Publish date:

• 16th February, 2024

Dear readers, Salesforce Inc. is the world’s numero uno CRM tool and it has something to offer for the marketing & sales team, whether they are working for small or big companies. If a business requires a CRM  at scale or ideal for an MNC then Salesforce is the tool that springs to mind. It can be personalised to meet any use case one can visualise.  In today’s blog, we look at the burning question of the costs involved in adopting Salesforce for a business.

How much does Salesforce implementation cost?

The cost of implementing Salesforce can start at $10,000 for simple projects. The price can exceed $200,000 for more complex projects requiring custom features and integrations.

To understand the total cost of implementing Salesforce for your business, you need to calculate the following:

• CRM license pricing,

• Consulting fees,

• Customization expenses,

• Data migration costs,

• System integration,

• End-user training,

• After-launch support.

The costs can change depending on where you are, how complicated the project is, how many users are involved, and the vendor's skills. By carefully examining these factors, you can get a clear picture of the total investment needed.

Setting up a DIY (do-it-yourself) CRM without consulting experts first can cost more. Problems may arise, and addressing those issues can be more expensive than improving your costs and workflows.

This article will explore the average costs of each phase of Salesforce implementation. It will describe the different types of Salesforce QuickStart Packages and compare their prices in the USA, the UK, and India. Lastly, it will highlight why choosing the right Salesforce implementation partner is crucial for a successful rollout.

Understanding the Salesforce CRM Pricing Model: What Does a Salesforce License Cost?

The cost of a typical Salesforce implementation depends on how you choose to buy the service:

• Buying directly from Salesforce

• Subscribing through a Salesforce Partner

• Combining Salesforce with an AppExchange app

If you buy directly from Salesforce, you will likely start with basic Cloud products like:

• Sales Cloud for managing sales and reports

• Service Cloud for customer support

• Marketing Cloud for digital marketing

You can also add enhancements such as:

• Einstein Analytics

• Salesforce CRM Analytics (also known as Tableau CRM)

• CPQ & Billing

• Other third-party apps from AppExchange

Salesforce Sales Cloud Pricing

Salesforce Sales Cloud offers four editions for sales teams. Each edition has different features, user limits, and costs. Although the prices are listed monthly, you will be billed annually for licenses.

Salesforce Essentials Edition ($25/user/month):  

• This tool is designed for basic customer relationship management (CRM). It helps you manage leads, contacts, and sales.

• It includes standard account management, works with Gmail and Outlook, and offers a mobile app.

Salesforce Professional Edition ($80/user/month):

• This software is perfect for mid-sized businesses that have one sales unit. 

• It offers features like lead registration, rules-based scoring, and sales forecasting.

Salesforce Enterprise Edition ($165/user/month):

This edition suits mid to large organizations that need advanced sales automation, workflow, and approval processes.

Salesforce Unlimited Edition ($330/user/month):  

This edition provides extensive sales automation features. It includes everything from the other editions and adds 24/7 support and configuration services.

Salesforce Einstein 1 Sales Edition ($500/user/month):

This edition includes Einstein Copilot, which uses Generative AI to help with decision-making. It offers performance management tools, sales programs, and easy collaboration through Slack. It also connects with Data Cloud and Revenue Intelligence for better data integration and sales optimization.

You can improve Sales Cloud by adding Sales Engagement, Salesforce CPQ & Billing, and Pardot (now called Marketing Cloud Account Engagement).

Salesforce Service Cloud Pricing

Service Cloud, like Sales Cloud, offers four yearly-billed editions for service agents:

Salesforce Essentials Edition ($25/user/month):  

This plan is designed for small customer service teams. It includes basic features like managing cases from multiple channels, integration with telephony, and access to the Service Console app.

Salesforce Professional Edition ($80/user/month): 

This edition builds on Essentials with added features such as service contracts, entitlements, and order management.

Salesforce Enterprise Edition ($165/user/month): 

This plan offers advanced automation for customer service, enhanced reporting tools powered by AI, and Web API access.

Salesforce Unlimited Edition ($330/user/month): 

This package includes the most features, 24/7 support from Salesforce, configuration services, and online training.

Salesforce Einstein 1 Service Edition ($500/user/month):  

This plan provides even more features than Unlimited. It includes Digital Channels, Service Intelligence, and integration with Slack. 

Users also receive access to Einstein Copilot, which uses generative AI to improve service efficiency and support decision-making. 

Additionally, this plan connects to Data Cloud for better data integration and improved service performance. Service Cloud can work with other Salesforce Clouds, such as Field Service, Digital Engagement, and Service Cloud Einstein.

Sales & Service Cloud Pricing

Choose from four editions of the Sales and Service Clouds bundle to improve sales and customer service:  

Salesforce Essentials ($25/user/month):  

This basic edition is for small sales and customer service teams with up to 10 members.  

Salesforce Professional ($100/user/month):

This version offers advanced features, such as asset management and team collaboration, and is suitable for any number of users.  

Salesforce Enterprise ($175/user/month): 

This customizable solution is ideal for mid-sized and large companies. It includes unlimited roles, offline access to CRM, and automation tools.  

Salesforce Unlimited ($325/user/month): 

This suite includes the most features for sales and service representatives. It offers unlimited Salesforce support and extensive online training to improve customer satisfaction.

Note: The bundled Salesforce Sales & Service option is slightly more expensive than buying each product separately. Expect to pay an extra $25 per user for the Professional edition and above.

Salesforce Marketing Cloud License Pricing

Marketing Cloud has four suites for different areas: email marketing, social media, advertising, and B2B marketing automation.

Marketing Cloud Engagement (Starting at $1,250 Org /month)

• MC Engagement, previously known as Core Messaging/Journeys, helps create personalized customer experiences at every stage of their journey. It allows for consistent messaging across different marketing channels. 

• The service includes creating visual maps of customer journeys to improve them and combines tools from the Email, Mobile, and Web Marketing Suite. These tools include email personalization, content creation, tagging, and audience segmentation.

Marketing Cloud Account Engagement (Starting at $1,250 per month)  

• MC Account Engagement (previously called Pardot) combines all tools for Account-based marketing or B2B marketing automation.

• It helps move visitors and potential customers through the sales process, from creating marketing materials to connecting qualified leads with sales representatives.

• It works well with Salesforce, allowing data to sync back and forth with standard Salesforce objects like leads and contacts. It also connects with Salesforce campaigns through the Pardot app.

Marketing Cloud Growth Edition (Starting at $1,500 per month) 

• Marketing Cloud Growth Edition helps teams work together better and use AI to deliver campaigns faster. It also helps build strong, personalized relationships with customers.

• It has AI features like AI-powered Emails and Campaigns, Multi-Channel Journeys, and Real-Time Sales Alerts. These tools can help drive sales and support the growth of your small business.

Marketing Cloud Personalization (Starting at $108,000 per year)  

• Marketing Cloud Personalization, formerly Interaction Studio, helps businesses connect with customers one-on-one at every point of contact. It uses Salesforce's top solution for real-time personalization and interaction management.

• This platform combines marketing activities, allowing you to instantly view, track, and manage the customer experience. It aims to enhance your marketing efforts and make every interaction feel personal

Data Cloud for Marketing (Starting at $108,000 per year)  

Data Cloud for Marketing collects and uses audience data for personalized interactions. It combines all customer data to create a complete profile, forms accurate audience segments, and shares data across marketing channels.

Marketing Cloud Intelligence (Starting at $3,000 Org /month)

MC Intelligence, previously known as Datorama, provides a marketing dashboard that helps you connect, analyze, and act on your data. This tool can improve your return on investment (ROI), increase efficiency, and support business growth.

To know more about Salesforce Experience Cloud pricing, check out our post titled “What is Salesforce Experience Cloud?”

Next, let's discuss other costs involved in a typical Salesforce implementation. These costs may arise if simple setups and configurations do not solve your business challenges.

To estimate the Salesforce pricing for small and medium-sized businesses, we considered:

• The average hourly rates for Salesforce implementation consultants and developers,

• The time needed for implementation tasks,

• The complexity of the Salesforce implementation project.

Hidden Costs in Salesforce Implementation: What to Watch For

Besides Salesforce license pricing, which we’ll discuss later in the article, Salesforce implementation cost encompasses frequently overlooked expenses associated with Salesforce consulting and professional services pricing.

Salesforce Consulting Cost Comparison: Consultancies, In-House, and Contactors

The cost of implementing Salesforce can vary. This depends on factors like the size of the project, the amount of customization needed, and the location of the team. The level and expertise of the technical team also play a role.

Why a Salesforce Consulting Firm?

Salesforce Consulting Partners are certified companies listed on AppExchange, which is Salesforce’s marketplace for third-party apps and services.

These partners have profiles that show them:

• Ratings

• Customer reviews

• Number of certified experts

• Areas of expertise

While they mainly offer Salesforce services, many also provide other tech services, like custom app development.

To remain a Salesforce partner, these agencies must meet Salesforce’s standards, such as:

• Have certified Salesforce employees that maintain and extend their proficiency,

• Have a track record of successful projects,

• Demonstrate ongoing growth and innovation within the Salesforce ecosystem.

Partners are categorized into tiers (Base, Ridge, Crest, and Summit), with higher tiers indicating more business and talent.

For example, in the United States, junior Salesforce consultants typically charge $60 to $100 per hour, mid-level consultants $100 to $150 per hour, and senior consultants $150 to $250 per hour.

Now, let’s delve into the benefits of collaborating with these agencies.

#1 Team Extension

Salesforce Consulting Partners usually charge lower rates than in-house experts and can easily join your team. They help with complex customizations and development.

This option works best if you have a large Salesforce organization that needs detailed implementation or optimization advice. Partners like Codleo carry out a thorough discovery process and then provide a Statement of Work (SOW) that includes:

• Deliverables

• Estimated hours

• Estimated cost for Salesforce consultants

#2 Better Security Standards

Outsourcing can lead to risks like data breaches and misuse. However, Salesforce consulting partners must follow the strict security standards that Salesforce sets.

To maintain their partnership, they work hard to keep their reputation. This means they provide better security than most regular contractors.

#3 Comprehensive Expertise

One person cannot master every Salesforce product and application. Consulting agencies have a team of experts.

Working with them gives you access to experienced developers, business analysts, and project managers who can handle any Salesforce project.

#4 Cost-effective Project Execution

For Salesforce projects that require different skills, partnering with a consulting agency like Codleo provides a full team of specialists.

This approach is often cheaper than hiring individuals separately and saves time on the recruitment process.

#5 Prompt and Dedicated Customer Support

Salesforce consulting partners provide excellent customer service. Unlike freelancers, who may work on multiple projects and delay responses, consulting agencies have dedicated client support teams.

They quickly address questions and ensure the right specialist is available when you need help.

Why Hire a Freelance Salesforce Consultant?

Hiring a freelance Salesforce consultant can save you money, which is excellent if you have a limited budget or a small project. Freelancers are often suitable for organizations needing help with basic features or minor changes to Salesforce.

However, there are some downsides. Freelancers may not have as much experience, leading to unfinished or slow projects. If your project is complex, it may cost more if someone with the right skills does not manage it.

Also, busy freelancers may be unavailable, leading to problem-solving delays.

Freelance platforms like Upwork show rates ranging from $25 per hour in India to $250 per hour in the USA and Canada.

Salesforce Implementation Consultant Cost Models Breakdown

Fixed Project Cost

This pricing model offers a set project cost that is decided after looking at the project's details and timeline. Salesforce consulting agencies typically use this model, which includes the consultant's fee in the total amount.

The main benefit is that you know the cost and timeline upfront, so there are no surprise expenses.

Clients can still discuss new requirements during the project and adjust the final cost.

Flat Monthly Fees

Many outsourced Salesforce services, like CRM maintenance or managing standard projects, use a flat monthly fee for billing.

Consulting partners and independent contractors usually charge this fee for several hours. The main benefit is that it can offer a lower hourly rate compared to a fixed pricing model.

Fractional Team

The Salesforce fractional team model allows companies to hire part-time Salesforce experts for projects. Instead of having full-time Salesforce employees like administrators, developers, or consultants, companies can use fractional teams to access the specialized skills they need when they need them.

Pay-Per-Hour

This pricing model is very flexible. Freelance Salesforce consultants often use it for short-term projects that don’t require detailed business or industry knowledge.

Data Migration Cost

Data migration is an essential step in implementing Salesforce. It involves several key tasks before you can import data. First, you need to:

• Check the data for accuracy.

• Clean up any errors.

• Map the data to your Salesforce organization.

Additionally, automated processes for regular data transfers should be created. Depending on your company's specific needs, these activities can cost from $5,000 to $50,000.

Salesforce Customization Pricing

Salesforce is a flexible CRM solution you can adapt to fit your business needs. You can use free resources on Trailhead to create a customization plan or hire professional Salesforce consultants to train your team for in-house changes.

The cost of customization depends on how complex your business processes are and the methods used.

Fundamental changes with point-and-click tools are cheaper than custom-coded changes. You will need a Salesforce developer if you need complex automation for essential business processes. The hourly rate for a skilled Salesforce developer can range from $25 to $300, depending on the complexity of the changes.

Customization costs can range from $5,000 to $100,000 based on the complexity of the work.

Salesforce Integration Cost

Salesforce is well-known for its ability to connect with many other systems and has the most built-in connectors. However, some situations may require extra integrations with Salesforce.

The cost of these integrations depends on:

• The number of systems that need to sync,

• The methods of integration (such as third-party apps, API tokens, or custom code),

• The complexity of changing the user interface.

Integration costs generally range from $3,000 to $50,000. However, some projects could be cheaper. Talk to your Salesforce partner for a personalized estimate.

User Training and CRM Adoption Cost

Your team needs proper training to use Salesforce successfully. Training is essential for effectively rolling out and adopting your CRM system.

Training costs depend on three factors:

• The method you choose (onsite or remote, self-learning or instructor-led),

• The number of users being trained,

• User roles (end-users, administrators, or both).

Training can cost up to $5,000 for a mid-sized company with sales, marketing, and customer service teams.

After-launch Salesforce Support Cost

Once you complete a Salesforce implementation and training, you may need ongoing support, usually up to three months after deployment. The cost for CRM support depends on the provider's hourly rate and how long you need the service, ranging from $5,000 to $45,000 per project.

Salesforce implementation prices vary and should be customized to fit each business’s needs and budget.

Salesforce Implementation Cost Optimization Tips

Plan carefully and make wise choices to reduce the costs of implementing Salesforce. Here are some tips to help you save money:

• Set clear goals for what you want to achieve to prevent extra costs later.

• Select the most budget-friendly way to implement the CRM.

• Focus on the most critical Salesforce features and use built-in solutions when possible.

• Train your staff to handle basic tasks on their own.

• Negotiate prices and contracts with Salesforce and consultants.

• Take advantage of Salesforce Quick Start programs.

• Look for pre-built apps on the AppExchange to enhance Salesforce's features.

• Use a phased approach to implement CRM gradually and manage costs better.

• Regularly check and improve processes to save more money.

Budget-Friendly Salesforce Implementation Option: QuickStart Packages

QuickStart Packages from Salesforce vendors help businesses quickly set up popular products like Sales or Service Clouds at a lower cost. Prices range from $2,500 to $15,000, depending on the vendor's location, services offered, and hours needed. Implementations take anywhere from 10 hours to 12 weeks.

However, some managed services from Salesforce are not included in QuickStart Packages and must be bought separately. These services include:

• Custom workflows

• Setting up custom sales processes

• Complex dashboards

• App installations

• System integrations

Basic Salesforce Quick Start Packages

The basic QuickStart package typically covers:

• Discovery sessions,

• Basic Salesforce Sales Cloud implementation,

• Configuration of up to 5 user profiles,

• Enhancing standard functionalities.

Implementation usually takes 10 hours and 2 weeks and may involve a team, including consultants and quality assurance specialists. Services may include fine-tuning Email and Events, providing end-user training, and offering updates after implementation. 

The cost of the Salesforce QuickStart Package varies by location: 

• In the USA, it ranges from $3,000 to $8,500, with an average price of $5,750. 

• In the UK, it costs between $4,000 and $10,000, with an average of $7,000. 

• In India, the price ranges from $2,000 to $5,000, averaging $3,500.

Overall, the average cost in the UK is 21% higher than in the USA, while the price in India is nearly half.

Medium Salesforce QuickStart Packages

Medium Quick Start Packages offer:

• Configuration for up to 10 user profiles,

• Enhanced Sales or Service Cloud setup,

• Improved lead tracking,

• Limited data cleansing,

• Advanced reporting setup,

• Basic user training.

Typically, these projects last 2 to 4 weeks. Their cost varies by location:

• USA: $3,500-$7,000 (average: $5,250)

• UK: $4,500-$11,000 (average: $7, 750)

• India: $3,000-$5,500 (average: $4, 250).

Thus, the UK’s medium packages are about 47% pricier than the USA’s.

Maxi Salesforce Quick Start Packages

The Maxi Quick Start Suite includes the following:

• Setup for Sales/Service Cloud for up to 15 users,

• Improved lead and customer management,

• Advanced reporting setup,

• Increased data transfer,

• Training for end-users.

On average, Salesforce implementations take 3 to 12 weeks and cost:

• USA: $5,000 to $15,000 (average: $10,000)

• UK: $7,000 to $14,000 (average: $10,500)

• India: $4,500 to $7,000 (average: $5,750)

Codleo offers two affordable packages for setting up Salesforce: the Quick Start Package and the Quick Start Plus Package.

The Basic Quick Start Package includes:

• Training for 1 class for up to 10 users

• Setup for 10 Salesforce users

• 20 custom fields

• Import of one data file with up to 2,000 records

• 5 hours of support after launch for 3 weeks

This package provides the value of a mid-size package for the price of a basic one and supports 10 users instead of the usual 5.

The Quick Start Plus Package includes:

• Training for two classes of up to 10 people each and 1 class for administrators

• Setup for up to 20 Salesforce users

• 30 custom fields across main objects like Accounts and Contacts

• 5 hours dedicated to building custom reports and one dashboard with three simple reports

• Basic Salesforce integrations and importing a data file with up to 3,000 records.

Setting up specific features like Revenue (CPQ & Billing) will take 3 to 12 weeks and cost between $5,000 and $15,000. You need to add the CPQ system to the main features.

Setting up the Marketing Cloud Quick Start Package typically takes 1 to 4 weeks and costs between $3,500 and $9,000. This package includes:

• Lead mapping

• Connector setup

• Brand building

• Automating marketing campaigns

• A UI/UX designer might also be needed.

The average cost for Account Engagement (Pardot) implementation is up to $7,000 and takes about 2 weeks. This setup includes:

• Designing email templates

• Installing the Pardot Salesforce connector

• Enabling marketing analytics

• Integrating with platforms like Google AdWords

• Activating features to improve email deliverability.

For non-profit organizations, the Salesforce setup averages 1 to 4 weeks and costs between $2,600 and $3,000. This setup focuses on fundraising, marketing communication, and analytics.

Need Help with Salesforce?

Our experienced Salesforce consultants can assist you with:  

• Assessing and auditing your Salesforce Org  

• Setting up Salesforce for the first time or fixing a CRM project  

• Moving your data from other CRMs to Salesforce  

• Improving your current Salesforce Org to get the most out of your investment 

• Connecting Salesforce with other systems  

• Switching from Salesforce Classic to Lightning Experience  

• Providing virtual administration and support for Salesforce  

• Quickly setting up CRM with our Salesforce QuickStart packages.  

Why Choose Codleo? We have 6 years of Salesforce experience, with over 200 happy clients across different industries. Our global reach allows us to offer competitive prices. If you have questions, book a free CRM consulting call.