Home » The Importance of CRM and Where Salesforce Fits In

The Importance of CRM and Where Salesforce Fits In

Businesses continue to evolve with technological innovations in the market. With the world becoming a more compact, connected place, it has become more important than ever to include technology to manage and conduct interactions and transactions with your client base, both nationally and globally.

The development of a number of efficient Customer Relationship Management Systems has made it easier for companies to streamline interactions with their current, past clients while seamlessly managing the prospective client’s database as well.

The refined CRM systems not just manage the contact and account information, but also forecast and track current sales, all in one centralized location. Above all, the marketing and sales departments are the ones that benefit most from these incorporated CRM systems. A number of companies offer different CRM services such as Salesforce (CRM), Microsoft (MSFT), SAP (SAP), and Oracle (ORCL). Specifically, Salesforce has remained the industry leader when it comes to customer solutions and CRM systems. Mainly operated and utilized through the cloud, the platform offers their customers the capacity to incorporate process controls, reporting, and the visibility of all the ongoing projects.

Now before we move to Salesforce in depth, let us delve into CRM a little more.

CRM – Customer Relationship Management Tool

Before the extensive access to the CRM systems, companies used to record and receive information via a number of different channels. The widespread implementation and usage of the CRM systems have today allowed brands to systematize information that includes accounts, sales, and contact information, all in one location. These systems ease the process of sharing information across different teams in a company, along with supporting long term relations with the past and future clients.

The CRM market consists of a number of systems that include Business to Customers (B2C), Business to Business (B2B), social media platforms, and Software as a Service (SaaS). SaaS platforms hold the majority share of the CRM systems by accounting for over 41 percent of the market revenue. Software as a Service or SaaS is a way to deliver applications through the Internet. Usually known as cloud computing, it avoids the installation and updating stages, giving it a fast track position.


The center of CRM industry has always been to offer seamless processes in a company. Before CRM systems like the leading Salesforce platform, centralizing of information needed broad data entry. However, the implementation of Salesforce in the departments allows an easy, accessible flow of information. Besides its process control, Salesforce has been an extremely valuable tool for offering visibility, reporting, tracking, and various other quantifiable metrics that enable brands to hit strategic goals effectively.

As an industry leader, the CRM tool’s mogul Salesforce is extensively used by over 100,000 companies. It provides both PaaS and SaaS CRM systems. As an established innovator, they provide new capabilities and features with regular updates. Salesforce’s products – AppExchange and Force.com has been leading the SaaS CRM industry for past several years in the software customization and cloud integration domain.

Why Salesforce

A few of the Salesforce’s most admired features include collaboration, sales forecasting, reporting, and contact management. The brand claims that the usage of Salesforce CRM systems can bring a surge to revenues by around 30 percent. Moreover, Salesforce takes pride in its software for increasing company’s pipeline, sales productivity, forecasting accuracy, and win rate. The proper implementation of Salesforce CRM system can help track all the sales activities which include the transaction and interaction from the past as well as prospective customers. The extensive information that the companies’ get helps them to pursue high potential customers on time.

In the customer focused companies, the CRM systems give insights to not just customer information but also the decisions they take. The available information like emails, client data, and social media can help brands understand their customer needs, preferences and then leverage the potential sales.

It is not just the big companies that benefit from Salesforce CRM, the brand claims that small businesses also can benefit immensely from partnering with it. According to them, companies can expect an increase in sales by around 29 percent, sales efficiency by approximately 34 percent and the forecasting accuracy with 42 percent.


Salesforce as a tool can only be as powerful as are the individuals about to use it. For the components of Salesforce’s CRM process to operate effortlessly, its potential value needs to be realized. It becomes imperative for customer centric organizations to understand and implement the best of Salesforce.

About the author

Natasha Blackford

Nathasa Blackford is an analytical and versatile Freelance Content Writer at Floats into the Cloud - Salesforce Consultants Vancouver. She has over 4 years of Content writing experience on the topics related to technologies CRM.