Product Launch: Enterprise CRM

Rachel's resistance stems from fear that the CRM migration will disrupt Q3 pipeline. Book a working session to walk through the sales-team impact assessment — specifically the data migration timeline and rep onboarding plan. Come prepared with numbers.

Make Rachel's team the first to trial the new sales forecast view. Visible wins early = champion behaviour. Frame it as "shaping the tool to your team's workflow" — not "testing something for us."

Position Rachel as a co-owner of the transition, not a passenger. Invite her to present the sales readiness update in the next steering committee. Shared ownership converts resistance to accountability.

Anna is blocking because she hasn't seen the security spec. Don't send a document — sit in a room together. Walk through the authentication model, data residency approach, and SOC 2 certification status. Address her concerns in real time.

Include Anna as the named reviewer on the vendor's security assessment. This gives her formal authority over the security sign-off — which is what she needs to feel confident in her compliance position.

Anna needs a documented rollback plan before she'll give a neutral position. Commit to paper: specific triggers, responsible parties, and timelines. This removes her primary objection and shifts risk perception.

Marcus is disengaged because the CRM migration looks like a business project to him, not a technical one. Reframe: this is an API-first data layer rebuild that reduces tech debt in the customer data model. Lead with that in your next engineering sync.

Give Marcus ownership of the API integration architecture choices. High-power stakeholders become supporters when they have domain authority, not just sign-off. Ask for his input before decisions are made, not after.

Marcus has stated goals around platform consolidation. Show the direct link between this CRM and those goals. One slide, specific metrics. When stakeholders see their objectives in your work, interest follows.