Month: June 2022

Top 10 CRM Software In 2024

Top 10 CRM Systems in 2025

Sales and marketing teams have traditionally relied on ad-hoc tools like spreadsheets or standalone software to manage their workflows. However, the growing complexity of modern sales and marketing operations now requires more advanced, integrated systems. CRM workflows are not only more intricate but also vary widely across industries and business models. To deliver a seamless and intuitive user experience, your CRM must be tailored to the specific data structures relevant to your sector. The true value of a CRM lies in its ability to consolidate high-quality data from multiple sources and make it easily accessible to sales teams—something that becomes difficult when the CRM’s data model doesn’t align with your customer hierarchies or transactional frameworks.

Additionally, the lines between CRM, CMS, call center platforms, e-commerce solutions, and ERP systems are increasingly blurred. Today’s CRMs often incorporate features once exclusive to ERP or e-commerce platforms, and overlap with CMS systems designed to handle industry-specific, customer-centric workflows, especially for organizations focused on tracking digital engagements. This convergence underscores the importance of clearly defining the roles and responsibilities of each system. Without a well-structured strategy, organizations risk poor user adoption and compromised data integrity.

CRMs built primarily for marketing automation may lack the robust data models required for downstream sales workflows, while those focused on sales processes might not support seamless integration with digital channels or content-driven engagement. Although some CRM platforms claim cross-industry flexibility, very few truly meet the unique demands of every business model. As a result, selecting the right CRM requires a deep understanding of your organization’s architecture and a careful evaluation of your options.

10. Oracle CX Cloud

Oracle Cloud CX stands out for its comprehensive suite of CRM tools, covering everything from sales and service to marketing, content, and advertising management. Built with large B2C enterprises in mind—particularly those in communications, media, and financial services—it offers powerful features like ad spend tracking, centralized asset management, and deep CPQ integrations tailored to complex subscription-based models. However, the discontinuation of Oracle Commerce signals a strategic shift that may limit the platform’s broader industry appeal. While it remains highly customizable, this flexibility often comes with a steep learning curve and the need for significant IT resources.

For enterprises with mature IT teams and a need for complex workflows, Oracle Cloud CX continues to deliver a solid CRM foundation. Yet, questions remain about its long-term direction and alignment with evolving market needs. Is Oracle committed to advancing CX Cloud amid its pivot toward healthcare and analytics? Can it keep up with competitors offering more agile, low-code platforms? And how sustainable is its customization-heavy model for fast-moving industries? Find out where Oracle Cloud CX stands among the top solutions this year—download the Top CRM Systems in 2025 report now.

LinkedIn - Salesforce vs Oracle Cloud CX

9. SAP C/4 HANA

SAP C/4HANA, as part of the broader S/4HANA ecosystem, delivers a robust and deeply integrated CRM platform tailored for large enterprises with complex regulatory and operational needs. Its strengths lie in its seamless integration with other SAP products, making it especially valuable in highly regulated industries like utilities, finance, and the public sector. With advanced capabilities in identity management, consent tracking, and cross-channel personalization, SAP C/4HANA is particularly effective in supporting compliance-heavy environments. Its alignment with the Hybris product suite and SAP Configurator also makes it a strong fit for product-centric businesses requiring enterprise-grade quoting, territory, and compensation management tools.

Despite its deep functionality, SAP C/4HANA’s steep learning curve and complex customization requirements may deter mid-sized companies or those lacking strong IT resources. The platform’s limited flexibility and less intuitive marketing automation tools also raise questions about its adaptability to fast-changing sales and marketing landscapes. Is SAP doing enough to modernize its CRM experience for business users? Can it remain competitive in a market increasingly driven by low-code platforms and user-centric design? For a full comparison and insights into how SAP C/4HANA ranks among this year’s top CRM systems, download the Top CRM Systems in 2025 report now.

Salesforce vs SAP C/4 HANA CRM

8. Zendesk Sell

Zendesk Sell is a lightweight CRM solution designed with simplicity in mind, making it an attractive option for small businesses already using Zendesk for customer support. Its origins in the Base CRM acquisition laid the foundation for a platform that supports essential sales functions like lead and opportunity tracking, calling, and emailing—features that startups with under 15 employees will find intuitive and accessible. The seamless transition for existing Zendesk users adds to its appeal, providing a familiar interface and easy integration for basic workflows.

However, Zendesk Sell’s streamlined approach comes with limitations. Larger organizations or those with more complex sales operations may quickly outgrow its capabilities. The lack of tight integration with Zendesk Support, weak marketing automation, and limited advanced features such as revenue planning and robust reporting raise important questions. Can Zendesk evolve to meet the growing demands of scaling businesses? How does it stack up against other entry-level CRMs that offer better integration and flexibility? To explore how Zendesk Sell compares to the leading CRM platforms this year, download the Top CRM Systems in 2025 report now.

Salesforce vs Zendesk, Comparison Report

7. Monday.Com

Monday.com has gained popularity among small businesses and teams already using it for project management, especially those looking to build custom CRM workflows tailored to unique operational needs. Its appeal lies in its flexibility—users can quickly set up automations, approval flows, and integrations without deep technical expertise. This makes it particularly useful for industries like real estate and non-profits, where standard CRM solutions may fall short. However, Monday.com still functions primarily as a project management platform, meaning teams must build out core CRM capabilities from scratch, which can increase complexity over time.

For organizations adopting Monday.com as a CRM, maintaining governance becomes crucial. Without proper oversight, teams may over-engineer workflows, resulting in inefficiencies, technical debt, and unpredictable costs. Additionally, the platform’s lack of built-in data integrity controls and advanced CRM features can be problematic as businesses scale. Is Monday.com truly sustainable as a long-term CRM solution for growing companies? Can it compete with out-of-the-box platforms that offer mature CRM functionality from day one? Download the Top CRM Systems in 2025 report now to see how Monday.com compares to other leading solutions.

zoho vs monday.com crm

6. SugarCRM

SugarCRM is a data-driven, sales-focused CRM platform designed to meet the needs of industrial businesses requiring strong ERP integration and complex quoting workflows. Its industry-specific CPQ capabilities make it especially effective for organizations dealing with product configurations, bills of materials, and subscription-based offerings. With built-in tools for ad creation and collaboration between sales and project management teams, SugarCRM streamlines operations for cost-sensitive companies—particularly those with in-house development resources and a preference for on-premises deployment through its community edition.

That said, SugarCRM may not be the best fit for organizations with fast-evolving or highly varied business models. The platform’s clunky interface, limited reporting, and hidden operational costs in the community edition could become barriers to growth. Additionally, while updates have been made, they haven’t significantly changed its position in this year’s rankings. Is SugarCRM evolving quickly enough to stay competitive in the modern CRM landscape? How much internal investment does it truly take to make the most of its features? Download the Top CRM Systems in 2025 report now to see how SugarCRM compares against today’s leading platforms.

Zoho vs SugarCRM

5. Pipedrive CRM

Pipedrive CRM is a budget-friendly, user-friendly solution crafted for small businesses that need efficient sales tools without the complexity of enterprise-grade platforms. Its built-in CPQ functionality and document-centric workflows make it ideal for service-based or digital product companies, such as those selling online courses or subscriptions. Notably, Pipedrive offers strong support for the Asian market, setting it apart from many competitors by addressing international taxation and regulatory requirements—an often overlooked need in CPQ-enabled CRMs.

While recent enhancements, such as native workflow automation and improved data reporting via strategic acquisitions, improve usability for businesses with limited IT resources, Pipedrive still lacks the customization depth and scalability found in platforms like HubSpot. Is Pipedrive evolving quickly enough to stay competitive as small businesses scale and demand more complex features? Can it truly support B2B firms with layered organizational structures and larger sales teams? To see how Pipedrive stacks up against the competition, download the Top CRM Systems in 2025 report now.

4. HubSpot CRM

HubSpot CRM is a go-to platform for smaller, content-driven B2B companies that want a streamlined, user-friendly solution encompassing sales, service, CMS, and marketing automation. It offers a fast setup, intuitive interface, and robust tools for omnichannel tracking and marketing automation. Its strength lies in its ability to unify digital marketing and sales operations—particularly valuable for teams focused on lead generation and nurturing. The recent integration of Clearbit adds significant value by enriching CRM records with actionable data, allowing teams to personalize outreach and improve segmentation without leaving the platform.

However, HubSpot’s flexibility comes with trade-offs. As companies scale and face more complex sales structures or compliance-heavy operations, they may encounter limitations in HubSpot’s lean data model and lack of support for advanced workflows such as CPQ, territory management, or field service. Is your business ready to work around these limitations with custom development, or would a more configurable platform be a better fit? Are you prepared for how HubSpot’s evolving pricing tiers might impact your long-term budget? Download the Top CRM Software in 2025 report now to explore how HubSpot stacks up against the competition.



The 2025 Digital Transformation Report

Thinking of embarking on a ERP journey and looking for a digital transformation report? Want to learn the best practices of digital transformation? Then, you have come to the right place.

3. Zoho CRM

Zoho CRM has matured from a small business tool into a comprehensive platform capable of supporting large-scale service organizations. Its standout feature is the breadth of its application suite—offering everything from CRM to custom app development under a single flat-rate model. This approach makes it especially appealing to service-centric companies that don’t require deep financial integrations, as they can build and automate key business processes entirely within Zoho. The inclusion of Zoho Creator provides even more flexibility, enabling technical teams to rapidly deploy tailored applications and workflows without relying heavily on third-party tools.

That said, Zoho CRM does face limitations, particularly for multinational enterprises that require seamless global data handling or complex territory-based sales structures. Does your organization operate across multiple regions with strict data governance needs? Are you willing to invest in custom development to overcome Zoho’s narrower integration capabilities beyond its ecosystem? Download the Top CRM Software in 2025 report now to see whether Zoho CRM is the right fit—or if another platform offers a better balance of flexibility, scalability, and compliance readiness for your business.

2. Microsoft Dynamics CRM

Microsoft Dynamics 365 CRM continues to be a top choice for enterprises requiring a high degree of customization and scalability. Its strength lies in the ability to build robust, industry-specific workflows across sales, marketing, and service functions, supported by a deeply integrated Microsoft ecosystem. With advanced features like complex business object support and territory management, it’s well-suited for regulated industries and global organizations. However, deploying and maintaining multiple Microsoft apps within the platform demands architectural discipline, especially when these apps override core CRM objects and limit flexibility at the platform level.

Organizations with evolving CRM requirements must also weigh the trade-offs between customization freedom and long-term maintainability. Will your internal team be able to manage these complexities, or will you become overly dependent on third-party developers? Can your IT team handle the tighter object dependencies and integration constraints across apps and modules? Download the Top CRM Software in 2025 report now to see how Microsoft Dynamics 365 compares to other platforms.

Zoho CRM vs Microsoft Dynamics

1. Salesforce CRM

Salesforce remains the gold standard for enterprises seeking a deeply customizable and future-ready CRM platform. Its extensive data model supports a wide array of industries and business models, while its rich ecosystem offers pre-built solutions that simplify implementation and integration. Salesforce’s leadership in AI-driven automation and agentic capabilities sets it apart, empowering organizations to harness advanced analytics and predictive workflows. This robust product portfolio, combined with strong specialized capabilities—especially in telecom, media, and medical devices—helps Salesforce maintain its position as the top CRM platform in this year’s rankings.

However, the platform’s power comes with complexity and cost. Are you prepared to manage Salesforce’s sometimes challenging customization process and potentially steep learning curve? How will the investment in licensing and implementation balance against your organization’s CRM needs and budget? For sectors requiring close ERP collaboration, is Salesforce the best fit, or might another platform serve you better? Find answers to these questions and more by downloading the Top CRM Software in 2025 report now, and explore how Salesforce stacks up against the competition.

Final Words

As customer experience becomes increasingly critical to winning business, sales and marketing teams need more advanced CRM capabilities than ever before. A robust CRM system is vital for maintaining a unified view of customers throughout their entire journey, whether in pre-sales or post-sales stages. Without a centralized platform to manage workflows and interactions, staying competitive in today’s market can be a major challenge.

The CRM you choose has a direct impact on your overall enterprise architecture. That’s why it’s crucial to select a CRM that aligns well with your business model and supports your digital transformation goals. If you’re in the process of evaluating CRM solutions, be sure to weigh the factors mentioned here alongside insights from independent CRM experts. This guide is designed to help you narrow down the best options tailored to your organization’s needs.

Download the Full Report

FAQs

Top 10 Systems for Your Enterprise Architecture

Top 10 Systems for Your Enterprise Architecture

Enterprise architecture is more than a technical concept. But what is enterprise architecture? Think of enterprise architecture as the connected business systems that drive your operational processes with four primary perspectives. 1) business architecture, 2) process architecture, 3) data/information architecture, and 4) system architecture. Generally, most industries have two choices when building their architecture. They can either buy a system or build it themselves. But regardless of whether you buy or build, your enterprise architecture is equally important.

Top 10 Systems For Your Enterprise Architecture - List

Also, some people might feel that ERP might be the answer to all of their system issues. They might also feel that enterprise architecture is only relevant for larger companies. However, even ERP systems require a well-defined architecture around them. So, regardless of the organization’s size, the lack of architecture results in ERP implementation failure. As well as poor adoption of digital initiatives and unforeseeable business disruptions. Understanding the enterprise architecture and each system’s role is crucial for your digital journey. In this article, we have covered major systems that your architecture might need as you grow.


10. Project Management

  • Which companies need to include PM as part of their enterprise architecture? In general, your enterprise architecture may not require project management software unless you execute these projects for your core business operations. For example, the ad-hoc engineering projects executed to improve processes or a CapEx building would not be part of your enterprise architecture. In other words, they can remain siloed. As far as the scope of enterprise architecture goes, these projects are applicable to businesses that sell them as their core offerings. These businesses include marketing agencies, defense contractors, sign manufacturers, or construction supply manufacturers.
  • Why do you need project management software? Generally, most project-centric organizations seem to be human-resources-driven. And these projects need to be estimated accurately and monitored throughout the process to avoid financial loss. So this is the core reason why PM software is critical for these organizations. 
  • Who needs to interact with project management software? Most commonly, these projects typically serve many different stakeholders. It could include the subject matter experts or individual contributors. It could also include project managers, estimators, and financial executives interested in the financial health of the project. 
  • Which capabilities do you need in the project management software? Typically, the capabilities crucial in project management software include resource scheduling, project governance, procurement, and timesheet management. You might also choose to go for packages such as timesheet software vs. project collaboration software.
  • What are the different options for project management software? Generally, there are two choices for project management software. For example, it can be standalone software or integrated with financials. In the startup phase, you might be OK with keeping it standalone. But as your project volume and scheduling complexity grow, you might need an option natively integrated with your financials.

9. Data Warehouse/Data Lake

  • Which companies need to include data warehouses as part of their enterprise architecture? Generally, most SMB companies might not include a data warehouse in their architecture. Because the operational systems crucial for their workflow take priority. However, once you have multiple systems in your architecture and struggle to get 360 degrees of your business due to the disparate data sources, you might need to include it in your architecture.
  • Why do you need data warehouse software? Typically, companies require a data warehouse when they need to consolidate insights from multiple systems, external or internal. Moreover, the drivers for data warehouses could be regulatory or forecasting. As well as for enabling decision support systems. It can also help them with historical data that is unavailable through their operational systems. Historical data typically gets lost when operational systems are replaced.
  • Who needs to interact with data warehouse software? In general, there are several stakeholders for data warehouse software. But the primary consumer would either be a BI tool. Or data scientists who might further augment the data and feed it back to the BI tool.
  • Which capabilities do you need in the data warehouse software? Depending upon the use case, several technologies are available to build a data warehouse or lake. But the most basic ones would be a separate data store. As well as ETL technology to move data nightly. The ETL technology helps avoid the impact on the operational performance due to the overhead exerted by the ETL pull.
  • What are the different options for data warehouse software? Generally, there are numerous technologies available to build data warehouses. But the easiest one would be to rent data warehouse capabilities, available through major cloud providers such as Azure, AWS, or GCP.

8. Business Intelligence (BI, S&OP, CPM, and ODP)

  • Which companies need to include business intelligence as part of their enterprise architecture? Typically, companies need business intelligence systems such as S&OP, CPM, and operational data platforms. They need it when they might have business performance issues such as inventory, cash flow, or waste in the manufacturing process. However, these systems are often siloed in SMB organizations unless offered pre-integrated with the ERP, etc. But as the complexity of your architecture and systems increase, you might need to integrate them.
  • Why do you need business intelligence software? Mostly, these analytical systems have pre-built workflows. These workflows can augment your datasets or allow additional dimensions such as seasonality to be added. They might also provide you with insights that might be harder with operational systems. It might be harder due to the rigidness of their data structure and impact on operations. In general, the role of business intelligence is to provide interactive analytics from data that you may have in your data warehouse.
  • Who needs to interact with business intelligence software? The consumers of business intelligence software are typically business users who need additional insights and KPIs for their workflow.
  • Which capabilities do you need in the business intelligence software? Generally, the main capabilities required in business intelligence software would be interactive analytics. And the analytical workflows to facilitate collaboration among business users.
  • What are the different options for business intelligence software? Typically, several options are available, with some offering their internal data store for the temporary storage of interim datasets. And the options could also be function specific. For example, a separate tool might be available for S&OP. Or the tool may offer connected planning as part of the suite.

7. Integration Technologies

  • Which companies need to include integration technologies as part of their enterprise architecture? Unless you have siloed systems or maintain everything in one system without additional channels, you may require an iPaaS. On the other hand, workflow collaboration would be an additional layer on top of the core operational architecture. You need it to enable master data control and ad-hoc workflows. Generally, Workflow collaboration tools don’t impact the enterprise architecture as much unless they are overused or overengineered.
  • Why do you need integration technologies? Essentially, integration technologies allow you to keep all your integration code in one place. Without an iPaaS, your choice would be to keep the integration code inside the source or destination system. And due to the additional overhead required, this choice may be more expensive to maintain over time. They might also be prone to bugs as the source and destination systems upgrade their interfaces. Additionally, the integration technologies allow safeguards if systems operate at different speeds.
  • Who needs to interact with integration technologies? Mainly, the integration technologies are used by developers or admins who need to ensure that integration flows work as expected.
  • Which capabilities do you need in the integration technologies? In general, the integration technologies must support various integration patterns such as HTTP, FTP, or Queue-based. It must also allow building an orchestration layer to transform and massage data in different formats.
  • What are the different options for integration technologies? Generally, there are several options available depending on the budget and capabilities. For example, if the company doesn’t want to utilize an iPaaS, they might host integration code in their existing data center or write it inside the source or destination system.

6. Manufacturing Software/MES

  • Which companies need to include manufacturing software as part of their enterprise architecture? Typically, These systems are applicable to manufacturing companies. They might use a separate MES system or a collection of tools that might serve a similar function as an MES. They also need a MES system if they have real-time integration with machines. We also need to collect and process operational data to optimize shop floor workflow. On the other hand, CAD, engineering, and R&D software typically have minimum impact on the enterprise architecture. The only cases where they might have an impact are when they need to be integrated with the operational flow to minimize data entry.
  • Why do you need manufacturing software? Since the shop floor is the primary cost driver for manufacturing companies, they need different tools to improve shop floor productivity. As the maturity of the shop floor and the order volume increase, they might need to integrate their shop floor technologies more.
  • Who needs to interact with manufacturing software? Typically, the primary stakeholders are plant floor users, supervisors, and manufacturing executives who need them for their operational workflow. 
  • Which capabilities do you need in the manufacturing software? In general, the shop floor capabilities might include scheduling and in-process inspections. As well as real-time integration and control of the machines, and engineering and R&D workflows.
  • What are the different options for manufacturing software? Mostly, the options could be siloed manufacturing software if your accounting function is completely siloed and disconnected from operations. It could also include an MES in conjunction. With an ERP, or a standalone manufacturing ERP (depending upon the company’s operational complexity).

5. Supply Chain Software (P2P, WMS, and TMS)

  • Which companies need supply chain software? It would depend upon your business model. If you have an extremely busy warehouse, WMS might be the first system you might introduce even before an ERP system. As the complexity of your business grows and order volume increases, you will be adding several specialized systems to your enterprise architecture, including TMS and P2P. Generally, systems such as strategic sourcing may not have as much impact on the enterprise architecture and can remain siloed.
  • Why do you need supply chain software? Most ERP systems may not be as efficient for warehouse or transportation operations. For example, suppose the out-of-the-box processes of ERP aren’t sufficient to meet the desired efficiency. Or integration requirements with warehouse equipment. In that case, you might need a specialized warehouse or transportation system.
  • Who needs to interact with supply chain software? Generally, the primary consumer of the supply chain systems would be warehouse operators and supervisors, logistics managers, and operations executives.
  • Which capabilities do you need in the supply chain software? The capabilities could be as simple as barcode scanning, rate shopping, or full-blown supply chain control tower capabilities to monitor the entire supply chain.
  • What are the different options for supply chain software? You have several options for supply chain management, with some software offering end-to-end traceability, including any exceptions as goods move through the supply chain. However, as the system complexity increases, you might need to select a specialized system for each area of the supply chain where you might have the most issues in your processes.

4. Human Capital Management

  • Which companies need to include human capital management as part of their enterprise architecture? Most companies start with essential payroll software that might be clubbed with an accounting system. However, as the number of employees grows in the organization and depending upon the criticality of human resources and compliance needs, you might need a specialized HCM system. The HR and HCM systems can remain siloed for SMBs as they don’t impact the enterprise architecture much. However, the integration may be required if you have HCM processes embedded as part of your operation flow, such as sales comp calculation.
  • Why do you need human capital management software? They need a specialized HCM system to meet each state and country’s compliance and reporting requirements. Generally, HR managers have one of the most complex recruiting, onboarding, and learning workflows, which drives the need for a specialized HCM system.
  • Who needs to interact with human capital management software? The primary consumers of the HCM systems are employees, HR managers, and finance executives. 
  • Which capabilities do you need in the human capital management software? The capabilities of an HCM system could include onboarding, training, skill development, performance management, and recruiting.
  • What are the different options for human capital management software? The options for HR and HCM could include simple payroll software or a full-blown HCM system to manage the needs of the entire HR department.


The 2025 Digital Transformation Report

Thinking of embarking on a ERP journey and looking for a digital transformation report? Want to learn the best practices of digital transformation? Then, you have come to the right place.

3. E-commerce and POS Platforms

  • Which companies need to include digital commerce as part of their enterprise architecture? Most companies selling products or services through retail locations or virtually would require several tools to enable their sales process. For example, if the order volume is too low, they might process the orders directly in the ERP or accounting software. 
  • Why do you need digital commerce software? If digital is your primary customer acquisition channel, you need tools designed to be efficient for the channel. For example, a POS system is designed for faster processing at retail locations. eCommerce platforms, on the other hand, have several capabilities tailored to the needs of digitally-savvy customers.
  • Who needs to interact with digital commerce software? These tools are primarily used by the sales and marketing teams to interact with and find customers.
  • Which capabilities do you need in digital commerce software? At a minimum, you need a content and commerce management system that allows you to build a decent web presence and optimize the site for search engines. Then, you might have more robust needs, such as digital asset management and a digital experience platform. It will also provide a product information management system to support experiences such as buy-online-pickup-in-store and omnichannel.
  • What are the different options for digital commerce software? There are several options available depending upon the digital maturity of the organization. As you grow your digital presence and revenue, you will be including specialized software such as product information management or digital experience management.

2. ERP and Accounting Software

  • Which companies need to include ERP as part of their enterprise architecture? The companies need an ERP system when siloed systems become a bottleneck to their growth and require substantial admin efforts to enter data in multiple systems. Companies that might be below $10 million in revenue might be able to manage without a fully integrated ERP
  • Why do you need ERP software? The ERP systems are designed for a cross-departmental operational workflow where the alignment of multiple functions such as sales, finance, procurement, and operations is necessary to deliver goods and services timely. And the ERP systems offer cross-departmental insights and KPIs that would be inaccurate and require substantial efforts with siloed systems.
  • Who needs to interact with ERP software? Everyone who touches the operational core, including sales, operations, finance, and procurement, might interact with an ERP system. 
  • Which capabilities do you need in the ERP software? At a minimum, an ERP system could include sales order processing, AR, AP, GL, purchase order processing, cost accounting, manufacturing, and project management. ERP systems typically don’t have operational capabilities for HR, marketers, and sales. Instead, they might use specialized software that integrates with ERP, such as HCM or CRM, for their operational workflow.
  • What are the different options for ERP software? There are several options available as the maturity of an organization grows, starting from essential accounting software to full-blown ERP systems. These systems might be able to manage most operational workflows where departments might overlap financially.

1. Customer Relationship Management

  • Which companies need to include CRM as part of their enterprise architecture? The smaller companies start with a standalone CRM system to manage their customer interactions until the point of order processing. Then, as the order volume grows, the CRM must be integrated with the ERP and eCommerce systems
  • Why do you need CRM software? CRM systems manage the entire workflow for sales and marketers during the pre-sales process. It starts with marketing automation, lead follow-up, and opportunity tracking. As well as quoting, customer journey builder, and marketing spend tracking. And finally, sales planning and forecasting, as well as territory management, are important.
  • Who needs to interact with CRM software? The primary consumer of CRM software is sales and marketing teams.
  • Which capabilities do you need in the CRM software? When you start, a small CRM with primary lead distribution and account tracking capabilities may be sufficient. But as you grow, you need more advanced marketing automation, territory planning, and quote management capabilities.
  • What are the different options for CRM software? Several options are available, starting from standalone software for CRM and marketing automation. But as you grow, you will need at least the entire sales and marketing function to be integrated with at least light integration with the ERP system. 

Conclusion

With these systems, you are touching the surface of the complexity of enterprise architecture. As the technologies mature and operational complexity increases with ever-growing customer expectations, the enterprise architecture will likely play a more significant role in the enterprise system design.

So when you are looking at a new system next time, think about how the system might fit in the architecture. And what you need to do to ensure that the data integrity across your enterprise architecture is maintained. And hopefully, this post has given you some insights into how each system fits into the digital architecture.

FAQs

Top 10 Pharma ERP Systems in 2024

Top 10 Pharma ERP Systems in 2024

Specialized ERP systems for the pharmaceutical industry provide tailored features, outperforming generic alternatives that lead to longer implementation times. Crucially, pre-baked capabilities within the system’s data model prevent add-ons from struggling with version upgrades. Opting for pre-built pharma capabilities, such as managing multiple serial and lot numbers, boosts implementation success—features often lacking in smaller ERP systems designed for single serial or lot numbers. While sufficient for other industries, attempting to implement such embedded layers might derail implementations, with unintended consequences because of the intertwined nature of data dependencies.

While pharma-specific ERP systems provide deeper last-mile capabilities, their focus is likely to be limited to a few business models, posing scalability challenges for large companies in growth or acquisition phases. Predicting future needs is complex, especially for companies engaged in M&A cycles, owned by private equity, or part of a holding company structure. While larger solutions support various models, implementing compliance-specific features can be costly. Smaller systems may also encounter limitations in global applications due to flatter architecture.

Technical expertise alone is insufficient for pharma-specific compliance; deeper subject matter expertise is essential. This includes capturing NDC codes, managing both serial and lot numbers for the same product, and handling inventory based on expiring lots. Addressing data structure nuances is one challenge, but meeting aggressive traceability demands and DSCSA compliance adds another layer. Evaluating ERP systems for pharmaceutical needs is facilitated by exploring the top 10 pharma ERP systems, providing valuable insights.



The 2025 Digital Transformation Report

Thinking of embarking on a ERP journey and looking for a digital transformation report? Want to learn the best practices of digital transformation? Then, you have come to the right place.

Criteria

  • Definition of a pharma company. These companies in the pharma ecosystem include pharmaceuticals, biotechnologies, cannabis, and nutraceuticals. They might also have distributors, repackagers, dispensers, and manufacturers — companies of all sizes in this ecosystem.
  • Overall market share/# of customers. The higher the market share among pharma companies, the higher it ranks on our list.
  • Ownership/funding. The more committed the management to the product roadmap for the pharma companies, the higher it ranks on our list.
  • Quality of development. The more cloud-native capabilities, the higher it ranks on our list.
  • Community/Ecosystem. The larger the community with a heavy presence from pharma companies, the higher it ranks on our list.
  • Depth of native functionality for specific industries. The deeper the publisher-owned out-of-the-box functionality, the higher it ranks on our list.
  • Quality of publicly available product documentation. The poorer the product documentation, the lower it ranks on our list. 
  • The pharma industry market share. The higher the focus on pharma companies, the higher the ERP system ranks on our list.
  • Ability to natively support diversified business models. The more diverse the product, the higher it ranks on our list.
  • Acquisition strategy aligned with pharma companies. The more aligned the acquisitions are with the pharma companies, the higher it ranks on our list.
  • User Reviews. The deeper the reviews from pharma companies, the higher the score for a specific product.
  • Must be an ERP product. It can’t be an edge product like QuickBooks, Freshbooks, Xero, Zendesk, HubSpot, or Salesforce. It also can’t be an add-on owned by ISVs or VARs that sits on top of other accounting platforms.


ERP Selection: The Ultimate Guide

This is an in-depth guide with over 80 pages and covers every topic as it pertains to ERP selection in sufficient detail to help you make an informed decision.

10. Blue Link ERP

Blue Link ERP focuses on serving pharma distribution firms, ideal for those in the startup segment outgrowing QuickBooks with under $10 million in revenue. However, it lacks suitability for large pharma companies or those requiring extensive manufacturing capabilities. Without significant updates recently in its portfolio, it still maintains its rank at #10 on our top pharma ERP systems list.

Strengths:
  1. Deep Last-Mile Capabilities for Pharma Companies. The biggest strength of Blue Link ERP would be its last-mile functionality. These capabilities include suspicious drug monitoring, CSOS and ARCOS reporting, and TI/TS/TH transmission via EDI. 
  2. DSCSA Compliance Subject Matter Expertise. The other strength of Blue Link ERP includes its subject matter expertise and its involvement with the DSCSA community. It also includes continuous updates of their product as regulatory compliance changes regarding the data elements.
  3. Decent Technical Architecture. The final strength of Blue Link ERP would be its technical architecture, especially when you compare it with the other products in this category. For example, comparable products use a file-based database. However, Blue Link ERP contains a Microsoft SQL Server database.
Weaknesses:
  1. Not Suitable for Pharma Manufacturers. Pharma companies that need heavy manufacturing capabilities and distribution might find it limiting. 
  2. Smaller Ecosystem and Publisher’s Financial Position. The other weakness of Blue Link ERP includes a smaller talent ecosystem. It also includes its financial standing as it is not backed by a private equity firm or a corporate investor. 
  3. Only Suitable for Smaller Pharma Companies. Blue Link ERP is not meant for companies that will be in revenue of over $10 million.

9. SAP S/4 HANA

SAP S/4 HANA caters to larger pharma enterprises, excelling in the large enterprise segment or adopting a best-of-breed approach for diversified capabilities. Its key strength is accommodating various global pharma business models within one database, but it may lack deep last-mile capabilities, relying on ISV solutions or elongating implementation times. While this reliance can be cost-prohibitive for SMB pharma companies, it aligns with the best-of-breed architecture needs required by large pharma companies, essential for transactional decoupling and accommodating diverse departmental needs. Despite these considerations, it maintains its position at #9 on our list of the top pharma ERP systems.

Strengths
  1. Superior Financial Control and Governance for Large Pharma Companies. Superior financial traceability and the SOX compliance support required for large, publicly traded companies.
  2. Ability to Support Diversified Business Models. Supports diversified business models whether you are a re-packager, assembler, dispenser, medical device, drug manufacturer, or any of their combinations.
  3. Solid Best-of-Breed Options. The availability of best-in-class, best-of-breed products such as CallidusCloud for CPQ, SAP EWM for warehouse and TMS capabilities, and SAP Hybris for e-commerce for larger pharma companies.
Weaknesses
  1. Limited Last-mile Functionality for DSCSA compliance. Limited last-mile functionality for DSCSA compliance, which might be pre-packaged with the smaller specialized pharma ERP systems on this list.
  2. Overbloated Financial Control Processes. Overbloated financial control processes, such as compliance, allocation, and approval flows, are only necessary for large organizations.
  3. Not Fit for Smaller and Mid-size Pharma Companies. The SMB pharma companies would find SAP S/4 HANA overwhelming and run the risk of implementation failure because of the efforts required to test and simplify the processes needed for smaller companies.

8. Oracle Cloud ERP

Oracle Cloud ERP, much like SAP S/4 HANA, targets larger pharma enterprises, excelling in the large enterprise segment or adopting a best-of-breed approach for diversified capabilities. Its strength lies in accommodating global pharma business models within one database, though it may lack deep last-mile capabilities, often relying on ISV solutions or extending implementation times. Unlike SAP S/4 HANA, Oracle Cloud ERP boasts higher penetration in the pharmaceutical verticals due to its existing install base with JD Edwards. The friendly data model and higher win rate make it a preferred choice. Aligned with the best-of-breed architecture, crucial for transactional decoupling, it secures its position at #8 on our list of the top pharma ERP systems.

Strengths:
  1. Deep ERP Capabilities for Large Pharma Companies. Robust core ERP features such as international trade management and supply chain planning.
  2. Talent Ecosystem and Well-adopted Product. It is one of the most adopted products and has very large communities of consultants to build custom pharma-specific functionality.
  3. Ability to Support Diversified Business Models. Rich product model, and can natively support many distribution and manufacturing processes such as process or discrete. 
Weaknesses:
  1. Limited Last-mile Functionality for DSCSA compliance. Limited last-mile functionality for DSCSA compliance, which will require an add-on or custom development.
  2. Overbloated Financial Control Processes. Overbloated financial control processes are needed for larger companies but might be overwhelming for smaller companies.
  3. Not Fit for Smaller and Mid-size Pharma Companies. Finally, the SMB companies would struggle to relate to the product due to the over-bloated approval flows, allocation, commitment, and financial control processes. 

7. Aptean ProcessPro

Aptean ProcessPro focuses on SMB process manufacturers, including the pharmaceutical sector, tailored for those with significant manufacturing needs. Ideal for companies with heavier manufacturing, it may not suit those with diversified business models, especially in private equity or holding company structures. However, it can serve as an effective subsidiary-level solution for large pharma companies, particularly if the subsidiary operates independently. Unsuitable for businesses with diverse manufacturing needs, it secures its position at #7 on our list of the top pharma ERP systems.

Strengths
  1. Deep Process Manufacturing Capabilities. Including formulation management and batch manufacturing. 
  2. Financial Stability of a Private Equity Company. The financial backing of the publisher as it is backed by one of the largest private equity companies.
  3. Deeper ERP Capabilities than Smaller Pharma ERP Systems. Much bigger product than some of these specialized ERP systems, such as Blue Link ERP or Deacom, with more profound manufacturing and supply chain capabilities similar to Netsuite, Acumatica, or Sage X3.
Weaknesses
  1. Legacy Interface. Because it has not received the same attention in the Aptean portfolio as some other products, such as Aptean Ross.
  2. Smaller Ecosystem. The adoption and the smaller ecosystems to get support for the product if you are not happy with the support provided by Aptean.
  3. Last-mile Functionality for DSCSA Compliance Not as Strong. Finally, its DSCSA compliance capabilities may not be as strong as the specialized pharma ERP systems such as Blue Link ERP or Deacom.

6. SYSPRO

SYSPRO targets small food and beverage companies, Including smaller pharma distributors. Especially suitable for smaller pharma companies with diversified business models due to its native support for discrete and process manufacturing capabilities. Not as suitable for large pharma companies with multiple entities and a presence in multiple countries. It might be a great fit as a subsidiary-level solution for smaller entities if they are relatively independent in the holding company structure. Despite these considerations, it still maintains the rank at #6 on our list of the top pharma ERP systems.

Strengths
  1. Support for Formulation Management Capabilities. Built as part of the product.
  2. Ability to Support Diversified Business Models.  Accommodates several different business models for smaller drug manufacturers, distributors, repackagers, or laboratories that might produce drugs and devices both.
  3. Supply Chain and Finance Capabilities. Deeper supply chain and finance capabilities than its peers, including a robust unit of measure support, bin number capabilities, inventory valuation methods, and costing layers.
Weaknesses:
  1. Only Suitable for Smaller Pharma Companies. Not a fit for larger companies with multiple entities and presences in multiple countries. Its design can’t allow data sharing between entities.
  2. Limited DSCSA Compliance Functionality. Not as robust with its support for pharma-specific functionality, especially DSCSA compliance. As a result, it may require add-ons or custom development that might be prepackaged with pharma-centric ERP such as Blue Link ERP or Deacom.
  3. Technical Issues with the Product. While the product has come a long way in moving away from a file-based data structure to a more reliable SQL-based data store, the users report errors with the product. And the product is not as mature as some of the other leading vendors on this list.

5. ECI Deacom

ECI Deacom targets small process manufacturing companies that might be eCommerce and DTC heavy with pharma being a key vertical for them due to its product alignment. Not the best fit for companies with revenue of more than $10 to $20 million due to its limited finance and ERP capabilities.Recent updates? No relevant announcement that will directly benefit companies in the pharma industry. But it still maintains the rank at #5 on our list of the top pharma ERP systems.

Strengths
  1. Deep eCommerce and DTC Capabilities. E-commerce and DTC-related features built as part of the product, such as route accounting and proof of delivery.
  2. Deep Last-Mile Capabilities for Pharma Companies. The pharma-specific capabilities that can support both distributors and manufacturers, such as master lot numbers, formulation and pre-formulation management, and weight measurement during the quality processes.
  3. Financial Backing of Private Equity and Technical Architecture. Deacom has an SQL-based data store and a more modern interface.
Weaknesses
  1. Only Suitable for Smaller Pharma Companies. Only suitable for smaller pharma companies with less than $20 million in revenue due to its limited financial and inventory control functionality.
  2. Ability to Support Diversified Business Models. It’s primarily a process manufacturing product and would struggle with companies that may require both discrete and process manufacturing support.
  3. Weaker Supply Chain and Finance Capabilities. While the operational and e-commerce capabilities are strong with Deacom, the Supply Chain and finance capabilities are weaker with limited pricing and discounting options, inadequate UoM support, and leaner costing layers for larger pharma companies.

4. QAD

QAD targets upper mid-large pharma manufacturing companies. Especially suitable for companies with the need for deeper operational functionality than the larger products such as SAP S/4 HANA or Oracle Cloud ERP. Not so suitable for the smaller pharma companies as they will find it overwhelming. Recent updates? No relevant announcement that will directly benefit companies in the pharma industry. But it still maintains the rank at #4 on our list of the top pharma ERP systems.

Strengths
  1. Ability to Support Diversified Business Models. QAD’s data and product model allow it to serve various pharma industries with the combination of discrete and process manufacturing business models such as drug, device, and diagnostic tests. 
  2. Process Manufacturing Capabilities. Includes process and discrete manufacturing capabilities, which is an advantage compared to other similar products.
  3. Rich ERP Capabilities to Support Mid- to Large- Pharma Companies. Has deep international trade management and Supply Chain capabilities, which gives QAD an edge over its larger peers as QAD will have deeper operational functionality for pharma along with these capabilities geared for larger manufacturing companies.
Weaknesses
  1. Technical Architecture. It still uses a legacy programming language and is not hosted on mainstream cloud providers’ infrastructure, so finding support for QAD could be a concern.
  2. Primarily Targeted for Discrete Manufacturing Verticals. QAD is a discrete manufacturing product, even though it targets process manufacturing. So, the pharma manufacturers and distributors may not receive as much attention from QAD as discrete manufacturers.
  3. Talent Ecosystem. The talent ecosystem is not as prolific as SAP S/4 HANA or Oracle ERP Cloud. And because of that, you might struggle to find support if you are not happy with the support from QAD.

3. Microsoft Dynamics 365 Business Central

MS Dynamics 365 BC targets SMB pharma distributors. And it’s especially suitable for pharma companies that require depth in supply chain and distribution processes, along with the platform’s flexibility to build last-mile functionality. However, it’s not suitable for larger companies or pharma manufacturers as it does not have the formulation management capabilities to support process manufacturing. Recent updates? No relevant announcement that will directly benefit companies in the pharma industry. But we have upgraded the rankings of MS BC substantially this year due to the quality of add-ons available to support the pharma industry. And now it ranks at #3 on our list of the top pharma ERP systems.

Strengths
  1. Availability of several add-ons with deep pharma capabilities. The biggest plus for MS BC is its ecosystem and add-ons from highly credible companies that could provide similar capabilities as Blue Link ERP or Deacom.
  2. Native support of packaging serial numbers with lot numbers. MS BC offers a rich data model with capabilities such as support for multiple lots and serial numbers to support the scenarios of NDC and packaging serial numbers. 
  3. Deep supply chain and bin allocation capabilities. MS BC has native capabilities to support pharma distributors with multiple warehouses, centralized and decentralized supply network needs, multiple hierarchies of bins, and rich UoM support.
Weaknesses
  1. It would require an add-on for DSCSA compliance. It would require an add-on or custom development for DSCSA compliance, such as suspicious drugs or TS/TI/TH reporting.
  2. Does not have native support for formulation management. MS BC doesn’t natively support formulation management, a severe limitation for pharma distributors heavy in R&D and production.
  3. Not suitable for pharma manufacturers. Limited manufacturing capabilities with lighter assembly-centric manufacturing.

2. Microsoft Dynamics 365 Finance & Operations

Like Oracle ERP Cloud, Microsoft Dynamics 365 Finance and Operations targets larger pharma companies with revenue over a billion dollars and 1,000 employees. It is not suitable for smaller to medium-sized manufacturers and distributors. Recent updates? No relevant announcement that will directly benefit companies in the pharma industry. But we have upgraded the rankings of MS Dynamics 365 F&O substantially this year due to the quality of add-ons available to support the pharma industry. And now it ranks at #2 on our list of the top pharma ERP systems.

Strengths
  1. Deep ERP Capabilities for Large Pharma Companies. First, it is among the largest ERP products and has deep core ERP capabilities like SAP S/4 HANA and Oracle Cloud ERP, with a large majority of functionalities available in its cloud version.
  2. Ability to Support Diversified Business Models. Second, F&O has a rich product model to support diversified manufacturing and distribution businesses, including process and discrete manufacturing capabilities needed for larger pharma companies with several divisions with different focuses.
  3. Pre-integrated Best-of-breed Options. Finally, the F&O product also comes pre-packaged and pre-integrated with the MS Dynamics 365 CRM, known for its tight data model and transactional data integrity to support the territory planning for controlled substances.
Weaknesses
  1. Limited Last-mile Functionality for DSCSA Compliance. Might require an add-on or custom development to support pharma-specific compliance and regulatory processes. 
  2. Overbloated Financial Control Processes. Overbloated financial control processes, such as compliance, allocation, and approval flows, which are only necessary for large organizations.
  3. Not Fit for Smaller and Mid-size Pharma Companies. Finally, SMB pharma companies would find the product overwhelming and run the risk of implementation failure because of the efforts required to test and simplify the processes needed for smaller companies.

1. Sage X3

Sage X3 targets upper-mid to large pharma companies with less than $1B in revenue that seek a replacement for other larger products due to their weaker operational support and overwhelming workflows. Not as suitable for the smaller pharma companies that will have revenue under $50 million or the larger companies with a presence in more than 10-15 countries. Recent updates? No relevant announcement that will directly benefit companies in the pharma industry. But it still maintains the rank at #1 on our list of the top pharma ERP systems.

Strengths
  1. Great Alternative for Large Pharma Companies. Designed for process and food and beverage manufacturing and distribution. As a result, it provides far deeper functionality for large pharma companies out of the box.
  2. Designed for Process and Food Manufacturing Companies. Its product and operational processes are designed for process manufacturing companies with deep support for features such as product families.
  3. Great Ecosystem of Consultants for Pharma Validation. The ecosystem includes consulting companies with deep expertise in the Sage X3 product and validation procedures.
Weaknesses
  1. DSCSA Compliance May Require Additional Efforts. The pharma-specific capabilities might not be as robust as pharma-specific ERP systems. 
  2. Not Suitable for Smaller Pharma Companies. Its design could be overwhelming for very small pharma companies. It might not get as much value due to the configuration and integration requirements.
  3. Limited Pre-integrated Best-of-breed Options. Limited best-in-class best-of-breed options as SAP S/4 HANA or Microsoft Dynamics 365 F&O for additional capabilities that larger companies would require.

Conclusion

Pharma companies have involved operations and reporting needs, requiring ERP systems that have native support for the data model to meet the changing regulatory requirements. The ERP systems and vendors that don’t have pharma as their primary vertical would not be able to catch up with these demands and might require you to develop them yourselves.

Due to the financial and implementation risks associated with the development efforts, you need an ERP system designed to support most pharma processes natively. So, make sure that the ERP system you choose is designed for the pharma industry. Hopefully, this list, along with the expertise of independent ERP consultants, can help you narrow down some options.

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