Stakeholder analysis
First we clarify which groups are affected and which expectations exist. We consider business units, leadership, IT, admins, key users and operational users.
Change management
So Salesforce is not just introduced, but embraced
New processes change habits, roles and expectations. Aviando helps you involve teams early, build confidence and introduce Salesforce so adoption does not have to be forced, but becomes understandable.
- Involvement before rollout
- Communication with substance
- Enablement by role
- Confidence in everyday work
- Make adoption measurable
Change does not start at go-live
Many Salesforce projects focus heavily on features, data and technical delivery. That is important, but rarely enough.
What matters is whether people understand why workflows are changing, which benefits arise and how they can work confidently in the new setup. Without this orientation, uncertainty, follow-up questions, workarounds or rejection appear.
That is why Aviando does not treat change as an afterthought training session. We factor in acceptance from the start: in the analysis, in the process design, during the implementation and after launch.
Focus
Why change management is decisive for Salesforce
Salesforce changes more than interfaces. The platform influences how leads are handled, customers are looked after, opportunities are assessed, cases are handed over and reports are used.
When these changes are not explained, distance appears. Users see extra work but no personal benefit. Leaders expect better data without responsibilities being clarified. Admins receive many follow-up questions because roles, rules or processes were not understood enough.
Good change management creates connection here. It translates project goals into understandable messages, makes effects tangible and ensures people know what is changing and why it matters.
Approach
Our approach
Involvement before rollout
Acceptance starts earlier than the training. We involve relevant roles before new processes are finally decided. That makes objections visible, requirements better understood and later resistance reduced.
Communication with substance
People do not need long announcements, but clear orientation. What is changing? Which benefits arise? Who is affected? From when does a new workflow apply? We structure exactly these questions in an understandable way.
Enablement by role
A sales team needs different content than service, marketing, management or internal admins. That is why we develop training, materials and formats that match tasks, responsibility and prior knowledge.
Confidence in everyday work
Questions arise after launch. Aviando guides this phase with office hours, feedback loops, documentation and targeted support so small uncertainties do not turn into big adoption barriers.
Make adoption measurable
Change should become visible. We review usage behaviour, data quality, process throughput and feedback from the teams. That makes it clear where further support is needed.
Services
Building blocks in change management
Communication plan
A good rollout needs clear timing, understandable content and suitable channels. We structure messages so they give orientation, not just information.
Key user concept
Key users act as multipliers in the company. They gather feedback, support colleagues and help anchor new workflows in practice.
Training and enablement
Training is aligned with real processes. Instead of abstract system tours, we work with typical tasks, concrete examples and traceable scenarios.
Help center and documentation
Knowledge has to stay available after the training. A tailored help center bundles guides, process rules and answers to common questions.
Go-live support
Launch is a critical moment. We support teams in the first days and weeks, prioritise follow-up questions and spot early where adjustments make sense.
Feedback and optimisation
After the rollout it shows which processes work and where friction arises. These insights flow into improvements, further training or smaller adjustments.
Use cases
Typical use cases
New Salesforce rollout
A CRM project should be guided from the start so teams understand the value and enter go-live prepared.
Relaunch of an existing setup
Salesforce is in place but not used consistently. New structures, better processes and clear communication should bring trust back.
Introducing new features
Reporting, automation, integration or Agentforce change existing workflows. Users need orientation so new possibilities are actually embraced.
Improving data quality
Required fields and rules alone rarely solve the problem. Teams have to understand why clean data is relevant and how to maintain it in everyday work.
Collaboration between business units
Sales, service, marketing and management often pursue different goals. Change management helps clarify expectations and establish shared ways of working.
Impact
What improves as a result
Teams understand faster why Salesforce is relevant and how new processes help them in everyday work. Follow-up questions become more focused, data quality rises and workarounds decrease.
- Leaders gain more trust in reports. Admins can place requests better. Business units experience change not as a finished decision imposed from outside, but as a traceable development step.
- The result is a Salesforce environment that is not only configured correctly, but actively used.
ShockDenialFrustrationDepressionExperimentDecisionIntegration Morale and competence Time
In detail
What change management at Aviando is not
Aviando does not see change management as a one-off training shortly before go-live.
It is also not about covering up resistance with nice presentations. We work pragmatically: listen, assess, explain, enable and improve.
That keeps change tangible. People know what is expected of them, where they get support and how to work confidently with the new setup.
Related topics
More related content
Salesforce implementation
When Salesforce is built from scratch, change management should be integrated directly into project planning, training and go-live preparation.
Learn moreTraining & support
After the rollout your team needs knowledge, documentation and reliable support in operation.
Learn moreDigitalisation strategy
When several changes are coming up, a roadmap helps order priorities and communication steps sensibly.
Learn more Intro call
Sounds like a change that should be guided better?
Thorsten Winkels, co-founder and managing director of Aviando, looks with you at your Salesforce project, the affected teams and possible hurdles in the rollout. Together you clarify which support makes sense and how adoption can be improved measurably.
Thorsten Winkels
Co-Founder & Managing Director