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Gartner Magic Quadrant for Sales Force Automation 2017 - Salesforce.com

Gartner Magic Quadrant for Sales Force Automation 2017 - Salesforce.com | The MarTech Digest | Scoop.it
New Gartner research positions salesforce.com in the Leaders Quadrant for Sales Force Automation. Download the 2017 Gartner Magic Quadrant Report and find out what Gartner analysts have to say about Salesforce.
CYDigital/marteq.io's insight:

Found it.

 

Subscribe to The MarTech Digest: http://bit.ly/miocom #MarTech

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Gartner Publishes the Magic Quadrant Sales Force Automation, 2017 - Gartner

Gartner Publishes the Magic Quadrant Sales Force Automation, 2017 - Gartner | The MarTech Digest | Scoop.it
As part of the analysis process, Gartner collected primary research from 130 customers that have implemented the solutions covered in this Magic Quadrant.  The survey revealed:

Sales automation implementations are a considerable investment. Respondents spent an average of $276,440 each on SFA solutions in their most recent fiscal year, compared with $153,970 on non-SFA sales applications.
Eighty-nine percent of the surveyed respondents were “very satisfied” or “completely satisfied” with their SFA solution. This, however, is a drop of six points from last year’s survey.
CYDigital/marteq.io's insight:

When I find access to a copy, I'll post.

 

RYZZ: It’s a new approach to MarTech for B2B Marketers.

 

#MarTech #DigitalMarketing

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The Forrester Sales Force Automation Wave Marks A New Era In Sales Technology - Forrester

The Forrester Sales Force Automation Wave Marks A New Era In Sales Technology - Forrester | The MarTech Digest | Scoop.it

"There is no magic wand to wave and transform your sales technology strategy into one marked by employee and customer obsession. In our evaluation, we saw the following three trends stand out to help improve both the employee and customer experiences: 

  • SFA delivers experiences to support new and emerging sales roles. There is no singular role of salesperson. In today’s world, sales roles can include sales development reps, account executives (field and inside), customer success managers, sales operations, and many more. These solutions are building out experiences that deliver against the needs of each of these roles.
  • AI starts to shape the buyer-seller dynamic. With names like Einstein and Watson making their name in the mainstream, buyers almost expect AI at this point. Every vendor has something to share with regards to AI, but few have a track record of being able to drive valuable recommendations like next best actions or offers, detect potential opportunities, and proactively determine the likelihood of winning a deal.
  • SFA must have an ecosystem to fill its gaps. SFA will not become a seller-focused technology overnight. These systems will need to support an ecosystem like Salesforce’s AppExchange where customers can select, provision, and connect third party solutions to SFA to deliver a richer experience for sales reps."
CYDigital/marteq.io's insight:

Pegasystems is offering a free copy here: https://www.pega.com/forrester-sales-force-automation-2017

 

RYZZ: It’s a new approach to MarTech for B2B Marketers.

 

#MarTech #DigitalMarketing

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A New Take on the SFA Time-to-Value Curve - Gartner

A New Take on the SFA Time-to-Value Curve - Gartner | The MarTech Digest | Scoop.it

Digest...


We have to give customer-facing resources the tools that make it easier for [Sales] to sell.   They need deeply capable applications that combines functionality with process in a way that matches the way that they already already work.  And they need accurate, timely data so they don’t have to work in multiple systems and don’t have to guess about which system holds the best source of truth. Only with these steps will the SFA be meaningful to how they work.

 

When that occurs, SFA usage and data accuracy increases.  And when that milestone is reached, managers finally get the insight into sales performance that they need to be effective.

 


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CYDigital/marteq.io's insight:

It's the secret sauce for SFA, CRM or anything that requires Sales execution. That and a change in the comp plan.

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Develop Customer Personas for Better SFA Design - Gartner

Develop Customer Personas for Better SFA Design - Gartner | The MarTech Digest | Scoop.it

Digest...


Personas are simple statements that convey the point-of-view of a customer architype.  They describe the customer’s most common functions and interactions with your organzation, defined from their perspective.

 

Personas have the following advantages:

-- >  Makes the abstract concrete.  Budget requests and project initiation documents often describe business processes and business benefits in abstractions that the system’s beneficiaries don’t relate to.  Personas put the processes in terms that they care about.

-- >  Forces you to abstract your sales roles into meaningful groupings, thus avoiding writing unproductive outlier use cases.

Provides an anchor point of minimum success criteria, against which all subsequent development can be -- >  measured.

-- >  Captures the most important pain points or inefficiences in current processes and systems.

 

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CYDigital/marteq.io's insight:

Interesting application of persona building, and makes perfect sense.

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CRM or SFA? Let’s Set the Record Straight | SiriusDecisions Blog | #TheMarketingAutomationAlert

CRM or SFA? Let’s Set the Record Straight | SiriusDecisions Blog | #TheMarketingAutomationAlert | The MarTech Digest | Scoop.it

Digest...


Here are the defining characteristics of an SFA system, as SiriusDecisions sees it:

-- >  An SFA system is used as a foundational tool within sales and marketing that supports an organization’s processes and metrics for increasing sales productivity through sales rep efficiencies.

-- >  The fundamental five features of an SFA system include lead management, account management, contact management, opportunity management and reporting capabilities.

 

So, what’s the correct definition of CRM? SiriusDecisions defines CRM as a combination of processes and technologies that manage the entire customer lifecycle and impact all parts of an organization, including sales, marketing, product and service. Within CRM, SFA systems are a specific toolset that focuses on sales objectives and activities; SFA is one of the key components that support an integrated CRM approach.

 

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CYDigital/marteq.io's insight:

And CRM is increasingly becoming a platform upon which different modules (SFA, MA, content marketing, etc.) and integrated. I think the issue with CRM vs. SFA stems from the original gatekeepers of CRM: Sales.

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