Who:
- Forrester: the analyst firm that defined the SaaS era now declaring its end
What Happened:
- Forrester published a manifesto declaring agentic apps the biggest shift since cloud computing.
- Legacy CRM/ERP systems labeled 'manual systems of record' facing obsolescence.
- Native agentic apps proven to reduce coordination work by 60-80% versus SaaS patched with AI.
Why It Matters:
- GTM teams using Salesforce or HubSpot are now maintaining digital horse carriages.
- Pipeline generation will shift from rep-driven workflows to autonomous agent negotiations.
- The 2025 tech stack will require complete rearchitecture, not incremental AI features.
ARM Impact:
- Tab Hopper (Stage 1 (Tab Hopper)): Manual systems become liability as agents bypass UI layers.
- SaaS Hoarder (Stage 2 (SaaS Hoarder)): Legacy vendors' 'AI features' exposed as lipstick on a pig.
- ARM (Stage 4 (Autonomous Revenue Master)): Native agentic apps enable true autonomous deal orchestration.
What to Watch:
- Salesforce's response: Will they acquire or build native agentic capabilities by Q3?
- Early adopters like Gong and Clari will face pressure to rebuild rather than retrofit.
- Look for first agentic CRM IPO within 18 months (hint: it's not who you think).