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North American Mobilized Sales Force Automation Market, Forecast to 2023
Growth Opportunities for Sales Organizations and SFA Providers
20-Nov-2019
North America
Market Research
K345-01-00-00-00
IT03965-NA-MR_23790
This study examines the mobilized sales force automation (SFA) market in North America. Mobile sales force automation applications are software solutions that extend SFA capabilities to a sales employee’s mobile device (smartphone, tablet, wearable, etc.). Capabilities can range from basic account, opportunity and contact management to also encompass more complex assistance and guidance such as forecasting, quote management, sales enablement, sophisticated analytics, sales coaching, probability scoring, etc. A variety of reporting, dashboard, and analysis options are usually also available.
Detailed profiles of eleven major SFA providers are also included, examining their current portfolios, pricing strategies, channel partners, investors, target markets, strengths, opportunities, and accomplishments in the areas of growth and innovation.
The North American mobilized SFA market continues in growth mode, with over one million sales personnel accessing the solutions’ sales-focused communications, guidance and analytics via mobile devices during 2018. A high proportion of current users also plan to expand their deployments during the near term. Driving these expansion plans are high levels of customer satisfaction and positive hard-dollar business impacts, including enhanced customer relations, a decrease in paperwork, and a faster sales process.
While current users tout these benefits, prospective users continue to worry about total cost of ownership and their own lack of expertise regarding potential vendors and solutions; however, these concerns seem to be diminishing in strength.
Vendors range from small mobile-first, SFA-focused companies to large providers of full suites of business software solutions. Specific growth opportunities for providers are identified, addressing voids in product portfolios, possible incremental services, sales expansion possibilities, cutting-edge technologies, and potential channel partners.
Research Highlights
This study discusses ten key trends, adoption dynamics (pro and con), results from the most recent Frost & Sullivan Mobile Business Solutions survey, the competitive landscape, potential growth opportunities for providers, and revenue, user, and distribution channel forecasts.
The 2019 Frost & Sullivan Mobile Business Solutions survey results that were extracted for this study address specific areas of mobile SFA demand and inquiry in North America, including:
• Mobile SFA deployment plans
• Preferences regarding prepackaged vs. custom solutions
• Top business impacts experienced by current users
• Plans regarding artificial intelligence and machine learning
• Barriers to purchase
• Current status and plans regarding back-office integration
• Top-ranked mobile SFA features and capabilities
Key Issues Addressed
• Which SFA capabilities are accessible via mobile access?
• What are the most significant business impacts experienced by today’s mobilized SFA users?
• How are mobile SFA solutions evolving? Are today’s offering meeting customer needs?
• What growth opportunities exist in this market – today and over the near term? How can providers establish a competitive advantage?
• What are key trends emerging in this market? What challenges are sales force automation vendors facing when trying to convince today’s sales organizations to mobilize their SFA systems?
• What are the current product development priorities of mobilized SFA providers?
• What are the major distribution channels in the mobile SFA market, what share of the market do they currently enjoy, and are they expected to continue to dominate? Are wireless carriers active in this market as resellers?
Author: Jeanine Sterling
Key Findings
Market Engineering Measurements
CEO’s Perspective
Market Definitions
Market Definitions (continued)
Key Questions This Study Will Answer
Distribution Channels
Distribution Channels Discussion
Key Trends
Key Trends (continued)
Key Trends (continued)
Market Drivers
Market Restraints
Frost & Sullivan Mobile Business Solutions Survey
Mobilized Sales Force Automation—Percentage of Businesses with Field Sales Personnel
Mobilized Sales Force Automation—Deployment Status
Mobilized Sales Force Automation—Types of Implementation
Mobilized Sales Force Automation—Top Capabilities/Features
Mobilized Sales Force Automation—Top Business Impacts
Mobilized Sales Force Automation—Level of Integration with Back Office Systems
Mobilized Sales Force Automation—Plans Regarding Artificial Intelligence and Proactive Guidance
Mobilized Sales Force Automation– Implementation Barriers
Forecast Assumptions
User and Revenue Forecast
User and Revenue Forecast Discussion
Pricing Trends and Forecast
Pricing Trends and Forecast Discussion
Percent Revenue Forecast by Distribution Channel
Percent Revenue Forecast Discussion by Distribution Channel
Transformation in the Mobilized Sales Force Automation Industry
Competitive Environment
Competitive Factors and Assessment
Competitive Factors and Assessment (continued)
Avolin Company Profile
bpm’online Company Profile
Infor Company Profile
Maximizer Company Profile
Oracle Company Profile
Pegasystems Company Profile
PipelineDeals Company Profile
Salesforce Company Profile
SAP Company Profile
SugarCRM Company Profile
Zendesk Company Profile
Growth Opportunity 1—Industry-Specific Solutions
Growth Opportunity 2—Sales Expansion
Growth Opportunity 3—Professional Services
Growth Opportunity 4—Predictive Analytics
Growth Opportunity 5—Wireless Carriers as SMB Resellers
Strategic Imperatives for Mobile SFA Providers
The Last Word--Predictions
Legal Disclaimer
Market Engineering Methodology
Market Engineering Measurements
Additional Sources of Information on Mobilized Sales Force Automation
Partial List of Companies Interviewed
Profiles of Key Industry Participants
List of Abbreviations
Learn More—Next Steps
List of Exhibits
List of Exhibits (continued)
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