Disneyland Paris: A B2B audit before choosing the integrator

Context

Disneyland Paris was preparing to move its B2B processes onto Salesforce and had not yet chosen an integrator.

The usual order is the other way round. An integrator is chosen first and discovers the processes while it prices them, so the quote depends on what it understood in a few workshops.

Role

I ran the audit: the B2B processes as they worked in the European markets, and the Salesforce target they pointed to.

What happened

The audit came first: how the B2B teams actually worked, where the steps differed from one market to the next, and which differences were worth keeping.

From there came a target for Salesforce, a delivery roadmap, and a written scope for the tender. Every integrator priced the same scope, which made their answers comparable.

Outcome

The B2B processes and the Salesforce target were set before the integrator was chosen. The selection started from a written scope rather than from the integrator's own discovery.

What I teach from it

The first hour of BSX101 and ADX201. Before anyone opens Setup, the group writes the process on paper: who does what, in what order, with which information.

It is also what I tell teams that have to brief an integrator: a process written down is cheaper to change than a process configured.