CHAPTER 4Implementation Strategy
Official Project Stages:1, Uncritical Acceptance2. Wild Enthusiasm3. Dejected Disillusionment4. Total Confusion5. Search for the Guilty6. Punishment of the Innocent7. Promotion of the Nonparticipants
—Anonymous
THIS CHAPTER IS FOR all implementation team participants, technical or not. Team members need to understand the project from the “top down,” even though their day-to-day perspectives will be detail-oriented (seeing the project from the “bottom up”). Readers will understand how they fit in, who depends on them, and the rules of the road.
Before You Begin
Companies tend to treat SFA/CRM implementations like they do other projects: they obsess about budgetary variances and the go-live date. One of the lessons ...
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