About This Constellation ShortList™

This Constellation ShortList focuses on solutions that extend beyond the core SFA competencies (e.g., lead, contact, account, opportunity tracking) to extensibility, scalability, product vision and solutions that help with organizational usage and adoption. Advanced analytics, artificial intelligence (AI), machine learning, data enrichment and new productivity tools make this an exciting inflection point in the space.

One major challenge with SFA solutions has long been ensuring the system is adopted and used appropriately by sales teams. Incorporating account analytics and insights that directly benefit salespeople has improved adoption rates. So have mobile solutions and interactive digital assistants that reduce manual data entry.

Another challenge has been disjointed data flows and inconsistencies between SFA and other major systems such as marketing automation and customer service. Some vendors are building integrated systems across all three areas from the ground up. Some also provide highly intuitive drag-and-drop tools to create customer workflows quickly and easily, maintaining all of the field attributes that already exist.

Threshold Criteria

Constellation considers the following criteria for these offerings:

  • Ease of use, user interface
  • Ability to track prospects and customers through
    sales cycle
  • Marketing integration for full prospect
    engagement visibility
  • Customer support visibility and management post sale
  • Extensibility through ecosystem of third-party
    integration apps
  • Productivity tools and extensions to increase usage
    and adoption
  • Focus on mobility and collaboration
  • Advanced analytics and role-based reporting
  • Product roadmap and vision
  • Pricing packages
  • Post-sale support and community

The Constellation ShortList™

Constellation evaluates over 70 solutions categorized in this particular market. This Constellation ShortList is determined by client inquiries, partner conversations, customer references, vendor selection projects, market share, and internal research. Constellation also considered client company size and marketing resources to recommend solutions suitable for enterprises and small-to-medium businesses (SMB).

Enterprise Solutions

The enterprise category is defined as companies with a broad geographical reach, multiple lines of business, and/or over 5000 employees. These are the best-of-breed vendors that provide application and services without bundling into another platform:

  • Infor CRM
  • Microsoft Dynamics 365
  • Oracle Engagement Cloud
  • Salesforce Sales Cloud

SMB Solutions

SMBs have limited resources and budget, which is factored into the selection criteria. As SMBs grow, the solution needs to have the ability to scale accordingly. These are the best-of-breed vendors that provide applications and services without bundling into 
another platform:

  • Bpm’online
  • Copper (Formerly ProsperWorks)
  • Freshsales
  • X2CRM
  • Zoho CRM Plus

Frequency of Evaluation

Each Constellation ShortList evaluation will be updated every 180 days as needed.

Evaluation Services

If you would like to put our extensive expertise in vendor selections and contact negotiations to work for you, please contact us at ShortList@constellationr.com.

 

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