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I m sure you ve read Bruce s approach to vendor selection, so we can cut to the pre-implementation chase here Vendor selection was probably less of a concern for BigMachines than was normally the case, because in 2005 they had begun using salesforcecom for highly focused sales force automation work around lead generation, lead and opportunity tracking, and prospect management When 2007 rolled around and they needed to select the vendor they were going to use, since they had been successful with salesforcecom and saw the valueadd of not having to maintain the hardware/software or manage the overhead by using an on-demand solution, it made sense to continue What made this an interesting choice was that they were expanding the use of the salesforcecom platform for customer service

6:

Table 7.6 The data types for the various interface objects of the MemoryTracker program Item Process to track (as well as the other window labels) All test fields Buttons Data To Plot menu Help reference System Font Text Type

Aside from the SFA successes with salesforcecom, they felt that salesforcecom integrated well with third-party applications, which in their case meant accounting applications, sales configuration tools, sales quotes, sales commission products, and project management applications With the vendor selection obvious, preparing for the implementation was the next phase

user interviews that require you to dig deeper into the intentions of the user In this situation, you might ask, How much time would be an unacceptable amount of time and What size are the large files you will be transferring You will be more likely to meet the requirements of the users if you gather specific user requirements instead of vague user requirements The point is this: when a user or group of users informs you of a requirement that is stated in nonspecific terminology, always ask for clarification The example in the preceding paragraph is very illustrative Users or managers will often use the term unacceptable without defining what they mean For example, if the users must be able to transfer large files without requiring an unacceptable amount of time, you must get the answers to three questions:

Migrating customer-facing applications presents challenges in communicating and implementing a smooth transition plan BigMachines worked long and hard at this, reviewing their plans from the customer s viewpoint Having a pilot beta group allowed then to fine-tune their plans The BigMachines team realized they had to get executive buy-in for the implementation They had a bit of a head start with the means to be able to point to the success of salesforcecom on the premises already Getting executive buy-in was unusually easy What made it easy was the culture of BigMachines, which is not just platitudes on customer success, but actually is aimed squarely at making things good for their customers They were able to get buy-in at the highest levels of management and keep them engaged and updated Of course, it didn t hurt that the executive champion was the CEO Preparation for the project was thorough They developed a systematic plan to move their customers to the new system, with a phased rollout planned around a two-week migration time They ignored nothing They had a communications plan in place before the implementation began that involved multichannel communication with their customers via e-mail, web conferences, informational notices on the website, phone calls, and just informal channels conversations in the hallway, so to speak Training wasn t ignored either both internal and customer training for the new helpdesk platform Once the plan was in place and the software selected, the implementation began

Next, look at the main script handlers and see how interface components are associated with handler code. Click the Start button, choose Tools Show Info, and select AppleScript in the popup menu in the palette (or press Command-6) to display AppleScript from the popup menu (see figure 7.10). Note that the Action and Clicked options are selected, as well as the Application.applescript box.

What is a typical size for these large files How long would be unacceptable To or from where are the files being transferred

The implementation had step-by-step steps Initially, given their legacy practices, BigMachines implemented leads and prospects management improvements to the sales process When that was done, they migrated the legacy helpdesk application to the new VoIP-integrated helpdesk system This had them particularly excited because there was

Also, note that the Name text field is set to start. This name is associated with the handler script clickedStart, which responds to a user clicking the Start button. To view the script, click the Edit Script button to display the script handler in Project Builder. You can repeat these steps to see the attributes and code associated with the other interface items. Table 7.7 lists the names for each interface component.

CRM at the Speed of Light: SoCiaL CRM StRategieS, tooLS, and teChniqueS foR engaging YouR CuStoMeRS