Case study
Scaling an EMEA Salesforce Practice from 5 to 200
Competency frameworks, a graduate pipeline, and RFP leadership supported 5-to-200 practice growth
At a glance
- Client
- Cognizant
- Sector
- Technology / System Integration
- Engagement
- 4 years
- My role
- Historical role stated in the case narrative
- Salesforce clouds
- Salesforce
- Outcome
- 5→200 — Practice scale
Situation
Cognizant’s EMEA Salesforce practice needed to scale from a five-person base.
Challenge
Growth required repeatable capability development as well as enterprise account expansion.
Action
Sébastien co-led the scaling, defined technical competency frameworks, built the Graduate-to-Consultant curriculum, and supported critical RFP wins with sales leadership.
Result
The practice grew from 5 to 200 consultants and EMEA account engagements grew 18% year over year.
Reflection
The evidence supports delivery-organisation design and talent systems, not claims about specific partner tiers or undocumented framework levels.
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