Gartner Research

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

Published: 18 July 2011

ID: G00213505

Analyst(s): Robert P. Desisto

Summary

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
  • Overview

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

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