Gartner Research

Hype Cycle for CRM Sales, 2017

Published: 18 July 2017

ID: G00313776

Analyst(s): Melissa Hilbert , Theodore Travis

Summary

Organizations typically place heavy emphasis on increasing operational efficiency and effectiveness by optimizing revenue or profitability. To improve sales execution, application leaders supporting sales technologies should evaluate the emerging and maturing technologies in this Hype Cycle.

Table Of Contents

Analysis

  • What You Need to Know
  • The Hype Cycle
  • The Priority Matrix
  • Off the Hype Cycle
  • On the Rise
    • IoT for CRM Sales
    • Sales Enablement Platforms
    • Virtual Digital Sales Assistant (VDSA)
    • Quota Planning
    • Visual Configuration
    • Voice-Driven Sales Apps
  • At the Peak
    • MDM and Social Data
    • Account-Based Marketing (ABM)
    • Customer Success Management for CRM
    • Recurring Revenue Management
    • Voice of the Customer
    • Mobile Sales Productivity
    • Predictive B2B Marketing Analytics
    • Sales Predictive Analytics
  • Sliding Into the Trough
    • Sales Coaching Solutions
    • Social for Sales
    • Sales Acceleration
    • Video Technology for Sales
    • Sales Performance Management
    • Sales Analytics
  • Climbing the Slope
    • Territory Planning
    • Price Optimization and Management for B2B
    • CPQ Application Suites
    • MDM of Customer Data
    • Partner Relationship Management (PRM)
    • Business Information Services for Sales
    • Sales Training Solutions
    • Sales Contract Management
  • Entering the Plateau
    • Lead Management
    • Digital Content Management for Sales
  • Appendixes
    • Hype Cycle Phases, Benefit Ratings and Maturity Levels

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