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Salesforce BA Zero to Hero Module 5 — Process Mapping (As-Is vs To-Be)

Salesforce Business Analyst Zero to Hero - Module 5: Process Mapping | SF Interview Pro
🗺️ Salesforce BA Zero to Hero — Module 5 of 15

Process Mapping — As-Is vs To-Be

Some things are genuinely easier to show than to describe in writing. This module teaches the visual technique that gives stakeholders and technical teams one shared, unambiguous picture of how a process actually works — today, and after improvement.

Module 5 of 15 (counting Module 0 as a bonus prerequisite) · Phase 2: Core BA Deliverables
🎯 What You Will Master in This Module
A process map is a visual representation of a workflow — who does what, in what order, and where decisions or handoffs happen. Done well, it creates instant shared understanding across stakeholders who might otherwise describe the "same" process in genuinely different, conflicting ways. This module gives you the practical technique, not just the theory.
What process mapping is, and the specific kind of clarity it creates that text alone cannot
Swimlane diagrams — the core technique for showing WHO does WHAT
Basic BPMN notation — the standard symbols every process map should use consistently
Mapping the As-Is process accurately, including the workarounds people rarely mention
Designing a genuinely improved To-Be process, not just a wish list
Systematically identifying bottlenecks and real automation opportunities
Connecting a finished process map directly back to the user stories from Module 4
Concept 1 of 7
What Process Mapping Is, and the Clarity Text Alone Cannot Create
A process map is a visual diagram showing the sequence of steps, decisions, and handoffs in a business workflow. Its specific power is that a visual representation makes gaps, redundancies, and inconsistencies immediately OBVIOUS in a way that a written paragraph describing the same process genuinely does not.
⚡ Why This Matters
Two stakeholders can each separately confirm a written process description sounds "accurate," while privately picturing genuinely different sequences of events in their heads. A visual diagram removes this hidden ambiguity, since everyone is now looking at and reacting to the exact same shared representation.
Why visual beats text for processes — a concrete illustration: WRITTEN DESCRIPTION: "When a Case comes in, the agent reviews it, and if it's urgent, they escalate to the manager, otherwise they handle it themselves, and once resolved, the customer is notified." ⚠ Sounds clear, but ambiguous: WHO decides "urgent"? WHAT exactly triggers customer notification? Does the manager review BEFORE or only AFTER the agent's initial assessment? VISUAL PROCESS MAP: These exact ambiguities become immediately visible as missing decision points, unclear handoff arrows, or undefined actors — gaps a written paragraph can quietly hide, but a diagram cannot
🛠️ Practical: Find the Hidden Ambiguity in a Written Process
1Read this written process description: "When a new Lead comes in, sales ops checks if it's a good fit, and if so, assigns it to a rep, who then follows up."
2Without looking ahead, list 3 specific questions this description leaves genuinely unanswered.
3Likely gaps: "What criteria determine 'good fit'?" / "How is the specific rep chosen — round robin, territory, manual judgment?" / "What happens to Leads that are NOT a good fit — are they discarded, nurtured, or routed elsewhere?"
4This exercise demonstrates exactly why process mapping matters — these gaps would likely surface naturally and immediately while actually drawing the diagram, since each missing decision point or unlabeled arrow becomes visually obvious in a way it simply was not in the prose version.
⚠️ Common Gotcha
A process map is not valuable simply because it LOOKS professional — a beautifully formatted diagram that still contains the same hidden ambiguities as the written description it replaced provides false confidence rather than genuine clarity. The actual value comes from the rigor of explicitly identifying every actor, every decision point, and every handoff — not from the visual polish alone.
Concept 2 of 7
Swimlane Diagrams — Showing WHO Does WHAT
A swimlane diagram organizes a process into horizontal (or vertical) "lanes," one per role or team, with the actual process steps placed in whichever lane represents who is responsible for that specific step. This is the single most useful process mapping format for BA work specifically, because Salesforce processes almost always involve multiple roles handing work off to each other.
⚡ Why This Matters
Swimlanes make HANDOFFS — the exact moment work moves from one person or team to another — immediately visible, and handoffs are very often exactly where processes break down, get delayed, or lose information. A process map without clear lanes hides this critical information.
SWIMLANE EXAMPLE: Case Escalation Process LANE: Support Agent [Receive Case] → [Assess Urgency] ↓ (urgent?) ——— YES ———→ ↓ NO ↓ [Handle Case Directly] LANE: Support Manager ↓ [Review Escalated Case] [Resolve Case] ↓ ↓ [Approve / Reassign] ↓ LANE: Customer [Return to Agent or [Receive Resolution Resolve Directly] Notification] ←————————————————————↑
🛠️ Practical: Draft a Swimlane for the Lead Routing Process
1Using the Lead process from Concept 1's exercise, now that you have identified the hidden gaps, draft a swimlane structure with at least 2 lanes (e.g. Sales Ops and Sales Rep).
2List, in order, which specific steps belong in each lane. Use a decision point explicitly for the "good fit?" branching logic you identified earlier.
3Strong example structure: Lane Sales Ops — "Receive new Lead" → "Evaluate fit criteria" → decision (good fit? yes/no) → if no: "Route to nurture campaign" (end). If yes: "Assign to rep based on territory" → hands off to Lane Sales Rep — "Receive assignment notification" → "Make first contact within 24 hours" → "Log outcome."
4Notice how drafting this forces you to make EXPLICIT decisions about exactly where the handoff from Sales Ops to Sales Rep happens, and exactly what triggers it — precisely the kind of clarity the original written description was missing.
💡 Keep Lane Count Manageable
A swimlane diagram with 8+ lanes becomes genuinely hard to read and often signals the process itself may be too complex or involve too many handoffs to be efficient — which is itself a valuable finding worth flagging. For most Salesforce business processes, 2-4 lanes (e.g. Customer, Front-line Role, Manager/Approver, System/Automation) covers the large majority of real scenarios clearly.
⚠️ Common Gotcha — Forgetting to Include "System" as a Lane
Many Salesforce processes include steps performed automatically by the SYSTEM itself (an automated Flow, a scheduled job, an automatic email) — not by any human role. Forgetting to include a dedicated "System / Automation" lane can make it unclear whether a given step is manual human work or automatic, which is precisely the distinction that matters most when this map later informs what actually needs to be built versus what already happens automatically.
Concept 3 of 7
Basic BPMN Notation — A Shared Visual Language
BPMN (Business Process Model and Notation) is a widely recognized standard set of symbols for process diagrams. You do not need to master the full, extensive BPMN specification — a small handful of core symbols covers the large majority of real Salesforce business process mapping needs, and using them CONSISTENTLY is what actually matters.
⚡ Why This Matters
Using a recognized, standard notation means anyone familiar with BPMN, at this company or a future one, can immediately understand your diagrams without needing you to personally explain your own custom symbol system. Consistency also forces you to be explicit about distinctions (like start vs end, or task vs decision) that matter for genuine process clarity.
SymbolRepresentsExample
Rounded Circle (start)The specific trigger that begins this process"New Case Created"
Rounded RectangleA Task — a single, specific action performed by one actor"Agent reviews Case details"
DiamondA Decision/Gateway — a branching point with multiple possible paths"Is this urgent?" (Yes/No branches)
ArrowThe sequence flow — connects steps in their actual orderShows what happens directly after what
Bold-Bordered Circle (end)The specific point this particular process path concludes"Case Resolved and Closed"
🛠️ Practical: Annotate Your Swimlane with Proper Notation
1Return to the Lead routing swimlane you drafted in Concept 2.
2Explicitly label which symbol type each element of your diagram should be: which step is the START (circle), which steps are TASKS (rectangles), which step is the DECISION (diamond), and where the process genuinely ENDS for each branch.
3Check specifically: does your diagram have exactly ONE clear start point? Does EVERY branch from your decision diamond eventually reach a clear end point, with no dangling, unresolved paths?
4If you find a branch with no clear ending (for example, "what happens to a Lead that fails the fit criteria, after it's routed to nurture — does the process map's responsibility end there, or continue?"), that gap is itself a valuable, concrete finding worth raising with stakeholders.
⚠️ Common Gotcha — Mixing Notation Styles Inconsistently
Using a rectangle for one decision point and a diamond for another, purely based on personal preference in the moment rather than what each element actually represents, defeats the entire purpose of using standard notation. Consistency is what makes a process map genuinely scannable and immediately understandable — pick the correct symbol for each element type, every single time, throughout the entire diagram.
Concept 4 of 7
Mapping the As-Is Process — Capturing Reality, Not the Official Version
The As-Is map documents how a process ACTUALLY works today — including the messy, informal workarounds people genuinely rely on, not just the clean "official" version that might exist in an outdated training document. This connects directly to Module 2's Document Analysis and Observation techniques — the As-Is map is often where those techniques' findings get formally captured.
⚡ Why This Matters
Designing a To-Be process (Concept 5) based on an inaccurate or overly clean As-Is map risks solving a problem that does not actually reflect reality, or missing a genuine pain point hidden inside an informal workaround nobody officially acknowledged.
Building an accurate As-Is map — sources to draw from: 1. Stakeholder interviews (Module 2) — describes the process from memory 2. Direct observation (Module 2) — reveals what people ACTUALLY do, including habits they may not consciously think to mention 3. Existing documentation — official, but may be outdated or aspirational 4. System data/reports — e.g. how long Cases ACTUALLY sit before resolution, which can reveal gaps no one explicitly described ⚠ When sources disagree, that disagreement itself belongs on your map — do not silently pick the "official" version if reality differs
🛠️ Practical: Stress-Test an As-Is Map for Hidden Reality
1You have drafted an As-Is map for Case escalation showing: Agent receives Case → assesses urgency → escalates if needed → Manager reviews → resolves.
2During a later observation session (Module 2's technique), you notice agents ALSO frequently message the Manager directly on a chat tool BEFORE formally escalating in Salesforce, to get an informal heads-up. This was never mentioned in any interview.
3Should this informal chat step be added to your As-Is map? Why or why not?
4Yes — absolutely. This is a genuine part of how the process actually works today, observed directly, and likely explains something important (perhaps agents do not fully trust the formal escalation process to get fast enough attention, which is itself a meaningful finding for the future To-Be design). Omitting it because it wasn't part of the "official" process would hide a real, relevant insight.
💡 As-Is Maps Are Allowed to Look Messy
An accurate As-Is map of a genuinely inefficient process SHOULD look cluttered, with redundant steps, awkward backtracking, or unclear ownership — that messiness is itself valuable diagnostic information, directly pointing to where the To-Be redesign needs to focus. Resist the temptation to "clean up" the As-Is map prematurely; that cleanup work belongs in the To-Be phase, covered next.
⚠️ Common Gotcha — Mapping the Process Nobody Actually Follows
Relying solely on an existing official process document, without verifying it against actual stakeholder interviews and observation, risks documenting an As-Is process that is technically "correct" on paper but bears little resemblance to how work genuinely happens. Always validate any existing documentation against real, current behavior before treating it as ground truth for your As-Is map.
Concept 5 of 7
Designing the To-Be Process — A Genuine Improvement, Not Just a Wish List
The To-Be map represents the IMPROVED future process — but "improved" needs to be grounded in the specific pain points identified in the As-Is map, not simply an idealized fantasy version with every feature anyone has ever wished for. A well-designed To-Be process directly addresses specific, identified problems.
⚡ Why This Matters
A To-Be process designed without explicit grounding in real As-Is pain points risks solving problems that do not actually exist, while leaving genuine friction points completely unaddressed. The discipline of tracing every To-Be improvement back to a specific As-Is finding keeps the design honest and genuinely useful.
Tracing To-Be improvements back to As-Is findings: AS-IS FINDING: Agents informally message Managers before formal escalation, suggesting they don't trust the formal process to respond fast enough TO-BE DESIGN RESPONSE: Build an automated, immediate notification the moment a Case is flagged urgent — removing the NEED for an informal workaround, because the formal system now responds visibly fast enough to trust AS-IS FINDING: Manager review of escalated Cases sometimes takes a full day because Managers are not aware a Case is waiting until they happen to check TO-BE DESIGN RESPONSE: Add a dashboard widget showing pending escalations in real time, plus the automated notification above — directly addressing the specific "Manager wasn't aware" root cause identified in As-Is
🛠️ Practical: Design a Traceable To-Be Improvement
1Using your Lead routing As-Is map from earlier exercises, identify one genuine pain point or gap you found (for example, the unclear "what happens to non-fit Leads" gap from Concept 1).
2Design a specific To-Be improvement that directly addresses THAT exact gap — not a generic, unrelated enhancement.
3Strong example: "AS-IS GAP: Leads failing the fit criteria have no defined next step, risking being silently lost. TO-BE: Automatically route non-fit Leads to a nurture Campaign with a defined re-evaluation date in 90 days, ensuring no Lead is simply abandoned with no further action."
4Notice this improvement is directly traceable to a specific, named As-Is problem — this traceability is exactly what separates a genuinely well-designed To-Be process from an arbitrary wish list of unrelated nice-to-haves.
⚠️ Common Gotcha — Designing the To-Be Process in Isolation
A To-Be process designed entirely by the BA alone, without involving the actual stakeholders who will use it, risks producing a theoretically elegant design that does not genuinely fit how people actually need to work. Recall Module 3's stakeholder management principles — the To-Be design should be developed collaboratively, with the same stakeholders who informed the As-Is map, validating that the proposed improvements genuinely solve their real problems.
Concept 6 of 7
Identifying Bottlenecks and Automation Opportunities
A bottleneck is any point in a process where work consistently slows down, queues up, or gets stuck. An automation opportunity is a manual step that a system could reliably perform instead, freeing up human time for genuinely judgment-requiring work. A completed As-Is map is the ideal tool for systematically spotting both.
⚡ Why This Matters
Not every manual step is a good automation candidate, and not every slow step is genuinely a problematic bottleneck (some steps are SUPPOSED to take real human judgment time). Having a systematic way to evaluate each step prevents both over-automating things that genuinely need a human, and under-automating things that clearly do not.
SignalLikely IndicatesWorth Investigating
A step where work consistently queues up or waitsA genuine bottleneck — possibly understaffed, or waiting on an unreliable triggerWhy does work pile up specifically here, and not elsewhere?
A purely mechanical, repetitive step with no real judgmentA strong automation candidate (e.g. simple data entry, routine notifications)Could a Flow or simple validation reliably replace this entirely?
A step requiring genuine human judgment or relationship contextNOT a good automation candidate, even if it feels "slow"Could the step be supported by better information, rather than fully automated away?
A handoff between roles with no clear trigger or notificationA common, often invisible bottleneck — work silently waits for someone to "notice" itCould an automated notification eliminate this silent waiting?
🛠️ Practical: Categorize Steps from Your Own Process Map
1Take the Lead routing or Case escalation process map you have been building throughout this module.
2For each individual step, classify it using the four signals in the table above — is it a bottleneck candidate, an automation candidate, a genuine judgment step, or an invisible handoff issue?
3For "Manager reviews escalated Case" specifically — is this purely mechanical (automate it away entirely) or does it require genuine judgment (support it better, but keep the human)? Justify your answer.
4Strong reasoning: this step genuinely requires human judgment — deciding how to handle an escalated, presumably difficult customer situation is not purely mechanical. The correct improvement target here is the SUPPORTING information and speed (the notification dashboard from Concept 5), not eliminating the human judgment step itself.
⚠️ Common Gotcha — Automating a Step That Genuinely Needs Human Judgment
A tempting but often mistaken instinct is to aggressively automate any step that looks "slow," without first checking whether the slowness comes from genuine necessary judgment versus an avoidable, purely mechanical delay. Fully automating a step that actually required real human discretion can produce technically faster but genuinely worse business outcomes — always distinguish carefully between the two before recommending automation.
Concept 7 of 7
From Process Map to User Stories — Connecting the Deliverables
A completed To-Be process map, with bottlenecks and automation opportunities clearly identified, is an excellent source for generating the actual User Stories covered in Module 4. Each distinct change between the As-Is and To-Be maps typically becomes one or more concrete stories.
⚡ Why This Matters
This connection is exactly why process mapping is positioned in this module sequence the way it is — it is not an isolated skill, but a genuine PIPELINE feeding directly into the story-writing skill from Module 4, grounding every story in a clearly traced, visually validated business need.
From To-Be process map to user stories — the translation: TO-BE PROCESS CHANGE: "Automated notification the moment a Case is flagged urgent" ↓ becomes ↓ USER STORY: As a Support Manager, I want to be automatically notified the moment a Case is flagged urgent, so that I can respond immediately rather than relying on an informal heads-up from agents. ↓ with Acceptance Criteria ↓ GIVEN a Case is marked Urgent WHEN the Urgent flag is set THEN the assigned Support Manager receives a notification within 2 minutes
🛠️ Practical: Convert Your Own To-Be Design into a Full Story
1Take the To-Be improvement you designed in Concept 5's exercise (the Lead nurture-routing change, or your own equivalent).
2Convert it into a complete, properly formatted user story, using the exact template from Module 4, Concept 1.
3Add at least one Given/When/Then Acceptance Criterion, using Module 4's genuinely testable language standard (Module 4, Concept 4).
4Run your finished story through the INVEST checklist from Module 4, Concept 2, confirming it is genuinely well-formed.
5This complete exercise demonstrates the full pipeline this module and Module 4 together establish: real stakeholder input (Module 2) → visual As-Is/To-Be mapping (this module) → concrete, testable user stories (Module 4) — each deliverable building directly on the one before it.
⚠️ Module Wrap-Up
Not every single element of a process map needs to become its own user story — some To-Be changes are genuinely small enough to fold into an existing story's Acceptance Criteria rather than warranting an entirely separate one. Use judgment, informed by Module 4's INVEST criteria, particularly the "Small" check, to decide the right granularity. Module 6 covers Gap Analysis and Fit-Gap Assessment — comparing your finished To-Be process design against what Salesforce can actually do out of the box, identifying exactly where custom configuration, customization, or process change will genuinely be required.
💬 Module 5 Interview Questions (6)
Q1Why might a visual process map reveal ambiguities in a business process that a well-written paragraph describing the same process would not?
A written description can use vague or implicit language, such as referencing "the agent" handling something without ever explicitly stating who makes a specific decision, or describing a sequence of events without fully specifying what triggers a transition from one step to the next, and a reader can mentally fill in these gaps with their own assumptions without the gap ever becoming visually apparent. A process map forces every actor, every decision point, and every handoff to be explicitly represented as a distinct visual element, meaning any genuinely missing or ambiguous piece, such as an undefined decision criterion or an unlabeled connection between two steps, becomes immediately and visibly obvious as something missing from the diagram, rather than being silently glossed over within flowing prose.
"Written prose allows vague language and implicit assumptions to hide gaps, since a reader can silently fill them in without the gap becoming apparent, while a process map forces every actor, decision, and handoff to be explicitly represented, making any genuinely missing or ambiguous element immediately and visibly obvious."
Q2What specific value does organizing a process map into swimlanes by role provide that a simple, single-lane flowchart of the same process would not?
Swimlanes organized by role make every handoff, the precise moment work transfers from one person or team's responsibility to another's, immediately and visually obvious, since a step changing from one horizontal lane to another visually represents exactly where and when ownership shifts. A single-lane flowchart can certainly show the same sequence of steps, but does not inherently make clear who is responsible for each individual step or precisely where responsibility transfers between people, which matters significantly because handoffs are very frequently where real-world processes experience delays, dropped information, or unclear accountability. By making handoffs explicitly visible, swimlanes directly support identifying exactly where process improvements, such as automated notifications or clearer triggers, would have the most genuine impact.
"Swimlanes make every handoff, the exact moment responsibility transfers between roles, immediately visible by representing it as a step moving between lanes, which matters because handoffs are frequently where real processes break down — a single-lane flowchart shows the sequence but not clearly who owns each step or where ownership transfers."
Q3During As-Is process mapping, you discover through direct observation that employees use an informal workaround never mentioned in any interview or official documentation. Should this workaround be included on the As-Is map? Why or why not?
Yes, this workaround should absolutely be included on the As-Is map, since the As-Is map's purpose is to accurately document how the process genuinely works today in actual practice, not merely the official or idealized version that may exist in outdated documentation or that stakeholders may default to describing from memory. Omitting a genuinely observed workaround because it was not formally mentioned or documented elsewhere would produce an inaccurate As-Is map that misses real, current behavior, and would risk the subsequent To-Be design failing to address whatever underlying need or distrust originally motivated that informal workaround in the first place. Informal workarounds discovered through observation often reveal genuinely valuable insight into an unaddressed gap or pain point in the official process, making their inclusion not just acceptable but actively important for an accurate, useful As-Is map.
"Yes — the As-Is map's purpose is documenting how the process genuinely works in practice, not the official version, and omitting an observed workaround risks missing the underlying need or distrust that motivated it, which the To-Be design would then fail to address."
Q4What does it mean for a To-Be process improvement to be "traceable" back to a specific As-Is finding, and why is this discipline important?
A traceable To-Be improvement is one that can be explicitly connected to a specific, identified problem or pain point documented in the As-Is map, rather than being an arbitrary enhancement added simply because it sounds appealing or someone requested it without clear grounding in an actual observed issue. This discipline matters because it keeps the To-Be design genuinely focused on solving real, identified problems rather than becoming an unfocused wish list of features that may not address genuine pain points at all, while potentially leaving truly significant problems identified in the As-Is map completely unaddressed. Maintaining explicit traceability, where every proposed change can be justified by pointing directly to a specific As-Is finding it resolves, also makes it far easier to prioritize and explain the value of each proposed change to stakeholders, since the underlying business justification is always clear and directly demonstrable.
"A traceable improvement can be explicitly connected to a specific As-Is finding it resolves, rather than being an arbitrary addition — this discipline keeps the To-Be design genuinely focused on real problems rather than an unfocused wish list, and makes justifying each change to stakeholders straightforward."
Q5A process step takes a relatively long time to complete, and a stakeholder suggests fully automating it to speed things up. How would you evaluate whether this is genuinely a good automation candidate?
The key evaluation question is whether the step's duration comes from a purely mechanical, repetitive action with no real decision-making involved, which would make it a strong automation candidate, or whether it genuinely requires human judgment, discretion, or relationship context that a system cannot adequately replicate, in which case full automation could produce a faster but genuinely worse business outcome. For example, a step like manually copying data from one field to another is purely mechanical and an excellent automation candidate, while a step like a manager personally deciding how to respond to a delicate, escalated customer situation involves genuine judgment that should not be removed simply because it takes meaningful time. In cases involving real judgment, the better improvement target is typically not eliminating the human step entirely, but rather supporting it better, such as ensuring the person has immediate, complete information available the moment they need to make their decision, which addresses the actual cause of delay without sacrificing necessary human discretion.
"Evaluate whether the duration comes from a purely mechanical action, a strong automation candidate, versus genuine human judgment that should not be removed even if it takes meaningful time — for judgment-requiring steps, the better target is usually supporting the human with better, faster information rather than full automation."
Q6How does a completed To-Be process map directly inform the user stories covered in an earlier module on requirements documentation?
Each distinct, specific change identified between the As-Is and To-Be versions of a process map typically translates directly into one or more concrete user stories, since the process map has already identified a specific role, a specific change in behavior or capability needed, and an implicit business reason tied back to a specific As-Is pain point that change is meant to resolve, which together map naturally onto a user story's role, goal, and benefit structure. For example, a To-Be process change describing an automated notification the moment a Case is flagged urgent can be translated almost directly into a user story stating who needs this notification, what specifically they want, and why, with Given/When/Then Acceptance Criteria derived from the precise trigger and timing already established during the process mapping work itself. This means process mapping is not an isolated exercise; it functions as a genuine pipeline feeding directly into well-grounded, traceable user stories, rather than stories being written independently without this visual, validated foundation.
"Each distinct To-Be process change maps naturally onto a user story's role, goal, and benefit structure, since the process map has already identified who is affected, what specifically changes, and the underlying As-Is pain point being resolved — process mapping functions as a genuine pipeline feeding directly into well-grounded, traceable user stories."
📝 Module 5 Recap — Process Mapping Mastered
✅ Visual process maps make ambiguities (undefined decisions, unclear triggers) immediately obvious in a way prose descriptions can quietly hide
✅ Swimlanes organized by role make handoffs explicitly visible — exactly where most real-world process delays and dropped information occur
✅ Use a small, consistent set of BPMN symbols (start, task, decision, end) — consistency makes diagrams genuinely scannable
✅ As-Is maps document reality, including informal workarounds discovered through observation, never just the "official" clean version
✅ To-Be improvements must be traceable back to specific As-Is findings — never an arbitrary, ungrounded wish list
✅ Distinguish purely mechanical steps (strong automation candidates) from genuine judgment steps (support better, do not eliminate)
✅ A completed To-Be map is a direct pipeline into Module 4's user stories — each traced change becomes a well-grounded story
🎯 Before Moving to Module 6...
1. Pick a real process you genuinely understand (work or personal) and draft a full As-Is swimlane map with at least 2 lanes and one decision point.
2. Identify at least one genuine pain point in your As-Is map, then design a traceable To-Be improvement addressing it specifically.
3. Classify every step in your map using Concept 6's four signals — bottleneck, automation candidate, genuine judgment step, or invisible handoff.
4. Convert your To-Be improvement into a complete user story with Acceptance Criteria, using Module 4's full toolkit.

Module 6 covers Gap Analysis and Fit-Gap Assessment — comparing your finished To-Be design against what Salesforce can actually deliver out of the box.
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