Trends Report

Market Overview: SFA And PRM Solutions

Use Three Questions To Cut Your Vendor Shortlist Down To Size

March 21st, 2008
With contributors:
Sharyn Leaver , William Band , Mary Ann Rogan


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.

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