ARCHIVE
ID Number: G00213505



This research is provided for historical perspective;
portions of this document may not reflect current conditions.





Apply Gartner's Pace-Layered Application Strategy to Sales Applications
18 July 2011
 
Robert P. Desisto  

Gartner's Pace-Layered Application Strategy helps sales organizations develop effective, flexible and innovative sales automation strategies. Use it to deconstruct applications in your sales application portfolio and develop a long-term, dynamic sales technology plan that leverages IT investments.





*
Unavailable for individual purchase
For information on how to gain access to this and other documents,
click here.













Contact Gartner




For information on how to gain access to this and other documents, click here.
 You or your organization may already own this document. Register now to find out. Your Gartner Membership Administrator can supply the needed License Key(s).
You will not lose your document during registration.
Sign in here:
Username:

Password:
Forgot your username
or password?







This document is not available as part of your current Gartner subscription. For pricing and availability of the full document, please contact your Gartner account representative. Your account representative can also give you more information about your current subscription and other access options that may be available to you. If you do not have a Gartner account representative, call +1 203 316 1200 for assistance.

Table of Contents

Contents
  • Analysis
    • The Scope of Sales Applications
    • What Is Pace Layering?
    • What Is Connective Tissue?
      • Business Process Management and Workflow
      • Knowledge Management
      • Analytics
    • Sales Applications
    • Classifying Sales Applications to the Right Pace Layer
      • Questions to Identify Systems of Innovation
      • Questions to Identify Systems of Differentiation
      • Questions to Identify Systems of Record
    • Applying Pace Layering to Sales
      • Applying Pace Layering to a Direct Sales Organization
      • Pace Layering for Direct Sales in Five Years
      • Applying Pace Layering to an Indirect Sales Organization
      • Pace Layering for Direct Sales in Five Years
    • Recommendations for Sales Pace Layers
      • Guidance for Systems of Innovation
      • Guidance for Systems of Differentiation
      • Guidance for Systems of Record
    • Applications Frequently Migrate Between Layers
    • New Applications Should Be Classified at the Point of Conception
    • Conclusion
Figures
Figure 1.
Application Pace Layers
Figure 2.
Pace Layers for a Direct Sales Organization
Figure 3.
Pace Layers for an Indirect Sales Organization
Figure 4.
Pace Layers for Processes and Applications




© 2011 Gartner, Inc. and/or its Affiliates. All Rights Reserved. Reproduction and distribution of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner's research may discuss legal issues related to the information technology business, Gartner does not provide legal advice or services and its research should not be construed or used as such. Gartner shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The opinions expressed herein are subject to change without notice.




Resource Id: 1746633