세계의 영업 자동화(SFA) 시장 예측 : 전개별, 기업 규모별, 용도별, 최종 사용자별, 지역별 분석(-2030년)

According to Stratistics MRC, the Global Sales Force Automation Market is accounted for $12.03 billion in 2024 and is expected to reach $20.63 billion by 2030 growing at a CAGR of 9.4% during the forecast period. Sales force automation (SFA) refers to the use of software tools and technologies to streamline and automate sales processes. It integrates functions like lead management, sales tracking, contact management, and forecasting into a unified platform. Sales force automation systems enhance sales team productivity by automating routine tasks, improving data accuracy, and providing insights through analytics. This enables organizations to manage customer relationships more effectively, optimize sales workflows, and drive revenue growth.

According to Gartner, by 2025, 75% of B2B sales organizations will augment traditional sales playbooks with AI-guided selling solutions. This indicates the growing importance of AI-powered sales force automation tools in the industry.

Market Dynamics:

Driver:

Increased need for efficiency in sales processes

The growing need for efficiency in sales processes is a significant driver for the Sales Force Automation (SFA) market. As businesses face increasing competition and pressure to improve productivity, SFA tools offer solutions to streamline sales activities, reduce manual tasks, and enhance overall performance. These systems automate repetitive tasks, provide real-time data insights, and facilitate better customer relationship management. By improving efficiency, SFA enables sales teams to focus more on high-value activities like relationship building and closing deals, ultimately leading to increased revenue and market growth.

Restraint:

High implementation costs

The initial investment required for SFA systems, including software licenses, hardware upgrades, and staff training, can be substantial, especially for small and medium-sized enterprises. Additionally, ongoing maintenance and upgrade costs contribute to the total cost of ownership. These financial barriers may deter some organizations from adopting SFA solutions, particularly those with limited budgets or those uncertain about the return on investment. This restraint can slow market growth, especially in price-sensitive segments or regions.

Opportunity:

Growth of artificial intelligence and machine learning

The growth of artificial intelligence (AI) and machine learning (ML) presents a significant opportunity for the Sales Force Automation market. These technologies can enhance SFA systems by providing predictive analytics, personalized recommendations, and automated decision-making capabilities. AI and ML can improve lead scoring, forecast accuracy, and customer insights, enabling sales teams to work more efficiently and effectively. As these technologies advance, they offer the potential for more sophisticated, intelligent SFA solutions that can adapt to changing market conditions and individual sales representative behaviors, driving innovation and market expansion.

Threat:

Rapid technological changes

Rapid technological changes pose a threat to the sales force automation market. The fast-paced evolution of technology can lead to the quick obsolescence of existing SFA systems, requiring frequent updates or replacements. This can create challenges for both vendors and users in terms of keeping up with the latest advancements and ensuring compatibility with other business systems. Additionally, the emergence of new technologies may disrupt traditional SFA models, potentially rendering some solutions less effective or irrelevant.

Covid-19 Impact:

The COVID-19 pandemic accelerated the adoption of Sales Force Automation solutions as businesses shifted to remote work. The need for digital tools to manage sales processes remotely drove increased demand for cloud-based SFA systems. The pandemic also highlighted the importance of data-driven decision-making and efficient customer relationship management, further boosting the SFA market's growth during this period.

The cloud-based segment is expected to be the largest during the forecast period

The cloud-based segment's dominance in the sales force automation market is driven by several factors. Cloud solutions offer greater flexibility, scalability, and accessibility, allowing sales teams to access critical information from anywhere, at any time. Cloud-based SFA systems also typically have lower upfront costs and easier implementation processes compared to on-premise solutions. Additionally, they provide automatic updates and seamless integration with other cloud-based business tools, enhancing overall efficiency and productivity. These advantages make cloud-based SFA solutions attractive to businesses of all sizes, contributing significantly to market growth.

The sales forecasting segment is expected to have the highest CAGR during the forecast period

The sales forecasting segment's high CAGR in the sales force automation market is attributed to the increasing importance of accurate predictions in business planning and decision-making. Advanced sales forecasting tools leverage AI and machine learning algorithms to analyze historical data, market trends, and other relevant factors, providing more accurate and reliable forecasts. This helps businesses optimize resource allocation, improve inventory management, and make informed strategic decisions. As companies seek to gain competitive advantages through data-driven strategies, the sales forecasting segment is poised for rapid growth.

Region with largest share:

North America's dominance in the sales force automation market is driven by several factors. The region has a high concentration of technology-savvy businesses and a mature IT infrastructure, facilitating the adoption of advanced SFA solutions. The presence of major SFA vendors and a culture of innovation contribute to continuous product development and market growth. Additionally, the region's focus on improving sales efficiency and customer relationship management across various industries fuels demand for SFA tools. The strong emphasis on data-driven decision-making and the early adoption of cloud technologies further solidify North America's leading position in the SFA market.

Region with highest CAGR:

The Asia Pacific region's rapid growth in the sales force automation market is attributed to several factors. The region's fast-growing economies, particularly in countries like China and India, are driving increased adoption of digital technologies across various industries. Rising competition in these markets is pushing businesses to seek more efficient sales processes and better customer engagement strategies. Additionally, the growing penetration of cloud technologies and increasing awareness of the benefits of SFA solutions are fueling market expansion. Government initiatives promoting digital transformation and the rise of e-commerce in the region further contribute to the high CAGR in the Asia Pacific SFA market.

Key players in the market

Some of the key players in Sales Force Automation market include Salesforce, Inc., Microsoft Corporation, Oracle Corporation, SAP SE, Zoho Corporation, Aptean, Inc., INFOR, SugarCRM, Creatio, CRMNEXT, Pegasystems Inc., Keap, HubSpot, Pipedrive, Freshsales, IBM Corporation, Adobe Systems, and Zendesk Sell.

Key Developments:

In September 2023, Oracle has added new artificial intelligence (AI) capabilities in Oracle Fusion Cloud Customer Experience (CX) to help marketers, sellers, and service agents grow revenue and deliver exceptional customer experience. The latest AI capabilities liberate marketers, sellers, and service agents from time-consuming and manual tasks by unlocking relevant content, recommendations, and insights with automation and conversational interfaces.

In March 2023, Salesforce, the global leader in CRM, launched Einstein GPT, the world's first generative AI CRM technology, which delivers AI-created content across every sales, service, marketing, commerce, and IT interaction, at hyperscale. With Einstein GPT, Salesforce will transform every customer experience with generative AI.

In March 2023, Microsoft announcing the next generation of AI product updates across our business applications portfolio, including the launch of the new Microsoft Dynamics 365 Copilot - providing interactive, AI-powered assistance across business functions. Dynamics 365 Copilot takes advantage of recent advancements in generative AI to automate these tedious tasks and unlock the full creativity of the workforce. Dynamics 365 Copilot puts CRM and ERP to work for business users to accelerate their pace of innovation and improve business outcomes in every line of business.

Deployments Covered:

• Cloud-based
• On-premise

Enterprise Sizes Covered:

• Small and Medium-sized Enterprises (SMEs)
• Large Enterprises

Applications Covered:

• Lead Management
• Sales Forecasting
• Order & Invoice Management
• Opportunity Management
• Other Applications

End Users Covered:

• Banking, Financial Services and Insurance (BFSI)
• Healthcare
• Retail
• Manufacturing
• IT & Telecom
• Government
• Other End Users

Regions Covered:

• North America
  • US
  • Canada
  • Mexico
• Europe
  • Germany
  • UK
  • Italy
  • France
  • Spain
  • Rest of Europe
• Asia Pacific
  • Japan
  • China
  • India
  • Australia
  • New Zealand
  • South Korea
  • Rest of Asia Pacific
• South America
  • Argentina
  • Brazil
  • Chile
  • Rest of South America
• Middle East & Africa
  • Saudi Arabia
  • UAE
  • Qatar
  • South Africa
  • Rest of Middle East & Africa

What our report offers:

• Market share assessments for the regional and country-level segments
• Strategic recommendations for the new entrants
• Covers Market data for the years 2022, 2023, 2024, 2026, and 2030
• Market Trends (Drivers, Constraints, Opportunities, Threats, Challenges, Investment Opportunities, and recommendations)
• Strategic recommendations in key business segments based on the market estimations
• Competitive landscaping mapping the key common trends
• Company profiling with detailed strategies, financials, and recent developments
• Supply chain trends mapping the latest technological advancements

Free Customization Offerings:

All the customers of this report will be entitled to receive one of the following free customization options:

• Company Profiling
  • Comprehensive profiling of additional market players (up to 3)
  • SWOT Analysis of key players (up to 3)
• Regional Segmentation
  • Market estimations, Forecasts and CAGR of any prominent country as per the client's interest (Note: Depends on feasibility check)
• Competitive Benchmarking
  • Benchmarking of key players based on product portfolio, geographical presence, and strategic alliances

Table of Contents

1 Executive Summary

2 Preface

• 2.1 Abstract
• 2.2 Stake Holders
• 2.3 Research Scope
• 2.4 Research Methodology
  • 2.4.1 Data Mining
  • 2.4.2 Data Analysis
  • 2.4.3 Data Validation
  • 2.4.4 Research Approach
• 2.5 Research Sources
  • 2.5.1 Primary Research Sources
  • 2.5.2 Secondary Research Sources
  • 2.5.3 Assumptions

3 Market Trend Analysis

• 3.1 Introduction
• 3.2 Drivers
• 3.3 Restraints
• 3.4 Opportunities
• 3.5 Threats
• 3.6 Application Analysis
• 3.7 End User Analysis
• 3.8 Emerging Markets
• 3.9 Impact of Covid-19

4 Porters Five Force Analysis

• 4.1 Bargaining power of suppliers
• 4.2 Bargaining power of buyers
• 4.3 Threat of substitutes
• 4.4 Threat of new entrants
• 4.5 Competitive rivalry

5 Global Sales Force Automation Market, By Deployment

• 5.1 Introduction
• 5.2 Cloud-based
• 5.3 On-premise

6 Global Sales Force Automation Market, By Enterprise Size

• 6.1 Introduction
• 6.2 Small and Medium-sized Enterprises (SMEs)
• 6.3 Large Enterprises

7 Global Sales Force Automation Market, By Application

• 7.1 Introduction
• 7.2 Lead Management
• 7.3 Sales Forecasting
• 7.4 Order & Invoice Management
• 7.5 Opportunity Management
• 7.6 Other Applications

8 Global Sales Force Automation Market, By End User

• 8.1 Introduction
• 8.2 Banking, Financial Services and Insurance (BFSI)
• 8.3 Healthcare
• 8.4 Retail
• 8.5 Manufacturing
• 8.6 IT & Telecom
• 8.7 Government
• 8.8 Other End Users

9 Global Sales Force Automation Market, By Geography

• 9.1 Introduction
• 9.2 North America
  • 9.2.1 US
  • 9.2.2 Canada
  • 9.2.3 Mexico
• 9.3 Europe
  • 9.3.1 Germany
  • 9.3.2 UK
  • 9.3.3 Italy
  • 9.3.4 France
  • 9.3.5 Spain
  • 9.3.6 Rest of Europe
• 9.4 Asia Pacific
  • 9.4.1 Japan
  • 9.4.2 China
  • 9.4.3 India
  • 9.4.4 Australia
  • 9.4.5 New Zealand
  • 9.4.6 South Korea
  • 9.4.7 Rest of Asia Pacific
• 9.5 South America
  • 9.5.1 Argentina
  • 9.5.2 Brazil
  • 9.5.3 Chile
  • 9.5.4 Rest of South America
• 9.6 Middle East & Africa
  • 9.6.1 Saudi Arabia
  • 9.6.2 UAE
  • 9.6.3 Qatar
  • 9.6.4 South Africa
  • 9.6.5 Rest of Middle East & Africa

10 Key Developments

• 10.1 Agreements, Partnerships, Collaborations and Joint Ventures
• 10.2 Acquisitions & Mergers
• 10.3 New Product Launch
• 10.4 Expansions
• 10.5 Other Key Strategies

11 Company Profiling

• 11.1 Salesforce, Inc.
• 11.2 Microsoft Corporation
• 11.3 Oracle Corporation
• 11.4 SAP SE
• 11.5 Zoho Corporation
• 11.6 Aptean, Inc.
• 11.7 INFOR
• 11.8 SugarCRM
• 11.9 Creatio
• 11.10 CRMNEXT
• 11.11 Pegasystems Inc.
• 11.12 Keap
• 11.13 HubSpot
• 11.14 Pipedrive
• 11.15 Freshsales
• 11.16 IBM Corporation
• 11.17 Adobe Systems
• 11.18 Zendesk Sell