Salesforce FSC vs Sales Cloud
Understanding when you need Financial Services Cloud versus standard Sales Cloud. A critical decision that impacts your data model, implementation cost, and long-term scalability.
Quick Decision Guide
You NEED FSC If:
- You manage client investment accounts (AUM)
- You need household-level wealth aggregation
- You track multiple financial accounts per client (401k, IRA, brokerage, etc.)
- You're an RIA, wealth manager, or broker-dealer
- You need goals and action plans for financial planning
Sales Cloud Is Sufficient If:
- You sell financial products but don't manage assets
- You're a fintech with a SaaS product
- You have simple B2B sales cycles (no household complexity)
- Budget is a primary constraint
- You're a mortgage lender, loan officer, or financial advisor without AUM
Critical Decision Point:
If you're unsure whether you'll manage AUM in the future, start with FSC. Migrating from Sales Cloud to FSC later is possible but expensive and time-consuming. The reverse (FSC to Sales Cloud) almost never happens.
Key Differences
| Feature | Sales Cloud | Financial Services Cloud |
|---|---|---|
| Financial Accounts | Not included | Native object |
| Household Management | Not included | Native with rollups |
| Goals & Action Plans | Not included | Built-in |
| Account Management | Standard Account object (companies) | Person Accounts + Financial Accounts |
| Data Model | B2B sales-focused | Financial services-focused (wealth, banking, insurance) |
| Pricing (per user/month) | $75 - $150 | $300 |
| Implementation Complexity | Medium | High (specialized expertise required) |
| Typical Implementation Timeline | 8-12 weeks | 12-20 weeks |
Total Cost Comparison
10 users, 3-year view including licensing, implementation, and ongoing support.
| Cost Component | Sales Cloud | FSC |
|---|---|---|
| Annual Licensing (10 users) | $9,000 - $18,000 | $36,000 |
| Implementation | $40,000 - $75,000 | $75,000 - $150,000 |
| Data Migration | $10,000 - $25,000 | $20,000 - $50,000 |
| Annual Support & Admin | $12,000 - $24,000 | $24,000 - $60,000 |
| Year 1 Total | $71,000 - $142,000 | $155,000 - $296,000 |
| 3-Year Total | $133,000 - $238,000 | $287,000 - $536,000 |
ROI Consideration:
While FSC costs 2-3x more, it delivers significantly higher ROI for wealth managers and RIAs. Firms report 40-60% time savings in client onboarding, portfolio reviews, and compliance reporting. The household management and AUM rollup capabilities alone justify the cost difference for most advisory firms.
Real-World Scenarios
Scenario: $500M AUM RIA Firm
Situation: 5 advisors, 200 households, $500M AUM across multiple custodians (Schwab, Fidelity, TD Ameritrade).
Recommendation: Salesforce FSC
Why: Household management is essential. Financial Accounts object critical for tracking multiple custodian accounts per household. Goals and Action Plans required for financial planning. Custodian integrations (Orion, Black Diamond) require FSC data model.
Scenario: Fintech SaaS Startup
Situation: 20 sales reps selling financial planning software to B2B clients (financial advisors). No asset management.
Recommendation: Sales Cloud
Why: Standard B2B sales cycle. No household or financial account management needed. Sales Cloud's opportunity management and forecasting are perfect. Save 60% on licensing costs.
Scenario: Community Bank ($2B Assets)
Situation: Commercial lending, retail banking, wealth management division. Complex customer relationships.
Recommendation: Salesforce FSC
Why: Need to track multiple product relationships per household (checking, savings, loans, wealth accounts). Regulatory compliance features. Commercial lending workflows benefit from FSC's relationship hierarchy.
Can You Upgrade from Sales Cloud to FSC?
✅ Yes, But...
- Requires data migration to FSC data model
- All custom objects and workflows must be reconfigured
- User training required on new interface
- Typical cost: $50,000-$150,000 for migration
- Timeline: 3-6 months
⚠️ Our Recommendation
If you anticipate needing FSC features within 2-3 years, start with FSC from day one. The migration cost and complexity often exceed the savings from starting with Sales Cloud.
Exception: If you're 100% certain you'll never manage client assets and don't need household management, Sales Cloud is the right choice.
Discuss Your SituationStill Not Sure Which Is Right for You?
We've implemented both platforms 400+ times. Schedule a free 30-minute consultation to discuss your specific needs and get an unbiased recommendation.