Gartner Research

Critical Capabilities for CRM Lead Management

Published: 03 October 2018

ID: G00352558

Analyst(s): Ilona Hansen , Noah Elkin , Jason Daigler , Julian Poulter

Summary

As CRM lead management solutions continue to be in high demand, Gartner has evaluated the products of 13 vendors, covering five use cases and eight critical capabilities. Application leaders supporting marketing and sales should use this research to find the best vendor match.

Table Of Contents

What You Need to Know

Analysis

  • Critical Capabilities Use-Case Graphics
  • Vendors
    • Act-On
    • bpmā€™online
    • CRMNEXT
    • IBM
    • Impartner
    • Marketo
    • Mautic
    • Oracle
    • Pegasystems
    • Salesforce
    • Salesfusion
    • SAP
    • Zoho
  • Context
  • Product/Service Class Definition
  • Critical Capabilities Definition
    • Lead Aggregation
    • Multichannel Lead Management
    • Lead Process Management
    • Lead Augmentation and Deduplication
    • Lead Nurturing
    • Lead Scoring and Qualification
    • Analytics, KPIs and BI
    • Integration With Other Applications
  • Use Cases
    • Multisite Implementation, B2B
    • Single-Site Implementation, B2B
    • Multisite Implementation, B2C
    • Single-Site Implementation, B2C
    • Indirect Sales Models, Relationship Sales, B2B2C
  • Vendors Added and Dropped
    • Dropped

Inclusion Criteria

  • Critical Capabilities Rating

Gartner Recommended Reading

©2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.