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Catching Up with the Gartner CRM Sales Research Team

by Tad Travis  |  August 18, 2017  |  Submit a Comment

It has been a busy, fruitful summer for me and my colleagues in the Gartner CRM Sales research practice.  In the last three months we:

  1. Published the 2017 version of the Magic Quadrant for Sales Force Automation.
  2. Published our first Critical Capabilities analysis of the Sales Force Automation market.
  3. Published new research about how artificial intelligence, particularly predictive and prescriptive analytics, impacts sales processes.
  4. Delivered the latest Hype Cycle for CRM Sales
  5. Delivered our first examination of how event-driven technical architectures will up-end traditional CRM application architectures.
  6. Reviewed the newest sales functions in Microsoft Dynamics 365 for Sales
  7. Launched a new joint research and advisory product with our colleagues in CEB, Gartner for Sales Leaders.

The SFA Magic Quadrant revealed a few notable developments.  Oracle entered the Leaders quadrant, joining Microsoft and Salesforce.  And from the survey of companies using SFA, 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.

I am particularly revved-up about Gartner for Sales Leaders.  CRM systems should always deliver transformative capabilities.  As we begin to further combine our respective research and advisory domains in the next months, clients will find that we are well placed to inform them how technology impacts their sales processes, and how to implement sales tools that align with the newest, best sales strategies.

In future months, we will produce additional research on SFA governance and sales enablement.  And we will publish the updated versions of the Lead Management and the Configure, Price and Quote Magic Quadrants.  Stay tuned.

I heart Sales

Category: crm  customer-experience  

Tags: gartnercrm  gartnercx  magic-quadrant  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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