Salesforce Faces Competition as Veeva Migrates Off Its CRM Software
Veeva initially licensed Salesforce CRM software to launch its life sciences customer-relationship platform but has begun migrating clients to its proprietary system, opening the door for Salesforce to reclaim contracts. Some customers reverted to Salesforce CRM while still using Veeva’s pipeline management suite, creating uneven adoption outcomes.
1. Initial Licensing Arrangement
Veeva built its life sciences customer-relationship management platform by licensing Salesforce CRM software, relying on Salesforce’s established functionality to onboard major biopharma clients efficiently.
2. Migration to Proprietary Platform
Over the past quarter, Veeva has accelerated migration of its CRM customers onto its internally developed system, aiming to reduce licensing costs and gain full control over feature roadmaps.
3. Competitive and Financial Impact
Salesforce is now reoffering its CRM to former Veeva clients, resulting in mixed customer retention; while some firms have returned to Salesforce CRM, they continue to use Veeva’s pipeline management software, causing revenue and adoption variability for both companies.