Keep an eye on the business returns you seek from your Salesforce investments throughout the life cycle of the project implementation and beyond. How effectively you drive the adoption among your staff to bring enduring changes in business processes and behavior will define the success of your Salesforce initiatives.
There are a number of areas outside of the product implementation that make all the difference between success and failure for a Salesforce customer. You are buying and implementing Salesforce for specific business returns – acquiring new customers or growing current accounts, better understanding of customers, improving customer satisfaction by tracking and resolving cases fast. How do you map these drivers to features and functionalities of Salesforce products, implementing and then driving the adoption among your staff is critical.