The 3-Pillar Framework for Salesforce Rollouts: People, Process, Tech

A Salesforce rollout is more than a technical project—it is an organizational transformation. Success depends not just on the software, but on the way it integrates with your people and processes. At AppSavvy Group, we use a simple but powerful framework to guide implementations: 

Pillar 1: People

Technology does not succeed without people who use it, support it, and champion it. The human element of a Salesforce rollout is often underestimated, yet it is the most critical.

Key considerations for People:

• Executive Sponsorship: Leaders must set the tone and articulate the value of Salesforce across the organization.

• Change Champions: Identify individuals within teams who will advocate for the platform and support colleagues during adoption.

• End-User Training: Provide role-specific training that prepares users for day-to-day tasks, not just system navigation.

Lesson from the field: Organizations that skip structured training often find their employees reverting to spreadsheets or legacy systems. Building confidence and clarity among people ensures Salesforce becomes the system of record.

Pillar 2: Process

Salesforce should not replicate broken or inefficient processes. Instead, it should be used as an opportunity to refine and standardize workflows that scale with the business.

Key considerations for Process:

• Process Mapping: Document current workflows and identify pain points before migrating them into Salesforce.

• Automation Opportunities: Use Salesforce to streamline repetitive tasks, approvals, and notifications.

• Governance: Define ownership of processes to ensure consistency, accountability, and adaptability as business needs evolve.

Lesson from the field: Companies that migrate “as-is” often end up with complex systems that mirror old inefficiencies. Taking time to redesign processes ensures the platform drives measurable improvement.

Pillar 3: Technology

Salesforce is a flexible and powerful platform, but technology alone does not create value. The way it is configured, integrated, and supported determines long-term success.

Key considerations for Technology:

• Configuration vs. Customization: Favor declarative (clicks, not code) solutions for scalability and lower maintenance.

• Integration: Ensure Salesforce works seamlessly with ERP, marketing automation, and support systems.

• Scalability: Build with the future in mind—today’s solution must adapt as your business grows.

Lesson from the field: Over-customization leads to technical debt, higher costs, and slower upgrades. Smart use of Salesforce-native features keeps systems flexible and maintainable.

Why Balance Matters

The strength of a Salesforce rollout is not in one pillar alone, but in the balance between all three.

• A strong technology implementation without user adoption (people) will fail.

• Empowered people without clear processes will struggle to scale.

• Well-defined processes without technology alignment will not deliver efficiency.

When People, Process, and Technology are aligned, Salesforce evolves from a software rollout into a true business transformation.

At AppSavvy Group, we believe every Salesforce rollout should be guided by the 3-Pillar Framework. By balancing People, Process, and Technology, organizations move beyond implementation to adoption, scalability, and measurable impact.

Explore how AppSavvy Group can help your team build a balanced Salesforce rollout.