Opinion: How the Sale of Salesforce will Help Competitors

I have watched Salesforce CRM for many years, almost from its inception. I have used the product at half a dozen companies and supervised its purchase and installation at 3-4 more companies as interim sales manager at client companies. I have never experienced a company in the CRM industry that is so aggressive when it comes to selling their product. These guys never let go. They will not lose a deal if they can help it. They do not take no for an answer. They call when they are supposed to, follow-up when they promise and take whatever actions necessary in terms and price. They work the deal until it is done. I have seldom heard the word no.

It is my belief that if they are sold, the new management will probably look down-upon Salesforce’s

aggressiveness and before long it will begin to slide. This kind of fierceness only comes from the top and when the top changes, so will the attitude of “never-lose-a-sale” if the company can help it. I am not even getting into their marketing programs.

With a new owner, Salesforce will probably take on the laissez-faire attitude of so many companies. Salespeople will begin to think follow-up of sales leads is optional. Quoting will come within a week or so or whenever the salesperson gets around to it. Customer requests for an adjustment of terms and pricing will be turned-down, ignored or late in coming. The Salesforce PR machine will be throttled as will marketing in general. In other words, Salesforce will be like the majority of companies in the industry.

I wish them good luck, they have done the industry a great good, but when they are sold will another company continue with their never-give-up attitude? Doubt it.

The Rumor of  a Sales of Salesforce is still dominating the news.

Of course a sale will be welcomed by just about everyone in the industry that is tired of the onslaught of will-they or will-they-won’t articles. I am glad that the news this week is that Microsoft is dropping out of the pursuit (for the time being). I am glad if for no other reason than there is other news in the industry and with Salesforce in play it sucked up more space and ink that any other purchase of a company in recent memory.

If Salesforce is sold who will take over its place as the most aggressive company in the industry? Some say SugarCRM is up for it. Maybe.