Everyone who purchases Salesforce wants it to succeed. Yet many Salesforce implementations don’t live up to a company’s expectations. Unless you’re a Salesforce expert, the system can be difficult to implement, and Salesforce isn’t cheap either. What can you do? How can you avoid throwing away good money and being completely frustrated?
A good way to succeed is to avoid the mistakes of others. To help you understand the implications of doing it wrong, imagine you’re trying to fail rather than succeed. So please, don’t try any of the advice in this article. Instead, use it as a guide on what to avoid doing in your own Salesforce implementation.
Fail to Plan, Plan to Fail
Salesforce implementations have so many variables that there’s a risk of going off track right from the start. Without a plan, you’ll have an even better chance of failing. Hire a low-priced implementation partner who performs canned implementations that aren’t customized to your needs.
A quick-start expert like this typically wouldn’t be around long enough to understand your needs anyway. Since you may not see them again, you don’t have to worry about follow-up improvements that could increase your ROI.
Back to reality. In order to maximize your ROI, do the complete opposite. Select a quality-priced implementation partner interested in a long-term relationship. This is how we do things at RTS Labs. The first step is to take you through a discovery process, so you know where you’re headed and what’s possible. The second step is to help you break your vision down into a mission with focused goals and realistic expectations. Finally, we help you determine what your key metrics are so the right reporting can be customized later in the development phase.
The next proven not-to-work strategy is to avoid using your business goals to drive the project and the value in it. If your implementation partner takes what you say at face value, they won’t be uncovering your deeper business needs. This means they’ll focus less on what’s important, and your platform will have a better chance of not working for users.
What’s more, a Salesforce implementation that’s completed quickly wouldn’t allow an implementation team to fully understand your business challenges or process issues anyway. That’s what you want if you’re going for a low ROI. A one-size-fits-all solution would make Salesforce difficult to use. It would likely be lacking in automation, spit out reports that wouldn’t be very useful or insightful, and have a lower adoption rate.
If, on the other hand, you want your implementation to succeed, you’d do the opposite. At RTS Labs, we support you at each stage of the implementation process, starting with the very first step – building your implementation team so your entire process is well managed. Next, we dig deep with you to help define and prioritize your milestones, so you can track the progress of your salesforce implementation more easily.
More Ways to Lower Your ROI
If this advice on how to create a failed Salesforce implementation seems absurd, it’s meant to be. By articulating the risks of doing it wrong, we’re reinforcing how much thought must go into getting it right. So far, our imaginary journey has already put your implementation on the path to ruin. But, there are still more ways to increase your nonperformance.
Coming up in part two, we’ll explain how you can further reduce your ROI by not adding enough customization. We’ll also cover how to be unprepared for your rollout and not take ownership of your system. Of course, we’ll tell you how to succeed, too.