Small Business
Salesforce Is the Right CRM. But It Won’t Work Without This.
You’re about to go live on Salesforce. Or you’ve been thinking about it for a while, and you’re…
Read →
Platform Guide
Salesforce SMB Platform Guide
What mid-size organizations need to know before implementing Salesforce.
About This Paper
What mid-size organizations need to know before implementing Salesforce — which editions are right for your size, which features are worth the cost, and what the most common implementation mistakes are (and how to avoid them). A practical guide from practitioners who have implemented Salesforce for organizations of 5 to 500 employees.
Key Findings
The central conclusions from this research, presented for practitioners and technology leaders.
1
Most automation failures are assessment failures
The majority of automation projects that do not deliver expected ROI failed not in implementation but in the scoping and assessment phase — organizations built before they understood.
2
Tool-agnostic selection outperforms vendor-led selection
Organizations that conducted independent platform assessments before procurement achieved meaningfully higher implementation success rates than those led through vendor evaluation processes.
3
Adoption is the last mile no one plans for
Over half of surveyed deployments reported meaningful underutilization at twelve months post-deployment. In nearly all cases, structured training had not been scoped as part of the project.
4
The sequencing of investment matters as much as the amount
Organizations that prioritized foundational data and integration work before building automation or analytics layers reported significantly better sustained outcomes.
Download the Full Whitepaper
The complete paper includes methodology notes, detailed findings, practitioner recommendations, and a framework for applying these insights to your own technology investment decisions. No registration required.
Download PDF (Free)PDF · Free · No email required