In this video quick answer, Kevin Probst, uncovers which is the favourite CRM choice for SaaS revenue operations leaders and explains the reason why. Check out this 1-minute video, or read the full transcript below.
I had the following questions: “What kind of CRMs those companies are actually using? Can I derive any information on what kind of CRM is best suited and based on your average sales cycle? Is there any implication? Is there any insight?”
My hypothesis would have been that as companies become more mature, then also eventually turn into Enterprise sales, and also, therefore, longer sales cycles. This means that they are gradually switching from smaller CRMs to bigger and more complex ones.
But, interestingly, the data from the survey shows that Salesforce is really the first choice tool, regardless of your deal, size and velocity. Salesforce seems to be suited for all sized ACVs, both short and long sales cycles. But here, like a personal note, Salesforce flexibility is somehow a double-edged sword.
It’s important to have somehow a set of fixed processes that won’t change completely in the future. Because you don’t want to hire a Salesforce consultant every three months to adapt the system landscape according to recent process updates.
It’s really powerful for most of the ACVs and also regardless of the sales cycle, but you really should know your processes before switching to Salesforce and not afterwards trying to adapt them.
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