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A leading technology solutions provider recently acquired three smaller companies. Each of these companies had been operating on its own Salesforce instance, each having developed its unique business processes, user profiles, custom objects, and integrations. Our customer's challenge was not just merging the Salesforce orgs but to do so in a way that would harmonize business processes, address change management concerns, and foster a more streamlined and efficient sales cycle.
To kick off the consolidation, we formed a cross-functional steering committee. This committee comprised representatives from sales, marketing, IT, and other stakeholders. By doing this, the company ensured that every department had a voice and stake in the harmonization process. The next step was business process mapping. Experts were brought in to map out the existing business processes of each acquired company. Once this was laid out, a standardized, best-practice process was designed to serve the needs of the consolidated entity.
Data migration and cleanup were of paramount importance. The company utilized advanced data migration tools to meld the Salesforce instances. This consolidation was immediately followed by a rigorous process of data deduplication and integrity checks. On the technical front, custom solutions were developed as needed to support the new, harmonized business processes. Every effort was made to ensure that integrations with external systems, like ERPs and marketing automation tools, were seamless and efficient.
Change management was tackled head-on. Comprehensive training sessions were rolled out, ensuring that every user was familiar with the new Salesforce setup and processes. Feedback loops were established, giving users a platform to voice their concerns, ask questions, and feel supported throughout the transition. Communication was frequent and transparent. Regular updates, highlighting the benefits of the consolidation and addressing any potential concerns, were disseminated to all employees.
Post-consolidation, our customer enjoyed a unified Salesforce platform, offering a panoramic view of customers, sales, and marketing activities. Processes were no longer siloed but streamlined, leading to enhanced efficiency. The change management strategies paid off, as reflected in the high user adoption rates and a smooth transition period. Furthermore, with the refined processes and a unified system, the sales cycle experienced a reduction in duration, which had a positive impact on revenues.
