1. Executive Summary
　　1. Sales Force Mobility
　　　　1. Preamble
　　　　2. Scope of Study
　　　　3. Research Methodology

2. Market Overview
　　1. State of the Market
　　　　1. Market Dynamics
　　　　2. Market Definition

3. Industry Challenges
　　1. Top Industry Challenges
　　　　1. Introduction
　　　　2. Secure Mobile Access Still Remains a Concern
　　　　3. Limited Customer Understanding and Differentiation Affect Growth
　　　　4. Customer Readiness is a Crucial Area That Needs to be Assessed
　　　　5. Device Management and Control Issues Need to be Addressed
　　　　6. Enterprises Prefer to Wait for Products to Mature and Markets to Develop Further
　　　　7. Vendors' Readiness to Deploy is Uncertain
　　　　8. Low End-user Adoption Rates Amongst Early Adopters Deter Growth
　　　　9. Relatively Low Executive Level Support Caused by the Lack of Effective Mobility Strategy is a Hurdle

4. Market Trends
　　1. Key Market Trends
　　　　1. Demand for Real-time Decision Making
　　　　2. Increase in Demand for Mobilising Enterprise Applications
　　　　3. Shift in Decision Making from Tactical Sourcing to a More Strategic Mobility Policy
　　　　4. 'Software-as-a-Service' (SaaS) is a Big Opportunity
　　　　5. New Functionalities Increase the Market Size

5. Technology Trends
　　1. Key Technology Trends
　　　　1. Support for Multiple Wireless Networks
　　　　2. Choice of Synchronisation
　　　　3. Range of Alternatives to Access Applications
　　　　4. The Choice Between Hosted and 'On-premise' Solutions

6. Market Drivers
　　1. Market Drivers
　　　　1. Market Drivers

7. Market Restraints
　　1. Market Restraints
　　　　1. Market Restraints

8. Market Analysis
　　1. Assesment of the Market
　　　　1. Vendors Revisit Their Technology and Partnership Strategies
　　　　2. Consolidation to Continue in This Market
　　　　3. Growing Mindshare Amongst Enterprise Buyers Carries Hopeful Signs of Growth in the Market
　　2. Revenues and Forecast
　　　　1. Assumptions and Definitions
　　　　2. Market Forecasts
　　3. Critical Success Factors
　　　　1. Key Indicators
　　4. Competitive Landscape
　　　　1. The Playing Field

9. Conclusions and Recommendations
　　1. Mobilising Ahead
　　　　1. Truly Mobile SFA

List of Figures
　　Chapter 3
　　　　Impact of top industry challenges in the European mobile SFA market from 2008 to 2013
　　Chapter 6
　　　　Market drivers ranked in order of impact in the European mobile SFA market from 2008 to 2013
　　Chapter 7
　　　　Market restraints ranked in order of impact in the European mobile SFA market from 2008 to 2013
　　Chapter 8
　　　　Revenue forecasts for the total European mobile SFA market from 2006 to 2013
　　　　Revenue forecasts for the European wireless SFA market from 2006 to 2013
　　　　Revenue forecasts for the European laptop and tablet PC SFA market from 2006 to 2013
　　　　Revenue forecasts for the European offline PDA/application PC SFA market from 2006 to 2013
　　　　Competitive structure of the European mobile SFA markets in 2007

　　This Frost & Sullivan research service titled European Mobile Sales Force Automation (SFA) Markets provides an overview of the industry challenges, drivers, restraints as well as detailed revenue estimates for key segments. In this research, Frost & Sullivan's expert analysts thoroughly examine the following markets: wireless SFA, laptop/tablet PC and offline PDA/application SFA.

　　This analysis is available through our Enterprise Communications Growth Partnership Services programme. With this programme, clients receive industry-leading market research such as this, along with technical and econometric data and many interactive features including Analyst Inquiry Time and Client Councils.

　　Market Overview

　　Market Increasingly Ready to Embrace Mobile SFA Solutions

　　Sales force automation (SFA) is a growing market. A small portion of the installed base is beginning to consider extending SFA applications to wireless devices. Mobile SFA, which includes disconnected laptops, is projected to grow at a compound annual growth rate (CAGR) of 22.6 per cent over the period 2007 to 2013. Frost & Sullivan estimates the market to generate € 255.5 million in Europe in 2007. "Mobile SFA is the largest application segment after wireless e-mail in the mobile enterprise application market," notes the analyst of this research. "Surveys indicate an increase in market readiness to deploy these solutions." The key challenges facing the market include the complexity of the solution and cost predictability, particularly when the enterprise aims to scale the deployment in the post-pilot stage. The industry needs to ensure that the enterprise has abstracted from all the complexities in fulfilling a mobile SFA deployment.

　　Mobile middleware, as it is largely called, is an important component in this market. Dendrite, Dexterra, Sybase and Vettro offer industry-leading solutions to power mobile devices with SFA software. Delivery models such as ‘Software-as-a-Service’ continue to gain traction. SaaS specialists, such as Entellium and NetSuite, are maintaining their aggressive growth.

　　Successful Pitching to Sales Organisations Critical to Sustaining Market Momentum

　　Improvements in device capabilities, including memory and processing power, the rally for industry standard architecture such as Service Oriented Architecture (SOA) by customers, the use of architecture standards such as J2EE and .NET and the support for a vibrant partner ecosystem to offer a solution is contributing to the momentum for growth in this market.

　　However, there are challenges as well. Current trends suggest that buyers are looking beyond functionalities. Product roadmaps and product lifecycle management are emerging as important parameters in sourcing decisions. "Support for offline functionality, openness, flexibility, usability and workflow are critical to gain end-user adoption," states the analyst. "However, the biggest challenge that mobile SFA vendors face is to effectively sell to the sales organisation."