Gartner Research

Hype Cycle for CRM Sales Technology, 2019

Published: 10 July 2019

ID: G00368735

Analyst(s): Theodore Travis , Adnan Zijadic , Melissa Hilbert


This Hype Cycle will help application leaders supporting sales to assess the relative maturity and business impact of sales technologies. Those technologies that are mature have become must-have costs of doing business, while those that are emerging are a source of competitive advantage.

Table Of Contents
  • What You Need to Know
  • The Hype Cycle
  • The Priority Matrix
  • Off the Hype Cycle
  • On the Rise
    • Blockchain for Lead Generation
    • Partner Data Exchange Platforms
    • IoT for CRM Sales
    • Knowledge Graphs for Sales
    • Conversational Engagement Analytics for Sales
    • Algorithmic Guided Selling
    • Sales Engagement Platforms
  • At the Peak
    • Digital Adoption Solutions
    • Virtual Digital Sales Assistant
    • BI Search/Natural Language Query
    • Relationship Intelligence
    • Voice-Driven Sales Apps
    • Embedded Analytics
  • Sliding Into the Trough
    • Customer Success Management
    • Quota Planning and Optimization
    • Voice of the Customer
    • Strategic Account Management
    • Account-Based Marketing Platforms
    • Predictive Sales Forecasting
    • Integrated Planning
    • Mobile Sales Productivity
    • Sales Training and Coaching Solutions
    • Sales Acceleration
    • Recurring Revenue Management
  • Climbing the Slope
    • Visual Configuration
    • Sales Performance Management
    • MDM of Customer Data
    • Territory Planning and Optimization
    • Price Optimization and Management for B2B
  • Entering the Plateau
    • Partner Relationship Management (PRM)
    • Sales Contract Management
    • Data Intelligence Solutions for Sales
    • CPQ Application Suites
    • Digital Content Management for Sales
    • Lead Management
    • Sales KPI Analytics
  • Appendixes
    • Hype Cycle Phases, Benefit Ratings and Maturity Levels

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