For those who have been at SFDC long enough, in what ways have you seen CRM make an impact to a company’s operations, financial performance, or overall strategy?

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It made the pipeline management process much simpler and streamlined. However a huge problem came when my company chose to feed 'plan' data (expected revenues) rather than actual data. Normally this wouldn't be a big issue, but my company has a habit of making unrealistic sales plans (company up 20% YoY could be 20% below Plan for example). This skewed all the numbers and made Einstein and related tools useless. Garbage in, garbage out.

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Operations, yes! So many manual processes that became automated. Less silos, more centralization.

Cannot speak to finances and strategy.

Overall strategy has been the biggest shift. Acceleration of cloud adoption, moving power to front of the house, integrating everything.

Impacts have been mixed. I spend a lot of time with CPQ, and it used to be a huge time saver, but now it's more just a tool to bring complex sales processes into Salesforce within a bigger interconnected function. The time savings are debatable then, but the traceability is better and attribution/attachment is more precise.

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