Insights
All entries, most recent first.
Data Follows Process
ConceptMany 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.
Process & Datasales processdata-driven salescrmsales operationsprocess definitionqualification criteriaforecastingCRM Is Dead. Long Live Intelligent Process.
ConceptThe 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.
Process & Datacrm evolutionintelligent processautonomous agentsb2b salesprocess automationerp integrationdata qualityHeadless 360: Salesforce's Kodak Moment
ConceptSalesforce'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.
Process & DataSalesforceHeadless 360AI agentsindustrial companiesplatform strategyarchitecturegovernanceAPI