Hype Cycle for CRM Sales, 2011



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Sales modernization initiatives and pent-up demand are moving sales automation markets, as firms rebuild sales capacity, revamp sales practices and exploit innovation to underpin growth strategies. This research reviews the visibility, maturity and value of key sales technology sectors.

Table of Contents

  • Analysis
    • What You Need to Know
    • The Hype Cycle
    • The Priority Matrix
    • Off the Hype Cycle
    • On the Rise
      • Speech-Driven Sales Force Automation
      • Voice of the Customer
      • iPad-Based SFA
      • Sales Performance Management
      • Configure, Price, Quote Application Suites
    • At the Peak
      • Social CRM for Sales
      • Price Optimization and Management for B2B
      • Sales Incentive Compensation Management SaaS
      • Smartphone-Based SFA Applications
      • Sales Analytics
    • Sliding Into the Trough
      • Knowledge Management for Customer Self-Service
      • MDM of Customer Data
      • Customer Profitability Management
      • E-Commerce SaaS
      • Sales Contract Management
      • Distributed Order Management
      • Territory Management
      • Partner Relationship Management
    • Climbing the Slope
      • Mobile Sales Force Automation for Call Reporting/Dashboards
      • Sales Information Services
      • Sales Training Solutions
      • Lead Management
      • Sales Content Management
      • Sales Incentive Compensation Management
      • Sales Force Automation SaaS
      • E-Commerce Web 2.0 Tools for Selling
      • Mobile Sales Force Automation for Opportunity Management
    • Entering the Plateau
      • Mobile Sales Force Automation for Orders/Inventory
      • Proposal Generation
      • Sales Reporting
      • Sales Configuration
      • Sales Order Management
    • Appendixes
      • Hype Cycle Phases, Benefit Ratings and Maturity Levels
  • Recommended Reading
© 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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