Gartner Blog Network

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

Gartner Publishes the 2015 CRM Sales Predicts

by Tad Travis  |  December 1, 2015

The  2016 CRM Sales Predicts  addresses emerging technologies and trends for sales technologies that IT leaders should evaluate as they enter 2016. Key findings in the research relate primarily to B2B selling processes and technology: The vast majority of salesperson communications (emails, texts, meetings) with customers are either not documented or poorly documented, with incomplete information in sales force automation (SFA) […]

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The Most Underused Capability of SFA Systems

by Tad Travis  |  August 21, 2015

There is a low-cost, high-value component of B2B SFA systems that are rarely appreciated and rarely implemented: making the SFA their sole source of institutional memory about their relationships with clients. Ironic, given that SFA is an important component of CRM and that “Relationship” is supposed to be the operative concept in the CRM. Stop me if you think […]

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Sales Performance Management Capabilities for Sales Execution

by Tad Travis  |  August 18, 2015

I regularly speak with companies that are chasing after sales execution excellence, despite having used SFA systems for multiple years.  SFA systems are well suited to capturing sales activity, and for giving access to information on accounts, opportunities and forecasts. But they are less well-suited to be engines of sales execution. Effective sales execution requires a combination […]

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Preview of Gartner’s Customer 360 Event

by Tad Travis  |  August 12, 2015

Gartner returns to San Diego for this year’s Gartner Customer 360 Summit, featuring the theme “Delivering Great Customer Experiences at the Speed of Digital Business.”  At this event, Gartner covers every strategic and tactical consideration you need to build a successful CRM and CX program. Don Schiebenreif, Gartner  research VP with Gartner’s Industries Research group, headlines […]

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Now Live: Gartner 2015 Magic Quadrant for Sales Force Automation

by Tad Travis  |  July 9, 2015

Gartner has published the 2015 version of the Magic Quadrant for Sales Force Automation, available to Gartner clients on here. The Magic Quadrant reflects the considerable change in the SFA marketplace that Gartner has observed in the past year: the addition of two new vendors to the Magic Quadrant the continued growth and improvement in the SaaS […]

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A CRM Litmus Test Question: Who Owns the Client Relationship?

by Tad Travis  |  July 6, 2015

The question: when discussing your company’s clients and prospects, what pronouns do you use? I recall an interaction some time ago in which a sales account executive attempted to rally support for an urgent up-sell deal. The representative used the phrase “my client” several times in an email to the extended account team and relevant SME’s. After several […]

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Gartner’s Market Guide for Digital Content Management for Sales

by Tad Travis  |  July 1, 2015

Yesterday, Gartner published the first Market Guide for Digital Content Management for Sales  (accessible only to Gartner clients).   These solutions include capabilities like repositories, authoring tools, and collaborative environments and interfaces for publishing, versioning, and presenting collateral during sales cycles.  Content systems are usually purchased by sales leaders, and to a lesser extent marketing departments, because they […]

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Asimov and Predictive Analytics for Sales

by Tad Travis  |  June 23, 2015

Among the many lessons I learned from my father, two are notable.  First, being a fan of Isaac Asimov, he taught me to appreciate how the promises of a future unlimited actually do require limits.  See the Asimov’s Three Laws of Robotics.  Second, he taught me to believe in the law of unintended consequences. I was […]

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Thoughts about the Emerging Subscription-Sharing Economy

by Tad Travis  |  June 4, 2015

A person attending Zuora’s  2015 user conference could well get the impression that our economic system will soon be permanently upended.  In the keynote, Zuora emphatically stated that in the future very few of us will be consumers.  Most will be subscribers and/or renters, paying for what we want & need only for the duration that we want […]

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Gartner Publishes Cool Vendors in CRM for Sales, 2015

by Tad Travis  |  April 5, 2015

In this year’s report, Gartner examines solutions that improve a salesperson’s effectiveness through mobility, training, and real-time social profiles.  We detail solutions that contribute the following to the field of CRM for Sales: Sales enablement vendors continue to deliver innovative, mobile-first solutions. Software vendors are increasingly applying big data solutions to sales enablement functions. Capabilities […]

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