certain features are now released out of the box that visual force isn’t required, or over use of PB’s when can use Validation Rules

  9. No real valuable Pardot expertise as they haven’t ever worked in a marketing organisation to understand or gained marketeers experience

To Marc Benioff’s point, millions of jobs will be created throughout the world because the organisation paying for Salesforce will make the sustainable choice to use solid resources that also can and will career progress with them breeding new technology gurus.

Revenue will continue to stream through to Salesforce by the individuals and perhaps not the partners, through exam fees, and now it’s even easier to take exams through Trailhead. It’s encouraging more individuals to buy into Salesforce sustainable eco-system. Also, even some Trailheads you cannot do unless you buy an add-on licence to your dev org!

What are your thoughts on the progression of peoples careers thanks to cloud based technology? I see less use case for high rise sky scrapers and hot desking becoming the norm. I have already seen large organisations already adopting flexi-work options from home and reducing the size of their lease spaces. Hopefully we can see less skyscrapers and have more green in our cities globally because cloud based careers offer so much more opportunity being at home.

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