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Gartner Publishes the Magic Quadrant Sales Force Automation, 2017

by Tad Travis  |  July 13, 2017  |  Submit a Comment

Gartner is pleased to release the newest installment of the annual Sales Force Automation Magic Quadrant.  This year the Magic Quadrant covers 16 vendors. Within this group, Gartner finds 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 management, forecasting management, and native mobile applications.   To help clients assess the differences across all 16 vendors for these functions, Gartner will soon publish a companion Critical Capabilities analysis for the SFA market.  Expect to see it published next week.

As part of the analysis process, Gartner collected primary research from 130 customers that have implemented the solutions covered in this Magic Quadrant.  The survey revealed:

  • Sales automation implementations are a considerable investment. Respondents spent an average of $276,440 each on SFA solutions in their most recent fiscal year, compared with $153,970 on non-SFA sales applications.
  • Eighty-nine percent of the surveyed respondents were “very satisfied” or “completely satisfied” with their SFA solution. This, however, is a drop of six points from last year’s survey.

Gartner clients can access the Magic Quadrant here.

 

Category: crm  

Tags: crm  gartnercrm  sfa  

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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