FMCG Software Categories and Selection Framework
Most FMCG software buying mistakes happen because teams compare products across different categories. Use this framework to filter options by workflow need first, then compare feature depth.
Category Comparison Table
| Tool | Rating | Price | Primary goal | Best for | Field execution depth | Offline dependency | Implementation complexity |
|---|---|---|---|---|---|---|---|
CRM Platforms | 4.4 | Low to high (freemium to enterprise) | Pipeline and account management | Lead-to-order visibility | Low to medium | Medium | Low to high |
Retail Execution | 4.5 | Usually custom | In-store compliance and merchandising quality | Audit and planogram control | High | High | Medium |
DSD / Route Accounting | 4.5 | Subscription or custom | Route sales, invoicing, and delivery | Van sales and distributor operations | High | High | Medium to high |
AI Shelf Analytics | 4.4 | Usually custom | Shelf visibility and detection speed | OSA and compliance diagnostics | Medium to high | Medium | Medium |
Selection Sequence (Recommended)
- Define one dominant business problem (coverage, compliance, route economics, or forecast variance).
- Pick software category based on that problem.
- Shortlist three vendors with proven fit in your market type.
- Pilot with fixed KPIs and go/no-go thresholds.
Maturity-Based Stack
- Early stage: CRM + route planning
- Growth stage: CRM + retail execution + basic DSD
- Scaled regional: Unified SFA/DMS + retail execution + AI shelf analytics
- Enterprise global: Multi-layer stack with TPM, DSD, AI, and governance workflows
FAQ
Disclosure
This site is created and maintained by the team at Lemmonade, an FMCG field sales CRM. We believe in transparency: when we recommend Lemmonade, we explain why. When another tool is better for a specific use case, we say that too.
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