You’ve just bought a new and shiny bit of sales software for your sales team and have been sold the ‘Salesforce integration’ line. Here's the deal; - not all Salesforce integrations are made equal. Some will switch on like a light, others can cause you a whole heap of work and time. Here's a list of questions that are sensible to ask a potential partner when you’re trying to understand the differences between them.
Has it got a one-click install?
That's as simple as it sounds. Does it install in one click? If the answer is yes, then set up should be very simple. If the answer is no, then understand what's involved:you’ll want to know how labour intensive the integration will be for your team sales operations or sales enablement team.
Does your integration work with all parts of Salesforce?
Some platforms will have limits to the areas of Salesforce that they integrate with. That means data can’t be sent and received to all areas of the platform and that may prevent you from collecting the data that's most helpful to you. If there are no limits to where the platform integrates then fab! But if there are, be sure to know them so you can understand the impact to your workflow.
Does your software use a high amount of API requests?
Imagine your Salesforce has an API bucket. Each day that API bucket fills up with “API Request Tokens”. Those tokens come from all the tools that you have plugged into your Salesforce. Some tools fill your bucket with a small amount of tokens, but others use a large amount. The problem is, if the bucket overflows, your Salesforce integrations will shutdown. So, it's good to understand if the software you’re about to purchase is a high-ticket provider and likely to fill your bucket quickly, risking shutdown. Obviously I’ve used tickets for the purpose of illustration here, but asking “does your tool use a high amount of API requests?”, will get you to the answer.
Is there anything that my sales team has to do to make the integration work for them?
This may not be a deal breaker, but if you’re planning the sales training and roll-out of a new piece of software, it would be good to understand up-front if there's additional work required by the sales reps on an individual level so you can bring that knowledge into your training.
Will it work with custom fields and workflows?
If your organization uses custom fields (let’s face it, every organization does!) can the integration read/write to these fields? Do they enhance the integration? It’s also worth checking if your object workflows and validation rules will play nicely.
Will your platform update automatically with any changes made in Salesforce?
Knowing the answer to this will really help you understand how much attention you need to give the new platform ongoing. If you make changes in Salesforce that are related to how your new tool works, and they don’t automatically update, then someone will need to be responsible for making those changes manually. This brings human error into the equation and can lead to things running less smoothly.