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Valued at $1,196.9 million in 2019, the global field force automation market is expected to register a CAGR of 20.9% during the forecast period (2020–2030). The surging smartphone and mobile internet penetration, rising focus toward leveraging advanced technologies, such as artificial intelligence (AI), internet of things (IoT), and cloud computing, in field force automation solutions, and rising need for automating repetitive activities are some of the factors resulting in the positive growth of the field force automation industry.
The adoption of field force automation solutions is expected to increase, owing to the effect of the coronavirus pandemic (COVID-19), which, in turn, would result in market growth. This is mainly due to the lockdown situation in numerous countries, which is expected to increase the demand for automated field operations, for the collection of real-time insights. Moreover, factors such as the high adoption rate of digital initiatives and increasing pace of production, post the lockdown is lifted, would encourage industries to deploy automated solutions in the coming years, thus driving the field force automation market.
The services category is projected to witness the faster growth in the field force automation market during the forecast period. This can be ascribed to the surging demand for services, such as system integration, installation, and support and maintenance, in order to improve resource productivity, streamline project lifecycle, and continuously update the software to the latest version.
Furthermore, the professional sub-category accounted for the larger market size in 2019, and it is also expected to witness faster growth during the forecast period. This is due to the wide adoption of professional services, such as training, education, and consulting and support, for the deployment of field force automation solutions. Organizations are focusing on implementing such solutions in order to collect real-time site data and analyze it to get meaningful information, to support quick decision making through the integration of next-generation technologies.
In 2019, the large enterprises bifurcation, in terms of enterprise, accounted for the larger size in the field force automation market. This was mainly due to the high adoption rate of field force automation solutions by such companies, due to their ability to simplify complex work operations, improve business productivity, map the performance of field agents for the growth of the company, and support in data-driven decision making. Small and medium enterprises (SMEs) are projected to witness the faster growth during the forecast period, owing to the rapid shift toward the adoption of cloud computing technologies, digitization, and mobile-based solutions.
The field force automation market, on the basis of pricing model, is categorized into subscription-based, free, and quote-based. Among these, the subscription-based category held the largest share in the market in 2019, which is attributed to the ready availability of field force automation software based on monthly and yearly subscription plans, as per the number of individuals utilizing the service. Moreover, companies also offer a free trial for a limited number of days, which further supports users in selecting the best subscription plan, as per requirement.
The sales order management category accounted for the largest share in the field force automation market in 2019. This is mainly attributed to the rapid demand for automating field sales activities, including inventory management, real-time insights related to product inquiries and lead lifecycle, analysis of the data using analytics tools, and scheduling of work shifts based on area and locality.
The retail & e-commerce category accounted for the largest size in the field force automation market in 2019. This is mainly attributed to the increasing number of applications of field force automation software in the retail sector, which include filtering information based on potential leads, automating sales and marketing activities, understanding all the requirements of customers in detail, and gathering real-time feedback from clients and analyzing it for future purposes. As a result, players are continuously focusing toward introducing solutions based on specific tasks, in order to cater to the growing need for automated sales operations and capture a larger share in the market.
North America dominated the field force automation market during the historical period (2014–2019). The major factors supporting the market growth include the rising investments in IT infrastructure, presence of a large number of market players, vast adoption of mobile applications in order to gather real-time field information, shift toward cloud technology, increasing demand for industrial automation, and integration of advanced technologies, such as IoT, facial recognition, and machine learning (ML), in business activities.
APAC is projected to witness the fastest growth during the forecast period in the field force automation market. This is mainly attributed to the increasing awareness pertaining to the computerized operations of field sales teams, surging industrialization rate, growing need for the identification and analysis of customer buying patterns, and rising requirement for real-time data utilization for sales forecasting. In addition, factors including the implementation of cloud technology, requirement for improved productivity and reduced operational costs among enterprises, and surging number of field force automation startups in India, China, Singapore, Australia, and other countries are also supporting the regional growth of the industry.
The growing preference toward cloud-powered field force mobile applications is a key trend being noticed in the field force automation market. Cloud-supported mobile applications provide various benefits to enterprises, such as data back-up, multiple platform support, flexibility to share and retrieve data from various sources, and high storage capacity.
Cloud-powered field force mobile applications support in assigning work orders, working with real-time status updates, and transferring important information from general packet radio services (GPRS) to cloud servers. Thus, market players are concentrating on combining the advantages of cloud storage with field force mobile applications, in order to provide ease of access and a user-friendly interface.
The increasing demand for automated sales force solutions is one of the major drivers contributing to the positive growth of the field force automation market. The need for automated control of sales operations leads to a high adoption of sales force automation solutions. These solutions provide support to field representatives in various areas, including automatic approval of orders, automated assessment of clients’ marketing needs, lead tracking, assembly of all sales tasks within a single dashboard, and marketing automation.
These solutions offer an improved customer experience, increased revenue, streamlined sales operations, enhanced efficiency of field agents, and several other benefits. Thus, to provide such benefits to enterprises, market players are emphasizing on the launch of such solutions, which is driving the field force automation market growth.
Another major factor driving the demand for field force automation solutions globally is the rising adoption of digital marketing among enterprises. Enterprises in nearly all industries are increasingly adopting digital marketing strategies, in order to reach out to more customers, fulfill customized requirements of businesses, and achieve a competitive edge in the market. Moreover, the rapid implementation of next-generation technologies, including cloud computing, computer vision, robotics, and ML, has resulted in a rapid digital transformation in organizations, which is expected to contribute toward the increasing implementation of field force automation solutions in the coming years.
|Base Year (2019) Market Size||$1,196.9 million|
|Forecast Period (2020-2030) CAGR||20.9%|
|Report Coverage||Market Trends, Revenue Estimation and Forecast, Segmentation Analysis, Regional and Country Breakdown, Company Share Analysis, Companies’ Strategic Developments, Product Benchmarking, Company Profiling|
|Market Size by Segments||Offering, Enterprise, Deployment, Pricing Model, Application, Vertical, Region|
|Market Size of Geographies||U.S., Canada, Germany, France, Italy, U.K., Japan, China, India, Australia, South Korea, Brazil, Mexico, Saudi Arabia, South Africa, U.A.E., Turkey|
|Secondary Sources and References (Partial List)||Association for Advancing Automation (A3), Association for Manufacturing Technology (AMT), Association for the Advancement of Artificial Intelligence (AAAI), Canadian Professional Sales Association (CPSA), International Society of Automation (ISA), National Association for Sales Professionals (NASP), Sales Management Association|
The retail & e-commerce industry has been deploying field force automation solutions at a high rate, which is contributing toward the global market growth. In order to cater to the increasing number of challenges, such as raw material cost inflation, rising labor costs, changing consumer demands, and complex process of supply chain management (SCM), players in the retail industry are quickly adopting sales automation solutions, which also support in gaining a competitive edge over other enterprises.
In addition, the increased retail revenue also supports in investments toward sales automation solutions, since they provide benefits such as improved customer loyalty, scheduled delivery of goods, detailed analysis of customer requirements, and automated control over sales operations, thereby supporting the field force automation market growth.
The global field force automation market is witnessing high competition, owing to the increasing need for automated field operations, demand for effective lead generation tools, tracking of all the customer insights, and gathering real-time field data, for providing a personalized experience to customers, among enterprises. Major industry players, such as Salesforce.com Inc., IFS AB, and ServiceMax Inc., have acquired small players to capture a larger share, strengthen business, and improve brand positioning. For instance:
The field force automation market report offers comprehensive market segmentation analysis along with market estimation for the period 2014–2030.
Based on Offering
Based on Enterprise
Based on Deployment
Based on Pricing Model
Based on Application
Based on Vertical
In 2030, the field force automation market will reach $9,033.0 million.
The impact of COVID-19 on the field force automation industry has been positive, as the demand for automatic collection of field data has risen during the lockdown
The subscription-based pricing model generates the highest revenue in the field force automation market.
Cloud-enabled FFA mobile applications are the field force automation industry trend due to their multi-platform support, data back-up, data access and sharing flexibility, and high storage capacity.
Acquisition is the strongest strategic measure in the field force automation market.