Daniel Gorld — notes on B2B CRM in industrial companies
I've spent 20+ years on CRM and process projects across DACH. These are my notes on what comes after CRM — process first, then the platform, then the AI. Short, citable, no marketing fluff.
Latest insights (16)
AI Agent Interactions as a Data Source
Discussions about AI agents typically focus on the data they consume, but overlook a critical data source: the interaction itself. Analyzing how users, especially employees, engage with an agent can reveal context, skill levels, and competence gaps, enabling real-time adaptation and personalized support that drives user adoption.
The 5 Stages of AI Process Maturity
This article introduces a five-stage maturity model for enterprise AI, arguing that true maturity lies in process and data readiness, not just AI autonomy. It reframes progress by measuring the reduction of manual 'glue work' and helps organizations assess their current state before investing in AI solutions.
Outcome Pricing as a Process Question
Outcome-based pricing for AI agents, such as paying 'per resolution,' seems simple but forces companies to precisely define what 'resolved' means for each business process. This shifts the challenge from procurement to internal process design, demanding unprecedented clarity in service operations before the technology is even adopted.
Lakehouse: The New AI Infrastructure
The data lakehouse architecture is becoming essential AI infrastructure, enabling a single dataset to serve two distinct consumers: the analytical 'signal layer' for predictions and the process-oriented 'AI agent' for contextual action. This shift is crucial as ERP vendors tighten direct data access, making the company-controlled lakehouse a strategic asset for scalable AI.
Differentiation is Not a Luxury Anymore
Historically, differentiated customer service was a luxury reserved for top accounts due to high costs. Today, AI-powered decision systems and digital processes make it feasible to deliver personalized treatment for every customer based on their profile and the specific situation.
The Lock-in Is Not in the Agent
Concerns about AI agent vendor lock-in often miss the real dependencies. The agent itself is highly portable, but the underlying language model and, most critically, access to your own enterprise data present the true and often-overlooked strategic lock-in risks.
Chat Is Dead: AI Belongs in the Process
The popular chat interface, while useful for simple tasks, fails for complex, multi-step business processes because it overtaxes both users and the AI models themselves. Therefore, AI should be embedded directly into existing workflows to support specific sub-tasks rather than attempting to contain the entire process within a chat conversation.
Data First, Then AI? It Depends on the Use Case
The common advice to 'clean data before using AI' is often misapplied. While true for 'Signal Engine' use cases like forecasting, it's a value-blocking detour for 'in-process assistance' where AI's strength lies in making sense of existing, scattered, and unstructured data.
Data Follows Process
Many data-driven sales initiatives fail not because of technology, but because they lack a clearly defined and consistently followed sales process. True data-driven success requires establishing clear stages, qualification criteria, and a shared language before implementing CRM tools.
The Vibe Coding Value Shift
Vibe Coding, an AI-driven development method, dramatically lowers software creation costs, challenging traditional SaaS pricing. This shift makes the true value of enterprise solutions not the code itself, but the underlying process knowledge, integration expertise, and strategic judgment.
SAP and Salesforce: AI Integration Clash
Salesforce and SAP have adopted opposing AI strategies: Salesforce's Headless 360 enables direct API access for AI agents, whereas SAP's new policy restricts it, forcing integrations through its proprietary Joule system. This divergence creates significant architectural and licensing challenges for companies using both platforms.
Why Today's AI Agents Don't Scale
Current AI agent tooling is in a 'DOS phase,' where managing multiple agents is complex and lacks a unified orchestration layer. The future will bring a 'Windows phase' with visual interfaces, parallel visibility, and standardized behaviors, enabling scalable, enterprise-ready multi-agent workflows.
From Prompt to Token: AI Agent Building Blocks
This guide decodes the seven essential AI agent building blocks—Prompt, Skill, RAG, Memory, API, MCP, and Tokens—for B2B decision-makers. It explains how these architectural choices determine an agent's effectiveness and provides a framework for evaluating agent projects beyond vendor hype.
CRM Is Dead. Long Live Intelligent Process.
The traditional CRM as a passive documentation tool is evolving into an active, intelligent process actor driven by autonomous agents. This paradigm shift requires B2B organizations to establish a clean, reliable data foundation, particularly through deep CRM-ERP integration, to capitalize on the potential of this new generation of technology.
Headless 360: Salesforce's Kodak Moment
Salesforce's Headless 360 strategy opens its entire platform via APIs, enabling AI agents to operate within enterprise-grade governance. This architectural shift invites industrial companies to build AI-native processes on a trusted foundation, rather than risking security and compliance on external platforms.
Vibe Coding Is Coming to the Enterprise
Salesforce's Agentforce Vibes 2.0 introduces 'Vibe Coding,' an AI-powered development environment that allows non-developers to create and modify applications using natural language. This shift challenges traditional IT roles and project cycles, making governance and clear accountability for AI-generated process logic more critical than ever.