Salesforce Teams are Becoming Product Orgs

If your Salesforce team is still operating as a service arm with Business Analysts serving stakeholders, it’s time to make a shift. Instead of reacting to every request, your team should evolve into a true Product organization with ownership over the roadmap and technology directives.

Salesforce (and most tech teams) are often stereotyped as being detached from the business, controlling decisions without understanding the broader goals. But a well-structured technology team should absolutely control technology strategy while using stakeholder input to guide—not dictate—decisions.

Today’s leading internal Salesforce and Business Applications teams are starting to operate more like core product development teams. Here’s what that looks like:

• Stakeholders and users provide insights and pain points, highlighting areas for improvement.

• The tech team—not stakeholders—makes strategic decisions, sets priorities, and defines the roadmap.

For your Salesforce team to function effectively, they need to build the roadmap, set priorities, and establish project timelines. They should be there to enable the business, not merely to serve it.

Companies that allow their internal tools teams to operate in this empowered way see incredible returns. On the other hand, companies that keep technology decisions under executive control often face persistent inefficiencies and struggle to scale.

Make the shift. Let your Salesforce team lead the way in technology strategy, and watch the impact ripple across your organization.