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Application modernisation and legacy migration companies · CRM

Keep a long enterprise sale in view when the champion changes roles.

A CRM for a modernisation firm records accounts, the people on each buying committee and the history of a sale that can run for more than a year. GullySales works on the fields, stages and habits that make a CRM useful for a small enterprise sales team.

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Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Developers reviewing application code and a migration plan

What CRM means

A CRM is the record where every enquiry, call and quote is kept against a customer, replacing separate notebooks, spreadsheets and memory. GullySales sets up or cleans an existing CRM and reports from it by enquiry outcome rather than by activity logged.

Also for application modernisation and legacy migration companies

Sales and marketing for application modernisation and legacy migration companies, the overview.

Last updated 22 Oct 2026.

For application modernisation and legacy migration companies

Where it usually goes wrong, and what we would do.

  • “Accounts matter more than leads”

    The unit of sale is a company with several roles in play. A CRM built around single contacts misses the architect who advised, the security reviewer who objected and the champion who left.

  • “Stages must match an assessment-led sale”

    Stages such as assessment offered, assessment done, plan presented, security review and contract describe the real path. Generic stages like proposal sent hide where the deal is stuck.

  • “Notes get lost when engineers join the calls”

    A solutions architect on a call hears the technical truth. If those notes live in a personal notebook, the next conversation starts from zero and the buyer repeats themselves.

  • “A champion who moves on takes the sale with them”

    If the CRM holds only the champion's number, the firm loses the account when the role changes. The record needs the other roles and a plan for meeting them.

What we do

What we deliver for application modernisation and legacy migration companies.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. An account-centred CRM set-up

    Account records with the legacy stack, hosting, regulator context, the roles on the committee and the next decision date.

    Result: Each account page shows system, roles and next date.

  2. Sales stages built for assessments

    Stages and exit rules agreed with the sales and delivery leads, so everyone moves a deal on the same evidence.

    Result: A stage list where each stage has a written rule.

  3. A technical notes field and template

    A short template for engineers to log what they learned on a call about the system, data and integrations.

    Result: Every technical call leaves a note in the account.

  4. A partner and source field

    Fields for the partner involved, the source of the introduction and any joint plan.

    Result: You can list accounts by partner and by source.

  5. A weekly-free review routine in the team meeting

    A short agenda to go through accounts that have not moved, in the meeting the team already holds.

    Result: A list of stalled accounts with a named owner for each.

How the result is measured

  • Enquiries logged in the CRM
  • Data completeness
  • Reports generated from CRM data

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full CRM implementation and customisation page

Fields worth keeping

Keep these fields on each account and each contact.

Legacy stack and version
Filled by the sales lead after the first call and checked by an engineer, so the right case study and engineer are matched later.
Trigger for the project
Support end, audit finding or hosting contract, entered at discovery, which shows when a buyer's budget is likely to open.
Roles in the buying committee
Sponsor, architect, security reviewer and finance contact, with the date each was last spoken to, so a missing role is visible.
Assessment status
Offered, scoped, signed or delivered, set by the delivery lead, so the pipeline shows what follows a finished assessment.
Source or partner involved
A cloud partner, a former client or a stack page, entered at creation, so the firm can see where good accounts come from.

Who it is for

This is written for these application modernisation and legacy migration companies.

  • Banks and NBFCs running core and loan systems built decades ago
  • Insurers with policy administration and claims platforms on old stacks
  • Hospital groups with a hospital information system nobody wants to touch
  • Manufacturers on ageing ERP customisations and plant-floor software
  • Logistics and supply chain firms with in-house dispatch and tracking applications
  • Public sector bodies and PSUs with tender-led replacement projects
  • Software product companies with a monolith that slows every release
  • Mid-sized companies moving data centres to AWS or Azure

Not for

It is not the right fit if.

  • The firm has few accounts and a spreadsheet already shows them all, so a new system would be more work than the sale.
  • No one will write engineer call notes into it, and the technical field would stay empty.
  • You expect a CRM to fix a sales process that has no defined stages.

How it works

How the CRM work runs

The work itself, in order. How an engagement starts, from your brief to a written scope, is set out on our method page.

  1. 1

    Map the sales process

    We sit with the people who sell and write down how a deal moves from enquiry to payment, including where it stalls.

  2. 2

    Agree stages, fields and owners

    Each stage gets a name your team already uses and a proof that the deal has left it. We agree which fields are required at which stage, and who may change what.

  3. 3

    Build on a copy

    Pipeline, fields and views are built on a trial copy where the CRM offers one, or in a separate pipeline where the plan allows. Live work stays untouched.

  4. 4

    Connect channels, then switch on automations

    Channels are connected first. Each automation is then switched on separately, so a misfiring rule is easy to find.

  5. 5

    Test with real deals

    The people who will use the CRM run open deals through it. Gaps are fixed before the whole team switches over.

  6. 6

    Switch over and trim

    Once real use shows which fields stay empty and which stages nobody uses, those are cut and the handover record is updated.

Where this fits

Three pieces of sales work, in this order.

This work sits inside sales management. A target, a review routine and someone who owns the number.

  1. Step 1

    Sales audit

    Find where deals are being lost and what to fix first.

    Start here if you cannot say where orders are lost.

  2. Step 2

    Sales process design

    One written way to sell, from first enquiry to repeat order.

    Start here if every salesperson sells differently.

  3. Step 3 · you are here

    Sales management

    A target, a review routine and someone who owns the number.

    Start here if the team has targets and no routine.

Tell us what you need Your brief is read before we call. Scope, fee and term in writing.

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
Does a small firm need a CRM or will a sheet do?
A sheet works while the account list is short and one person owns it. Move to a CRM when several people touch the same account or when you need reminders. Choose a tool the team will actually open.
Which CRM suits an enterprise services firm?
Pick one that handles accounts with several contacts and custom stages, and that your team already knows. The choice matters less than the habit of recording roles, notes and next dates in it.
Should engineers have access to the CRM?
Give delivery leads and architects access to the accounts they join. Their notes are the firm's best record of what the buyer's system looks like, and sales needs them to write an accurate proposal.
Where do technical notes belong?
On the account record, in a field the engineer fills after each call. A champion who moves roles takes memory with them, and the next salesperson needs the stack detail and the objections raised to pick up the thread.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.
What if we are not happy with the work?
Tell us and the plan changes. Everything is reported against the baseline, so a number that is not moving is visible to both sides. The term is in your written scope, and the refund and cancellation policy sets out the rest.

More for application modernisation and legacy migration companies

Everything else we would do for you.

Closest to this: leads and follow-up

Also for application modernisation and legacy migration companies

Or start from the overview: sales and marketing for application modernisation and legacy migration companies.

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