ANALYSIS OF COSTS Risks. Forrester recognizes that these results may • Organizations deploying Salesforce across not be representative of all experiences. The impact multiple geographies will have a longer of this cost will vary depending on: implementation as global stakeholder alignment • The number of Salesforce products implemented, takes longer and there are different global buyer road map, and timing of implementations and journeys. deployment approach (e.g., agile vs. waterfall). Results. To account for these risks, Forrester • Small and medium-size businesses with simpler adjusted this cost upward by 15%, yielding a three- deployments can take significant advantage of year, risk-adjusted total PV of $185,000. Salesforce’s out-of-the-box presets, simplifying implementation requirements and shortening implementation timelines. Consider the consumption volume of unified customer profiles, engagements, users, and analytics data required to support your solution and consult with your Salesforce account team regarding selecting the right editions for your needs. Deployment And Change Management Ref. Metric Source Initial Year 1 Year 2 Year 3 G1 Number of project manager hours Interviews 360 dedicated to deployment G2 Fully burdened project manager hourly Composite $58 rate G3 Number of marketer hours dedicated to Interviews 1,800 deployment G4 Average fully burdened marketer hourly Composite $43 rate G5 Number of business and IT hours Interviews 270 dedicated to deployment G6 Average burdened hourly cost of Composite $50 business and IT deployment resources G7 Subtotal: deployment internal labor costs (G1*G2)+(G3*G $111,780 $0 $0 $0 4) +(G5*G6) G8 Training and change management costs $150 per user $0 $15,000 $22,500 $22,500 Gt Deployment and change management G7+G8 $111,780 $15,000 $22,500 $22,500 Risk adjustment ↑15% Gtr Deployment and change management $128,547 $17,250 $25,875 $25,875 (risk-adjusted) Three-year total: $197,547 Three-year present value: $185,053 THE TOTAL ECONOMIC IMPACT™ OF SALESFORCE MARKETING CLOUD 31