Welcome to the 6th episode of Inside the Salesforce Ecosystem, where we dive deep with the experts and trailblazers shaping the future of Salesforce. In every episode, we explore the unique journeys, challenges, and insights of those who make this ecosystem thrive.
In the 7th episode, Tommaso Santini, the Sales Manager at Aeonvis, joins us.
With over a decade of experience in CRM, Salesforce consultancy, and sales operations, Tommaso has been instrumental in growing the Salesforce practices. He’s helping businesses achieve their goals. He’s an x3 Salesforce certified expert and brings a passion for marketing and revenue growth.
Q: Can you tell us a little bit about yourself and your current role?
Tommaso: I joined Aeonvis two years ago when my previous company, Artmantica, was acquired. At Aeonvis, I lead the CRM offering and work closely with Salesforce to deliver top solutions to our clients. I’ve been in the Salesforce ecosystem for more than a decade, and my role now is to drive business growth through CRM strategies and consulting.
Q: How did your Salesforce journey begin, and how did you end up working in the Salesforce ecosystem?
Tommaso: It’s a funny story. In 2012, I moved to Dublin, and in 2013, I joined Salesforce in the EMEA HQ as part of the Italian team. Back then, Salesforce was much smaller, and our team was the smallest in Europe. I worked as a sales rep for about a year before returning to Italy, where I co-founded a Salesforce consulting firm. So, I went from selling Salesforce to implementing it!
Q: What’s been the sort of the most rewarding or highlight of your Salesforce-related career today?
Tommaso: Well, there is one milestone in my life: when I came back to Italy in 2014, I co-founded Artmantica. Seeing it grow and then being acquired by Aeonvis 2 years ago was a proud moment. It validated all the hard work we put in to build a strong consulting business.
Now, being part of Aeonvis, which has over 200 employees and multiple offices in Italy, makes me proud. So for me, it was a great milestone. To create something that then somebody else wants to purchase and acquire is a good feeling.
Q: How has the Salesforce market in Italy evolved over the years?
Tommaso: When I was at Salesforce, 10 years ago, the Italian market was one of the smallest in Europe, even smaller than Iberia. But today, it has grown tremendously. Salesforce’s local team has expanded from around 20 people to over 200.
Initially, there was resistance to new technologies, but now more businesses understand the value of digital transformation and are adopting Salesforce at a much higher rate.
Q: Can you share an example of a challenging sales project or deal that you worked on and how you successfully navigated it?
Tommaso: One project that stands out involved a company renting rehabilitation tools. They needed a solution to handle contracts, signatures, and payments in a single process.
We partnered with PDF Butler to simplify their workflow, allowing customers to receive, sign, and pay for contracts all within the same email.
Q: What strategies do you use to align sales teams with client needs and available Salesforce solutions?
Tommaso: The most important step is the discovery session.
The first impression is very important, and fully understanding the customer’s processes and pain points is crucial. We always align with the client to show them how Salesforce improves their workflow. If we can demonstrate that a solution saves them an hour a day, that’s a strong argument that drives adoption.
Q: How has your view of ISVs changed from when you worked at Salesforce to now?
Tommaso: When I was at Salesforce, the focus was purely on sales targets. Now, in consulting, it’s about ensuring customer success. ISVs play a key role in that.
Partnering with ISVs like PDF Butler allows us to deliver customized solutions quickly and efficiently. We also work with niche ISVs, like one focused on the wine industry that helps wineries manage tasting events. Instead of building everything from scratch, we leverage ISVs to accelerate project success.
Q: How do you maintain a work-life balance? Any hobbies?
Tommaso: Living in a small town by the seaside in Italy. I work remotely most of the time but travel to Milan and Rome for meetings. My two kids keep me busy, and I align my schedule with school holidays. In August, when everything in Italy slows down, I take a proper break. Remote work allows me to enjoy my hometown while staying connected to the business world.
Final Thoughts
Tommaso’s journey from Salesforce sales rep to consultant and business leader highlights the dynamic nature of the Salesforce ecosystem. His insights on sales strategies, the importance of ISV partnerships, and the evolving Italian market provide valuable lessons for those navigating the world of Salesforce.
Stay tuned for more episodes of Inside the Salesforce Ecosystem as we continue to explore the journeys of inspiring professionals shaping the future of Salesforce.
