North American Mobilized Sales Force Automation Market, Forecast to 2023

North American Mobilized Sales Force Automation Market, Forecast to 2023

Growth Opportunities for Sales Organizations and SFA Providers

RELEASE DATE
20-Nov-2019
REGION
North America
Research Code: K345-01-00-00-00
SKU: IT03965-NA-MR_23790

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Description

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

Table of Contents

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)

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)

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.--BEGIN PROMO--

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 c

More Information
No Index No
Podcast No
Author Jeanine Sterling
Industries Information Technology
WIP Number K345-01-00-00-00
Is Prebook No
GPS Codes 9705-C1,9657