New Org, New Org: Salesforce considerations during mergers, acquisitions, and organizational restructures

May 29, 2020



We have all heard the phrase “in these unprecedented times” several times a day for the last few weeks.


Unfortunately, it’s true.


We are currently living and working in very unique circumstances. 


Right now, many organizations are going through lots of change. Frankly, organizations are always changing in ways that can impact your Salesforce implementation. Changes like mergers and acquisitions, rapid growth, leadership change, and reorganization can all impact how you leverage technology. 


In this blog, I will outline key questions and guidance to consider to ensure your Salesforce Org stays aligned with your business. If you’d like to learn more about managing your Salesforce org during times of change, check out our recent webinar.



Bring your Salesforce account executives along for the ride


Your Salesforce account executive (AE) is a great resource for understanding how the Salesforce platform can support your organization now and in the future. Bring your AE into the discussion as early as you can to make sure you can fully leverage their advice. 


Your Salesforce AE can also help you secure the licenses you need for your growing team and compare contracts in merger and acquisition scenarios to make sure you are getting the right deal.


Evaluate existing contracts


Speaking of contracts, if you have been using Salesforce for a while you probably have an interesting array of applications from the Salesforce AppExchange. Times of change are great to inventory what you have and what you really need. If you are working through mergers and acquisitions, compare the tools and contracts you have and make sure you have the right tools in your belt and are getting the best possible price. 


Comparing Salesforce tools and other technology assets

When you are analyzing your Salesforce and other technology tools, take your analysis further by going beyond a comparison list of tools. Instead, compare notes on how you are using technology tools. 


It’s common that different teams are using different tools for the same purpose or are using the same tools for different purposes. Take time to get feedback from the team on what tools you are using and what they:

  • Loved

  • Learned

  • Lacked

  • Longed For 


Check out the 4 L’s Retrospective Format to learn how to guide your team through this type of discussion. 



Comparing Data Models


To go one level deeper, take the time to not only look at your tools and how you are using them but really analyze your data model. 


Some key questions are: 

  • What Salesforce clouds are you using?

  • What customizations and custom objects are being used? 

  • Are you getting the reports you want? Comparing reports is a powerful way to understand what information your various teams are watching and how they are using your data every day.



Determining Security and Permissions

When you are bringing new teams together, this is an important moment to make sure everyone is on the same page about what users should be allowed to see and do in the system. Some important questions to ask yourself and inventory are: 


  • Who can see what?

  • Who should see what? 

  • What can people do? 

  • How do these decisions impact licensing?



Making the decision: One Org, Two Orgs, or New Org? 


When working through a merger, there are many options for how to handle the Salesforce orgs the newly formed or restructured organization now has. 


There are three main paths to take:



One Org


Migrate into one of the existing orgs.


Benefits: Centralize the data, unified processes, some familiarity for some of the team


Risks: Keep old customizations you no longer need. There may be a steep learning curve for some members of the team.



Two Orgs


Keep two orgs and integrate them using tools like Salesforce Connect or an ETL Tool (Boomi, Mulesoft, etc).


Benefits: Centralize the data. Keep existing processes. Combine later.

Risks: Cost and maintenance



New Org


Start fresh in a new org.


Benefits: Fresh start. Create opportunities for thoughtful change management and strategic thinking.


Risks: Cost. Lots of decisions need to be made immediately.






Looking toward the bright side


It’s important to think about how changes to your organization impact how you use the Salesforce platform. Keep it positive during times of change by looking at the opportunities created through organizational restructuring. It’s a fresh start for you and your team. Whether you’re sticking with one org, two orgs, or a new org, your team can utilize this time to evaluate and optimize your technology tools so everyone can look toward a brighter future.



Watch the webinar replay

Want to learn more? This blog is a summary of our recent webinar, New Org, New Org: Managing Your Salesforce Strategy Through Organizational Change. Click here to watch the webinar replay.




Contact CRM Science Salesforce Consultants


Organizational change can send your team into uncharted territory. Whether you decide to stick with one org, two orgs, or create a new org, CRM Science Salesforce consultants manage Salesforce org changes through mergers, acquisitions, and restructuring. 


At CRM Science, we use our Salesforce expertise to transform your enterprise. Partnering with our clients throughout the Salesforce journey, we strategize and optimize business processes, and develop solutions across every Salesforce cloud. CRM Science is an award-winning Salesforce Gold Consulting Partner and a Registered Partner


Contact us to chat about your Salesforce projects.



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At CRM Science, we use our Salesforce expertise to transform your enterprise. Partnering with our clients throughout the Salesforce journey, we work with leaders to strategize and optimize business processes, and design and develop solutions across every Salesforce cloud. We help you maximize the value of the Salesforce platform. 

CRM Science is a Salesforce Gold Consulting Partner and a Registered Partner. Our strategic consulting services were recognized by Salesforce in four consecutive Salesforce Partner Innovation Awards, an annual recognition for partners that deliver outstanding client success. 

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