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Mobile Sales Force Automation Insight

  • December 2014
  • -
  • Frost & Sullivan
  • -
  • 57 pages

2014 Feedback from North American Businesses

This market insight examines the preferences and plans of North American businesses regarding mobilized sales force automation (SFA) applications. In June 2014, Frost & Sullivan surveyed mobility purchase decision-makers in Canada and in U.S. business sectors. Their responses regarding deployment plans, business impacts, preferred partners, and so on provided a comprehensive snapshot of current mobile SFA demand.

Key Findings
- The burgeoning popularity of mobilized sales force automation (SFA) solutions is consistent with the overall growth trend taking place in North America’s larger mobile worker applications market. Over half of 2014 surveyed businesses report having deployed mobile SFA to at least some degree, with another percent of companies planning to introduce this solution within the next three years.
- Canada lags the U.S. on mobile SFA adoption, and those who have purchased aren’t quite as intensely satisfied with their mobilized SFA solutions. This more subdued reaction may be a result of a generally weaker promotional effort around mobile worker software applications in Canada, signaling a need for vendors to do more educating regarding potential mobile SFA benefits.
- Overall, small and mid-sized businesses (SMB) in North America have reacted positively to the mobilized SFA opportunity, however, larger enterprises are even more enthusiastic. Actual adoption barriers are telling, with Enterprises more concerned about data security and SMBs worried about their lack of both internal expertise and the resources to properly deploy, manage and maintain a mobile SFA effort.
- Over half of current mobile SFA users intend to expand their deployments within the year, signaling a need for vendors and channels to maintain a close and proactive post-sales relationship with their customers.

Table Of Contents

Mobile Sales Force Automation Insight
Executive Summary

Key Findings

2014 Survey Design

2014 Mobile Enterprise Applications Survey

A Macro View of the North American Mobile Worker App Market

Mobile Worker Applications—Current Deployment Levels in the North American Business Sector
Mobile Worker Applications—Current Deployment Levels by Company Size
Mobile Worker Applications—Planned New Deployments During 2014-2015
Mobile Worker Applications—Planned New Deployments by Company Size
Mobile Employee-Facing Software Applications Discussion

Current and Planned Deployment of Mobilized SFA Solutions

Mobile Sales Force Automation (SFA)—Current Deployment Plans in the North American Business Sector
Mobile Sales Force Automation (SFA)—Current Deployment Plans by Company Size
Mobile Sales Force Automation (SFA)—Current Deployment Plans by Country
Deployment Plans Discussion
Current and Planned Implementations

Barriers to Implementation

Barriers to Implementation for Disinterested Businesses
Barriers to Implementation for Disinterested Businesses, by Country and Company Size
Barriers to Implementation for “Planners”
Barriers to Implementation for Planners, by Country and Company Size
Barriers to Implementation Discussion

The Implementation Process

Degree of Implementation Complexity
Types of Mobile Devices Utilized

Current User Satisfaction and Mobile SFA Business Impacts

Current User Satisfaction With Mobile SFA Solutions
Customer Satisfaction, by Country
Customer Satisfaction Discussion
Top Business Impacts for Current Mobile SFA Users
Top Business Impacts by Country and Company Size
Business Impacts Discussion

Today's Favored Brands

Brand Preference

Choosing a Strategic Mobility Partner

Preferred Strategic Mobility Partners
Preferred Mobility Partners, by Company Size
Preferred Mobile Applications Partner Discussion
Mobile Applications Partner Selection Criteria
Mobile Applications Partner Selection Criteria, 2013 versus 2014 Rankings
Mobility Partner Selection Criteria by Company Size
Mobility Partner Selection Criteria Discussion

Conclusions

The Last Word
Legal Disclaimer

The Frost and Sullivan Story

The Frost and Sullivan Story
Value Proposition
Global Perspective
Industry Convergence
360º Research Perspective
Implementation Excellence
Our Blue Ocean Strategy

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