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Salesforce.com Secrets of Success: Best Practices for Growth and Profitability, 2009 by David Taber

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CHAPTER 6Working the Politics

Practical politics consists of ignoring facts.

—Henry Adams

THIS CHAPTER IS FOR all SFDC users, because they need to understand the political environment surrounding SFDC. As budgets and system adoption are creatures of company politics, “working the system” is a key success factor during and after the implementation.

Technology Is Not the Problem

According to a recent report1 by industry analyst Forrester Research, the problems of “aligning business strategy” and “managing change” were each twice as important as “technology” and “integration” in SFA/CRM projects. Even the problem of “executive commitment” was more important than any of the technology or product issues.

1. How to Get Business and IT Executives ...

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