Case Study: Building a Salesforce Commerce Cloud Practice

Challenge: Expanding Beyond Oracle and SAP Into the Salesforce Ecosystem

A $150M digital commerce agency known for delivering enterprise solutions on Oracle ATG and SAP Hybris wanted to diversify by launching a new practice centered on Salesforce Commerce Cloud (formerly Demandware).

The problem? The agency had no internal Salesforce expertise and lacked connections to proven leaders who could build the new practice from the ground up. To capture this fast-growing market, they needed a director who could lead enablement, recruitment, and strategic alignment with Salesforce, and they needed them quickly.

Solution: Rapid Executive Search With Deep MarTech Domain Expertise

Darrell Rosenstein has placed GTM leadership in eCommerce since 2000. Drawing on that history, The Rosenstein Group conducted a highly targeted search across our network of Salesforce and commerce-technology professionals.

We identified and placed a Director of Salesforce Commerce Cloud Practice who had previously built a Demandware practice from scratch at a competing firm.

This leader quickly established the agency’s Salesforce enablement strategy, hired and trained technical staff, developed go-to-market collateral, and integrated Salesforce best practices into client delivery.

Results: Strategic Partnership and 3× Revenue Growth

• Director of Salesforce Commerce Cloud Practice placed.

• Built a new Salesforce Commerce Cloud practice from the ground up.

• Agency became one of Salesforce’s top global solutions partners.

• Achieved 3× company revenue growth within two years.

What began as a talent gap became a growth engine, turning a legacy systems integrator into a leading Salesforce partner for enterprise eCommerce.