Discover top sales trends, AI agent use cases, and growth strategies \u2014 from over 4,000 sales reps worldwide.<\/h2>\n\t\t\t\t\t\t\t
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\t\t<\/div>\n\t<\/div>\n\n\t\n\t<\/div>\n\n\n\nNew regulations often add even more complexity to the problem, such as the recent introduction of\u00a0 CPS 234, designed by the Australian Prudential Regulation Authority (APRA)<\/a>. Through these regulations, financial business entities are expected to maintain robust information security across all information assets beyond core banking systems.<\/p>\n\n\n\n The good news is that the right platforms can resolve many of these challenges, freeing your teams to do the work that drives business and protecting your organisation from compliance breaches.<\/p>\n\n\n\n In this guide, we\u2019ll unpack the problems that a fragmented tech stack can create for an organisation, including those linked to sales and data leaks. Then we\u2019ll offer a step-by-step methodology to help you audit your sales stack efficiently and explain how an integrated enterprise platform architecture can help you meet APRA CPS 234 standards.<\/p>\n\n\n\n When teams have to work with a mass of disconnected platforms and tools, their performance inevitably suffers. Sales reps often spend much of their time jumping between a primary CRM platform, a standalone email tracking app, and a separate predictive forecasting tool just to execute a single workflow or task.<\/p>\n\n\n\n According to research from Lokalise<\/a>, 22% of workers lose at least two hours a week to tool fatigue (burnout caused by focusing on too many overlapping applications). Across an enterprise-scale organisation with hundreds of staff members, this friction compounds into thousands of lost selling hours.<\/p>\n\n\n\n Beyond the productivity drain, however, stack fragmentation introduces serious security and regulatory blindspots, including:<\/p>\n\n\n\n As with most business decisions, purchasing new and innovative tools to cover every function starts with good intent. Each tool may initially make things easier by handling certain tasks, but as the tech stack increases, enterprises often reach a point of diminishing returns. Eventually, it can affect operational resilience and become a compliance risk.<\/p>\n\n\n\n The issues usually show up in three types of liability:<\/p>\n\n\n\n Executive decisions will start to stall because senior leaders can no longer agree on what the single source of truth is and what the actual enterprise figures are. A Sales Director, for example, may present a pipeline report pulled from an external forecasting tool that contradicts what the customer relationship management (CRM) platform has been tracking.<\/p>\n\n\n\n Enterprises that are subject to APA CPS 234 audits may quickly find themselves unable to pull the necessary information together if the data they need is hidden under layers of mismatched systems, which could have huge consequences on the business as a whole. They may also start to struggle with internal tasks such as risk assessments.<\/p>\n\n\n\n If there\u2019s no clear advantage for a sales rep to use a certain tool or app, they may abandon it and return to their legacy system. If there\u2019s no clear process for monitoring app usage, then leadership may end up paying premium prices for unused software. Multiply this across all departments, and costs can quickly mount.<\/p>\n\n\n\n When these issues start cropping up, it may become obvious that stacking more tools onto a broken system isn\u2019t a viable option anymore. To maintain compliance and profitability, the best solution is to migrate from multiple, disconnected tools to an all-in-one platform. <\/p>\n\n\n\n Many enterprises have already reached this trigger point, as 84% of sales teams<\/a> that currently operate without an all-in-one platform say they\u2019re planning to consolidate their tech stacks.<\/p>\n\n\n\n Discover how Agentforce Sales uses data and AI to help you build relationships and close deals fast.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t One of the most important things you can do to ensure that you maintain compliance with APRA CPS 234 regulations is to carry out a thorough evaluation of your tech stack internally before auditors come knocking at your door. It\u2019s a good idea to treat a full-scale evaluation like this as a strategic reset to uncover hidden (or misused) software, dissect true usage across applications, and eliminate regulatory vulnerabilities.<\/p>\n\n\n\n To help with this, let\u2019s look at a clear three-stage review process:<\/p>\n\n\n\n For this phase, you\u2019ll need to partner directly with your procurement team to review every corporate credit card statement and software invoice from the past 12 months. This should help to identify any SaaS subscriptions that have become redundant, as well as other unverified solutions.<\/p>\n\n\n\n Try to avoid relying on self-reported usage from your teams. If you suspect that there\u2019s a lot of shadow IT usage in your business, your IT team will likely need to examine all systems and user accounts to try and uncover them. Always keep in mind that your team members likely have installed these apps with the best of intentions.<\/p>\n\n\n\n Once you\u2019ve uncovered every tool and application in your enterprise infrastructure, you should map them against your core CRM capabilities. Pay specific attention to standalone applications (meeting schedulers, email sequence builders, forecasting sheets, etc.) that can be fully replicated by autonomous agents operating directly within a unified CRM platform.<\/p>\n\n\n\n Cross-reference your monthly active users (MAU) data against total contract licensing costs. If your specialist tools are actively leaking revenue or aren\u2019t showing a demonstrable ROI, you should add them to your list of tools to eliminate or consolidate.<\/p>\n\n\n\n The main purpose of an audit is to identify all of the tools your business currently uses and any areas where they\u2019re creating inefficiencies or potential compliance issues. It also helps you determine whether you have duplicated or inaccurate data, which creates problems both for your teams and for the AI you may be using. <\/p>\n\n\n\n And, perhaps most importantly, under APRA CPS 234 regulations, enterprise organisations are required to maintain an inventory of all information assets and their physical locations. A comprehensive stack audit is often the first line of defence against compliance failure.<\/p>\n\n\n\n Currently, only 34% of sales teams<\/a> use a single, all-in-one platform, with the remainder using a fragmented mix of standalone tools. This likely goes a long way towards explaining why many enterprises, including financial institutions, are concerned about falling short of APRA CPS 234 expectations.<\/p>\n\n\n\n Rather than looking to add another tool that might solve a new or growing problem, the best approach is to consider how each new piece of the stack can integrate natively into the enterprise ecosystem. This is especially important if you want to use autonomous AI to increase your sales. <\/p>\n\n\n\n Our sales keynote presentation, Accelerate Sales with Trusted AI for Everyone<\/a>, highlights how a combination of trusted data, AI, and workflow automation on an integrated platform allows enterprises to scale productivity without sacrificing compliance.<\/p>\n\n\n\n To build a modern platform foundation for your financial institution that satisfies Australian regulatory frameworks, consider evaluating each solution against four key pillars.<\/p>\n\n\n\n Compliance alignment for Australian financial services<\/strong><\/p>\n\n\n\nKey takeaways<\/h2>\n\n\n\n
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The hidden cost of stack fragmentation<\/h2>\n\n\n\n
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How tool sprawl becomes a boardroom liability<\/h3>\n\n\n\n
1. Data liability<\/strong><\/h4>\n\n\n\n
2. Compliance liability<\/strong><\/h4>\n\n\n\n
3. Financial liability<\/strong><\/h4>\n\n\n\n
Grow revenue faster with a single source of truth.<\/h2>\n\t\t\t\t\t\t\t
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Phase 1: Discovery<\/h3>\n\n\n\n
Phase 2: Capability mapping<\/h3>\n\n\n\n
Phase 3: Utilisation vs. cost<\/h3>\n\n\n\n
Why a tech stack audit is important<\/h3>\n\n\n\n
Moving from feature chasing to a unified platform architecture<\/strong><\/h2>\n\n\n\n
Key pillars of enterprise sales architecture<\/strong><\/h3>\n\n\n\n
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