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Fierce Reduction

Achieving more for less with Salesforce innovation.


Ian H Smith

As the global economic recession kicks in, Salesforce customers will need to achieve more from less IT spend. This will require an immediate and significant reduction in IT services costs. How can this be achieved in a safe yet timely way? The answer is Fierce Reduction.

So, what is Fierce Reduction? In the context of Salesforce Sales Cloud, Service Cloud, Health Cloud or Lightning Platform apps, this means lowering the costs of implementation, integration and support services.

Simplicity Matters

Since we are paid on Deliverables, Not Hours at Being Guided, we are motivated to simplify Salesforce implementations, yet maximise custom er experience and user adoption, because we are not afraid to be measured for success. Unlike services firms who charge by the hour: who are inherently motivated to maximise billable hours.

In my own work with Salesforce customers, such as the UK National Health Service (NHS), I have seen how, even with the best of intentions, Salesforce Orgs get bloated if not brought into check. This can lead to unplanned costs in coping with bloat and what is often called 'technical debt'.

Problems Solved

In order to deliver on the inherent advantage of Deliverables, Not Hours, I always start with Discovery - a Mutual Value Discovery to determine what problems need to be solved, and in which order of both urgency and importance. In turn, through Design Thinking, Applied I bring the right team of experts together to achieve sufficient receptivity, rapport and trust that gets to the heart of the problem. What follows then is the certainty of a fixed-price, fixed-time offer.

Again, to draw on experience with the NHS and a compelling need to reduce operating costs and increase patient experience. Some of these problems within the NHS are very challenging, but, as in many private and public sector organisations, some are readily solved with Fierce Reduction applied to delivering simple, low-cost Salesforce Platform apps in days and weeks.

Examples of digital innovation quick wins with Salesforce Platform in the NHS include:

  • Moving patient appointments from paper and post to app, email and text.
  • Eliminating paper in everyday hospital and social care organisations.
  • Digitising integrated patient care plans and empowering citizens to manage them.

Network Advantage

My network is multishore and, when compared to a typical Salesforce service provider, offers a much more diversified set of skills and the inherent Power Advantages, as summarised below. As we go through a more turbulent global economy, this also means a willingness to share risk through Deliverables, Not Hours. With multishore comes an underlying cost advantage too.

We do not always need the services of an Ethnographer, but we do recognise that diversity of both skills and culture always leads to a more innovative outcome. For me, the key starting point for any Salesforce implementation or integration is Empathy Mapping.

Change Intelligence

As I grow our customers and our human network, I began to realise that no matter how much I try to enforce Fierce Reduction into Salesforce Orgs and Integrations, the need for constant discovery and monitoring of Salesforce Orgs is essential to ensure we always keep the Salesforce customer's Org operating in a performant and reliable manner. This is where Elements.Cloud comes in.

Elements.Cloud is a Salesforce AppExchange solution that my teams use to discover and manage Change Intelligence of customer's Salesforce Orgs, as illustrated in the infographic above. This means measuring changes and risks related to Standard and Custom Objects and Fields, Flows, Validation Rules and Apex Code within each Salesforce implementation or integration.


Our four Power Advantages are:

  1. The power of simplicity. The 5 steps of Design Thinking delivered by our network creates a foundation for engaging a broad set of stakeholders at every stage of a Salesforce project.
  2. The power of continuous discovery. Deploying Elements.Cloud to contininuously manage Change Intelligence and metadata changes to drive Fierce Reduction of Salesforce Orgs.
  3. The power of diversity. A network of experts, blending onshore nearshore and offshore tech arachitects, designers and developers all offering a broad set of skills and often, lower costs.
  4. The power of risk-taking. Engaging our network by being paid on Deliverables, Not Hours, ensuring that value for money is delivered and productivity maintained.






























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