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Software Advice BuyerView: Sales Force Automation Report 2014


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We recently analyzed interactions with 385 sales force automation (SFA) software buyers to assess why companies are evaluating SFA and what they most look for.

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Software Advice BuyerView: Sales Force Automation Report 2014

  1. 1. Software Advice BuyerView: Sales Force Automation Report Insight into today’s software buyer
  2. 2. Every year, Software Advice talks with thousands of professionals looking for the right sales force automation (SFA) software for their company. We recently analyzed a random selection of 385 interactions to determine the following: • How are prospective SFA software buyers currently managing sales activities? • Why are prospective buyers choosing to evaluate SFA software? • Proportionally speaking, how many SFA buyers represent small or midsize businesses, and how many represent larger companies? Abstract
  3. 3. Buyers’ Current Methods of Managing Sales Activities A surprising number of businesses continue to use manual methods to manage sales activities. Just over 20 percent are replacing existing CRM or SFA software. 6% 3% 8% 17% 21% 22% 24% Spreadsheets Nothing Email/contact manager Commercial CRM Industry specific software Proprietary CRM/SFA Other
  4. 4. Top Reasons for Evaluating SFA Software 62 percent of all buyers were evaluating SFA software to improve organization and increase efficiency. Many also expressed dissatisfaction with their current methods. Percent of sample Improve efficiency/organization Unhappy with current system Need more/better features Company growth/transition Integration/compatibility issues 0% 10% 20% 30% 40% 50% 60% 70% 21% 5% 28% 33% 62% 11% 17% 24% 26% 62% Small businesses (<50) Midsize/large businesses (>50)
  5. 5. Most Requested SFA Features Percent of sample Nearly all prospective buyers requested basic contact management, but fewer asked for core SFA features like lead management (54%) or reporting (24%). Contact management Note-taking Lead management Alerts and notifications Calendar integration Email integration Reporting/forecasting Task management Mobile support Customization 0% 25% 50% 75% 100%
  6. 6. Deployment Model Preference Of those potential SFA buyers who had a deployment preference, an overwhelming majority (96 percent) preferred a cloud-based solution. 4% 96% Cloud-based On-premise
  7. 7. Employee Count of Buyers’ Companies A surprisingly large proportion of the buyers we spoke to represented very small companies, with 78 percent having 20 employees or fewer. 2%4% 16% 28% 29% 21% 1 employee 2-5 employees 6-20 employees 21-100 employees 101-500 employees More than 501 employees
  8. 8. Annual Company Revenue of Buyers 59 percent of prospective SFA buyers generated under $1 million per year, while only 7 percent generated over $25 million. 1% 3%3% 12% 23% 59% <$1 million $1-5 million $6-25 million $26-50 million $51-500 million >$500 million
  9. 9. Read the full report Get free price quotes on top SFA Software Get unbiased reviews & free demos on top SFA Software Learn more about Sales Force Automation (SFA) Software Read Report Get Free Quotes Get Free Demos
  10. 10. @SoftwareAdvice /company/software-advice @SoftwareAdvice/SoftwareAdvice Software Advice is a trusted resource for software buyers. The company's website,, provides detailed reviews, comparisons and research to help organizations choose the right software. Meanwhile, the company’s team of software analysts provide free telephone consultations to help each software buyer identify systems that best fit their needs. In the process, Software Advice connects software buyers and sellers, generating high-quality opportunities for software vendors.