Monday, January 16, 2017

Why it Might Be Time for a Salesforce Re-Implementation

Salesforce, Salesforce Tips & Tricks

Written by Andrew Bryant Andrew Bryant

Frustrated Salesforce userWhile this post’s title may make you break out in hives a little, it’s true that objectively looking at your Salesforce system, your initial goals for it, and how it’s working today may lead you to the conclusion that it’s time for a Salesforce re-implementation. Stop me if this sounds too familiar:

A few years ago, you invested significant company capital and time implementing Salesforce. You assembled a team, worked with a consulting group, talked a lot about processes and visibility, and at the end of the project you were left with a solution that, although working, perhaps fell short of meeting every single key criteria that would make your organization the lean, mean, fighting machine you envisioned. Undeterred, you pushed through the first few months after launching, made numerous attempts to drive user adoption and tweak processes to fit Salesforce, and then here you are today: with a system that mostly works, has some extra fields and forms you aren’t sure what to do with, has most users somewhat leveraging it, and anything else that was on the original list of to-do’s is long forgotten. While this is a common occurrence with Salesforce, it doesn’t have to be where you leave it. A Salesforce re-implementation can allow your team to get back on the right track.

It’s likely that you initially implemented Salesforce for all the right reasons. You were looking for more transparent reporting for management, the ability to easily view the sales pipeline, and to give users a more efficient way to complete their day-to-day operations. Somewhere along the lines of your first implementation, these priorities may have shifted or been pushed to the ever-elusive “Phase Two”, and at the end you had a solution that your users were never able to fully grasp. When this happens, not only do you not get your full value from the system, your users may never fully adopt Salesforce and become the advocates and power-users you need to continue evolving your use of it.

Typical symptoms of needing a re-implementation look like:

  • Your business needs have changed
  • The company’s gone through significant growth
  • There are new products, companies, teams, lines of business, etc.
  • You’ve gone through an acquisition or merger
  • Your first implementation didn’t go well
  • Users don’t fully utilize the platform
  • Records are full of fields you don’t need, out-of-date drop-downs, and mis-labeled items

If this sounds familiar, a Salesforce re-implementation can help. In this process you’ll start with an in-depth conversation to understand where the implementation initially failed, stalled, or took a side-trail for your organization. The majority of implementations that fail are a result of key requirements not being defined before getting started. Salesforce is highly customizable, which can be a double-edged sword. The flexibility of Salesforce can lead to organizations having far too many fields on a screen, or a sales process that falls short of being viable for the day-to-day work of your sales team. After this initial conversation, Luxent’s certified Salesforce professionals do a deep-dive into your organization, looking for common pitfalls that can be easily rectified. Re-implementation is a bit of a misnomer because the framework is already there, we just need to make adjustments to the current environment in order for you to be successful using it.

Similar to a remodel of your home, reimplementation takes what you currently have and creates a better end result (like an ‘open concept’ main floor they’re always talking about on House Hunters). The two largest advantages of a re-implementation are cost and time. The cost of these projects should be smaller than your initial implementation fee, as you’re making adjustments and optimizations rather than starting from scratch. The time of this project is also shortened versus what you went through in an implementation. As an added bonus, changes made during re-implementation can be immediately enjoyed by users which helps to reinvigorate your team. Sometimes it’s as easy as optimizing a layout to allow for your users to immediately find the information they are looking for, or to create a new custom object that will provide significant automation for your users. The re-implementation process leads to a new Salesforce organization for your company that will help not only make users happier, but make them more powerful.

Having worked on a variety of re-implementations, we understand the frustration that exists. It’s our job to come in and quickly rectify the situation, providing you with a successful solution you know will leave your users smiling. A Salesforce re-implementation can lead you from a cumbersome Salesforce organization to a viable solution in a relatively short amount of time. We’d love to tell you more about our Salesforce re-implementation services as well as chat with you about how we can help. Reach out to the Luxent Salesforce experts anytime.

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