My POV: Veeva or Salesforce? Why You Are the Real Winner

The Opportunity

There’s been a big industry conversation since last year: Which will come out on top—Veeva or Salesforce? The truth is, the winner should be you (i.e., the industry).

We’re in a once-in-a-decade scenario where these core infrastructure vendors want your business more than ever. In their quest to compete, they should be offering you the very best deal and the most compelling roadmap. So, don’t rush. Think about the big picture, negotiate, and position yourself to benefit from their competition.

Don’t Start with Features—Start with Vision

Instead of comparing features and roadmaps right away, consider your long-term enterprise vision:

• What kind of organization do you want to be in 3–5 years?
• Which capabilities will you need to get there?

Avoid “fear of missing out.” Some companies jumped on the Veeva train without a second thought—it might have worked for them, but that doesn’t automatically mean it’s right for you.

My Experience

I’ve spent time at Slalom, a long-time Salesforce partner, and I’ve also worked for Veeva. Here’s how I see the key differences:

1. Salesforce ≈ Google/Android: Highly customizable, flexible ecosystem.
2. Veeva ≈ Apple/iOS: Closed ecosystem, purpose-built for Life Sciences.
3. Veeva Focus vs. Salesforce Breadth: Veeva is dedicated solely to Life Sciences, which can be an advantage for industry-specific needs. Salesforce brings broad tech capabilities from other industries, which can spur cross-pollination of ideas.
4. Enterprise License Agreements (ELAs): Salesforce often offers ELAs, which can help with economies of scale. Veeva generally doesn’t. Their stance is that avoiding ELAs keeps them on their toes to innovate rather than relying on locked-in contracts.
5. Integrations: Salesforce has a wide range of integration options and partner ecosystems. Veeva’s integrations beyond its own stack can be limited and more expensive.
6. Consulting & Partner Ecosystem: Salesforce has numerous large SIs and ISVs. Veeva is more targeted and selective.

Despite these differences, both are best-in-class in their own areas. IQVIA’s partnership with Salesforce and the influx of new talent and funding within Life Sciences also factor in. But remember: both vendors sell a platform and want to lock you into their ecosystem, so whichever you choose think about the platform you are buying.

The Business Landscape Is Changing

We’re at the dawn of a GenAI/AI revolution that could fundamentally alter how we view SaaS. Just as laptops eclipsed PCs and SaaS overtook on-premise, we may soon see Agentic Business Software emerge—where chat interfaces, voice, and contextual interactions dramatically boost productivity. This could mean:

• Less need for manual system operations as software agents handle tasks.
• Faster development and cheaper production, opening the door for more competition and potentially lower prices.
• A shift to value/outcome-based pricing, because these next-gen systems have the data to attribute results more directly.

So, when planning for Salesforce or Veeva, don’t just solve yesterday’s problems. Consider tomorrow’s—and watch out for new players who might offer leaner, AI-driven solutions at competitive prices. If you’re a newer biotech company just starting out, for instance, a custom CRM could actually be enough.

Timing Is Everything

Given all this change, take your time. The window of opportunity is wide open, and you’re in the driver’s seat, evaluate what’s your organization window of opportunity is and evaluate all options. Veeva and Salesforce is the box we have been familiar with, we need to step out of the box and see what’s the right choice.

In five years, the Life Sciences CRM landscape will look different—more diverse, more competitive, and driven by AI. Both Salesforce and Veeva will have to adapt, but so will you.

Final Thoughts

If you’re feeling overwhelmed, remember: You hold the power. Take advantage of this competitive moment, think strategically about where your organization is headed, and evaluate how any CRM solution—Salesforce, Veeva, or otherwise—maps to that future.

Enjoy the ride!

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