North American Mobilized Sales Force Automation Market, Forecast to 2021

This study examines the evolving mobile sales force automation (SFA) market in North America. Mobile SFA applications are software solutions that extend sales force automation capabilities to a sales professional's smartphone, tablet, and/or wearable. Capabilities can range from basic account, opportunity, and contact management to also encompass more complex assistance and guidance such as forecasting, quote management, sophisticated analytics, etc. Key trends, adoption dynamics, the competitive landscape, potential growth opportunities, and revenue and user forecasts are defined and discussed.
Published: 19 Dec 2017

North American Mobilized Sales Force Automation Market, Forecast to 2021

Optimizing Selling Processes and Creating Growth Opportunities

This study examines the evolving mobile sales force automation (SFA) market in North America. Mobile SFA applications are software solutions that extend sales force automation capabilities to a sales professional's smartphone, tablet, and/or wearable. Capabilities can range from basic account, opportunity, and contact management to also encompass more complex assistance and guidance such as forecasting, quote management, sophisticated analytics, etc. Key trends, adoption dynamics, the competitive landscape, potential growth opportunities, and revenue and user forecasts are defined and discussed.

Research Highlights

The North American Mobile Sales Force Automation (SFA) market remains on a growth trajectory, bringing the benefits of real-time communications, analytics, and guidance to field sales professionals and their management teams--all via the rep's mobile device. This sector is leveraging new technologies and insights to address a significantly longer (and often more frustrating) selling cycle, to enhance the quality of their mobilized SFA solutions, and to improve user productivity and win rates. At the same time, prospective customers continue to worry about the total cost of ownership, potential data vulnerability, and their own lack of internal expertise when choosing an SFA solution. SFA providers that want to thrive in this market need to maintain aggressive technology roadmaps, build strong partnerships with systems integrators, and keep mobile access and ease of use simple and intuitive.

The most significant industry restraints revolve around prospective user concerns—Including worries that mobilization will be too costly; that customer and company data might be compromised as they travel to and from sales rep devices; that the prospective mobile SFA purchaser doesn't have the necessary expertise to make a good purchase decision; and that the change management process will be too onerous. These challenges can be turned into opportunities by mobile SFA providers who make the time and effort to construct actual use cases, educate the prospect with current MSFA user feedback and experience, and implement a high-touch onboarding process to ensure a successful deployment.

Key Issues Addressed

  • What developments are disrupting the mobilized sales force automation market and what growth opportunities might they spark as a result?
  • Are stakeholder roles changing? What types of companies are participating in this market--as providers, as channels, as technology partners?
  • How is the definition of a mobile SFA solution evolving? Are today's solutions meeting customer needs? How can providers establish a competitive advantage?
  • What challenges are sales force automation solution providers facing when promoting the benefits of mobile access to today's sales organizations?
  • What are the most effective distribution methods in this mobilized SFA market, and are they expected to continue to dominate?

Features of this Research

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