For Business Process Professionals

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	March 21, 2008 Market Overview: SFA And PRM Solutions Use Three Questions To Cut Your Vendor Shortlist Down To Size by Pete Marston with William Band, Sharyn Leaver, Mary Ann Rogan

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Executive Summary

In a recent survey, Forrester discovered that 25% of businesses rate their direct and indirect selling practices as poor/below average. Finding the right technology solution to boost your sales teams to best-in-class status can be daunting. To untangle the web of more than 30 leading sales force automation (SFA) and partner relationship management (PRM) products, sales leaders and application professionals should ask three questions: 1) What sales process problems do I need to fix?; 2) Which solutions fit the size of my organization?; and 3) What type of deployment approach is best for my company? Then, by using a methodical approach that identifies and measures your sales issues and scores solutions against a balanced set of criteria, you can illuminate the key tradeoffs among enterprise-class, midmarket, and specialty SFA/PRM products to reach a solution shortlist.

TABLE OF CONTENTS

• Sales Managers Struggle To Implement Best Practices
• Ask Three Questions To Pinpoint The Right SFA/PRM Solution
• Enterprise Solutions Offer Broad Capabilities But Are Expensive
• Midmarket Solutions Offer Targeted, Easier-To-Use Tools For Smaller Firms
• Specialty Solutions Pick Up Where Others Leave Off

RECOMMENDATIONS

• Take A Systematic Approach To Vendor Selection
• Supplemental Material
• Related Research Documents

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