Sales Intelligence Market Size, Share & Trends Analysis Report By Offering (Software, Service), By Application, By Deployment Mode, By Organization Size, By Vertical, By Region, And Segment Forecasts, 2020 - 2027

Report Overview

The global sales intelligence market size was valued at USD 2.29 billion in 2019 and is expected to grow at a compound annual growth rate (CAGR) of 10.5% from 2020 to 2027. Artificial intelligence (AI) has demonstrated a potential impact on the sales industry over the past decade. For instance, AI-enabled solutions like chatbots have improved customer interactions and related services in the B2C (Business-to-Consumer) domain. Also, fintech organizations offer the end-use industries a wide range of AI-supported advisor services to make automated investment decisions. Sales intelligence provides marketers with precise information about buyers and improves the process of content mapping and creation. The accessibility to real-time, enriched company data helps salespeople to boost their lead generation process and transactions. Exponentially increasing data volumes, strict regulations, and low-interest rates are encouraging organizations to reconsider their traditional business strategies.

Also, recent technological advancements have paved the way for artificial intelligence in sales and marketing operations. Connection of knowledge, domain-enriched Machine Learning (ML), and Natural Language Processing (NLP) are adopted by several companies to offer improved sales intelligence software and services. For instance, in September 2019, China Asset Management, a China-based fund management company, collaborated with Microsoft’s researchers to develop an AI model. This AI model analyzes the vast amount of real-time data of financial transactions, to provide insights about clients’ budget and financial status. This partnership was done under Microsoft’s Innovation Partnership program, which allows sharing AI expertise with companies across various industries. This program is anticipated to help these industries derive digital transformation in their portfolio.

Artificial intelligence is integrated with the sales and marketing for data extraction about a company’s several operations. These operations include extracting insights about organizational reporting structure, decision-making, customer experience and interfaces, year-over-year growth, strategic initiatives, and investment processes. An essential application of sales intelligence is lead generation. Many companies have entire teams dedicated to generating new business prospects. Sales intelligence provides the marketing team with an organization chart that includes a visual map of a company’s reporting structure of the entire department of peers and their hierarchy in the organization.

Researchers have made tremendous strides in developing the ultimate human-machine interaction systems in recent years. AI is used to capture audio, text, and imagery data from various vendor/internal databases and public sources by implementing computer vision, NLP, and machine learning programs. For instance, computer vision and NLP are used for data extraction from issuer filings for valuation models and transcription of analyst conference calls. More extensive programs will further process the information gathered from various sources to generate insights into the decision-making process. It often requires advanced AI techniques, such as machine learning and deep learning.

Sales Intelligence Market Market Trends

Businesses across various end use verticals are realizing the importance of improving customer targeting in order to extract best potential for future revenue. As a result, they are increasingly relying on advanced solutions for enhancing their customer targeting processes. Such solutions assist in identification of new sales opportunities at non-customer companies as well as existing client accounts. Further, the marketing and sales executives implement such solutions for seamless workflows along with carrying out more efficient operations.

In the current scenario, the sales executives are looking to procure a holistic solution for aligning their data, salesforce, and processes. Demand for content optimization has witnessed a considerable surge in recent times since the sales team across numerous end-use verticals are demanding clean, automated, and comprehensive data collection. The technologies, such as Robotic Process Automation (RPA), are being used to auto-capture the activities, which the sales teams carry out on their work tools. Artificial Intelligence (AI) and Machine Learning (ML) are also increasingly being implemented to deliver transparency in the workflow, without the hassle of lengthy reviews and any mismanagement.

The sales intelligence solutions make a huge difference in procuring high-quality leads. The latest technologies and data enrichment tools help automate the collection process of relevant lead information, data storage, and using the same to craft personalized and targeted content to nurture the leads. The marketers can save a considerable amount of time, which initially was spent in manual segmenting and scoring of lead lists, substantiating the delivery of only high-quality leads to the sales team.

Significant surge in data volumes, stringent regulations, as well as low-interest rates are persuading the organizations re-evaluate their conventional business strategies. As a result, the professionals heavily rely on sales intelligence software due to its ability to curate prospect lists based on a specific contact search. Moreover, it is easy for them to regularly update target customer information with minimal need of attention.

Offering Insights

Software offerings led the sales intelligence market and accounted for more than 85.0% of the revenue share in 2019. This high share is attributed to the integration capabilities of sales intelligence software to be deployed within existing systems, such as marketing platform and Customer Relationship Management (CRM). It is often preferred to enable the availability of multiple deployment options and quality data enrichment. Besides, the penetration of lead generation software tools among organizations bolsters the adoption of such solutions in the market. 

Several companies offer sales intelligence software for different applications, such as lead management, data management, risk management, and data analytics. For instance, DueDil Ltd, a U.K.-based database research services provider, offers an AI platform, called DueDil for BFSI, FinTech, and B2B tech industry verticals. This platform is primarily used for lead management, risk management, and business expansion capabilities. The services segment is also expected to register a noticeable CAGR over the forecast period, owing to the need for integration and deployment services for sales intelligence solutions that are deployed into an existing system. 

Application Insights

The lead management segment led the market and accounted for more than 30.0% of the revenue share in 2019. This high share is attributed to the high adoption of AI platforms for lead generation and business expansion. For instance, LinkedIn Sales Navigator, a cloud-based sales intelligence platform offered by LinkedIn Corporation, is used by several large enterprises and SMEs for their lead management. This platform enables advanced lead search and recommendations based on saved leads. It also offers real-time insights on respective leads and accounts.

Besides, the analytics and reporting segment is anticipated to witness substantial growth over the forecast period. This growth is attributed to the fast-gained acceptance of sales analytics to improve decision-making processes and gain visibility into sales activities. Increasing penetration of real-time leaderboards to build competitive intelligence is one of the significant factors encouraging the adoption of sales intelligence platforms for analytics and reporting application. For instance, Elastic Inc, an on-demand business development services provider, offers analytics and reporting solutions for inbound, outbound, and remote sales.

Deployment Mode Insights

Cloud deployment modeled the market and accounted for more than 50.0% of the revenue share in 2019. This high share is attributed to the fact that cloud solutions remove the firewall restrictions that can hamper the users’ access to an on-premise solution. Cloud-based Software as a Service (SaaS) solution eliminates maintenance and overhead costs. Also, cloud object storage services provide the virtually unlimited storage capacity that removes the scalability and storage volume restrictions of locally-placed hardware.

The on-premises segment is anticipated to witness substantial growth over the forecast period. This growth is attributed to the security and privacy provided by the on-premises solutions in sales intelligence. Also, on-premise solutions use edge analytics that reduces the bandwidth requirement. Integrating these solutions on-premise brings higher speed and more reliability in the results.

Organization Size Insights

The large enterprise segment led the market and accounted for more than 75.0% share of the global revenue in 2019. This high share is attributed to the rising rates of data decay and increasing competition among key players in several industry verticals. Also, higher technological proficiency in large enterprises than SMEs encourages the adoption of sales intelligence tools to reduce sales cycles and increase sales productivity. These tools provide large enterprises with data enrichment capabilities to maintain their position among competitors. 

The SME segment is anticipated to witness substantial growth over the forecast period. This growth is attributed to the fast-gained acceptance of digital solutions in every industry. Multiple sales & marketing solutions are being adopted by SMEs to boost their sales. For instance, Infogroup.com, a U.S.-based marketing company, offers analytics and reporting and data management solutions for large enterprises and SMEs.

Vertical Insights

The IT and telecom segment led the market and accounted for more than 24.0% share of the global revenue in 2019. Besides, the BFSI segment also held a significant share in 2019, which is attributed to the rapid adoption of sales intelligence systems in the financial services and banking sector. There are several AI applications in financial services, including lead management, risk management, fraud detection, relationship manager augmentation, and algorithmic trading, among other use-cases. For instance, LeadGenius, an American marketing automation company, offers sales intelligence solutions for banking, finance, and the FinTech industry. The company's solution caters to data management, lead management, and analytics, and reporting requirements in the BFSI industry.  

Other verticals in the industry include IT and telecom, retail and e-commerce, healthcare, media & entertainment, and others. Lead management is one of the most used applications in every vertical. For instance, Zoho Corporation Pvt. Ltd., an India-based IT management company, offers a customer experience platform called Zoho CRM Plus. This platform includes a comprehensive set of lead management features for all sizes of businesses in all verticals. Also, law, manufacturing, automotive, and HR/ payroll are other verticals where sales intelligence is being used for data management and enrichment applications.

Regional Insights

North America dominated the market and accounted for 45.0% share of global revenue in 2019. This high share is attributed to the presence of an enormous number of sales intelligence vendors. Several companies, including tech giants and start-ups, are developing sales intelligence platforms for different verticals. For instance, LinkedIn Corporation (U.S.) is one of the most preferred and trusted for lead management applications. It offers the Sales Navigator platform to enable targeting the right companies and clients, along with personalized engagement.

Data is fueling in the retail segment which is adding a new dimension towards understating and anticipating customer needs. The deployment of sales intelligence in the retail sector across various regions helps the sales team gather greater amount of information from beacons, wearables, PoS terminals, CRMs, and various other databases. The sales intelligence platform is helping retailers cement their position in the domain of sales and trade intelligence. It also helps enable transformation into an intelligent and agile retail enterprise.

The Asia Pacific is anticipated to witness significant growth over the forecast period. This growth can be attributed to the significantly increasing investments in sales intelligence by FinTech companies. For instance, Zheshang Fund Management Co., in July 2019, a China-based investment advisor company, has planned to use about 300 artificial intelligence-based investment models to analyze 3,000 Chinese stocks. The resulting insights from the analysis would be used for better data management and decision-making processes. Besides, a growing number of AI start-ups in the region are boosting the adoption of sales intelligence solutions and services to enable process automation and increase sales productivity.

The solution providers across various regions offer cloud-based sales intelligence tools that help the sales professionals’ access real-time customer information, sales opportunity pipeline, dashboards, embedded reports, and track wins, losses, activities, and revenue trends. For instance, Salesforce.com offers its cloud-based offerings for large enterprises and SMEs to monitor leads & progress, store data, forecast opportunities, and gain insights through analytics. Additionally, the sales intelligence tools are embedded with AI that delivers a personalized shopping experience and drives increased engagement, conversion, revenue, and customer loyalty.

Key Companies & Market Share Insights

Vendors in the market are focusing on increasing the customer base to gain a competitive edge in the industry. Therefore, key players are taking several strategic initiatives, such as mergers and acquisitions, partnerships, and collaborations with other key players in the industry. For instance, in February 2019, dnb.co.in., India-based data analytics, and reporting solutions provider announced its merger with the Investor Group, led by CC Capital; Bilcar, LLC; Cannae Holdings, Inc.; Black Knight, Inc.; and Thomas H. Lee Partners, L.P. This merger was anticipated to deliver enhanced business solutions worldwide. Some of the prominent players in the sales intelligence market include:

• Clearbit

• DEMANDBASE, INC.

• dnb.co.in.

• DueDil Ltd

• EverString Technology

• FullContact

• GRYPHON NETWORKS

• Infogroup.com

• Insideview

• LeadGenius

• LinkedIn Corporation

• List Partners LLC

• Oracle

• Relationship Capital Partners Inc. and RelPro, Inc.

• RingLead, Inc. 

• UpLead

• Yesware, Inc.

• Zoho Corporation Pvt. Ltd. 

• Zoom Information, Inc.

Sales Intelligence Market Report Scope

Global Sales Intelligence Market Segmentation

This report forecasts revenue growth at global, regional, and country levels and provides an analysis of the latest industry trends in each of the sub-segments from 2016 to 2027. For this study, Grand View Research has segmented the global sales intelligence market report based on offering, application, deployment mode, organization size, vertical, and region:

• Offering Outlook (Revenue, USD Million, 2016 - 2027)

  • Software

  • Service

• Application Outlook (Revenue, USD Million, 2016 - 2027)

  • Analytics and Reporting

  • Data Management

  • Lead Management

  • Others

• Deployment Mode Outlook (Revenue, USD Million, 2016 - 2027)

  • Cloud

  • On-Premises

• Organization Size Outlook (Revenue, USD Million, 2016 - 2027)

  • SMEs

  • Large Enterprises

• Vertical Outlook (Revenue, USD Million, 2016 - 2027)

  • BFSI

  • IT & Telecom

  • Retail & E-Commerce

  • Healthcare

  • Media & Entertainment

  • Others

• Regional Outlook (Revenue, USD Million, 2016 - 2027)

  • North America

    • The U.S.

    • Canada

    • Mexico

  • Europe

    • Germany

    • The U.K.

    • France

  • Asia Pacific

    • China

    • Japan

    • India

  • South America

    • Brazil

  • The Middle East and Africa (MEA)