Join our Captains Club for 35% off Dreamforce Registration →

Close this search box.
Prioritizing People: How Coastal Helps Salesforce Org Mergers Succeed Through Change Management

Prioritizing People: How Coastal Helps Salesforce Org Mergers Succeed Through Change Management

When it comes to merging Salesforce orgs, most of the focus goes straight to the technical side of the process, leaving out the most crucial element: the people involved. At Coastal, our approach to Salesforce org mergers is different. We prioritize the human aspect of org merges, taking into account the different company cultures, sales methodologies, and employees of both companies before delving into the technical details to help ensure long-term success. 

So how do we do it? 

We serve as a neutral third party, offering unbiased recommendations on what’s best for both organizations while dispelling the biggest misconception about org merges: that it’s as simple as lifting something from one org and placing it into another. 

First, we help you define your end goal and work with you to achieve it. A series of process questions helps us better understand where both organizations are currently, and what the expectations are for the future, such as: 

  • How are you operating now and how do you see yourself operating after the merge? 
  • How do you see your company operating a year from now vs. three years from now?
  • How are product, sales and other teams going to work together after the merge?
  • How do you incentivize your teams? How can you build that into the merge rollout and change management?

By thinking about your people first, you set yourself up with a deeper understanding of how they work today and how the new system can be adopted efficiently with minimal disruption. This translates to less downtime and less wasted resources. When you involve your team in the decision-making process, you empower them to work smarter rather than harder. Our process may be more involved, but it’s worth it. By taking the time to prioritize best practices and shifting the focus to your people – you’re setting up your new org for a smooth and successful transition. 

How Granicus put their people first during their Salesforce org merge

As Granicus continued to acquire new organizations, their growing team was challenged with general technical debt and the standardization and adoption of new technologies, which was slowing down their sales cycles and putting significant revenue at risk. 

Instead of starting the discussion with a focus on technology, we focused on their people.  We sat down with the Sales team and discovered they were spending too much time on CPQ and contract lifecycle management.  There was a need for a repeatable, scalable, guided sales process to simplify quotes, sales, and contracts so the sales team could focus more on building relationships and less on building contracts.  By shifting the focus away from the tech and putting it on the people involved in the day-to-day processes, we were able to help Granicus implement an effective change management strategy and grow revenue.


By focusing on putting people first, Coastal is doing what other companies are not—investing the time and effort in providing culture-first solutions that prioritize your people, not just your technology. We believe it’s worth investing in and devoting the extra time because it pays massive dividends when your team and processes are adaptable and scalable. We will help you create a seamless environment for employees to work in, managers to manage efficiently, and executives to lead with confidence. 

Speak with a Salesforce expert today to learn more about our approach to org merges

Coastal is the #1 rated Salesforce consulting firm, 100% focused on customer success. From strategy to platform evolution, we’re the Salesforce consultancy you’ll love working with.


Blog Featured Images 1200x630 (3) (1)
Coastal Explains Salesforce Releases: Summer ‘24
Financia Services Cloud and SPIFF
Transform Retail Bank Sales with Salesforce & Spiff
MedTech Win-Back Data Cloud Blog
Winning Back Lost Customers in MedTech & Biopharma with Salesforce