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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. 
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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:
Marteq's insight:
When I find access to a copy, I'll post.
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"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:
Marteq's insight:
Pegasystems is offering a free copy here: https://www.pega.com/forrester-sales-force-automation-2017
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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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Marteq'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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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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Marteq's insight:
Interesting application of persona building, and makes perfect sense.
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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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Marteq'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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Found it.
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