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Announcing the Gartner Sales Force Automation Magic Quadrant, 2016

by Tad Travis  |  August 10, 2016  |  Submit a Comment

Gartner is pleased to release the newest installment of the annual Sales Force Automation Magic Quadrant.  This year the Magic Quadrant expands to 19 different products. It includes a wide range of offerings, spanning from mobile-first solutions suitable for small businesses up to enterprise-class solutions that meet complex selling requirements.

Among the list of qualification criteria to merit inclusion in the Magic Quadrant, Gartner expects vendors to demonstrate strong core SFA capabilities for accounts, sales activity, opportunity, and pipeline management.  However, in the past year, Gartner found considerable innovation in opportunity predictive analytics, business process modeling functionality, and vertical-specific products. These capabilities are not yet core SFA capabilities , but are they likely to become central to SFA product offerings in the next two to five years.

As part of the analysis process, Gartner collected primary research from almost 150 customers that have implemented the solutions covered in this MQ.  Respondents provided many relevant observations about the SFA market and vendor performance. When asked which factors drove their purchase decisions, respondents cited these top three criteria:

  • Functionality (73% of respondents)
  • Architecture scalability (65% of respondents)
  • Competitive costs (54% of respondents)

When asked how well their SFA product meets their sales automation needs, 50% stated that they were completely satisfied with the product, which was the plurality of all responses to the question.

For more information on this Magic Quadrant, please contact your Gartner representative.

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Tad Travis
Research Director
1 year at Gartner
15 years IT Industry

Tad Travis is a Director in Gartner Research. He is responsible for managing the Sales Performance Management (SPM) sector of Gartner's CRM research practice. His research focuses primarily on SPM tools and capabilities to drive sales effectiveness and efficiency in all industries. Read Full Bio




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