Accelerate your Salesforce implementation with these 5 insider tips


What you need to know to expedite getting cash in the door

Salesforce is designed to be an open and flexible single cloud platform that grows with your business. The entire purpose of the Salesforce platform is to simplify your complex business process after all. Unfortunately, the reality is that many companies are still experiencing massive hiccups during their Salesforce implementation that can easily be avoided with a few key steps. 

A lack of customer focus, transparency, and communication are just some of the reasons implementation partners report experiencing serious churn before the first user ever logs in. With over 15 years of experience working in the Salesforce platform, we want to share what we’ve learned so you can avoid the same pitfalls and experience the most seamless Salesforce implementation for your business. Let’s get started!

Avoid order takers

The consulting partner you choose for your Salesforce implementation should be a team you trust to advise you on the process and best practices. Unfortunately, there are a lot of consultants who are more “order takers” than anything else. They’ll ask, “what are your requirements?” instead of understanding your requirements. 

A great consultant will give you push back and ask the questions you need to move your business forward. And most importantly, they’ll understand your practices so you can avoid unnecessary setbacks that will make your implementation far less efficient later on.

“Consulting isn’t as simple as picking up an order at Starbucks,” says Stephanie Picardi, CEO of VFP Consulting. “Your implementation partner shouldn’t just be taking your order and serving it up. A good implementation partner will consult on the process, not the product. They will keep their eye on current opportunities and long-term scalability in order to advise on the best business design process.”

Communicate with your implementation partner

There is a huge opportunity lost when people work in silos and don’t consider the entire team involved. And most businesses will agree. In a recent study, 86% of polled executives and employees blame a lack of collaboration and bad communication for team failures.

The goal of integrating your business into Salesforce is to streamline across multiple functions so you can avoid the pitfalls of working in silos. 

At VFP Consulting, we allocate time for having conversations with our customers to ensure that any new process changes will work for departments across the board, including the finance, support, and order management teams. If we don’t, customers end up with a process without full buy-in and missing requirements, as well as poor alignment on data and maintenance. 

It’s important for both you, as the customer, and your implementation partner to consider all the players when integrating your business in Salesforce. The right decision-makers need to be involved from the start, with expectations on time required outlined upfront.  

“People often underestimate the effort required, “ says Picardi. “There’s a lot to consider which is why the right conversations need to happen in order to avoid process gaps early on.”

A good implementation partner will consult on the process, not the product. They will keep their eye on current opportunities and long-term scalability in order to advise on the best business design process.

Stephanie Picardi, CEO

Find the middle ground between too much and too little process

A business fully integrated under one platform like Salesforce allows for flexible automation, validation, and workflow. It can also be a double-edged sword and requires an implementation partner that will be your steward in making sure you strike the right balance. Too much system enforcement will drive people to resort around the system. It’s important that you can adapt easily to changing sales and delivery models. 

Your Salesforce handoff should also be seamless and automated. Regrettably, in many implementation situations, you’ll find different departments having to put in a lot of extra work in order to effectively get the information out the door. 

Look for a consultant that will advise and guide, and keep gates like approvals and processing to a minimum so that your business’s integration into the Salesforce platform isn’t unnecessarily put on pause. A consultant’s tools and expertise should make things more efficient, not hinder your process.

Make it easy to pay

If you do it right, you won’t ever need a days sales outstanding in place. The software and the process a great Salesforce implementation partner sets you up with will expedite getting your cash in the door. 

“If your new process does anything other than streamline- your implementation consultant did it wrong,” says Picardi. 

Just like it’s not fun discovering an added charge after dining at a restaurant, it’s not fun to learn about extra costs upon signing your contract. There should be no surprises when a customer sees the final contract, whether during their Salesforce implementation or in their own sales cycle.

In fact, both businesses and implementation consultants should consider the quote sign off as authorization to move forward with the contract- so a sales rep should give customers exactly what the invoice will reflect. Same content, same quantities, same prices, and the same text. If a sales rep doesn’t, they risk the dreaded customer churn and customers spending a lot of time asking questions.

The software and the process a great Salesforce implementation partner sets you up with will expedite getting your cash in the door

Decide on your outcomes in advance

In a complex service implementation, it’s important to think about the full scope and parameters upfront. Building the project without deciding ahead of time what the outcomes are – especially the kind of analytics you want and the way you want your organization to make decisions- can lead to oversights that leave everyone feeling uncomfortable. 

It’s easy to get lost in translation with multiple platforms and teams. A lack of planning will often lead to organizations adding people to projects later than at the outset and putting down milestone dates without securing the resources to do it first. This is where you and your implementation partner should come in as the core team to determine outcomes in advance and what it will take to achieve these goals, in order to ensure optimal transparency and success. 

Successful integration into the Salesforce platform should leave your business stronger, streamlined, and with a shorter sales cycle overall.

At VFP Consulting, we live and breathe quote-to-cash automation in Salesforce.

Interested in what we can do for your business?

Raul Acosta

Sales Director

As an agile, focused and collaborative team player Raul strives to consistently take a holistic approach and make an impact with each networking experience and partnership forged.


With 15+ years of experience in sales strategy, application sales, and relationship management, he excels at solving complex business challenges through data-driven insights, superior customer service, and relevant Salesforce expertise.


As a former trusted advisor at Certinia and Salesforce, Raul has successfully implemented strategies that drive revenue, align business units, engage target audiences, strengthen brand image, maximize productivity, develop people, transform processes, and improve overall customer experience, showcasing his commitment to clients, partners, and colleagues.

Michael Kelly

Engagement Director & Head of Project Management

Michael, with a background in project financial management and analysis, has spent over a decade in various project management roles. Leading clients, project teams, and fellow project managers, he ensures successful project deliveries and implementations. Michael’s PMP Certification enables him to stay current with the latest industry standards and project management practices.


Passionate about his field and role, Michael finds fulfillment in successful projects, tangible results, and meeting client needs.


Throughout his experience in engagement management Michael has successfully led over 25 clients, projects, and go-lives. He has overseen a project budget portfolio of $25 million per year, managing 21 separate project engagement efforts concurrently for his client base. In his career, Michael has hired, trained, and personally managed a team of over 50 project managers.


He has also contributed to the development and training of new agile project methodologies in multiple companies.


Currently, at VFP, Michael has played a crucial role in implementing the new agile methodology across all active projects for their client base in 2023.

Greg Plaisance

Managing Consultant

Throughout his career at VFP, Greg has progressed from the role of Consultant to Senior Consultant and currently serves as a Managing Consultant.


With 15 years of experience in the financial services industry, Greg possesses a diverse skill set that spans Retail Banking, Post Audit, and Consulting. He holds 3 Salesforce certifications and 2 Certinia certifications, showcasing his expertise in areas such as Accounting, Revenue Recognition, Billing, and leadership strategy. Greg’s extensive background equips him with a deep understanding of financial processes, enabling him to offer valuable insights and guidance to clients within the industry.


Passionate about process improvement, efficiency, and leadership he helps companies by managing the systems that support their core objectives, allowing them to focus on their key goals.


Greg aims to build VFP into a premier consulting firm that is highly sought-after by both clients and professionals as a desirable place to work.

Kristin Hubbard

Managing Consultant

Kristin, a seasoned Salesforce and Certinia professional since 2011 specializes in Financial Management, specifically focusing on areas such as Billing, Revenue, and Accounting.


With a degree in Accounting, Kristin began her career as a Billing Specialist, where she actively contributed to the implementation of Salesforce and Certinia, showcasing her problem-solving skills and passion for process improvement.


Recognizing her abilities, she transitioned to the role of Certinia Administrator, playing a crucial role in the system’s global rollout. Later, as a Business Systems Manager, she assumed responsibility for the entire Salesforce platform. Motivated by her love for the job and a desire to help multiple organizations, Kristin pursued consulting, specializing in Certinia ERP and leading consultant teams for approximately eight years.


Since 2018, she has played a vital role in planning and executing the Florida Dreamin event. Recognized as a Salesforce MVP in 2023, she holds 7 Salesforce and 1 Certinia certification, demonstrating her expertise and dedication to growth.


Kristin understands the value of embracing technology and streamlining processes to reduce costs and enhance profitability. With expertise in Salesforce and Certinia, she guides organizations to implement efficient systems, optimize operations, and achieve financial success.

Ty alibhai

Managing Consultant

Ty is a seasoned consulting leader who has focused his experience over the last 15 years on the Salesforce platform and solutions in its ecosystem. He brings 20+ years of business knowledge, consulting experience, and a knack for successful Salesforce and Certinia implementations in the quote-to-cash space. Ty has successfully implemented technology solutions such as Salesforce and Certinia to over 100+ customers over his career and has led/managed consultant teams of 5-10 people.


Graduating from UC Berkeley’s Haas Business School and with a strong background in Computer Science, he launched his career in technology consulting. He focused his career on the Salesforce platform after experiencing success at Salesforce in the early 2000s and growing that knowledge with consulting partners the latter half of his career. His knowledge spans multiple industries, solutions, and market segments from SMB to Enterprise level experience.


As part of his role at VFP, he effectively manages a team of consultants, empowering them to achieve their career objectives. He also leads project teams and ensures the seamless adoption of technology, thereby driving client success at VFP.


Driven by a strong desire to make a positive impact on customers’ lives by simplifying their experience with new systems he excels as a leader, mentoring consultants and guiding project teams to successful outcomes.

Nick Anderson

Managing Consultant

A global Salesforce and Certinia consulting and implementation leader, Nick is an expert in his field with more than 8 years of experience on the platform, specializing in Quote to Cash and Professional Services Automation best practices.


With a focus on mid-market and enterprise accounts, Nick brings a deep knowledge of best practices to all aspects of client projects including change management, business process documentation & improvement, system configuration, revenue recognition and managed services.


With an extensive background in International Business and PSA solutions, Nick is the driving force behind the VFP consultants, helping the team tap into their full potential in order to deliver excellent results.


Never one to back down from a challenge, Nick embraces his ever-changing environment and encourages customers to do the same as a way to drive further success down the road. He stresses the importance of clear communication and building strong working relationships in order to effectively articulate a vision for the future of a business.


Using his own years of consulting experience as a touchstone, Nick’s focus is on developing talent and ushering in customer success for the VFP team across the board.

Doug Johnston

Chief Operating Officer

Building scalable large-capacity services teams in enterprise environments for more than 25 years, Doug is focused on operational excellence and builds high-quality and high-growth companies and teams.  

As COO, Doug’s responsibilities encompass overseeing all facets of customer services including a Project Management team, internal operations, and a team of expert consultants. His primary focus lies in fostering a high-performing team and culture, guiding its development, providing support, and offering coaching to optimize efficiency.

Doug’s diverse experiences in industries including software services, government, private sector, medical, and beyond have led to the development of a global team, overseeing projects ranging from small initiatives to multi-million dollar implementations and long-term relationships with clients.

With unwavering determination, Doug strives to establish a top-tier consulting firm in collaboration with VFP’s CEO, Stephanie Taylor. Together they shared a vision that transcends software implementation, aiming to provide value, challenge conventions, and leverage expertise for optimal outcomes. Though strategies shift with growth, the core objective of building an exceptional company remains a constant in Doug’s journey. 

Doug joined VFP in its infancy, with a goal to grow the team and scale the operation – which is now doubling year over year, based on a passion for people matched with a deep sense of purpose. With 2x INC5000 placements under 1000, team growth of more than 10,000%, high customer success ratings and stability within the team, his leadership has proved vital to positive growth and long term stability for VFP. 

Stephanie Taylor

Chief Executive Officer

A sought-after leader with a 20+ year history working with global Fortune 500 companies, Stephanie is a business process expert with a deep and well-recognized expertise in the Salesforce and Certinia ecosystems, with a focus on Quote-to-Cash, ERP, CRM, and Financial Management.


Stephanie founded VFP Consulting to offer companies with access to a 360 approach to not just implementing but managing their technology investments over time, from aligning people, process and product needs to long term management that maximizes the investment and fuels growth and business needs over time. 


Front-line experience overseeing 100+ projects and relationships with diverse clients, from mid-market enterprises to billion-dollar enterprises, Stephanie’s expertise spans high-growth businesses, private equity, mergers and acquisitions across various industries. Her leadership at VFP places a premium on the core values behind the name – Vision, Focus, and Passion.