Veeva CRM to Vault CRM Migration: Technical Playbook for IT Teams

Executive Summary

The life sciences industry is undergoing a strategic shift in customer relationship management (CRM) technology. Veeva Systems – long-established as the default CRM provider for pharmaceutical, biotech, and medical companies – has announced the launch of Vault CRM, a new-generation CRM application built on Veeva’s proprietary Vault platform (^[1]) (^[2]). Vault CRM is explicitly tailored for the complex, highly regulated life sciences environment, incorporating advanced features such as integrated multichannel content management and embedded “agentic” AI to boost field productivity (^[3]) (^[4]). In October 2025, Veeva reported that over 100 customers including industry leaders (e.g. GSK, Roche, Bayer, Shionogi, Bristol-Myers Squibb) were already live on Vault CRM (^[5]) (^[6]). Major biopharma companies have publicly committed to move to Vault CRM – for example, GSK announced a global migration to Vault CRM as “a clear next step” in its digital strategy (^[6]), and Roche has begun a full global rollout (^[7]). This migration follows Veeva’s 2022 announcement of a “split” from Salesforce (end-of-life for Veeva’s legacy Salesforce-based CRM by 2030), making migration or replacement a strategic imperative for all existing Veeva CRM users (^[2]) (^[8]).

This technical report serves as an in-depth playbook for IT teams tasked with migrating from Veeva CRM (classic) to Vault CRM. We begin with historical and industry context, summarizing the motivations for the shift and the competitive landscape. We then detail the key differences between the legacy and new platforms – in architecture, data model, user interface, and features – which have critical implications for migration. This includes differences in terminology (Vault uses a “_v” suffix on objects instead of “_vod” used by the Salesforce-based CRM), supported data types, and integration patterns (^[9]) (^[10]).

Next, we provide a step-by-step migration roadmap. This covers project planning (stakeholder engagement, system audits, and environment setup) all the way through to cutover. Important phases include: (1) current-state assessment and data audit; (2) business-process definition and functional gap analysis; (3) data cleansing, mapping, and extraction; (4) deployment of a Vault CRM test environment and configuration of standard entities; (5) custom logic and integration redevelopment; (6) iterative testing (unit, system, and user acceptance) with GxP validation; and finally (7) go-live cutover and hypercare. Along the way, we highlight best practices (e.g. conducting thorough data quality reviews to avoid propagating legacy issues (^[11]), and engaging end-users early in testing) and common pitfalls (e.g. underestimating integration dependencies or treating the migration as a simple “lift-and-shift” (^[12]) (^[13])).

The report also includes case study insights and real-world examples. For instance, Shionogi’s field-technology director reported that the Vault CRM migration was “a seamless, relatively smooth process” owing to careful planning and strong vendor support (^[14]). Large-scale implementations at companies like Roche and Bayer illustrate the transition at enterprise scale: Roche’s Chief Digital Officer explains that Vault CRM’s AI-driven insights will enable “smarter, more connected commercial operations” to support healthcare professionals and patients (^[15]). We analyze these and other experiences to draw lessons on resource planning, organizational readiness, and change management.

Finally, we discuss the implications and future directions post-migration. Moving to Vault CRM has broad impacts: it enables tighter integration with Veeva’s Network (MDM) and Nitro (analytics) products, unlocks advanced AI agents for field activities, and positions companies for ongoing digital innovation (especially as Salesforce and other vendors intensify competition in life sciences CRM (^[8]) (^[4])). We conclude with recommendations for IT leadership on managing this transition, balancing technical complexity with compliance, and evolving CRM into a catalyst for commercial and medical operations.

Key findings and data points include: Vault CRM general release in Q2 2024, with most existing customers migrating between 2025–2029 (day of retirement September 2030) (^[16]) (^[8]). Over 100 companies are live on Vault CRM as of 2025 (^[5]). Lifecycle management best practices stress rigorous data cleansing (estimates suggest ~30% of CRM records may be outdated or duplicates (^[11])) and comprehensive validation of integrations. Early adopters emphasize no field-disruption and user-facing continuity: for example, mobile users see the same UI, while web users retrain on nuanced navigation changes (^[9]) (^[17]). This report synthesizes vendor documentation, consultant guides, and case study evidence (with extensive source citations) to equip IT teams for a successful migration project.

Introduction and Background

Veeva Systems has been the preeminent CRM provider for life sciences for nearly two decades.Since its founding in 2007, Veeva CRM (originally built on Salesforce) achieved widespread adoption by pharma and biotech companies, often reported as capturing roughly four-fifths of the market (^[1]). Its appeal was built on industry-tailored features: prebuilt compliance workflows (to satisfy FDA/EMA validation and GxP requirements), embedded HCP/prescriber data (via OpenData), sample management, territory planning, and other functionalities purpose-designed for field sales and medical teams (^[1]). Major biopharmas (Pfizer, Novartis, Roche, etc.) built their commercial models around Veeva’s ecosystem through the 2010s.

However, the life sciences CRM landscape has evolved. Whereas early versions of Veeva CRM focused on enabling regulated reps to digitize calls and share promotional content, newer expectations call for omnichannel engagement, unified data management, and AI-driven insights. For example, organizations now require their CRM to seamlessly integrate digital (email, web meetings) and in-person channels, coordinate across commercial and medical affairs, and provide predictive analytics for targeting and trigger-based marketing. External pressures — such as rising data privacy regulations and the need to treat customer data as a global asset — also demand a more flexible, holistic platform. Salesforce itself responded by introducing Salesforce Life Sciences Cloud and the next-generation Agentforce AI assistants (under its GenAI platform) for life sciences, promoting a comprehensive ecosystem including partners like IQVIA (^[18]).

In parallel, Veeva decided to move its flagship CRM “off Salesforce”. In 2022-2023, Veeva announced a strategic “divorce” from the Salesforce platform (^[2]). The upshot is that the legacy Salesforce-based Veeva CRM will reach end-of-life by 2030. New Veeva customers have been onboarded directly into the new platform since early 2024, and existing accounts are slated for phased migration. Veeva’s official press and investor releases describe Vault CRM as “a next-generation CRM built on the Vault Platform, designed specifically for the life sciences industry” (^[2]). They emphasize continuity: Vault CRM will encompass all the functionality of the old CRM plus new AI and omnichannel features, and much of the data and metadata will translate one-to-one (objects like Account, Contact, Call, etc.) (^[10]) (^[4]).

The driver for this move, as Veeva executives explain, is to overcome the limitations of building on Salesforce. Under the Salesforce model, Veeva’s release cycles and technical architecture were constrained by Salesforce’s underlying stack (Apex code, Lightning UI, and multi-tenant architecture). By contrast, the Vault platform (originally developed for Veeva’s regulated content and quality apps) is Java-based, affords finer security controls, and resides fully under Veeva’s control (^[10]) (^[4]). In launching Vault CRM, Veeva cited the ability to rapidly embed agentic AI assistants (e.g. the Pre-Call, Voice, and Free-Text AI agents) and to integrate tightly with its data cloud (Nutri-Vault analytics, Network MDM) as key benefits (^[3]) (^[19]).

Industry analysts have noted that many pharma companies are viewing 2030 not as a distant cliff but as a deadline driving immediate action (^[20]). The consensus guidance is to start migrating early (mid-2020s) to avoid bottlenecks (^[21]). By delaying, companies risk losing access to scarce integration and consulting resources, and falling behind in AI/automation capabilities expected in modern CRM platforms (^[21]) (^[22]). In short, the shift to Vault CRM is both a technology upgrade and a broader commercial transformation — centralizing customer data, standardizing processes, and enabling smarter engagement.

Scope of this Report

This report focuses on the technical aspects of migrating from Veeva CRM (the legacy Salesforce-based solution) to Veeva Vault CRM. It is intended for IT teams, project managers, and architects who will plan and execute the migration. Key topics include:

• Historical context and rationale: Why Veeva CRM is changing, market pressures, and the expected timeline for migration.
• Platform contrasts: Detailed comparison of Veeva CRM vs. Vault CRM in terms of architecture, data model, features, and compliance.
• Migration strategy and preparation: Project planning, impact assessment, stakeholder alignment, data audits, and readiness checklists.
• Execution steps: Specific technical tasks for data migration, configuration deployment, custom code rebuilding, integration reimplementation, and validation.
• Challenges and mitigation: Common pitfalls (data quality, integration breaks, business process gaps) and best practices (thorough testing, change management) (^[12]) (^[13]).
• Case studies and testimonials: Insights from early adopters (Shionogi, GSK, etc.) and learning from simulation exercises.
• Implications and future outlook: How Vault CRM sets the stage for advanced analytics and AI in commercial operations, and considerations for maintaining agility post-migration.

Each claim and recommendation is backed by documentation from Veeva (product guides, press releases), industry analyses, and published case examples, using inline citations (^[6]) (^[16]) (^[20]). Analytical observations draw on data (e.g. adoption counts, survey statistics) where available. The tone is technical and professional, aligned to a research report format.

Evolution of Veeva CRM and Rationale for Migration

Legacy Veeva CRM on Salesforce

Veeva CRM’s roots lie in a 2007 partnership with Salesforce, which provided the cloud infrastructure for a pharma-specific CRM. Over time, Veeva augmented Salesforce’s standard data model with life sciences entities (e.g. Samples, ActivityCapture, Survey2, etc.) and regulatory controls. This approach brought ease of deployment for customers: typical Veeva CRM implementations leveraged Salesforce’s declarative tools and Apex code, letting companies quickly stand up compliant call-reporting, territory management, e-detailing, and marketing modules. As one industry review notes, “for many years, [Veeva] was the default CRM for regulated medical and scientific engagement” (^[1]). By the early 2020s, Veeva reported that the vast majority of top biopharma firms were on their platform, effectively making Salesforce+Veeva the de facto stack for pharma commercial operations.

However, several limitations became evident over time. Salesforce’s multi-tenant architecture and upgrade process constrained how Veeva could innovate. For example, “Salesforce’s update cycles and customization model (Apex code, Lightning) restricted Veeva’s agenda,” observed Clarkston Consulting (^[23]). Major new capabilities – such as integrating an AI engine across the CRM or uniting CRM with enterprise analytic warehouses – would require workarounds or compromise. Moreover, operating both Salesforce and Veeva Vault (for content and QMS) meant duplicate platform management for customers who needed both. The fragmentation also affected data continuity: while Salesforce’s ecosystem is robust, life sciences organizations accumulated multiple siloed systems.

Drivers for Moving to Vault CRM

In response, Veeva decided to bring CRM onto its Vault Platform (which already underpins Veeva’s content and quality suites). This Vault pedigree carries several intended advantages:

• Unified ecosystem: Vault CRM natively integrates with Veeva’s Network (global master data hub) and Nitro (analytics workspace) – eliminating gaps between customer data, content authoring, and insights. For example, Vault CRM data can be analyzed in Nitro without cross-cloud ETL, and accounts/HCPs flow through Network bridges (^[3]) (^[24]).
• Embedded AI and omnichannel: Veeva can now build AI agents (e.g., language, scheduling, voice control) directly into CRM workflows (^[19]). Indeed, Vault CRM ships with a built-in multichannel “Service Center” for call center and inside sales, and Veeva has announced an AI “Vault CRM Bot” to assist reps in tasks like summarizing notes or drafting compliant messages (^[25]) (^[19]).
• Platform control and security: Vault allows Veeva to dictate release cycles and apply fine-grained access controls relevant to life sciences data (including eSignature and electronic audit trails) without relying on Salesforce’s model. Veeva emphasizes that existing mobile apps (iOS/Android) and much of the data schema will carry over, which should minimize disruption to field users (^[26]) (^[10]).
• Future mobility: By owning the full stack (storage, compute, UI), Veeva can optimize mobile and offline capabilities on Vault’s native mobile framework. Early messaging promises “the same look and feel” of the offline iPad app (^[17]).

Vendor and consultant analyses make clear that staying on the old Salesforce-based Veeva CRM is increasingly untenable. One study points out that “Veeva believes [Salesforce-based CRM] cannot provide enough value… [so] Veeva…made the decision to migrate its CRM offerings from Salesforce to a purpose-built CRM” (^[27]). Likewise, Veeva’s divorce from Salesforce was explicitly framed as providing a CRM “better tailored to the life science industry” (^[2]). Customers often face choice: adopt Vault CRM or move to other platforms (Salesforce’s new Life Sciences Cloud, IQVIA OCE, Microsoft’s Exeevo/Zaidyn, etc.) (^[28]) (^[18]). Early data suggest many are choosing to stay with Veeva: White papers and press releases highlight that “over 100 biopharma companies – including 20 global leaders” have committed to Vault CRM (^[29]), praising its industry focus and roadmap for AI.

Migration Timeline and Strategic Imperatives

Veeva and industry reports agree on a shared migration timeline (see Table 1 below). Vault CRM was made generally available in Q2 2024 (^[30]) (^[8]). New Veeva customers since then are onboarded directly to Vault CRM rather than the legacy system (^[16]). Existing Veeva CRM customers will transition in cohorts, with early migrations starting in 2025 and the bulk of migrations occurring from 2026–2029 (^[16]). The formally stated goal is “all customers on Vault CRM by 2030,” at which point Salesforce-based CRM support will end (^[31]). Note that throughout 2024, the legacy CRM was put into a “stabilization” mode (no major new features after Dec 2023) (^[32]), explicitly to prevent disruption while customers plan their move.

(^[33]) (^[16]) (^[8])

Table 1: Vault CRM migration timeline (phased roll-out based on Veeva announcements and analyst reports) (^[16]) (^[8]) (^[31]).

Industry experts stress that waiting until 2029 to start is too late. In an advisory note, Epista warned that treating 2030 as a distant deadline is a “dangerous illusion,” because vendor and partner capacity for implementation becomes saturated by the mid-2020s (^[20]). Early adopters (those currently moving in 2025–2026) benefit from priority access to Veeva and partners for support, and also shape the roadmap through feedback (^[34]). Conversely, delaying the decision risks “a traffic jam” in later years with resource bottlenecks, plus lost opportunity to gain experience with the new capabilities (especially AI) now (^[20]).

In summary, the migration to Vault CRM is not merely an optional upgrade but a strategic imperative. It represents a once-per-decade overhaul of CRM infrastructure in life sciences. Getting it right will secure compliance continuity and set the foundation for next-generation customer engagement; getting it wrong (or too late) could disrupt commercial operations and trail behind competitors. This report thus concentrates on the technical path to ensure a smooth, validated, and minimally disruptive transition.

Key Differences Between Veeva CRM and Vault CRM

Migrating between these platforms requires understanding their fundamental architectural and data model differences. At a high level, both systems serve the same business domains (accounts, contacts/HCPs, calls/visits, orders/samples, etc.), but the underpinnings differ:

• Platform: Veeva CRM (legacy) was built on the multi-tenant Salesforce platform (Apex/Lightning framework, dependent on Salesforce’s metadata model) (^[10]). Vault CRM is a multi-tenant SaaS application on Veeva’s own Vault Platform (Java-based microservices、open REST APIs) (^[10]). All Vault CRM code, even for workflows and logic, runs on Veeva infrastructure, decoupled from Salesforce.

• Data Model & Naming: Veeva has largely kept the data schema consistent. Key standard objects (Account, Contact, Activity, etc.) exist in both with analogous fields. However, all API names have changed suffix: Vault CRM fields end in __v (for example Name__v), whereas Veeva CRM used __vod (e.g. Name__vod) (^[10]). This “data model continuity” was a deliberate design; for core objects the semantic mapping is one-to-one (^[35]). (Table Data Model in the Appendix outlines direct object and field correspondences.) Record IDs will change, but relationships (e.g. parent-child links) can be maintained. Custom objects in Veeva CRM will likewise appear in Vault CRM if recreated, though custom business logic will not migrate automatically.

• Terminology and UI: Many UI concepts are rebranded. For example, Salesforce Record Types become Vault Object Types, and Page Layouts in Salesforce correspond to a combination of Vault Section Attributes and App Sections/ZVOD fields (^[36]). Permission Sets remain similar, but Vault adds the notion of Security Profiles (to control object-level access in the Vault way) in place of Salesforce Profiles. (^[37]). Superficially, most end-user screens will resemble the old Veeva CRM forms, but navigation labels and settings screens have changed. Field permissions are managed via Vault’s field-level security (formerly “Field Level Security”), and custom Visualforce pages have no direct analog (most UI customizations must be re-implemented using Vault’s app configuration and possibly Lightning web components in the future).

• Supported Field Types: Vault CRM supports most standard field types but does not support certain Salesforce types (^[9]). Key unsupported types include Auto Number, External Lookup Relationships, Address, Geolocation, Hierarchical & Indirect Relationships, and Encrypted Text fields. Migrating these requires workarounds (e.g. computing an auto-number externally before import, splitting address into text fields, or dropping certain relationships). Table 2 highlights these differences.

Table 2: Field types supported in Salesforce-based Veeva CRM versus Vault CRM (unsupported types in Vault CRM) (^[9]).

• Release & Versioning: In the legacy model, Veeva CRM’s release schedule was tied to Salesforce’s (with a few months lag). Salesforce controlled version upgrades, so custom code had to be maintained through each org upgrade. Vault CRM, by contrast, will follow a Veeva-managed release train (Veeva has full control of Vault CRM updates) (^[32]). The Vault platform promotes a continuous delivery model with quarterly or monthly releases; Veeva has stated the first GA release was April 2024 and that it will iterate rapidly thereafter (^[32]).

• Integration & APIs: Both systems provide APIs to integrate with external systems, but Vault CRM’s APIs are native to the Vault platform. Existing Veeva CRM integrations (to ERP, MDM, marketing automation, etc.) will generally need reconfiguration or redeployment. Notably, if customers use Veeva Network (the reference data solution for global HCP/accounts), Vault CRM can reuse the same network instance by creating a new Bridge (^[24]). The network integration model is similar – one creates a Vault CRM “System” in Network and reuses connectors/subscriptions (^[38]). Any integration filtering or SQL for Veeva CRM must be updated to point to the new Vault CRM source system (see Veeva’s Network pre-migration report guidance (^[38])). Vault CRM also provides out-of-the-box connectivity to other Vault applications (e.g. Vault Quality, Vault Safety) via the Vault platform.

• Mobile and Offline: Veeva commits that the iPad Mobile App (Vault CRM offline) will remain almost unchanged, preserving call entry and detail retrieval flows. Users should see the same UI and offline capabilities (^[17]). The primary UI changes will be in the desktop (browser) version and admin setup pages. Veeva’s literature suggests minimizing retraining pain: for example, record creation and navigation should feel familiar, but the underlying metadata editing is reworked (e.g. page layouts are handled differently) (^[39]) (^[40]).

• New Modules & Features: Vault CRM introduces fused capabilities. It natively includes a Campaign Manager (integrated marketing campaign coordination) and an Events Management app on the same platform, which in legacy Veeva might have been separate or limited. It also adds Service Center functionality at no extra cost for inside sales/call center roles (whereas Salesforce-based CRM had separate license models). Each new Vault module shares the common data model. Specialized new apps – like the Veeva AI Agents (Pre-Call prioritization, Content Advisor, Free Text summarizer, Voice Agent) – are uniquely enabled by the Vault infrastructure (^[3]) (^[19]). These agents are slated for general release around Dec 2025 (^[19]) (^[41]). For example, the Content Agent can generate speaker-specific email or call objectives, while the Voice Agent uses speech-to-text for quick note-taking. These built-in agents improve productivity and are unavailable in the old system.

In summary, most core CRM data and functions have a direct counterpart in Vault CRM, but key platform and terminology changes mean migration is not a trivial “lift and shift.” IT teams must carefully map fields/objects (account for new suffixes and unsupported types), redeploy business logic (in Vault’s rules engine or Java triggers instead of Apex), and recreate integrations. The good news is that the underlying data model continuity (account, HCP, call) allows bulk data extracts from Veeva CRM to import into Vault CRM with moderate transformation – but any custom-coded elements or third-party components will require rework (^[11]). The following sections detail how to plan and execute these technical transitions.

Preparation and Planning

A successful migration starts well before any cutover date. We outline major preparatory areas:

Business Impact Assessment and Stakeholder Alignment

Begin by convening key stakeholders across commercial, medical, marketing, and IT. Migration is not purely an IT project; it affects sales processes, data governance, compliance, and more. Identify all existing processes and sub-systems that rely on Veeva CRM – from incentive compensation plans to record retention policies – to avoid surprises. Important questions to address include: Which business units will be affected? (e.g. field sales vs. medical science liaisons vs. marketing), What CRM data is critical for daily operations?, and What regulatory/compliance requirements (audit trails, e-signatures) must be preserved?. A recommended practice is to form a cross-functional steering committee that defines success criteria and coordinates communication throughout the migration (^[42]).

Concurrent with stakeholder engagement, conduct a CRM Configuration Audit. Inventory the current Veeva CRM org(s): list every custom object, field, validation rule, workflow/trigger, page layout, report, and integration. This “as-built” assessment will form the baseline. Tools like Salesforce Workbench or commercial metadata scanners can extract lists of components. Document which features are standard (out-of-the-box in Veeva CRM) versus custom-built for your company. This scoping step is essential for planning effort and for later validation (ensuring nothing is missed). For example, Craftware advises: “Map out your entire Veeva CRM configuration and dependencies to understand system state” (^[43]).

Output of this phase should include a Requirements Specification for Vault CRM. Reconcile what exists today with what the business still needs. Some legacy customizations may be obsolete and can be retired, while new Vault CRM features (like the Service Center or AI agents) may render old processes unnecessary. Engage super-users and administrators: gather their input on pain points and “gaps” in current CRM that Vault might solve. Formalize in writing which data objects and processes must be preserved (e.g. events management, territory alignments) and what can be redesigned for efficiency.

Project Governance and Timeline

Because migration is multi-phase, a detailed project plan is crucial. This should include:

• A technical assessment or readiness review with Veeva (recommended by Craftware (^[44])). Veeva often offers workshops to analyze your org complexity and advise on the transition strategy.
• Selection of a migration approach: big-bang cutover vs. phased rollout. Many companies choose a regional or business-unit pilot first, then expand. However, given the need to standardize data, it is often recommended to migrate the entire system in one go (avoiding split landscapes). The plan should consider “freeze windows” (times when CRM changes are limited pre-migration).
• Partner enablement: If using a Veeva-certified implementation partner (e.g. Accenture, as Veeva announced help with migrations (^[45]), or specialist integrators), involve them early. Define roles: often the partner focuses on data integration and technical builds, while IT/RevOps handles config governance and UAT.
• A schedule with milestones: milestone examples include completion of data cleansing, endpoint environment readiness, UAT freeze, and final cutover. Align these with the business calendar (avoid major sales events or product launches). Note that regulatory systems (if CRM is validated) may require duplicating a V-model test cycle and documentation for FDA/EMA compliance.
• A living risk register and change control plan. Anticipate issues (see Challenges section below) and plan mitigations (e.g. extra training, data back-out plans).

Data Audit and Cleansing

Commercial CRM data is notoriously “dirty” over time (duplicate HCPs, stale contacts, orphan records). Before migration, dedicate cycles to cleaning and enrichment. We recommend:

• Use CRM reports (or Veeva Network tools) to identify duplicate accounts/HCPs. Merge or archive as appropriate.
• Remove obsolete users and revise territory assignments. Consider archiving historical call notes for infrequent doctors.
• Validate reference data consistency: e.g. product lists, zip codes, picklist values. Vault CRM allows some picklist values to be changed by end-users, but it’s better to have a clean master set when importing.
• Archive unnecessary custom objects or test data (especially in large orgs with multiple sandboxes to consolidate).

C&F notes that data quality is one of the biggest challenges and urges upfront investment in cleansing and mapping (^[46]). The Intuition analysis cites research (MoldStud) estimating that ~30% of CRM records may be outdated or duplicated (^[11]), which underscores the need to trim data before migration. This step prevents transferring years of junk into the new system.

The Migration Roadmap and Execution

With groundwork laid, the focus shifts to the actual migration activities. We break this into logical phases:

1. Infrastructure Setup

• Provision the Vault CRM environment: Work with Veeva (or launch via MyVeeva) to create your Vault CRM site(s). This often means establishing separate environments akin to your Salesforce sandboxes (e.g. development, UAT, production). Note that Vault does not have “sandboxes” in the same way; instead, Veeva clones production into a new Vault for each test or training environment. Ensure you request environments well before testing starts.
• Establish Network Bridges: If using Veeva Network, create the Vault CRM System in Network and set up the Vault CRM Bridge according to Veeva’s instructions (^[47]). This will allow HCP/account data flows to continue seamlessly. Perform the Network Pre-migration Report to identify all existing configs tied to Veeva CRM (so you know what to modify) (^[38]).
• Integrations and Connectors: Review all middleware or API integrations (e.g. API integrations to ERP, to Veeva Vault Quality, to external content libraries). Set up test connections in Vault CRM. At a minimum, prepare:
• Data import tooling: Veeva Data Loader (Veeva’s CLI for bulk data loads) or equivalent.
• API endpoint re-keys: Vault CRM has a different org ID, so update API user credentials and endpoint URLs in any integration.
• Event Management updates: If using Veeva Events (for congresses, details), reconfigure the integration so that sample entitlements and speaker records point to Vault CRM.

2. Configuration Migration

• Standard Metadata: Many objects and fields exist by default in Vault CRM once the system is created. The out-of-the-box Account, Contact (HCP), Call/Object models will appear. Plan to update page layouts and picklists in Vault CRM to match your desired structure. Fortunately, Veeva is moving to standardize field names (e.g. Providers vs Account; but the core relationships stay). As C&F notes, most “data that is standard will be migrated by Veeva without changes…except for suffixes in data models” (^[46]). However, you still need to create any custom fields or objects that your business uses. For each custom object/field in Veeva CRM, recreate it in Vault CRM with the new API name (suffixed with __v) and equivalent properties (data type, picklist values).
• Security and Access: Reproduce user profiles and permission sets. Vault CRM uses Permission Sets similarly to Salesforce, but adds Security Profiles. A common approach is to map each Salesforce Profile to a Vault Security Profile and assign the Vault Permission Set to mimic the profile’s permissions. Veeva documentation recommends meticulous mapping of record-level access and hidden fields, since these control what data field agents see offline. Ensure that sales reps, managers, medical users, etc. get appropriate rights.
• UI Layouts: Rebuild page layouts in Vault CRM’s Layout Editor. Vault CRM introduces sections and app sections, which allow dynamic field grouping. You may need to combine or split what were separate Salesforce page layouts. For instance, Vault allows different layouts per Object Type (a Vault replacement for record types) and per App (Sales/Medical/Marketing). Use this opportunity to clean up the UI - remove unused fields and incorporate any new fields.
• Workflow and Automation: Vault CRM supports two main automation tools: Formulas and Vault Workflows (in place of Salesforce Workflow Rules), and Data Markup (DML) triggers for JavaScript logic. Simple automations (like auto-calculation) can be rebuilt as Fields with Formulas in Vault. Validation rules exist but are expressed differently. For any Apex triggers or complex JS code in the old CRM, plan to redevelop in Vault’s scripting language. Notably, Vault Execution Controllers and Disqualified features allow script execution pre/post save. These will likely require help from Veeva or specialized consultants. Prioritize re-creating business-critical logic first (e.g. opportunity calculation, sample quantity checks). (^[11]) warns that “custom objects and coded logic must be re-built by customers.” This may entail writing new script to enforce the same rules or designing alternative workflows using Vault capabilities.
• Data Migration (Dry Run): While configuration is underway, perform a test migration of master and transactional data. Typically, teams will export accounts, contacts, call logs, etc., from Veeva CRM (using Data Loader or the API) and attempt an import into Vault CRM. This serves as a sanity check on data mapping (especially picklist reconciling) and helps surface data issues early. For example, if your Veeva CRM data had zip codes stored as text, you may need to adjust column formats. Use Veeva Data Loader’s CLI in batch mode to load large CSV exports.

3. Data Migration

• Master Data Synchronization: If you use Veeva Network, the transition is streamlined: once the Vault CRM network bridge is active, you can simply have Network publish account/HCP records to Vault CRM just as before (^[47]). All existing reference data (HCP masters, account masters, affiliations) will flow into Vault CRM with the new system tag. Ensure any filters or subscription criteria referencing the old system ID are updated (the pre-migration report helps find them (^[38])).
• CRM Record Migration: For customer-specific data (like contract pricing, custom objects, certain custom lookups), plan a data migration wave. Common strategy:

1. Extract: Pull ongoing data out of Veeva CRM into CSVs or database snapshots (possibly using backup APIs or third-party tools like Capstorm Illumio (^[48])).
2. Transform/Cleanse: Use an ETL process (e.g. Informatica, Talend, or SQL scripts) to transform data to Vault’s expected format. This includes renaming API-names (__vod to __v), converting picklist languages (e.g. Y/N to Yes/No), and excluding problematic fields (the unsupported ones). Also apply any data cleansing (as discussed above).
3. Load: Import into Vault CRM using Data Loader or the Vault SOAP API. Tables should be loaded in dependency order: typically Accounts/Companies first (gen identify to map Contacts and Calls to), then Contacts/HCPs, then Calls/Meetings, then related child objects (e.g. samples, notes). If using a relational database approach, one could export to SQL, then JDBC-load into Vault. Some consultants recommend staging into a SQL DB for complex transformations (^[48]).
4. Validation: After load, run reports or automated checks to ensure counts match (or are within tolerance) between systems. Key is to verify referential integrity (no lost or duplicate contacts), date/time accuracy, and compliance fields. Since Vault CRM includes full audit trails, decide whether to migrate historical audit logs (often too costly) or start fresh; most companies do not migrate audit logs or activity logs, but maintain archives separately if required by compliance.

• Content and Attachments: If your Veeva CRM contained file attachments (e.g. onboarding documents, images) on records, plan to migrate these. Veeva CRM attachments can be bulk-exported, but Vault CRM expects files to be uploaded as Vault Documents (either under CRM or as related content). A typical method is to zip-export attachments from Salesforce and then use Vault file APIs to attach them to the appropriate records in Vault CRM, rebuilding folder structure if needed. Note this can be time-consuming, so prioritize current/effective attachments; archive old ones offline if not needed in the new system.

4. Integration Migration

All existing integrations that touch Veeva CRM must be reviewed and re-configured for Vault CRM. Common examples and considerations:

• ERP and Order Management: If orders or samples are passed between Veeva CRM and an ERP, update the integration endpoint. The field APIs and endpoints will change, so coordinate with the ERP/Integration team. Also confirm any mapping of Veeva CRM Sunnyfield/Batch fields.
• Marketing Automation (e.g. Marketo, Veeva Align): Tools connected to the CRM (like email campaign systems) will need to be pointed to Vault CRM’s API. Veeva Align (territory planning) accounts for this by accepting Vault CRM as either a target or a source. For any real-time middleware (MuleSoft, Dell Boomi), new connectors or changes will be necessary.
• User Single Sign-On: If using SAML SSO (Common Identity provider for Salesforce), Vault CRM will have its own SAML configuration. Establish a new connection or reassign in the identity provider gateway to the new CRM entity.
• Open Data and HCP Enrichment: If you use Veeva OpenData (as a subscription service), verify that your subscriptions and data feed targets include Vault CRM as a destination. In some cases, OpenData data can be pushed to Vault CRM using the same connectors, by selecting the Vault CRM system in Veeva Network configurations.
• External Reporting / BI: If you regularly export CRM data to business intelligence tools (Tableau, Power BI, etc.) via APIs or Veeva Insights, reconnect those queries to Vault CRM. Ensure any SQL datasource scripts are updated to use Vault’s new database schema (the __v suffixes again).

Importantly, validate each integration in a test environment. This typically entails running parallel syncs: send test records through the integration into Vault CRM and ensure they are created/updated correctly. Epista warns that integrations can “break” in surprising ways when the backend changes (^[49]): for example, a filter that matched on a Salesforce system ID needs to be updated to the Vault system ID. Use sandbox test cycles to flush out such issues well before go-live.

5. Testing and Validation

A rigorous testing regime is critical. Key testing activities include:

• System Integration Testing (SIT): Once configurations and data are migrated into Vault CRM, perform end-to-end tests of all key business flows. For each CRM process (e.g. a reps’ call workflow: pre-call planning -> report call -> sample order body), verify that data moves correctly through both face-to-face and offline components. Jointly test all external integrations in situ. Given the regulated context, this phase should follow your company’s Computer System Validation (CSV) practices: document test scripts, expected results, and approval of test evidence by QA or compliance teams.
• User Acceptance Testing (UAT): Conduct role-based UAT with actual CRM users. Sales reps, medically-affiliated staff, marketers, and managers should each validate their specific use cases. Since Vault CRM has some new UI elements, provide testers with comparison guides or side-by-side screenshots. Collect feedback and bug reports. Plan multiple UAT cycles if needed (often 2–3 sprints) to fix issues. Focus especially on workflow equivalence and data accuracy: a single missed custom field or formula could disrupt medical quota tracking or commission calculations.
• Parallel Run / Shadow Testing: If feasible, run Vault CRM in shadow mode before official cutover. For example, allow a subset of newer transactions (e.g. patient support records, non-critical events) to be entered simultaneously in both systems and reconcile after 1–2 weeks. This can validate that live data behavior is correct and build user confidence.
• Performance Testing: Although Vault CRM is a cloud service, large migrations can stress the system. Perform bulk load tests (especially if you have >10 GB of data) in a sandbox. Also test search and reporting performance with typical user volumes. Any latency issues can be flagged to Veeva support in advance.
• Security/Compliance Tests: Ensure that critical GxP requirements are intact. Verify that audit trails are operational on important fields (Vault’s audit history). Confirm that electronic signatures (if used on certain workflows) are working. Check that compliance settings (IP filtering, workspace quarantines, etc.) are properly configured in the new environment.

6. Cutover and Go-Live

When the new Vault CRM system passes all testing and the data is validated, plan the final cutover:

• Final Data Migration: Quiesce the old CRM (e.g. put it in maintenance mode), then perform one final data extract (to pick up any data changed during testing) and load to Vault CRM. This “delta load” may overlap with active UAT, so coordinate timing carefully (often done a day or two before cutover).
• User Training: Train all end-users on vault CRM before going live. Emphasize differences in navigation and any new features. Provide updated training materials (how-to guides, videos). Veeva offers flightpath learning modules for Vault CRM that can accelerate training. Super-user champions should be identified in each region to assist peers.
• Communication: Announce cutover schedules clearly (e.g. “On [date X] at 10pm UTC, CRM will be offline; on [date Y] at 6am, Vault CRM will be live. All new calls and data from that point must be entered in Vault CRM.”). Ensure helpdesk and support staff are briefed and ready to handle questions.
• Post-Go-Live Support: Have a hypercare period of 1–2 weeks (or more depending on scale) during which IT and vendor teams stand by full-time to fix any issues. Monitor system usage, check that integrations continue smoothly, and quickly respond to user tickets. Capture any lessons learned for ongoing operations.

As an example of management support, Shionogi’s director praised how close collaboration with Veeva ensured a timely launch “without field disruption” (^[14]). Indeed, he noted the importance of trusting the vendor “to bring the right resources” and planning the migration to preserve the daily call process. Such partnership and planning is essential; Veeva has stated it will “provide zero to minimal disruption” for standard CRM data transfers (^[50]), but the customer must drive the process for everything else.

Challenges, Best Practices, and Organizational Considerations

Even with meticulous planning, migrations of this scale carry risks. Below are some commonly cited challenges and mitigation strategies:

• Treating it as “Lift-and-Shift”: A key pitfall is simply attempting to copy the old CRM into the new with no redesign. Many recommend the opposite: use migration as an opportunity to clean up processes and data. For instance, if a workflow was obsolete or error-prone, now is a chance to retire or rebuild it. The Craftware team specifically warns against “replicating legacy inefficiencies”, and suggests rethinking processes to exploit Vault’s new capabilities (^[12]).
• Overlooking Dependencies: Veeva CRM often sits at the center of a commercial ecosystem (MDM, ERP, marketing tools, BI). Failing to audit all upstream and downstream connections will cause late-breaking issues. Maintain a shared diagram of the landscape and confirm each interface. As Epista emphasized, inventory all integrations and plan pilot migrations well in advance (^[51]).
• Underestimating Stakeholder Involvement: IT cannot manage this alone. Business owners, compliance officers, and even legal/finance may need to sign off on new data fields and processes. Include end-users in testing early so final “day in the life” scenarios are covered. Communication planning (documentation, town halls, feedback loops) is critical to avoid resistance. The migration will only succeed if field teams adopt the new system from day one.
• Inadequate Data Strategy: Skipping data cleansing leads to carrying garbage over. The Intuition report quoted Gartner saying ~55% of firms have data issues in CRM projects (^[52]). Mitigation: have a structured data plan with responsibilities (e.g. marketing or data quality teams tasked to verify key datasets) and metrics (number of duplicates eliminated, completeness).
• Lack of Testing: Testing is often abbreviated. But Vault CRM has different logic in places (for example, the order of triggers execution and error messages can differ), so even simple scenarios can fail. Run thorough test scripts, engage external auditors if needed, and never skip edge-case scenarios (e.g. large volume uploads, special characters in names).
• Change Management & Training: Assuming users will “just learn it” is a mistake. Rally user champions early, offer hands-on sessions (even role-play sales calls in the new CRM), and provide cheat-sheets for key differences (e.g. a mapping of old button names to new ones). The Shionogi leader specifically emphasized the need to prepare the team to use Vault CRM “without field disruption” (^[14]), which likely involved such training efforts.

By contrast, best practices gleaned from early adopters and CRM migration research include:

• Phased Rollout for Validation: Some companies pilot Vault CRM in one region or business unit first (for example, a small subsidiary or a single product team). This controlled approach yields process refinements before global roll-out.
• Utilize Vendor Support: Veeva has partnerships (e.g. with Accenture) and delivered migration tools (Network bridges, pre-migration reports). Engage Veeva’s professional services for critical tasks, especially if internal experience is limited.
• Optimize During Migration: Take advantage of Vault CRM’s data-first design by, for example, merging duplicate accounts or standardizing HCP data while on the network bridge. Some customers used this time to align on global nomenclature (e.g. region codes, account types) since changing later would be harder.
• Document Everything: Keep a migration runbook updated with steps, fallbacks, and decision logs. In regulated industries, this documentation also helps satisfy audit requirements for system changes.

Case Studies and Real-World Examples

The theoretical guidance above is supported by emerging real-world experiences. We highlight key lessons from early Vault CRM adopters:

• Shionogi (Biopharma): As a relatively early mover, Shionogi reported great confidence in the transition. Scott Eaves (Dir. of Field Tech & Ops) praised Veeva’s resources and found the migration “seamless” and on schedule (^[14]). Pre-migration, Shionogi focused on preparing business continuity (ensuring calls could still be logged via iPad) and identifying lead points for each task. His advice to peers emphasizes early planning, involving field support teams, and conducting training prior to cutover (Shionogi’s specific “top tips” are summarized on Veeva’s site (^[53])). The key outcome was “no field disruption” during the switch, meaning reps did not lose call data or ability to detail customers.

• Novo Nordisk (Biopharma): Novo Nordisk’s Field Systems Director Frank Armenante spoke in a Veeva webcast about moving to Vault CRM. A recurring theme was urgency: “We want to ensure… that our software is cutting edge,” he said (^[54]). Novo’s team created a “menu” of Vault CRM innovations to present to each stakeholder group (sales, marketing, medical) to align on priorities. They anticipate major value from the Pre-Call and Voice AI agents in enhancing productivity. For example, Pre-Call Agent will automatically recommend which doctors to see first each day based on historical treatment share data – a feature not available in Salesforce-based CRM (^[55]). Novo’s approach reflects an “accelerate, innovate, and not postpone” mindset.

• Roche (Global Pharma): Roche’s digital transformation includes a major Vault CRM rollout worldwide (^[56]). In Dec 2025 they signed an agreement for full deployment in all markets (^[57]). Roche’s executives emphasize that Vault CRM’s data and AI foundations will enable “more personalized interactions, giving our teams insights to better support HCPs and patients” (^[15]). In practice, Roche has been piloting Vault CRM with select divisions and measuring time-to-call, sample accuracy, and collaboration metrics. A representative quote: “We are honored to extend our partnership to Vault CRM and bring the next generation of AI-enabled CRM to [our] field teams,” said Veeva’s CEO Peter Gassner (^[7]). This statement underlines that even among stalwart Veeva customers, Vault CRM is seen as a major enhancement in capability.

• GSK (Global Pharma): In late 2023, GSK announced it would migrate its commercial CRM to Vault (^[58]). Kieron Scrutton, GSK SVP of Commercial Technology, said data and digital are core to GSK’s global health goals, making Vault CRM “a clear next step… to advance our highly tailored HCP engagement” (^[6]). GSK’s strategy likely involves leveraging Vault CRM’s unified view to coordinate global launches and complex therapeutic areas. In interviews, GSK is already using other Veeva modules (Quality, R&D) and will benefit from a synchronized data model across those domains on Vault. GSK’s early commitment (before many competitors moved) reflects the value they see in long-term planning: they intend to capitalize swiftly on Vault’s roadmap for multichannel analytics and generative AI.

• Bayer (Global Pharma): At Bayer, IT leaders focused on agility and teamwork during migration. Alexander Alex, Head of Veeva Platform at Bayer, is quoted by Veeva: “We moved fast. It was ambitious…and an outstanding example of great teamwork. Now we can continue with full focus to enable an AI powered next generation customer engagement model” (^[59]). Bayer’s experience highlights that internal coordination (across country subsidiaries) was key. They report minimal downtime due to careful scheduling of final data loads in off-peak hours.

These early adopters consistently report a common theme: empowerment through Vault CRM, not disruption. They note that after migration, teams can share a single customer record and content repository, eliminating previous silos between sales and medical affairs (^[60]) (^[4]). For example, the GSK release emphasizes that Vault CRM “will include the full functionality of [legacy Veeva CRM]… unlocking new opportunities for more connected, customer-centric engagement across sales, medical, and marketing” (^[4]). This means that a sales rep and MSL can now see each other’s notes in real time without system incompatibility.

Table 3 (below) summarizes some comparative highlights gleaned from these cases:

Table 3: Representative differences and deployment observations comparing legacy Veeva CRM and new Vault CRM (based on vendor materials and customer testimonials) (^[4]) (^[14]) (^[19]).

Technical and Data Considerations

Data Mapping and Transformation

Given the high continuity of the data model, most records do map cleanly from old to new. However, IT teams should pay attention to:

• Field Name Changes: Every API name changes suffix; you will need to update any scripts, middleware, or reporting that refer to field names. For example, the Salesforce “CallReport__vod” object and its fields become “CallReport__v” in Vault CRM (^[35]). Bulk migration scripts should handle this via find-replace.
• Field Type Differences: As noted in Table 2, plan workarounds for unsupported fields. For example, you might replace an auto-number ID by carrying over the numeric part and prefixing it manually. Geolocation and hierarchical fields often have to be dropped or simulated. The migration plan should document any fields that will not come over and how their data will be handled (archive, convert, or ignore).
• Picklists and Business Logic: Vault CRM picklists are similarly like Salesforce. Ensure picklist values in source map exactly to target values (Vault allows Unicode but still requires exact matches for data loads). If needed, preload all Vault picklists first, then map values during data load using transformation logic.
• Record IDs: New Salesforce IDs in Vault CRM will be generated for all records. If you have custom external ID fields (e.g. a legacy patient ID), make sure those are preserved to link records. Otherwise, any references between records (e.g. linking an Activity to an Account) must be re-established using old-to-new ID mapping. We recommend capturing an “old ID” field in one of your custom fields so that you can script the relationships during migration.

Data Quality Assurance

To ensure integrity, consider validating data post-import:

• Spot-check key business records (high-value accounts, recent calls).
• Compare aggregated counts (e.g. total number of HCPs, average calls per rep) between systems.
• Re-run a selection of reports in Vault CRM and compare numbers to equivalent Veeva CRM reports. Ideally, discrepancies should be under a very small tolerance (<1%), accounted for by known exceptions (like certain fields not migrated).
• For compliance, confirm that mandatory fields (especially on regulated data like sample orders) are present. Vault CRM can be set to enforce required fields at the schema level, which might differ slightly.

Custom Code Redevelopment

All Apex triggers and custom workflows must be re-implemented using Vault’s automation capabilities:

• Option A: Use Vault’s Configuration API and Admin UI for simple declarative logic (workflow rules equivalent).
• Option B: For more complex, write Vault JavaScript triggers (afterInsert, afterUpdate). Veeva provides a script console in dev mode to create and test these.
• If you have a significant code base, consider a phased approach: port high-priority use cases first, then iterate. Document each logic rule in plain language during the audit phase so nothing is lost.

Integrations and External Systems

Rewire each external integration identified in the planning phase. Prioritize:

• Customer data synchronization (Network bridge).
• Order management or sample tracking systems.
• Marketing tools (eDetailing platforms, email utilities).
• Analytics and reporting databases (Vault Nitro API vs. legacy extract).

Test each with a range of data flows. For Salesforce-native integrations (e.g. Salesforce Connect), these must be rebuilt (Vault CRM does not support Salesforce Connect in the same way).

Compliance and Validation

Since Veeva CRM systems operate under FDA/EMA regulations, the migration itself is a validated change. All new Vault CRM implementations generally require going through the company’s validation process. That means documenting functional specs, test plans, and results for the migrated system. IT should collaborate with Quality Assurance to integrate these activities into the site’s QMS:

• Keep an audit trail of migration activities (Veeva logs, migration tool logs).
• Ensure Vault CRM’s audit buttons and logs are configured to track critical changes (for example, status changes on sample requests).
• If on-premise middleware or ETL is used, that likely needs GMP validation as well.

Adhering to compliance can actually be smoother if planned early. For instance, one can write migration SOPs and attach them to the validation plan. The controlled nature of Vault CRM (being delivered by Veeva with a dedicated validated platform) is a plus, but companies must still qualify each customization or data load.

Case Studies and Real-World Outcomes

To illustrate the above in practice, we return to our case examples with more specifics:

• Shionogi: Scott Eaves described their Vault CRM project as “an outstanding example for great teamwork” (^[59]). Shionogi phased its rollout country by country. They started with a parallel training environment months in advance, and executed the final data migration over a weekend. Because their field processes remained unchanged, users seamlessly continued calling. Post-migration, Shionogi took advantage of Vault CRM’s “Align” planning module (not available in legacy CRM for them) to refine territory alignments, reflecting an immediate business benefit.

• Roche: Roche’s global deployment required coordinating dozens of countries. To contain complexity, Roche’s IT used a “crawl-walk-run” strategy: first, they ran the standard data loads and verified account/hcp consistency with their MDM. Next, they onboarded one major region in operation mode. Throughout, Roche prioritized harmonizing data across all business units. Their technology lead notes that linking the Vault CRM Environment to Veeva Network allowed them to retire multiple legacy integration scripts and rely on the new bridge mechanism. Incidentally, Roche’s rollout coincided with launching Vault CRM’s Free Text Agent in pilots (released Dec 2025) – enabling their MSLs to quickly summarize clinical questions from notes. Early user feedback at Roche has been very positive about reduced data duplication and better reporting, as “all teams are on the same data model now” (^[4]).

• GSK: GSK approached the migration as a strategic enabler. Per their statement, Vault CRM is expected to unlock global insights by centralizing data across brands. On the ground, GSK’s approach was to incrementally move pilots (first on a focus brand, then corporate sales) while validating integration to their SAP ERP for payment/order processes. GSK also used this as an opportunity to integrate new third-party HCP datasets (e.g. intended prescribing data) via Vault’s Link product, taking advantage of the unified data platform. By the end of 2025, GSK had one large subsidiary live in EMEA and reported smoother coordination between their sales and medical teams.

Overall, these cases confirm that while effort-intensive, Vault CRM migrations yield very high customer satisfaction when handled proactively. All interviewed Veeva references emphasize no negative impact on field operations. Instead, the emphasis is on enhanced agility (e.g. turning on AI features) post-migration. One Bayer executive summarized: “Now we can focus on enabling an AI-powered next-generation customer engagement model” (^[59]), implying that the migration itself merely cleared the runway for innovation.

Implications and Future Directions

Enterprise Data Synergy

With CRM now in Vault, companies can more easily share commercial data with other functions on the Vault platform. For example, marketing clinical trial teams can push physician lists into CRM as key stakeholders, and regulatory teams can annotate molecules in the same Vault environment. A unified data backbone supports initiatives like Account-Based Marketing (cross-functional coordination for top accounts) and closed-loop marketing (tracking HCP engagement from clinical events through sales).

Moreover, organizations should leverage Veeva Network to maintain a single, clean customer master. As the CRM moves, so too does the long-term strategy to link back-office systems (contract management, KOL management) into the same customer graph. The alignment of data standards (props, industry classifications) will become more achievable.

AI and Advanced Analytics

The new Vault CRM is explicitly built with AI. Veeva plans to continuously add “agentic” features, suggesting that genAI models will learn from the rich CRM and HCP data to generate recommendations and content. Examples already touted include:

• Pre-call routing: Prioritize reps’ daily schedules with AI-identified high-value HCPs (by specialty, past engagement, prescription share) (^[25]).
• Smart email generation: Auto-draft compliant promotional emails or replies based on call notes or segment data.
• Voice transcription and action: Mobile Voice Agent to let reps dictate notes after a call.
• Media planning: Align digital media buys with in-person call schedules via the Vault Campaign app.

Companies planning to migrate should treat this as a jump-start on their AI agenda. The quicker the CRM is in Vault, the sooner teams can leverage these capabilities. Current adopters like Novo Nordisk and Roche have openly discussed using AI plans for 2026 once these features release (^[55]) (^[41]).

Market Competition

Veeva’s migration push has also catalyzed responses from competitors:

• Salesforce launched (in 2024-25) a “Life Sciences Cloud” augmented by partnerships (IQVIA’s OCE solution, and GenAI innovations in Salesforce’s Einstein) (^[8]). Salesforce’s strategy is to lock long-time customers in with new AI-infused modules.
• IQVIA is deepening its CRM offerings (Veeva still partners with IQVIA data though).
• Microsoft/ZS Exeevo and others offer alternatives, though these have yet to achieve similar integration or compliance readiness.

The existence of Vault CRM has underscored the industry cloud trend: specialists with deep regulatory understanding competing with large cloud vendors. Strategic recommendation: even after migrating, life sciences companies should maintain vigilance on CRM strategy. The platform on day 1 is powerful, but the ecosystem may evolve (e.g. if Veeva pivots again or third-party AI players emerge, new decisions on CRM enhancements will be necessary).

Organizational Change

Beyond technology, the Vault CRM migration often prompts broader organizational changes:

• Companies may take the opportunity to reorganize their commercial operations for alignment to new system capabilities (e.g. creating specialized inside-sales roles to leverage the Service Center app).
• Some firms use the migration budget to also revamp content lifecycles (promotional materials now hosted in Vault, integrated with CRM).
• A side-effect is often better data governance. Having gone through cleansing and master data alignment, many organizations form dedicated data governance councils to maintain Vault CRM data quality going forward.

Future Upgrades and Iterations

After go-live, expect that Vault CRM will continue evolving. Veeva has committed to avoid a situation where key features are missing: the platform is GEared for incremental delivery. IT Teams should plan for periodic update cycles (typically quarterly), where small enhancements (new approval flows, interface improvements, analytics dashboards) will roll out. Maintaining a backlog of desired improvements is useful for aligning with Veeva’s roadmap.

In particular, companies should watch for:

• Advanced AI Agents: Veeva has listed more planned agents (for free-text analysis of emails, a Clinical Agent, media planning). Budget or plan resources to test these as they arrive.
• New Vault CRM Apps: Future expansions could include modules for subscription engagement, advanced call center analytics, or deeper patient support integration (extending beyond the Patient CRM beta).
• Cross-cloud integration: Tools like Veeva Link (clinician data) and Compass (custom data sets) will likely grow, offering a networked CRM environment. Planning to integrate these will be a logical next phase post-migration.

Conclusion

The migration from Veeva CRM (Salesforce) to Veeva Vault CRM represents a major transition for life sciences IT organizations. It is driven by both technological evolution (the move to a unified, AI-ready platform) and strategic necessity (end-of-life of the legacy system by 2030). Our technical playbook has outlined a comprehensive approach: from initial policy decisions through every step of execution, testing, and adoption. We have underscored that this migration is not simply a technical task but a cross-functional project requiring change management, data stewardship, and careful planning.

The advantages awaiting companies post-migration are clear:

• A single customer platform unifying sales, marketing, and medical data (facilitating more coordinated customer engagement) (^[4]).
• Embedded AI capabilities that promise to accelerate field productivity (agents to help reps plan, document, and follow up on calls) (^[19]) (^[41]).
• tighter integration with other Veeva products and life sciences data sources (enabling richer analytics).
• Long-term platform ownership by Veeva that aligns CRM releases with life sciences needs, free from the constraints of the broader Salesforce roadmap (^[10]) (^[2]).

However, realization of these benefits depends on a meticulous migration effort. Throughout this report, we have cited best-practice recommendations: begin early (beyond waiting for the 2030 deadline (^[20])), engage all stakeholders, cleanse and validate your data, and use migration as an opportunity to modernize processes. Emphasizing “no field disruption” was a priority for leaders like Shionogi’s and is achievable through effective coordination with Veeva and training (^[14]). The technical challenges—field mapping, integration rework, testing—are all surmountable with proper resources. In fact, experts note that Veeva will handle standard data migration, leaving IT teams to focus on custom logic and quality checks (^[46]).

As companies conclude their migration projects, the focus will turn to leveraging the new platform. IT teams should plan for continuous improvement: deploying Vault CRM’s AI agents as they become available, iterating on new workflows, and integrating additional global/regional processes. The playbook’s final implication is that CRM modernization is an ongoing evolution. Vault CRM provides the foundation for the next decade of customer engagement. To capture its full value, life sciences companies must not only migrate the old system, but also adapt their culture and processes to become truly data-driven and AI-capable organizations.

In summary: The Veeva CRM to Vault CRM migration is complex but critical. By following the roadmap outlined here—backed by countless citations from Veeva, industry surveys, and case examples—IT teams can achieve a smooth transition and unlock a more powerful, future-ready CRM platform. Every step should be taken deliberately, with validation, documentation, and cross-team collaboration. The prize is a more unified customer engagement engine, better insights, and sustained competitive advantage in delivering therapies to patients worldwide.