Name a seminal moment in the history of sales, and chances are industry veterans will name this one: when on-premise technology stopped being the only option and teams could enjoy Salesforce’s cloud-based CRM delivery model. The Internet has changed almost every aspect of modern life, but for the sales world, CRM apps were indeed the shot heard round the world.
That was almost 18 years ago and the changes Salesforce wrought have changed business forever. There’s no putting the genie back in the bottle; after experiencing the convenience of the cloud, many teams’ eyes were opened to the drawbacks of on-premises solutions.
They also realized the long-term advantages of cloud software. Businesses could deploy new tools without forking over massive capital up front. Affordable to manage, maintain and update, these tools provided faster time to value and let even small businesses adapt to changing market dynamics with more agility and less investment. And of course teams could turn the dragon that was ever-increasing data into something manageable and insightful.
This evolution put enterprise companies at an intersection where they needed to choose between cloud solutions or industry-specific on-premise software. Plenty of them chose the latter; today many of them are saddled with legacy CRM systems that in many cases are proving a burden. These systems can’t integrate with other systems, nor can they be customized to meet unique organizational dynamics. Rarely can they deliver up the kind of precise data intelligence offered by Salesforce.
Newer companies run by digital natives, on the other hand, face no such struggles. These new players on the field can fearlessly embrace developments like IoT, Big Data and predictive analytics because they have that agility built into their foundation. Instead of spending extra resources trying to devise workarounds, they can simply adapt in whatever way is required by market changes. As a result, many of these young companies enjoy competitive advantages that enterprises can’t imagine.
So it’s not surprising that many of the bigger companies that chose legacy systems can now see that moving to the cloud is inevitable. At the same time, making the transition isn’t that simple for them. Why? Because they also worry that in building a cloud CRM that accommodates their processes and workflows, they face a possible “rip and replace” of their legacy system.
So here’s some good news. Thanks to recent technological innovations, these companies can take advantage of the new industry cloud solutions partnering with Salesforce. Built specifically for vertical markets like healthcare, insurance, communications and the public sector, these solutions partner the benefits of the cloud with industry-specific functionality.
And no, this isn’t a “rip and replace” scenario. These new tools can help organizations modernize their systems via incremental steps that will complete their transition without disruption. The companies will keep the specialized features and functions required by their industry, while still enjoying better forecasting and smarter data interpretation. There’s no reason to fear moving from legacy technology to the cloud – not anymore.
The last 20 years have represented a quantum leap for the sales field. It’s safe to say the future will bring only more pioneering new tech that can transform us in ways we can’t imagine. By bringing more enterprise businesses to the cloud, the newest tools continue to redefine the game.