Over the past year, we’ve seen a noticeable shift in how organisations approach Salesforce resourcing. Fractional and part-time contract models, once seen as a niche solution, are now becoming a core part of workforce planning for many of our clients.

This isn’t just a market trend we’re observing from the outside. It’s something our consultants are experiencing first-hand in conversations with both clients and contractors. As Ryan Eastwood, Head of Salesforce UK, puts it:

“Fractional demand is far more common now than it was even a few years ago. Clients know exactly what support they need, just not at full-time capacity.”

What is Driving the Rise in Fractional Demand?

Many organisations reach a point where they need ongoing Salesforce expertise, but not enough to justify a full-time permanent hire or a 40-hour-per-week contractor.

Instead of over-resourcing, businesses are turning to more flexible models that give them access to the right expertise, at the right time, without unnecessary cost.

We’re increasingly seeing fractional support structured in a few key ways:

• Zero-hour commitments
  Allowing ad-hoc work to be agreed and delivered as and when required.
• Blocks of hours
  For example, purchasing 20 hours to be used flexibly over a two-month period.
• Regular part-time contracts
  Such as 10–20 hours per week, providing consistency without full-time commitment.

A Model Contractors Are Now Embracing

This shift isn’t just being driven by clients. Contractors themselves are far more familiar and comfortable with fractional working than they once were. Many experienced Salesforce contractors now work with two or three clients at the same time, typically delivering 10–20 hours per week to each. This model allows them to apply their specialist knowledge across multiple environments while offering clients high-quality, focused support.

From Ryan’s perspective, this change in mindset has been key:

“Contractors understand the value of fractional work now. It gives them variety, stability across multiple clients, and the ability to specialise rather than being stretched thin.”

The Benefits for Clients

The biggest advantage of fractional contracts is access to seasoned, in-demand Salesforce expertise without the cost of a full-time resource.

There’s often a stigma that contractors are expensive, and in some cases that’s true when hiring someone for 40 hours a week, 48 weeks a year. But when a business only needs targeted support in a specific area, fractional resourcing can be a far more cost-effective solution.

This is particularly valuable for specialist or niche products such as:

• CPQ
• Revenue Cloud Advanced (RCA)
• Field Service Lightning (FSL)
• Service Cloud Voice
• Data Cloud

These areas often require deep expertise rather than constant day-to-day involvement. Fractional contracts allow organisations to tap into that knowledge without overcommitting.

A Smarter Way to Resource Salesforce Teams

Fractional contracts are no longer a workaround or a short-term fix. For many organisations, they’re a strategic way to stay agile, control costs, and still benefit from high-quality Salesforce delivery. As demand continues to grow, we expect fractional resourcing to remain a key part of how Salesforce teams are built and supported, especially as platforms become more complex and specialised.

If you’re exploring whether fractional support could work for your Salesforce organisation, our team are always happy to share insight and discuss what’s working across the market. Get in touch with one of our consultants today to discuss fractional contracts in more detail, click here.