capioIT releases the 2018 Global Salesforce Solution Providers Capture Share Report – Accenture still leads the way, but competition is catching up.


The constant growth of Salesforce has proven to be on of the critical success stories for the SaaS market, if not the most outstanding success. In 2018 it passed US$10B in revenue and is on track to be the fastest software vendor to $20B. This growth has not been on its own. It has worked closely with customers and a growing solution ecosystem to ensure the mantle as the world’s largest SaaS vendor.

As a result, capioIT has taken the time to produce the third bi-annual Capture Share Report for the Global Salesforce Solution Providers market. As per the Capture Share methodology, we have undertaken comprehensive research on 13 leading vendors in the Salesforce solution ecosystem. To support this, we have conducted extensive customer interviews and looked at the market from all perspectives.

While the Salesforce solution market was once differentiated by the emergence of independent solutions leaders such as Cloud Sherpas and Bluewolf, acquisitions have made that a historical footnote. Growth has come across the market scale wise. This growth has been primarily at the global SI and advisory end of the market.

This rise has been most evident in the Big 4 audit firms and Indian based SI’s. Importantly, the Indian based SI’s (TCS, Wipro and Infosys) present a unique challenge for Salesforce. Salesforce has historically treated them on a level below the nominated Global SI’s of Accenture, Deloitte, PwC, IBM and Capgemini. This approach has become increasingly out of touch with the reality of the engagement of the noted Indian based providers. It will change, the results of the Capture Share reflect that requirement.

Six vendors were ranked as Market Makers in 2018. (In alphabetical order)

  • Accenture
  • Wipro-Appirio
  • Bluewolf, an IBM Company
  • Deloitte
  • PwC
  • TCS

Accenture has first place in the rankings. This leadership follows up from 2016 and 2014 and reflects a long-term vision and investment path. It sets the benchmark. However, the fact that the likes of IBM and PwC are now much closer in capability to Accenture is a very positive outcome. capioIT stridently believes that this competition can only drive innovation which is essential for Salesforce, its customers and the broader ecosystem. While the market is crowded at the top, the gap between the leaders and the challengers is only growing. It may get too late for some challengers.

capioIT included 13 vendors in the study. This is a similar number of vendors involved in the 2014 and 2016 research and is reflective of the consolidation that has occurred and the slow emergence of new providers. What is of note is the highly tiered nature to the partnering environment for Salesforce. Both the market and Salesforce must do more to establish a robust tier of mid-sized solution providers. A mid-market will reemerge through acquisitions and mergers and is critical if the solution capability is to mirror that of SAP and Oracle concerning scope and influence. It is particularly relevant for the emerging markets for Salesforce. Salesforce cannot grow geographically without partners to support and enable.

The following vendors were included in the report.

  • Accenture
  • Acumen Solutions
  • Bluewolf, an IBM Company
  • Capgemini
  • Cognizant
  • Deloitte
  • Fujitsu
  • Infosys
  • NTT
  • PwC
  • TCS
  • TechMahindra
  • Wipro Appirio

For more information, details on the full report or clarification, please contact Phil Hassey, email phil@capioit.com.

Capture Share reports are based on the analysis of 17 critical capabilities and attributes of services providers. These attributes are focused in two key areas, Transform and Leverage. 

To ensure the appropriate level of analysis and data integrity, the individual attributes are weighted in percentage terms on the basis of the overall influence for the Transform and Leverage capabilities.

About capioIT - Phil Hassey

If you require further information, please contact Phil Hassey, CEO of capioIT. capioIT is an advisory firm focused on helping organisations to understand emerging technology as the world becomes Digital. Phil may be contacted easily in the digital and real world. phil@capioit.com +61422231793
This entry was posted in Uncategorized and tagged , , , , , , , , , , , , , , , , , , , , , , , , , , , , , . Bookmark the permalink.

One Response to capioIT releases the 2018 Global Salesforce Solution Providers Capture Share Report – Accenture still leads the way, but competition is catching up.

  1. Pingback: Customer Perspectives on the Salesforce Ecosystem | capioIT – Trusted Advisors in Emerging Technology

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s