Gartner Report: Digital Content Management 2017

The market for digital content management for sales is maturing rapidly, and is becoming a heavily contested marketplace.

Gartner has seen a steady evolution in this market over the last two years, being driven by companies’ need to continually improve sales execution. Gartner regularly speaks with clients whose Sales Force Automation (SFA) investments have not lived up to their expectations and want to know how to get better value from their sales technology spend.

Leaders frequently tell Gartner that SFA tools do not do enough to make it easier for representatives to do their daily work. Digital content management solutions cover a wide set of sales execution needs. Buyers select these solutions to meet at least one of the following objectives:

  • Sales leaders require solutions that bring sales content directly into the opportunity management process, offering both content recommendations and next-best-actions suggestions. SDRs and partners also need to have quick access to the right content in the right context.
  • Content creators (typically in marketing and sales enablement functions) need to track the use of electronic sales aids during sales presentations and throughout the rest of the sales process to measure effectiveness and meet regulatory requirements.
  • Managers need to monitor how their representatives use sales content in order to affect outcomes.

Download this complimentary Gartner report to understand the key offerings and make sound investment decisions.

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