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	November 22, 2005 Midmarket Sales Force Automation Scorecard Summary: Pivotal Key Findings From "The Forrester Wave™: Midmarket Sales Force Automation, Q4 2005" by Liz Herbert with John Ragsdale, Jessica Harrington

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Executive Summary

Pivotal provides a leading sales force automation (SFA) offering for the midmarket that offers customers and partners strong tools for customizing and integrating the solution. The vendor's 2002 acquisition of marketing automation specialist MarketFirst makes it the only player in the small-and-medium-size-business (SMB) sales automation space with best-of-breed marketing automation. Pivotal primarily services the finance and insurance, medical device manufacturing, and real-estate sectors, with specialized versions for these industries. Its product has less appeal in the small-business sector, where firms demand more out-of-the-box functionality and lower-cost, quicker-to-roll-out solutions.

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