Gartner Research

Sales Force Automation Buyers Value Operational Efficiency, Product Performance and Native Mobile Apps First

Published: 28 November 2016

ID: G00319131

Analyst(s): Ilona Hansen , Theodore Travis

Summary

In a survey for Gartner's 2016 "Magic Quadrant for Sales Force Automation," application leaders indicated that they valued SFA operational efficiency, product functionality and scalability over revenue growth or price and that they had increased their use of mobile for core sales functions.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Choose SFA Products for Their Impact on Operational Efficiency Rather Than Their Potential for Revenue Growth
  • Choose SFA Vendors for Their Product Functionality and Scalability, Not Price
  • Increase the Use of Core SFA Capabilities on Smartphones and Tablets

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