Jim Marascio runs Equals 11 with roughly 30 direct team members, yet delivers Salesforce work with on-demand access to more than 600 certified engineers. He breaks down the exact staffing partnerships in LATAM and Europe that let a lean business play far larger than its headcount.
Learn how to move up the value chain from tactical delivery to consultative "what if" conversations: the shift that raises deal value, creates more interesting work for your engineers, and turns you into the trusted advisor a client cannot swap out.
Get Jim's front-end planning approach (milestones, definition of done, clear ownership, agreed success metrics) that keeps projects out of the 40% of implementations that stall on activity without results.
You want to take on bigger Salesforce work, but every larger project means hiring people you cannot afford to keep on the bench, so you stay stuck delivering most of it yourself. In this episode, I talk with Jim Marascio from Equals 11, who spent 25 years as a CIO and CTO of SaaS companies before building a delivery business that runs on a lean core team and plays far larger than its size. We get into the moment he stopped being the tactical fix-it vendor waiting for clients to define the problem, and started becoming the strategic partner clients build their roadmap around. Jim also puts a number on it: roughly 40% of implementations break, and the difference between the ones that deliver and the ones that stall comes down to what you do in the first week. If you are the owner doing too much of the delivery and you want to grow capacity without betting the business on payroll, this conversation is your blueprint.
About Jim Marascio
Jim Marascio is the founder and CEO of Equals 11, a certified Salesforce consulting partner that helps mid-market companies get real value from Salesforce long after go-live. With more than 25 years as a CEO, CIO, and CTO, he has built his career managing distributed teams, and today Equals 11 pairs a lean core team with a network of 600+ certified Salesforce engineers across the US, Latin America, and Europe. Guided by the belief in its name, 1 + 1 = 11, Jim has grown the firm from tactical delivery into strategic, consultative work for direct clients and system integrators alike.
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