About the Client

After acquiring a mid-size medical device company, a global pharmaceutical company needed to integrate the device sales team into its own sales organization and harmonize the two companies’ enterprise-level Salesforce instances.

Challenge

• Migrating two Salesforce organizations together
• Disparate systems and processes
• Poor visibility and collaboration

A global pharmaceutical company purchased a medical device
company and needed to fully integrate the business into the parent
company. This required migrating two separate enterprise-level
Salesforce organizations into a single, consolidated instance.

Aside from the big picture goal of combining the two Salesforce
instances, the client stakeholders were not fully aligned on where they
needed to go and needed guidance around this.

While harmonizing the two existing Salesforce organizations, the
client also wanted to take the opportunity to optimize sales processes
and improve reporting. For example, operating separately, the different
sales teams overlapped on their targeted customers and did not have
visibility into other teams’ interactions with them.

Strategy & Solution

• In-depth discovery sessions with stakeholders
• Aligning stakeholders across the organization
• Defining the problems faced
• Documenting platform current state
• Painting the picture of the desired future state

Ciberspring was brought in to perform discovery on this project and
develop a roadmap for the client, detailing the steps towards
harmonizing the two enterprise-level Salesforce organizations.

We began by collaborating with client stakeholders to document
business requirements and desired future state. This included aligning
stakeholders across 18 teams in the organization over the course of
30 discovery sessions. Stakeholders included different sales teams,
leadership, and operational support teams.

Once we achieved alignment among relevant stakeholders across the
enterprise, we assessed their current state from a technical
perspective. We examined and documented current configurations,
customizations, data models and data clean-up assessment, reporting,
integrations, and existing business processes and workflows.

The result of this research was a roadmap for the client. Based on
agile methodology, the roadmap set expectations for the client and
provided actionable steps to help the businesses streamline
processes, improve the customer experience, and drive revenue.

Along with outlining potential opportunities, the roadmap defined risks.
The roadmap showed stakeholders what challenges both companies
faced, so they could proactively work together to explore ways to
mitigate these risks.

Results

• Clear roadmap for the client to follow
• Organization-wide alignment achieved

We provided the client with a complete vision of their future state
with the two Salesforce organizations harmonized. Built around a
problem statement honed from the many discovery sessions, the
roadmap included a detailed business requirements document,
technical requirements document, an agile project plan, and a full
picture of where the company would be when the project was
implemented.

The discovery process aligned the organization’s stakeholders and
helped the project sponsors build a wide coalition across the company
to ensure the project’s success.

The client was impressed enough with the roadmap, that they
contracted Ciberspring to implement the work recommended.