You’ve committed to Salesforce. Or maybe you’re close. Either way, here’s the truth:

If you pick the wrong implementation partner, your project won’t just stall—it could spiral.

Here’s what’s at stake:

• Wasted months (or years)
  
• Blown budgets
  
• Disengaged users
  
• A CRM no one uses
  
• And if you’re the one who approved it? Your reputation.

“I had a CEO tell me, ‘Salesforce is a pipe dream. I hate it,’” said Josh LeQuire, cohost of Salesforce Hiring Edge and founder of Ccurrents. “It wasn’t the software—it was the partner.”

This guide breaks down how to choose the right Salesforce SI partner, based on real-world insights from Josh LeQuire’s 20+ years of implementation work—and thousands of conversations we’ve had with hiring managers, consultants, and executives.

💥 Quick Take: The Top 5 Mistakes Companies Make

1. Blindly trusting the Salesforce AE’s recommendation
2. Choosing based on a sales pitch, not delivery skill
3. Believing AppExchange star ratings are enough
4. Failing to stay engaged in the process
5. Not starting small and testing the fit

🔍 Mistake #1: Assuming Your AE Knows What You Need

Most first-time Salesforce customers get connected to a partner through their Salesforce Account Executive (AE). That’s how 90% of implementations start, according to LeQuire.

But here’s the catch: not all AEs understand your business or your industry.

“Some clients have told me their AE didn’t even Google their industry,” I said on the podcast. “These are smart people, but some are brand new to Salesforce—or even tech.”

Salesforce assigns AEs by company size (SMB, mid-market, enterprise), not necessarily by industry experience. And those assignments change every February, which means your AE could be brand new to your account.

✅ What to do instead:

• Clearly define your industry, use case, and goals
  
• Ask for referrals to partners with direct experience in your vertical
  
• Don’t assume their referral is fully vetted—you still need to do your homework

⭐ AppExchange Reviews Are Overrated

Everyone on AppExchange has 5 stars. That’s not helpful.

“It’s like hiring someone based on a LinkedIn profile,” I said on the show. “Sure, they look great on paper. But do they understand you?”

AppExchange is good for surfacing options, not validating performance.

❓The First Question to Ask Any Salesforce SI Partner

“Do you understand what we need to have done?”

According to LeQuire, this is the single most important question you can ask. A strong partner will reflect your challenges back to you—in your language—not in jargon.

“The best partners don’t sell certifications,” he says. “They show that they get your business, your pain points, and your goals.”

🚩 Red Flag: They Talk More About Themselves Than You

If the SI partner spends most of the call listing logos, tech buzzwords, and slide decks—but can’t articulate your goals clearly, walk away.

“A great partner talks like they already work inside your company,” says LeQuire.

💡 Reality Check: Bad Clients Cause Bad Projects

Here’s what most blogs won’t tell you: the client’s engagement matters just as much as the partner’s ability.

If you can’t explain what success looks like—or you go missing during planning, feedback, or testing—you’re setting your team up for failure.

“We vet clients just like they vet us,” says LeQuire. “If they won’t prioritize the work, the implementation won’t succeed.”

🧪 Pro Tip: Start Small Before You Commit Big

Still debating between two or three partners?

LeQuire’s advice is simple:

• Start with a one-month project or small scope
  
• Evaluate their communication, delivery, and attitude
  
• If it works, expand. If it doesn’t, you just avoided a much bigger mistake

“I tell clients all the time—try me on something small. Let’s both see if it’s a fit,” he says.

📊 One More Crucial Question Before You Sign

“How often will I get a status report—and what will it include?”

Here’s what a good answer sounds like:

• Weekly updates
  
• Budget and burn visibility
  
• Milestone tracking
  
• Risks and mitigation plans
  
• Prioritization discussion
  
• Client satisfaction check-in

If they hesitate, don’t sign.

🔁 Don’t “Set It and Forget It”

The biggest reason Salesforce implementations fail?

“Lack of client engagement,” says LeQuire. “When the client participates—joins standups, gives feedback, prioritizes—the odds of success skyrocket.”

A Salesforce partner can’t fix what you won’t clarify.

🧨 The Truth About Technical Debt

Most Salesforce orgs? They’re a mess.

“I haven’t walked into a Salesforce org in years that didn’t have major technical debt,” says LeQuire.

The culprits:

• Bad partners who over-configure or click everything
  
• Clients who sign off without testing
  
• No process for ongoing DevOps and maintenance

Technical debt is expensive—and mostly avoidable.

🎯 Your Job Is On the Line (Even If You’re Not the Admin)

If you’re the one who picked the wrong SI partner—or approved the wrong scope—you own that decision. You might not feel the consequences today, but 6–18 months from now, it’ll show.

• If the budget balloons
  
• If adoption stalls
  
• If reports don’t work
  
• If users hate it

…you’ll be the one explaining why.

“The customer isn’t always right,” I said on the show. “But they’re always in control. The more you arm yourself with knowledge, the better decisions you make.”

✅ Summary: How to Choose the Right Salesforce SI Partner

DO:

• Ask: “Do you understand what we need to build?”
  
• Start small and test the relationship
  
• Stay engaged throughout the project
  
• Demand status reports and transparency
  
• Vet industry experience—don’t rely on certifications alone

DON’T:

• Pick a partner based on an AppExchange listing alone
  
• Let your AE pick for you without questioning the fit
  
• Ignore red flags in early conversations
  
• Disengage during the planning or build phase

📣 Want More?

🎧 Listen to the full conversation on the Salesforce Hiring Edge Podcast
📺 Watch it on the JoshForce YouTube Channel

🧭 Need Help Vetting Partners or Building Your Team?

👉 Visit TheSalesforceRecruiter.com — we help clients hire the right Salesforce professionals and avoid costly hiring and vendor mistakes.
👉 Learn more about Salesforce consulting and architecture from Ccurrents, Josh LeQuire’s firm.