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

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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Catching Up with the Gartner CRM Sales Research Team

by Tad Travis  |  August 18, 2017

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: Published the 2017 version of the Magic Quadrant for Sales Force Automation. Published our first Critical Capabilities analysis of the Sales Force Automation market. Published new research about how artificial […]

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Gartner Publishes the Magic Quadrant Sales Force Automation, 2017

by Tad Travis  |  July 13, 2017

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 […]

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Gartner Releases the CRM Sales 2017 Cool Vendors Report

by Tad Travis  |  May 19, 2017

Colleague Ilona Hansen and I are pleased to announce the newest Cool Vendors for the CRM Sales research practice. We review three vendors with innovative, algorithm-based solutions that improve coaching and sales execution. improves sales training and coaching with semantic analysis of sales calls. Tact offers a compelling voice-driven user interface that improves how […]

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Gartner Releases the 2017 Magic Quadrant and Critical Capabilities for Sales Performance Management

by Tad Travis  |  March 29, 2017

Colleague Melissa Hilbert and I are pleased to announce the latest version of the Magic Quadrant for Sales Performance Management.  For those not familiar with this Magic Quadrant, it is an annual examination of vendors for incentive compensation, quota management, and territory management. The SPM market continued to mature in 2016, growing to an estimated $753 […]

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2016 Recap: The Third Wave of Sales Automation is Here

by Tad Travis  |  January 3, 2017

At the risk of being proven embarrassingly wrong, I think that history will find that 2016 was a seminal year for sales automation technology.  It was the year that the third wave of sales automation technology broke into the mainstream. Wave 1:  Client-server and desktop based sales systems Wave 2: Web 2.0 and API-based sales […]

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Gartner Predicts a Digital Future for CRM Sales Technology

by Tad Travis  |  October 31, 2016

In time for IT leader’s 2017 strategic planning work, the Gartner CRM Sales research practice has released the latest Strategic Planning Assumptions for sales technology.  The newest predictions draw upon trends in algorithmic systems, advanced analytics, even-driven application design, and business graphs. Gartner regularly speaks with IT leaders that ask about the next big thing […]

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