Daniel Gorld — notes on B2B CRM in industrial companies
I've spent 20+ years on CRM and process projects for industrial B2B companies across DACH. This is where I collect my principles, concepts, and field notes — short, citable, no marketing fluff.
Latest insights (8)
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.