Most Salesforce orgs are in a prime position to increase their ROI with the support of an experienced Salesforce Architect. In fact, 82% of Salesforce program owners who report the highest ROI always use an architect. 

However, Salesforce Architects are often overlooked, misunderstood, or too difficult to access. Without trusted architectural guidance in place for implementations, migrations, or customizations, most orgs face two significant risks:

1. An accumulation of technical debt 
2. A slower time-to-value from their Salesforce investment  

Salesforce Architects hold the key to accelerating productivity and maximizing value, but how and when should you engage one? We love to debunk the misconception that you need to hire a full-time, in-house architect to make an impact. The reality is that relatively short engagements—even just 8 hours of an architect’s time—move the needle. Architects can quickly provide solution assurance, org clarity, process blueprinting, project roadmaps, and (maybe most importantly) peace of mind.  

Here are five high-impact areas where an on-demand Salesforce Architect can quickly drive progress.

Streamline and modernize automations

The Problem: As requirements evolve, legacy workflow rules and process automations become brittle, inefficient, and unable to handle complex logic.

The Value: Architects help refactor automations using robust tools like Apex and Flow, enabling sophisticated requirements with improved performance, testability, and long-term maintainability.

Migrate from legacy Salesforce user experience technologies

The Problem: Companies still relying heavily on classic Salesforce UI face user adoption challenges, fragmented experiences, and potential technical debt.

The Value: Architects plan and execute comprehensive migrations to Lightning Experience, modernizing the UX/UI across objects, apps, dashboards, and more.

Build a unified integration strategy

The Problem: Over-reliance on point-to-point integrations creates technical debt, fragmented data, and an inability to adapt as integration needs change.

The Value: Architects design robust integration architectures leveraging API management, event-driven patterns, change data capture, and other modern capabilities.

Implement strategies for org merges, splits, and environment management

The Problem: As companies evolve, reorganizations and M&A activities create data fragmentation and org complexity that becomes unmanageable.  

The Value: Architects provide expertise in planning and executing org mergers/splits, managing multiple environments, and implementing scalable data migration strategies.

Analyze and improve security architecture

The Problem: As requirements change, static security models create governance risks and compliance issues that can become burdensome.

The Value: Architects holistically assess sharing rules, permissions, and security models to refine architectures that balance security, compliance, and access needs.

While not exhaustive, these examples illustrate how certified architects apply expertise across process design, UX, integration patterns, data migration, security modeling, and more to rapidly clear roadblocks. A certified Salesforce Architect is the antidote to short-sighted solutions that will gradually accumulate into expensive technical debt. Their oversight and expertise guarantee long-term scale, agility, and ROI.

Where can I find an experienced Salesforce Architect?

Finding an experienced architect available to work on your Salesforce org is often expensive and time-consuming. Our 2023 Salesforce Talent Ecosystem Report found that Salesforce Technical Architects still make up just 1% of the overall talent supply. Additionally, it takes technical specifics and knowledge to vet an architect properly. So, while it may be tempting to use UpWork, the reality is that finding a skilled architect is like finding a needle in a haystack. The good ones know their worth and provide their expertise elsewhere. 

Large consultancies are one such place. However, after you’ve run the gauntlet of the traditional sales and SOW process to get in their queue, it can still take 6-9 weeks for an architect to get started. Finding a specialized architect with immediate availability is essential. 

That’s where certified Salesforce Architects who work on demand as independent consultants come into play. Independent architects have the technical prowess and freedom to move your Salesforce initiative forward quickly. They also don’t have to deal with red tape or bureaucracy. Their sole focus is paving the way for greater efficiency, scalability, and innovation. 

Instant Architect™ accelerates Salesforce productivity 

Do you have a stalled Salesforce initiative that needs a game plan to move forward? Just 8 hours with Instant Architect™ can get your team back on track within days. Click here to get started.

What makes someone a bona fide Salesforce expert? 

A growth-minded spirit and dedication to ongoing learning separate the Salesforce professionals from the experts. Because the platform is constantly evolving, it’s critical to dedicate time to expanding, deepening, and specializing your skills to keep pace with Salesforce’s impressive pace of innovation. This is how to deliver the most value to customers while building a sustainable Salesforce consulting career.

Upskilling and specialization are some of the most impactful ways to gain a competitive edge and win new projects as a Salesforce expert. However, time is money, and ongoing education takes precious time. Here is how we recommend approaching upskilling to stay competitive as a Salesforce expert. 

The best Salesforce experts are upskilling

Expertise, like the marketplace, isn’t static. During inflation or recession, investing legend Warren Buffet says you should do two things: First, invest in yourself. Get better at what you do and who you are. Second, protect yourself with the best protection— a business that doesn’t require heavy capital investment. 

Sound familiar? Our survey of independent consultants – some of the most elite talent talent in the Salesforce ecosystem – made it abundantly clear that ongoing education is necessary. However, at the same time, most independents agree that time is money. Billable hours keep the lights on, but upskilling is key to staying current on the latest trends. 

Independent Salesforce technical consultant and entrepreneur Tasha Rucker succinctly captures the importance of professional development for Salesforce entrepreneurs. 

“…I’m a lifelong learner. I can design my own professional development and it’s funded by me. Whether it’s which conferences to attend, present at, or how to market my brand – I have the freedom to choose. It feels good to invest in myself and my future.”

Why Salesforce experts should carve out a niche in the market 

Before going after a new Salesforce certification to elevate your expertise – the key to winning clients, expanding business capabilities, and weathering economic storms – take the time to establish your market niche. 

It’s impossible to attract and win over every customer. It also doesn’t pay to get distracted by the next shiny product and the imagined dollar signs that come with it. That said, choose a corner of the market that will allow you to do the Salesforce work you love and excel in it (bonus points if also narrowed by industry.) For example:

• CPQ 
• Financial Cloud
• Health Cloud
• Manufacturing Cloud
• Commerce Cloud

Customers recognize good work and will come back for more – more than half of independent consultants’ customer base is repeat customers. 

Becoming an expert in a specific cloud and/or industry is also a strategic career move. Repetition and exposure to various use cases and challenges will result in deepened expertise – the hallmark of a good consultant. This will help you continuously win over new project work in your corner of the market. 

How Salesforce experts can carve out their niche

Consider this advice from independent Salesforce architect and entrepreneur Lamin Ceesay. He positioned his independent consultancy by first identifying market opportunities aligned with his passions, purpose, and goals to drive solutions for customers.   

“To find your market niche, do some competitive analysis. Compare your offerings to consulting firms, other independent consultants, etc. You don’t want to compete with the big players, but you have to find a place to compete and provide value.” 

To harness the power of vertical specialization, pick something you’re good at and seek clients whose problems need your solutions. Ask yourself, ‘What do I enjoy?’ ‘What am I really good at?’ ‘What are my unique skills?’ ‘Who would value that?’ ‘What problems can I solve for them?’ Magic happens at the intersection of your unique talents, skills, and desires and the businesses that would value the transformation you enjoy delivering.

Take a bite-sized approach to upskilling 

Whether you’re seeking a new certification by adding credentials that demonstrate your expertise or just looking to expand your skills, set yourself up for success by first defining what success will look like for you. 

Do you have a knack for relationship-building? Then, you have a solid foundation for what it takes to become a solution architect. Are you technically savvy or love coding? Then, hone in on technical consultant, technical architect, or developer skills. 

Knowing what you’re good at and enjoy will also help determine your blind spots. Both are necessary to build a learning game plan that will inform which skills to sharpen and when. 

Trailhead makes hitting your target easy and on a customizable schedule. Set measurable goals for learning and choose a certification exam date that’s manageable and practical. Consider your current project load and personal life, then reverse-engineer your learning schedule. 

To make your learning schedule bite-sized, download the Trailhead GO app. It boasts an impressive library with over 800 ‘badges’ of bite-sized and dynamic content across various topics. There’s something for everyone, and it’s an effective way to build momentum for your upskilling journey. 

Lean on your community for mentorship

The Salesforce Ohana is alive and well. No matter your career path or goals, there are experts who have already walked the journey and are eager to offer their lessons learned. Start with your local user groups or apply to join an expert community like 10K’s. These groups are full of welcoming and supportive people who value collaboration, learning, and leveling up the Salesforce ecosystem one person at a time. 

The 10K View 

The Salesforce platform is constantly evolving, which means that Salesforce consultants need to be constantly learning. The best way to do this is to carve out a niche in the market and focus on a specific cloud or industry. This will allow you to develop deep expertise in a particular area and become a valuable asset to your clients.

To find your market niche, do some competitive analysis and identify what you can offer that others can’t. Once you’ve found your niche, you can start upskilling by taking Trailhead courses, attending conferences, and networking with other Salesforce professionals.

Taking a bite-sized approach to upskilling and setting measurable goals is important. This will help you stay on track and progress towards your desired outcome. You can also lean on your community for mentorship or to discover new learning opportunities. For example, 10K’s ISV Partner Program connects our Salesforce expert community with industry-leading ISV certification opportunities. 

Follow these tips, and you can become a stand-out independent Salesforce consultant who is always learning and growing. 

For the last six years, our team has studied Salesforce talent supply and demand trends that can help customers, hiring managers, and experts alike better understand the ever-evolving ecosystem and where it’s headed. This year, we uncovered compelling evidence that many Salesforce customers chose to rely heavily on Developer talent while deprioritizing Architect talent. Unfortunately, these trends may indicate that Salesforce customers are actively (or running the risk of) incurring costly technical debt. 

In this article, we’ll share what this year’s data shows about the demand for Salesforce Developers versus the demand for Technical and Solution Architects, and how the shift in priorities could result in excessive technical debt down the road. 

Demand for Salesforce Architects decreased the most across all roles in 2023 

While demand for Salesforce talent was down across all roles this year, demand for Solution Architects and Technical Architects declined the most. Demand for Technical Architects was down 55% YoY, followed closely by Solution Architect demand, down 54% YoY. 

Why are organizations relying less on Salesforce Architects?

There are a few potential reasons why demand for Architects went down this year. Salesforce Architect roles are highly specialized and sometimes hard to fill—they’re also not cheap. With the economic factors at play this year (e.g., inflation, rising interest rates, layoffs, budget cuts, etc.), many organizations have had to scale back hiring and tighten their budgets.

It makes sense that Architect demand would decrease so drastically. According to the latest research from Mason Frank, Technical Architects are the highest-paid (non-executive) Salesforce professionals in the United States. Orgs on a tight budget may find it harder to justify bringing an architect onto their team. 

It’s also possible that the dip in demand for Architects could be partly due to the fact that hiring (and retaining) a full-time Salesforce Architect is like finding a needle in a haystack. While Solution Architect and Technical Architect supply actually increased this year, each role still makes up just 1% of all Salesforce talent. Architect scarcity may have led many customers to seek out Developers to tackle their projects. 

Demand for Salesforce Developers slowed the least across all roles

Salesforce Developers are essential to deploying new solutions, designing custom apps, making critical updates, tackling technical integrations, and more. According to Salesforce, the role’s prominence continues to grow, with the number of new Developer positions increasing by an average of 165% year-over-year for the past five years. 

This year, demand for Salesforce talent slowed across all roles and markets. However, Developer demand slowed the least, down just 17% YoY. (In North America, demand for Developers actually increased by 23% YoY.) The role made up 26% of all job listings this year, a 9% YoY increase in overall share of demand.

So, across all roles, demand for Architects is down the most, while demand for Developers is down the least. What does that tell us? It seems that many Salesforce customers are opting for roles with more affordable rates to get technical work done. Choosing the easiest and fastest solution instead of the best solution can have short-term benefits, but, in the long run, you may incur more costs and spend more time maintaining or enhancing that quick, easy solution.

Salesforce Development without architecture creates excessive technical debt

Development without the oversight of an experienced Architect can lead to structural problems in your Salesforce org. As your tech stack grows in size and complexity, you may begin to experience buggy code, poor design, architectural inconsistencies, or inefficient deployments. (It’s like building a house without blueprints and then finding that the walls don’t match up in the end.)

Development without the oversight of an experienced Architect can lead to structural problems in your Salesforce org.

Even though Architect talent typically comes at a higher cost than other Salesforce roles, they are rarely needed in a full-time capacity and the long-term value they provide almost always justifies the investment. In fact, our research into Salesforce operational excellence shows that leveraging an Architect can significantly improve your Salesforce ROI. 

Reduce technical debt with an on-demand architect 

Technical and Solution Architects design solutions that ensure Salesforce customers are efficiently and effectively utilizing Salesforce. They’re experts in functionality and integrations and understand how the technology impacts business processes and procedures. They can also communicate highly technical concepts in a way all stakeholders can understand.

If the salary requirements or frustration of finding a full-time Architect has hindered you in the past, consider leveraging independent consultants who work on demand. 

As Mike Martin, 10K’s Chief Customer Officer, recently shared about the benefits of on-demand Architect talent: “The good news is most customers don’t have a real need to hire a full-time Salesforce Architect—hence the beauty of using an on-demand talent marketplace. On-demand architects should be hired at the onset of an engagement to ensure the right decisions are made in a fractional capacity throughout the project.” 

Connect with a 10K Technical Architect on-demand >

Learn more about the latest Salesforce talent trends 

We’re excited to announce our 6th annual 2023 Salesforce Talent Ecosystem Report. Every year before Dreamforce, our team looks forward to pouring over the latest supply and demand data from the Salesforce talent ecosystem and compiling our findings to help you make more strategic decisions for your Salesforce talent needs. 

In the report, you’ll learn about the talent trends we uncovered by role and region, changes in the sprawling partner landscape, and insights from industry experts. We also dive into the growing influence of AI technologies and how they will impact Salesforce talent in the years to come.

Get the report >

There are many reasons why Salesforce is a top-tier CRM. 

A big one is their restless innovation. Salesforce’s triannual releases provide a steady stream of new features, capabilities, and opportunities to support evolving business needs and give companies a competitive edge.

However, the platform’s constant evolution is a double-edged sword; maximizing Salesforce ROI is incredibly difficult. Every release, new cloud, and acquisition adds another few layers of complexity for Salesforce programs to keep pace with. To get the most out of an investment in Salesforce, companies must stay up-to-speed on new functionality and customize or risk losing out on untapped value. 

Experts who know how to make Salesforce sing are key to capitalizing on the platform’s constant innovation. Year-over-year, customer demand for Salesforce talent increases – and that side of the ecosystem is fully aware of where they stand.

Good Salesforce Administrators, Architects, Consultants, Developers, etc., have embraced the complexity of Salesforce. This has inspired many to capitalize on the opportunity to specialize in their skill sets. Salesforce experts know their worth and have the luxury of choosing where to take their talents. 

So what’s the fastest (and most cost-effective) way for companies to drive their Salesforce program ROI with Salesforce talent? Engage with on-demand, independent consultants. 

Here is how independent Salesforce consultants increase Salesforce ROI:

1. Specialization. Independents have the breadth and depth of knowledge to quickly and accurately solve complex challenges. 

We know firsthand that experienced Salesforce talent is difficult to find and not easy to keep, especially for technical and specialized roles. Technical architects and developers are in especially high demand as companies continue investing in digital transformation initiatives. Experts in specific platforms like Experience Cloud, CPQ, Mulesoft, Einstein, and Tableau are even harder to find.

Independent consultants see the high demand and earning potential these skills bring and know that working on-demand with various customers keeps their skills sharp and gives them greater flexibility. These experts have the consulting experience to listen between the lines, diagnose your needs, and design solutions to meet your goals. Their expertise can also help avoid unnecessary technical debt. 

We have so many ideas for solutions that can help the business and our clients but don’t always have the technical expertise in-house to bring those ideas to life. 10K has been a trusted extension of our team, working with us on both strategy and execution. – Keith Sadler, VP of Platform, Morgan & Morgan

2. Flexibility. Pay only for the hours you need and exactly when you need them. 

Partnering with on-demand talent is similar to how we consume and pay for electricity. When your power demands go up, you pay a little more. When you don’t need to use as much electricity, you pay less. Working with independent talent is the same concept – you pay only for the hours you need. This is why independent consultants are a great alternative, or supplement, to traditional consulting firms that prefer longer-term contracts or project SOWs to cover their overhead costs. 

3. Speed. Bypass the traditional recruitment process and get started project work started faster. 

Hiring a full-time employee takes time, money, and focus. Research shows that it can take 62 days to onboard a full-time developer, costing more than $22,000 USD in recruiting expenses. 

Engaging with a large consultancy is one option, but even after you’ve run the gauntlet of the traditional sales and SOW process to get in their queue, it can still take 6-9 weeks to get started. On-demand talent communities like 10K can connect you with an expert to start work in less than a week, bringing you one step closer to increasing Salesforce ROI. 

To maximize Salesforce ROI, engaging talent with niche skills, agility, and speed is key. 

Hourly rates for independent consultants may vary across a wide range, but their impact on your bottom line and the health of your Salesforce program is nearly immeasurable. 

Independent consultants are entrepreneurs. They bet on themselves and are driven to succeed for their customers. Good independents are trustworthy and will be there when you need them – without the overhead of a large consultancy or a drawn-out, expensive recruiting process. 

If you want faster results, more productive teams, and a better return on your Salesforce investment, contact us to connect with the ecosystem’s most elite Salesforce consultants. 

>> Why is there a difference between freelancers and independent consultants?

>> How to make independent consultants an effective part of your Salesforce program