Everything you need for the internal business case

Everything you need for the internal business case

Is your organization considering initiating a Salesforce Industries CPQ? A thorough, internal business case is an important component in the preparation. Maudy van Eldik provides valuable guidelines for organizing this phase optimally. “Optimizing the business processes in advance forms a good foundation for the eventual business case.”

Internal business caseImage: Valuable tips for organizing this phase optimally

In an ideal situation, which people are part of the team that deals with the business case?

“A clear division of roles helps in drawing up the business case. In practice, it is wise for the organization to appoint a person primarily responsible for this phase. This often involves the same person who is also involved in the overall quotation process. This could be the sales manager, for example. In addition to the division of roles, it is also important to involve the right colleagues. Make sure that there is a good reflection of technical colleagues and colleagues who are responsible for the business. This creates a situation in which all the necessary information about the case is available within the team. In addition to paying attention to team composition, optimizing business processes is important: the outcome of this forms the foundation for producing the business case.”

How much time should be set aside for this phase?

“The time needed to make your own business case is highly dependent on the organization. There are, however, factors that generally contribute to a smooth transition. The aforementioned team composition reduces the risk of delays. In practice, we see such a case can be made within a month. It also helps if the organization recognizes the urgency.”

Which points of attention are important?

“Make sure you get all departments in the process on board. In practice, the IT department deserves the necessary attention and you must remove any uncertainties or resistance in that department. During this dialog, four main topics often come up, which are easy to explain from an IT point of view. First, there may be questions about data security: does the new system meet the security standards of the organization? The supplier of the solution can play a major role in removing any ambiguity. Second, the IT department may argue that the solution creates an additional workload. In practice, however, the opposite happens: the new solution will actually reduce the pressure on the IT department. After all, steps in the process are simplified and are less prone to errors. This has a positive impact on support requests from the IT department. Moreover, the number of linked applications can often be reduced and in the new situation, you will see fewer requests for change or improvement of the legacy systems.”

What other two aspects are often important to the IT department?

“A lack of financial resources can also be brought up as a point of discussion. You overcome this by including IT costs – such as licenses and costs for hardware or cloud storage – in the business case. Also actively involve the IT department in the definition of the IT costs. Moreover, it makes sense to also allow the efficiency benefits from the business case to flow back to the IT department. The fourth and final aspect concerns unfamiliarity with the new technology and in some cases the impression that the current job will become redundant as a result. You can overcome this by using DevOps teams and making sure that IT is part of that team. By promising a training plan and budget for the IT department, the conversation often takes on a positive turn. CaseNine can offer support in putting together a solid training plan.”

Are organizations on their own when they draw up a business case?

“When you take care of optimizing the business processes, making a business case is a logical next step that is easy to manage for the organization. Of course, CaseNine can provide support. This can be done with the help of relevant tooling, but by sharing experiences with a comparable case. The ultimate difference per organization is mainly in the product combinations. In addition to the Salesforce Industries (Vlocity) CPQ supplier, a party such as Gartner can also be engaged. As an independent party, they can provide support in setting up the business case.”

Want to know more about the benefits of a CPQ solution in practice? Read more background information here or contact us directly for a consultation. 

Maudy van Eldik
Expert // Maudy van Eldik

Maudy van Eldik is founder of CaseNine and CEO of the organization. In this capacity he is responsible for the general processes, but also closely involved in the various customer projects.

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