Gartner Research

Critical Capabilities for CRM Lead Management

Published: 24 October 2019

Summary

Lead management capabilities drive conversion of unknown contacts to known customers. Application leaders supporting the vendor evaluation process to ensure better-qualified leads for their sales teams can use this research to find the right solutions for five common use cases.

Included in Full Research

  • Critical Capabilities Use-Case Graphics
  • Vendors
    • Acoustic (Formerly IBM)
    • Acquia (Mautic)
    • Act-On
    • Adobe (Marketo)
    • bpm’online
    • CRMNEXT
    • HubSpot
    • Impartner
    • Oracle
    • Pegasystems
    • Salesforce
    • SAP
    • SugarCRM (Salesfusion)
    • X2Engine
    • Zoho
  • Context
  • Product/Service Class Definition
  • Critical Capabilities Definition
    • Multichannel Lead Management
    • Lead Aggregation
    • Lead Augmentation and Deduplication
    • Lead Process Management
    • Lead Nurturing
    • Lead Scoring and Qualification
    • Analytics and Measurement
    • 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
    • Added
    • Honorable Mentions
  • Market Consolidation
  • Critical Capabilities Rating

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Critical Capabilities: A deeper look into provider offerings

How does a Critical Capabilities report work?

As a companion to the Magic Quadrant™, a Critical Capabilities report scores competing products and services against a set of meaningful differentiators. It reveals which options are the best fit in various use cases to help you focus on the vendors best suited to your needs.

A Critical Capabilities report is more than just a diagram. You also get:

Sharper focus

Narrow down the product and service criteria most important to you.

Individualized use cases

Use interactive features to customize usage scenarios based on your organization’s unique needs.

Faster decision making

Use data to speed up provider selection and accelerate the procurement process.

A Gartner Critical Capabilities report is just one of our many offerings.

We provide actionable, objective insight to help organizations make smarter, faster technology decisions to stay ahead of disruption and accelerate growth.

Pick the right provider with confidence

We use a Critical Capabilities report, the Magic Quadrant and more to ensure you select the best-fit provider to avoid the costly repercussions of a poor decision.

Align deal structures and optimize spend

We benchmark pricing against the market so you avoid unnecessary charges.

Reduce complexity and risk

We analyze contract terms and conditions to protect you against future price increases and unanticipated costs.

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