Creating a business case to secure funding

In the previous chapter, you determined how you are going to deliver your Salesforce project – the delivery methodology, communication, and the change management strategy – and envisioned your Salesforce CoE to govern your Salesforce implementation. It is now time to secure funding for your project and begin to engage with Salesforce and implementation partners, as shown in the following diagram:

Figure 4.1 – Activities in the pre-development phase

Before being able to create the financial forecast, let’s get specific about what business outcomes you are expecting from your Salesforce project.

Determining KPIs and targets for your required business capabilities

If you want to be able to measure whether your Salesforce project is a success when it is rolled out, you need to establish how you will measure performance and what targets define success. Your Salesforce taskforce should...