Apply Gartner's Pace-Layered Application Strategy to Sales Applications

Archived Published: 18 July 2011 ID: G00213505


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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.

Table of 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
© 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 Gartners 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.

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