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 Predicts: Digital Optimization Disrupts CRM Sales Tech

by Tad Travis  |  December 4, 2018

Gartner is pleased to announce our latest version of the annual predictions note, Predicts 2019: CRM Sales Technology Will Align With Digital Optimization Objectives.  The full report is available to Gartner clients here. In this installment, I and my colleagues on the CRM Sales research team delve into the micro and macro trends in the CRM […]

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A New Monday Morning Litmus Test for CRM Sales

by Tad Travis  |  November 16, 2018

Two years ago, I posted  my short-cut method for evaluating sales technology solutions.  Called the Monday Morning Litmus test, it had two components. From the prospect of an end-user of sales technology: Does the solution tell me what to do next with this account or deal? Does the application tell me something about my business that I […]

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Is Digital Transformation in CRM Sales Tech a Thing?

by Tad Travis  |  October 30, 2018

Last week I wrote about my top take-way from the US Gartner Symposium event.  My talks with CRM leaders revealed a persistent interest in technologies and processes that will help them to digitalize their sales processes.  Commonly, IT leaders frame this as a digital transformation request. The use of the term “digital transformation” in this […]

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Top CRM Sales Take-Aways from Gartner Symposium 2018

by Tad Travis  |  October 23, 2018

This year, Gartner drew more that 9,000 IT leaders to Orlando for the annual US Symposium event.  I look forward to attending the US Symposium every year because I always have fascinating  talks with a wide range of IT leaders. Each year,  a clear trend emerges from those talks. Two years ago, a number of CIO’s asked which […]

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Gartner Publishes the Magic Quadrant Sales Force Automation, 2018

by Tad Travis  |  July 9, 2018

Gartner is pleased to release the newest installment of the annual Sales Force Automation Magic Quadrant.  This year the Magic Quadrant covers 15 vendors. Within this group, Gartner finds a wide range of offerings, spanning solutions that manage complex B2C sales processes, to highly functional applications suitable for small sales teams. Among the list of qualification criteria […]

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Is It Possible to Measure “Ease of Use” in CRM Sales Applications?

by Tad Travis  |  June 29, 2018

This is a question that occupies more of my brainspace that probably should. It comes up regularly in talks with Gartner clients, as in “We want to replace our Sales Force Automation tool because our sales users don’t like the current system. What is out there that is easy-to-use? What gets the best marks for […]

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Looking ahead: Gartner’s CRM Sales Research 2018

by Tad Travis  |  January 18, 2018

Happy New Year everyone. Now that we are well into January, this is a good time to share thoughts and observations about the CRM Sales Research agenda for 2018. Yesterday, we published our look-ahead analysis in the Customer Relationship Management and Customer Experience Primer for 2018. (full document available to Gartner clients only) We believe […]

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Gartner Predicts: 2018 Predictions for CRM Sales Technology

by Tad Travis  |  November 20, 2017

Gartner is pleased to announce our latest version of the annual predictions note, Predicts 2018: CRM Sales Technology Evolves With New Options for Improving Sales Outcomes, available Gartner clients here. In this installment, I and my colleagues on the CRM Sales research team delve into the micro and macro trends in the CRM Sales technology […]

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After Dreamforce 2017: Be Pragmatic about Artificial Intelligence for CRM Sales

by Tad Travis  |  November 9, 2017

It was impossible to escape talk about CRM artificial intelligence at Dreamforce this year.  Be it Salesforce’s improvements to Sales Cloud with Einstein, or the multiple roadmap conversations I had with Salesforce ISV’s, AI is now the number one topic in CRM Sales technology. No deep prognostication this:  AI will definitely be an essential, permanent […]

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Sales Enablement Platforms Expand the SalesTech Stack

by Tad Travis  |  September 6, 2017

There is an an emerging new option for sales technology that application leaders should pay attention to. In the past year, Gartner has seen the emergence of sales enablement platforms from vendors outside of the traditional Sales Force Automation (SFA) market. Sales enablement is both a business discipline and a collection of technology. It encompasses the […]

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