Market Research Report: OpFocus

Overview

OpFocus is a premier strategic consulting firm specializing in Salesforce and business operations for SaaS companies. Founded in 2006, the company is headquartered in Burlington, Massachusetts. OpFocus has executed over 2,000 projects for more than 500 clients, leveraging Salesforce and complementary technologies such as LeanData, Marketo, and Pardot to drive growth, streamline processes, and optimize operations.

Expertise and Services

OpFocus delivers a wide range of services designed to enhance business efficiency and growth:

Salesforce Implementations and Optimizations: Customization and implementation of Salesforce as a pivotal platform to provide accurate data-driven insights for sustainable ARR growth.

GTM Tech Stack Roadmaps: Crafting comprehensive roadmaps for go-to-market technology stacks, addressing key growth challenges for businesses.

RevOps Tools Consulting: Strategic consulting aimed at optimizing revenue operations tools to boost marketing, sales, and customer support functions.

Managed Services & Staff Augmentation: Offering specialized managed services beginning at $10,000 per month, providing expertise to supplement internal teams and drive growth objectives.

Key Achievements

OpFocus is noted for its significant contributions across the industry:

RainFocus: Achieved alignment between sales and marketing, resulting in a 135% CARR increase and 140% net customer retention.

The Predictive Index: Provided critical consulting and software development, enhancing system capabilities and future-proofing implementations.

Sisense: Developed an actionable Salesforce roadmap leading to a strategic growth plan that supported Sisense’s move towards a $1 billion valuation.

Leadership Team

The leadership team at OpFocus constitutes seasoned professionals who steer the firm towards strategic success:

David Carnes, Founder and CEO, known for his expertise as a Salesforce MVP and frequent speaker at global Salesforce events.

Astrid Domenico, Advisor and former CEO, instrumental in OpFocus' strategic growth and development projects.

Jonathan Iannacone, Chief Financial Officer, responsible for overseeing financial operations to promote sustainable growth.

MJ Kahn, Senior Vice President of Technology, responsible for leading technical innovation and integrating cutting-edge technology solutions.

Client Testimonials

Clients widely recognize OpFocus for their competent guidance and seamless execution:

Lynn Thayer, VP of Revenue Operations at Red Canary, praised OpFocus for a highly efficient implementation process.

Toby Carrington, EVP of Revenue Operations at Seismic, highlighted OpFocus as a recommended partner for high-growth SaaS businesses needing agile and scalable Salesforce solutions.

Strategic Partnerships and Growth

OpFocus collaborates with leading SaaS companies to align strategic growth goals and maximize ROI from Salesforce implementations. Their strategic partnerships have empowered companies like RainFocus to adapt effectively to market changes, such as transitioning to virtual events during the COVID-19 pandemic.

Competitor Profiling

Overview and Competitors

OpFocus operates in a competitive landscape with several key competitors:

CloudSteer Technology: Established in 2010, CloudSteer offers a robust portfolio in cloud computing and CRM services. With a global footprint spanning the US, India, Singapore, UAE, and Thailand, CloudSteer capitalizes on over 23 years of cloud computing expertise to deliver innovative solutions.

Fluido: A leading Salesforce Summit Consulting Partner in Europe, Fluido combines agility and Salesforce expertise, backed by a workforce of over 500 experts. As part of Infosys, Fluido enhances clients' digital experiences through deep Salesforce ecosystem knowledge.

Silverline: Based in New York City, Silverline is a Salesforce platinum partner distinguished for creating custom solutions in the healthcare, financial services, and media sectors. The company values strong employee culture and fosters a sustainable remote work environment.

Coastal Cloud: Known for its customer-centric approach, Coastal Cloud excels in Salesforce consulting across North America, with a focus on impactful, KPI-driven solutions supported by specialized teams and solution accelerators.

Competitive Analysis

The Salesforce consulting market is highly competitive, with each competitor demonstrating unique strengths:

CloudSteer Technology: Known for its expansive geographic reach and swift growth.

Fluido: Leverages extensive reach and capabilities through its association with Infosys.

Silverline: Prioritizes employee satisfaction and effective remote operations.

Coastal Cloud: Emphasizes superior customer engagement and service quality.

These organizations focus on linking technology to business value, offering tailored solutions in similar sectors using Salesforce or equivalent technologies to solve complex enterprise challenges.

Strategic Implications for OpFocus

OpFocus, under the leadership of Founder & CEO David Carnes (77% approval rating), can consider integrating strategies observed among its competitors. Enhancements such as expanding international operations akin to CloudSteer, forming strategic partnerships like Fluido's with Infosys, fostering a strong remote work culture similar to Silverline, and refining customer success initiatives like Coastal Cloud could strengthen its market position. Addressing these areas may further solidify OpFocus’s competitive advantage in the Salesforce and SaaS consulting space.