As a result, the sales processes were unclear and the configuration was unusable. The second time around, Intraware contracted with Siebel for consulting help. The new project team also made the salesforce an integral part of the rollout. Intraware was in such a hurry the first time it deployed Siebel to the entire sales force of 150 people, rather than starting with a pilot. This was a critical error, Fenn says, because it was too much change to thrust onto the organization at once.
Nobody likes change.
That's always the most difficult hurdle to overcome. The first users will help the others over the rough spots. Don't stint on training. The second time around, Intraware customized the training materials from Siebel and USi to be more relevant for its sales team. And Intraware personnel did the training themselves.