Table of Content

1 INTRODUCTION 14
1.1 OBJECTIVES OF THE STUDY 14
1.2 MARKET DEFINITION 14
1.3 MARKET SCOPE 14
1.3.1 MARKET SEGMENTATION 15
1.3.2 REGIONS COVERED 15
1.4 YEARS CONSIDERED FOR THE STUDY 16
1.5 CURRENCY CONSIDERED 16
1.6 STAKEHOLDERS 17

2 RESEARCH METHODOLOGY 18
2.1 RESEARCH DATA 18
2.1.1 SECONDARY DATA 19
2.1.2 PRIMARY DATA 19
2.1.2.1 Breakup of primaries 19
2.1.2.2 Key industry insights 20
2.2 MARKET BREAKUP AND DATA TRIANGULATION 20
2.3 MARKET SIZE ESTIMATION 21
2.3.1 TOP-DOWN APPROACH 21
2.3.2 BOTTOM-UP APPROACH 22
2.4 MARKET FORECAST 22
2.5 ASSUMPTIONS FOR THE STUDY 23
2.6 LIMITATIONS OF THE STUDY 24

3 EXECUTIVE SUMMARY 25

4 PREMIUM INSIGHTS 28
4.1 ATTRACTIVE MARKET OPPORTUNITIES IN THE SALES ENABLEMENT PLATFORM MARKET 28
4.2 SALES ENABLEMENT PLATFORM MARKET IN NORTH AMERICA, BY INDUSTRY VERTICAL AND COUNTRY (2019) 29
4.3 SALES ENABLEMENT PLATFORM MARKET: MAJOR COUNTRIES 30

5 MARKET OVERVIEW AND INDUSTRY TRENDS 31
5.1 INTRODUCTION 31
5.2 MARKET DYNAMICS 31
5.2.1 DRIVERS 32
5.2.1.1 Rising need to improve the internal business process 32
5.2.1.2 Scaling sales efforts with the help of advanced technology 32
5.2.2 RESTRAINTS 33
5.2.2.1 Inconsistent user experience across various access channels 33
5.2.3 OPPORTUNITIES 33
5.2.3.1 Growing focus of organization toward optimizing sales workforce efficiency 33
5.2.4 CHALLENGES 34
5.2.4.1 Upkeeping sales communication and maintaining a buyer-seller relationship 34
5.2.4.2 Keeping the customer better informed about products at first instance 34
5.3 INDUSTRY TRENDS 34
5.3.1 USE CASE 1: DUN & BRADSTREET 34
5.3.2 USE CASE 2: NXSTAGE MEDICAL, INC. 35

6 SALES ENABLEMENT PLATFORM MARKET, BY COMPONENT 36
6.1 INTRODUCTION 37
6.2 PLATFORM 38
6.2.1 GROWING FOCUS OF ORGANIZATIONS TO AUTOMATE AND ENHANCE THEIR SALES PROCESSES TO DRIVE THE DEMAND FOR SALES ENABLEMENT PLATFORM 38
6.3 SERVICES 39
6.3.1 INTEGRATION AND IMPLEMENTATION 40
6.3.1.1 Efficient deployment of sales enablement platform within organizations’ systems to drive the growth of integration and implementation services 40
6.3.2 TRAINING AND SUPPORT 41
6.3.2.1 Growing need to empower sales representatives with enhanced skills for fully utilizing the sales enablement platform to drive the growth of training and support services 41

7 SALES ENABLEMENT PLATFORM MARKET, BY ORGANIZATION SIZE 42
7.1 INTRODUCTION 43
7.2 LARGE ENTERPRISES 44
7.2.1 GROWING NEED TO HAVE LONG-LASTING RELATIONSHIPS WITH CUSTOMERS TO DRIVE THE DEMAND FOR SALES ENABLEMENT PLATFORM SOLUTIONS AMONG LARGE ENTERPRISES 44
7.3 SMALL AND MEDIUM-SIZED ENTERPRISES 45
7.3.1 THE NEED FOR A COST-EFFECTIVE AND COMPREHENSIVE SOLUTION TO DRIVE THE ADOPTION OF SALES ENABLEMENT PLATFORMS ACROSS SMES 45

8 SALES ENABLEMENT PLATFORM MARKET, BY DEPLOYMENT TYPE 46
8.1 INTRODUCTION 47
8.2 ON-PREMISES 48
8.2.1 SECURITY CONCERN AMONG ENTERPRISES TO DRIVE THE ADOPTION OF ON-PREMISES SALES ENABLEMENT PLATFORM 48
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8.3 CLOUD 49
8.3.1 SCALABILITY AND COST-EFFECTIVENESS ARE THE MAJOR FACTORS DRIVING THE ADOPTION OF CLOUD-BASED SALES ENABLEMENT PLATFORM 49

9 SALES ENABLEMENT PLATFORM MARKET, BY INDUSTRY VERTICAL 50
9.1 INTRODUCTION 51
9.2 BANKING, FINANCIAL SERVICES, AND INSURANCE 52
9.2.1 THE GROWING NEED TO OFFER BEST-IN-CLASS CUSTOMER EXPERIENCE TO DRIVE THE GROWTH OF SALES ENABLEMENT PLATFORM IN THE BFSI INDUSTRY VERTICAL 52
9.3 CONSUMER GOODS AND RETAIL 53
9.3.1 GROWING COMPETITION TO ENHANCE MARKET SHARE AND INCREASE MARGINS TO DRIVE THE GROWTH OF SALES ENABLEMENT PLATFORM IN THE CONSUMER GOODS AND RETAIL INDUSTRY VERTICAL 53
9.4 IT AND TELECOM 54
9.4.1 GROWING NEED TO OFFER BEST-IN-CLASS CUSTOMER EXPERIENCE TO DRIVE THE GROWTH OF SALES ENABLEMENT PLATFORM IN THE IT AND TELECOM INDUSTRY VERTICAL 54
9.5 MEDIA AND ENTERTAINMENT 55
9.5.1 GROWING NEED TO AUTOMATE CONTENT CREATION TO DRIVE THE GROWTH OF SALES ENABLEMENT PLATFORM IN THE MEDIA AND ENTERTAINMENT INDUSTRY VERTICAL 55
9.6 HEALTHCARE AND LIFE SCIENCES 56
9.6.1 GROWING NEED TO SHARE PERSONALIZED AND UPDATED COMPLIANCE-APPROVED CONTENT WITH PROSPECTS TO DRIVE THE GROWTH OF SALES ENABLEMENT PLATFORM IN THE HEALTHCARE AND LIFE SCIENCES INDUSTRY VERTICAL 56
9.7 MANUFACTURING 57
9.7.1 GROWING NEED TO AUTOMATE AND ENHANCE SALES PROCESSES TO DRIVE THE GROWTH OF SALES ENABLEMENT PLATFORM IN THE MANUFACTURING INDUSTRY VERTICAL 57
9.8 OTHERS 58

10 SALES ENABLEMENT PLATFORM MARKET, BY REGION 59
10.1 INTRODUCTION 60
10.2 NORTH AMERICA 61
10.2.1 UNITED STATES 65
10.2.1.1 Automating sales process to improve deal closure rate to drive the US sales enablement platform market 65
10.2.2 CANADA 65
10.2.2.1 Deployment of cloud-based sales enablement platform to get actionable insights from information to fuel the market growth in Canada 65
10.3 EUROPE 66
10.3.1 UNITED KINGDOM 68
10.3.1.1 Ability to measure and analyze sales result to drive the adoption of sales enablement platform and services in the UK 68
10.3.2 GERMANY 68
10.3.2.1 Developed communication infrastructure to propel the market growth in Germany 68
10.3.3 REST OF EUROPE 69
10.4 ASIA PACIFIC 69
10.4.1 AUSTRALIA AND NEW ZEALAND 73
10.4.1.1 Customer-centric sales approach to drive the adoption of sales enablement technologies in ANZ 73
10.4.2 CHINA 73
10.4.2.1 Growing need among sales representative to adopt smart techniques to fuel the market growth in China 73
10.4.3 REST OF ASIA PACIFIC 73
10.5 MIDDLE EAST AND AFRICA 74
10.5.1 SOUTH AFRICA 76
10.5.1.1 Ability to align various departments in an organization to boost the sales enablement market growth in South Africa 76
10.5.2 UNITED ARAB EMIRATES 76
10.5.2.1 Digital trend among various industry verticals to boost the adoption of sales enablement platform and services in UAE 76
10.5.3 REST OF MIDDLE EAST AND AFRICA 77
10.6 LATIN AMERICA 77
10.6.1 BRAZIL 80
10.6.1.1 Increasing awareness about sales enablement techniques to smoothen the business process to drive the adoption of sales enablement platform and services in Brazil 80
10.6.2 MEXICO 80
10.6.2.1 Increased productivity of the sales workforce by using sales enablement platform to boost the market growth in Mexico 80
10.6.3 REST OF LATIN AMERICA 80

11 COMPETITIVE LANDSCAPE 81
11.1 OVERVIEW 81
11.2 COMPETITIVE SCENARIO 82
11.2.1 NEW PRODUCT/SOLUTION LAUNCHES AND PRODUCT ENHANCEMENTS 82
11.2.2 BUSINESS EXPANSIONS 83
11.2.3 ACQUISITIONS 83
11.2.4 PARTNERSHIPS, AGREEMENTS, AND COLLABORATIONS 84
11.3 COMPETITIVE LEADERSHIP MAPPING 85
11.3.1 VISIONARY LEADERS 85
11.3.2 DYNAMIC DIFFERENTIATORS 86
11.3.3 INNOVATORS 86
11.3.4 EMERGING COMPANIES 86
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12 COMPANY PROFILES 88
12.1 INTRODUCTION 88
(Business Overview, Solution, Platform, Products & Services, Key Insights, Recent Developments, SWOT Analysis, MnM View)*
12.2 SAP 89
12.3 BIGTINCAN 92
12.4 UPLAND SOFTWARE 96
12.5 SHOWPAD 99
12.6 SEISMIC 101
12.7 HIGHSPOT 103
12.8 ACCENT TECHNOLOGIES 105
12.9 CLEARSLIDE 107
12.10 BRAINSHARK 109
12.11 QUARK 111
12.12 BLOOMFIRE 111
12.13 CLIENTPOINT 112
12.14 QORUS SOFTWARE 112
12.15 PITCHER 113
12.16 MEDIAFLY 113
12.17 RALLYWARE 114
12.18 MINDTICKLE 114
12.19 QSTREAM, INC. 115
*Details on Business Overview, Solution, Platform, Products & Services, Key Insights, Recent Developments, SWOT Analysis, MnM View might not be captured in case of unlisted companies.
13 APPENDIX 116
13.1 DISCUSSION GUIDE 116
13.2 KNOWLEDGE STORE: MARKETSANDMARKETS’ SUBSCRIPTION PORTAL 120
13.3 AVAILABLE CUSTOMIZATIONS 122
13.4 RELATED REPORTS 122
13.5 AUTHOR DETAILS 123



List of Figures



FIGURE 1 SALES ENABLEMENT PLATFORM MARKET: RESEARCH DESIGN 18
FIGURE 2 SALES ENABLEMENT PLATFORM MARKET: TOP-DOWN AND BOTTOM-UP APPROACHES 21
FIGURE 3 INTEGRATION AND IMPLEMENTATION SEGMENT TO HOLD THE HIGHEST MARKET SHARE IN THE SALES ENABLEMENT PLATFORM MARKET IN 2019 26
FIGURE 4 NORTH AMERICA TO ACCOUNT FOR THE HIGHEST SHARE OF THE SALES ENABLEMENT PLATFORM MARKET IN 2019 27
FIGURE 5 GROWING FOCUS OF ORGANIZATIONS TOWARD OPTIMIZING SALES WORKFORCE EFFICIENCY TO DRIVE THE GROWTH OF THE SALES ENABLEMENT PLATFORM MARKET 28
FIGURE 6 IT AND TELECOM INDUSTRY VERTICAL AND UNITED STATES TO ACCOUNT FOR THE HIGHEST SHARES IN THE NORTH AMERICAN SALES ENABLEMENT PLATFORM MARKET IN 2019 29
FIGURE 7 AUSTRALIA AND NEW ZEALAND TO GROW AT THE HIGHEST RATE DURING THE FORECAST PERIOD 30
FIGURE 8 DRIVERS, RESTRAINTS, OPPORTUNITIES, AND CHALLENGES: SALES ENABLEMENT PLATFORM MARKET 32
FIGURE 9 SERVICES SEGMENT TO GROW AT A HIGHER CAGR DURING THE FORECAST PERIOD 37
FIGURE 10 INTEGRATION AND IMPLEMENTATION SEGMENT TO GROW AT A HIGHER CAGR DURING THE FORECAST PERIOD 39
FIGURE 11 SMALL AND MEDIUM-SIZED ENTERPRISES SEGMENT TO GROW AT A HIGHER CAGR DURING THE FORECAST PERIOD 43
FIGURE 12 CLOUD SEGMENT TO GROW AT A HIGHER CAGR DURING THE FORECAST PERIOD 47
FIGURE 13 CONSUMER GOODS AND RETAIL INDUSTRY VERTICAL TO GROW AT THE HIGHEST CAGR DURING THE FORECAST PERIOD 51
FIGURE 14 ASIA PACIFIC TO WITNESS SIGNIFICANT GROWTH DURING THE FORECAST PERIOD 60
FIGURE 15 NORTH AMERICA: MARKET SNAPSHOT 62
FIGURE 16 ASIA PACIFIC: MARKET SNAPSHOT 70
FIGURE 17 KEY DEVELOPMENTS BY THE LEADING PLAYERS IN THE SALES ENABLEMENT PLATFORM MARKET, 2017–2019 81
FIGURE 18 SALES ENABLEMENT PLATFORM MARKET (GLOBAL) COMPETITIVE LEADERSHIP MAPPING, 2018 87
FIGURE 19 GEOGRAPHIC REVENUE MIX OF THE TOP MARKET PLAYERS 88
FIGURE 20 SAP: COMPANY SNAPSHOT 89
FIGURE 21 SAP: SWOT ANALYSIS 91
FIGURE 22 BIGTINCAN: COMPANY SNAPSHOT 92
FIGURE 23 BIGTINCAN: SWOT ANALYSIS 94
FIGURE 24 UPLAND SOFTWARE: COMPANY SNAPSHOT 96
FIGURE 25 UPLAND SOFTWARE: SWOT ANALYSIS 98
FIGURE 26 SEISMIC: SWOT ANALYSIS 102

 

List of Tables



TABLE 1 UNITED STATES DOLLAR EXCHANGE RATE, 2015–2017 16
TABLE 2 FACTOR ANALYSIS 22
TABLE 3 SALES ENABLEMENT PLATFORM MARKET SIZE, BY COMPONENT 2017–2024 (USD MILLION) 37
TABLE 4 PLATFORM: SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION 2017–2024 (USD MILLION) 38
TABLE 5 SERVICES: SALES ENABLEMENT PLATFORM MARKET SIZE, BY TYPE 2017–2024 (USD MILLION) 39
TABLE 6 SERVICES: SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION 2017–2024 (USD MILLION) 40
TABLE 7 INTEGRATION AND IMPLEMENTATION MARKET SIZE, BY REGION 2017–2024 (USD MILLION) 40
TABLE 8 TRAINING AND SUPPORT MARKET SIZE, BY REGION, 2017–2024 (USD MILLION) 41
TABLE 9 SALES ENABLEMENT PLATFORM MARKET SIZE, BY ORGANIZATION SIZE 2017–2024 (USD MILLION) 43
TABLE 10 LARGE ENTERPRISES: SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION, 2017–2024 (USD MILLION) 44
TABLE 11 SMALL AND MEDIUM-SIZED ENTERPRISES: SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION, 2017–2024 (USD MILLION) 45
TABLE 12 SALES ENABLEMENT PLATFORM MARKET SIZE, BY DEPLOYMENT TYPE 2017–2024 (USD MILLION) 47
TABLE 13 ON-PREMISES: SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION 2017–2024 (USD MILLION) 48
TABLE 14 CLOUD: SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION 2017–2024 (USD MILLION) 49
TABLE 15 SALES ENABLEMENT PLATFORM MARKET SIZE, BY INDUSTRY VERTICAL 2017–2024 (USD MILLION) 51
TABLE 16 BANKING, FINANCIAL SERVICES, AND INSURANCE: SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION, 2017–2024 (USD MILLION) 52
TABLE 17 CONSUMER GOODS AND RETAIL: SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION, 2017–2024 (USD MILLION) 53
TABLE 18 IT AND TELECOM: SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION, 2017–2024 (USD MILLION) 54
TABLE 19 MEDIA AND ENTERTAINMENT: SALES ENABLEMENT PLATFORM MARKET SIZE BY REGION, 2017–2024 (USD MILLION) 55
TABLE 20 HEALTHCARE AND LIFE SCIENCES: SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION, 2017–2024 (USD MILLION) 56
TABLE 21 MANUFACTURING: SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION, 2017–2024 (USD MILLION) 57
TABLE 22 OTHERS: SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION 2017–2024 (USD MILLION) 58
TABLE 23 SALES ENABLEMENT PLATFORM MARKET SIZE, BY REGION 2017–2024 (USD MILLION) 60
TABLE 24 NORTH AMERICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY COMPONENT, 2017–2024 (USD MILLION) 62
TABLE 25 NORTH AMERICA: SALES ENABLEMENT PLATFORM MARKET SIZE, BY SERVICE, 2017–2024 (USD MILLION) 63
TABLE 26 NORTH AMERICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY ORGANIZATION SIZE, 2017–2024 (USD MILLION) 63
TABLE 27 NORTH AMERICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY DEPLOYMENT TYPE, 2017–2024 (USD MILLION) 63
TABLE 28 NORTH AMERICA: SALES ENABLEMENT PLATFORM MARKET SIZE, BY INDUSTRY VERTICAL, 2017–2024 (USD MILLION) 64
TABLE 29 NORTH AMERICA: SALES ENABLEMENT PLATFORM MARKET SIZE, BY COUNTRY, 2017–2024 (USD MILLION) 64
TABLE 30 EUROPE: SALES ENABLEMENT PLATFORM MARKET SIZE, BY COMPONENT 2017–2024 (USD MILLION) 66
TABLE 31 EUROPE: SALES ENABLEMENT PLATFORM MARKET SIZE, BY SERVICE 2017–2024 (USD MILLION) 66
TABLE 32 EUROPE: SALES ENABLEMENT PLATFORM MARKET SIZE, BY ORGANIZATION SIZE, 2017–2024 (USD MILLION) 67
TABLE 33 EUROPE: SALES ENABLEMENT PLATFORM MARKET SIZE, BY DEPLOYMENT TYPE, 2017–2024 (USD MILLION) 67
TABLE 34 EUROPE: SALES ENABLEMENT PLATFORM MARKET SIZE, BY INDUSTRY VERTICAL, 2017–2024 (USD MILLION) 67
TABLE 35 EUROPE: SALES ENABLEMENT PLATFORM MARKET SIZE, BY COUNTRY 2017–2024 (USD MILLION) 68
TABLE 36 ASIA PACIFIC: SALES ENABLEMENT PLATFORM MARKET SIZE, BY COMPONENT, 2017–2024 (USD MILLION) 70
TABLE 37 ASIA PACIFIC: SALES ENABLEMENT PLATFORM MARKET SIZE, BY SERVICE 2017–2024 (USD MILLION) 71
TABLE 38 ASIA PACIFIC: SALES ENABLEMENT PLATFORM MARKET SIZE, BY ORGANIZATION SIZE, 2017–2024 (USD MILLION) 71
TABLE 39 ASIA PACIFIC: SALES ENABLEMENT PLATFORM MARKET SIZE, BY DEPLOYMENT TYPE, 2017–2024 (USD MILLION) 71
TABLE 40 ASIA PACIFIC: SALES ENABLEMENT PLATFORM MARKET SIZE, BY INDUSTRY VERTICAL, 2016–2023 (USD MILLION) 72
TABLE 41 ASIA PACIFIC: SALES ENABLEMENT PLATFORM MARKET SIZE, BY COUNTRY 2017–2024 (USD MILLION) 72
TABLE 42 MIDDLE EAST AND AFRICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY COMPONENT, 2017–2024 (USD MILLION) 74
TABLE 43 MIDDLE EAST AND AFRICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY SERVICE, 2017–2024 (USD MILLION) 74
TABLE 44 MIDDLE EAST AND AFRICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY ORGANIZATION SIZE, 2017–2024 (USD MILLION) 75
TABLE 45 MIDDLE EAST AND AFRICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY DEPLOYMENT TYPE, 2017–2024 (USD MILLION) 75
TABLE 46 MIDDLE EAST AND AFRICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY INDUSTRY VERTICAL, 2017–2024 (USD MILLION) 75
TABLE 47 MIDDLE EAST AND AFRICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY COUNTRY, 2017–2024 (USD MILLION) 76
TABLE 48 LATIN AMERICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY COMPONENT, 2017–2024 (USD MILLION) 77
TABLE 49 LATIN AMERICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY SERVICE, 2017–2024 (USD MILLION) 77
TABLE 50 LATIN AMERICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY ORGANIZATION SIZE, 2017–2024 (USD MILLION) 78
TABLE 51 LATIN AMERICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY DEPLOYMENT TYPE, 2017–2024 (USD MILLION) 78
TABLE 52 LATIN AMERICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY INDUSTRY VERTICAL, 2017–2024 (USD MILLION) 79
TABLE 53 LATIN AMERICA: SALES ENABLEMENT PLATFORM MARKET SIZE BY COUNTRY, 2017–2024 (USD MILLION) 79
TABLE 54 NEW PRODUCT/SOLUTION LAUNCHES AND PRODUCT ENHANCEMENTS 2018–2019 82
TABLE 55 BUSINESS EXPANSIONS, 2018–2019 83
TABLE 56 ACQUISITIONS, 2018–2019 83
TABLE 57 PARTNERSHIPS, AGREEMENTS, AND COLLABORATIONS, 2017–2019 84
TABLE 58 EVALUATION CRITERIA 85