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Partner · Change management

Juliane Winterscheid: change management for Salesforce

Juliane Winterscheid is a senior human centered change consultant with more than ten years in management, leadership and consulting. She makes sure people adopt new processes; I make sure the architecture and the releases support them. We work together on change management in Salesforce programmes.

  • Prosci change practitioner
  • Salesforce rollouts across countries
  • German · English
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Portrait of Juliane Winterscheid
Juliane Winterscheid · Cologne
  • 10+years in leadership and management
  • 500+users in the largest Salesforce rollout
  • 20,000+employees in the current transformation
  • 4Salesforce projects

Profile

Change management with an inside view

Juliane knows companies not only from consulting but also from leadership roles: as HR manager, as interim manager for the DACH region and as country manager DACH with 350 employees, 13 direct reports and profit and loss responsibility. She has negotiated restructurings with works councils. So she knows how decisions are made, where resistance comes from and what a team needs to adopt new ways of working. She started out as an industrial clerk and wrote her master's thesis on cultural change at ThyssenKrupp Rasselstein.

Since 2022 she has worked as a freelance change manager for IT transformations, including global Salesforce rollouts. She is a Prosci certified change practitioner and a trained business coach, and combines the structured method with hands-on management experience. At Hochschule Fresenius she taught "Managing Transformation & Change" to international management master students in the 2025 summer semester; the course was among the university's highest rated.

Juliane on LinkedIn

Industries

  • Industrial manufacturing
  • Food manufacturing
  • Consumer goods
  • Medical technology
  • Telecommunications
  • Insurance
  • IT consulting
  • Retail
  • Hospitality
  • Fitness and consumer services
  • Higher education

Workshop formats

  • Change leadership
  • Impact analysis
  • ADKAR
  • DISC profiling
  • Retrospective
  • Train the trainer

Working together

Who does what in a Salesforce programme

Change management and architecture belong together: every deviation from the template is also a question of habit, every release a change for people. So we plan both together.

Juliane: people and change

  • Diagnosis per groupAt which ADKAR stage are sales, inside sales, service or partners stuck, and what helps there?
  • Sponsor planWhat management visibly does and when, so that backing is more than a slide.
  • Communication and coachingMessages per group and country, coaching for managers and sponsors.
  • Key users and trainingSelection, role and training on real cases, so knowledge reaches daily work.
  • Involve the works council earlyAgree with the works council what Salesforce reports on performance and behaviour, before it derails the timeline.

Fabian: architecture and releases

  • Target architecture and templateWhat applies globally, where a country may deviate, and why.
  • Release planRollout plan per release, linked to pipeline, acceptance testing and release notes.
  • Partner governanceStandards that implementation partners follow, anchored in the pipeline and CoE call.
  • Measurement in SalesforceReports that show whether a process is used, per group and country.

References

Projects in change management and transformation

A selection of Juliane's projects, with role, scope and tasks as stated in her profile.

since 12/2025

Insurance

HDI Versicherungen AG: global IT transformation (cloudification, data centre closure)

Role
Senior change manager
Scope
20,000+ employees · 19 countries
Tasks
  • Change management and communication for the data centre closure, from planning to delivery
  • Built global change networks, key user communities and multipliers
  • Measures impact with KPIs and keeps sharpening the activities
  • Formats per target group, digital and on site
  • Coaching for managers and key stakeholders
10/2024 – 06/2025

Consumer goods

Danone Deutschland GmbH: agile transformation in the DACH region

Role
Project and change manager
Scope
All brands in DACH · approx. 2,000 employees
Tasks
  • Responsible for the pillar "systems, processes and new ways of working" of the agile transformation
  • Partner to the PMO and stream leads, strategic advice from a change management view
  • Workshops on change strategy, impact analysis, stakeholders, resistance, kick-offs and retrospectives
  • Managed and rolled out training and enablement programmes
05/2024 – 06/2024

Medical technology

Septodont GmbH: Salesforce Maps rollout

Role
Organizational change consultant and executive coach
Scope
2,400 employees worldwide
Tasks
  • Strategy for rolling out Salesforce Maps to the field team
  • Communication plan and key messages
  • One-to-one coaching of the managing director on handling resistance and leading through change
04/2024 – 09/2024

Food manufacturing

AAK AB: global Salesforce Sales Cloud rollout

Role
Senior human centered change consultant
Scope
4,000+ employees · 500+ users
Tasks
  • Change strategy, communication plan and train-the-trainer concept for the global Sales Cloud rollout
  • Impact analysis and stakeholder assessment, turned into plans to win over managers and remove adoption barriers
  • Closely aligned with global programme leadership and the Salesforce IT team
  • Coaching the internal project manager on change management
02/2024 – 04/2024

Telecommunications

Deutsche Telekom AG: Salesforce process optimisation

Role
Human centered change strategy consultant
Scope
120,000+ employees worldwide
Tasks
  • Advised the project team on the rollout strategy for harmonised sales and service interfaces
  • Sharpened the change story, reworked the communication plan with milestones and concrete steps
  • Readiness assessment with interviews and surveys
  • Action plan from the findings, presented to the steering committee and built into the rollout strategy
09/2023 – 03/2024

Machinery

KaRo / Heiko Companies: Microsoft Dynamics 365 transformation

Role
Organizational change management consultant
Scope
After acquisition by a private equity investor
Tasks
  • Change strategy based on Prosci for the Microsoft Dynamics 365 ERP rollout
  • Resistance management, communication plan and training concept
  • Aligned with the IT consultants so that rollout, training and communication fit together
  • Reporting to the CIO and director OCM of the US owner on adoption, risks and progress
10/2022 – 03/2023

Hospitality

Landal GreenParks GmbH: restructuring the HR department

Role
Interim HR manager DACH
Scope
500+ employees in DACH
Tasks
  • Strategic partner to all managers, reporting to the managing director and the international head of HR
  • Rebuilt the HR team and outsourced processes
  • New agreement with the works council
  • Change advice in the crisis team
06/2022 – 12/2022

Medical technology

Hologic Deutschland GmbH: merging three sites into one

Role
Interim HR operations manager DACH
Scope
Three sites into one · 150+ employees
Tasks
  • Merged three entities into one new site, fully responsible for the HR side
  • Negotiations with the works council on social plan and reconciliation of interests, with management and lawyers
  • Coached managers on conversations and communication during the change
  • Communication to employees throughout the restructuring

HR consulting

Von Rundstedt: Salesforce implementation

Role
IT project manager
Scope
Salesforce implementation
Tasks
  • Supported the Salesforce implementation from kick-off to rollout

Certifications

  • Prosci Change Management Practitioner
  • PRINCE2
  • Professional Scrum Master I
  • Six Sigma Green Belt
  • Personal & business coach
  • DISC profiling
  • IHK trainer certificate (AEVO)
  • Master Business with AI (MBAI®, since 2026)

Prosci and ADKAR are registered trademarks of Prosci, Inc. The Prosci certification is held by Juliane Winterscheid; FK Solution Design is not a Prosci partner.

Approach

How we support a rollout

  1. 01

    Diagnosis

    Affected groups, changes and ADKAR stage per group, success figures with a baseline.

  2. 02

    Sponsor

    Sponsor plan with appearances, decisions and monthly figures, a sponsor of its own per country.

  3. 03

    Enable

    Choose and free up key users, training on real cases shortly before go-live.

  4. 04

    Roll out

    Rollout plan per release and wave, communication in the local language, a way back into the backlog.

  5. 05

    Reinforce

    Measure usage, spot shadow lists, hand ownership to internal roles.

Read on

Change management masterclass →

Five chapters along the ADKAR stages for Salesforce rollouts.

Change management service →

How we set up change management in your programme.

Salesforce change management: why rollouts fail →

The starting point with ADKAR and the six topics behind it.

Contact

A Salesforce rollout is coming up?

Tell us where it is stuck or what is planned. I will get back to you and bring Juliane to the first conversation.

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