About Forrester
Forrester Research, Inc. is an independent research company that provides pragmatic and forward-thinking advice to global leaders in business and technology.

Alex serves CIO Professionals. His coverage includes business technology strategies, business sustainability, business-driven governance frameworks, process-oriented organizational design, change management, and continuous improvement. He is also a leading expert on best practices for making technology organizations more effective and business relevant through the implementation of service-oriented structures and process frameworks.
Alex helps clients partner with business peers to drive growth and customer engagement; develop business technology people and processes for future success; and adopt business process management (BPM), Lean, and Six Sigma to deliver business outcomes.
Prior to taking on his current role, Alex focused his research on Business Process Professionals' challenges, such as the development of business process architectures, portfolio management capabilities, centers of excellence, and deployment of change management programs. Before joining Forrester in 2005, Alex developed the IT consolidation program and managed the data center of a large European automotive company. Previously, he spent 10 years at IBM and EDS as an executive senior consultant and led several international customer projects in areas such as mergers and acquisitions, IT shared services, sourcing, organizational change, process, and technology management. Alex also worked for five years as a research scientist in the area of high-performance computing at the IBM Scientific Center Heidelberg, publishing in refereed journals and co-editing three proceeding books.
Alex received a master's degree in engineering from the Civil Engineering Institute in Bucharest, Romania, and a Ph.D. in engineering from the Technical University Aachen, Germany. He received a postdoctoral fellowship from Princeton University.
Technology vendors are disconnected from their customers. If the problem were simple, such as changing message themes, tech vendors could easily adapt. When looking at tech vendors, the...
To accelerate the work of sales enablement professionals in overhauling sales battle cards, Forrester organized a group of experienced practitioners who helped create Forrester’s battle card...


Engineering Valuable Content For Sales Enablement Success
Forrester’s sales enablement team is launching a collaborative effort with our clients and other experts to establish standards for competitive battle cards and I invite you to participate...
During my daily conversations with technology vendors about battle cards, I am encountering leaders that are taking a different approach. Sales leaders are taking responsibility for the portfolio of...
In addition to the sessions mentioned by Brad Holmes and Brian Lambert in their blog entries, we dedicated an entire track to sessions that discussed how the decisions made by portfolio...
Earlier this week, our Sales Enablement team hosted a teleconference about building battle cards that better line up with sales reps’ needs. If you missed the teleconference, you can download...
CMI organizations need to engineer sales content so that it aligns with selling activities, especially with ongoing conversations that sales reps have with stakeholders that allow realize selling...
We recently interviewed dozens of sales enablement professionals within the tech vendor community. These interviews painted a...
Engineering Valuable Content For Sales Enablement Success
Today, business and customer intelligence (BCI) leaders and teams at tech vendors gather information about target companies and key decision-makers, and their deliverables consist of data —...
Leaders of competitive and market intelligence teams know that something is wrong. They tell Forrester this every day. They describe it as being similar to when your car doesn’t drive quite...
The words of "War," Edwin Starr's 1969 Motown classic, began ringing in my head this morning. It was brought on by a Harvard Business Review blog post by Steve W. Martin, "Why Sales and...
Effective sales reps display a strong competency �often unconsciously � of establishing mindshare with their customers. The best ones influence customers and beat competitors by focusing on the...
I hear you! My earlier post about battle cards, and my title in particular, confused some readers. By outlining some of the problems with battle cards that have surfaced in our current research on...
Engineering Valuable Content For Sales Enablement Success
Competitive and market intelligence (CMI) leaders and their teams currently structure the bulk of CMI content around a product point of view, forcing sales teams to figure out how and when to build...
Insights Into Building Battle Cards That Help Reps Win Deals
To justify your investment, sales battle cards must help sales outmaneuver competitors and ultimately increase their overall win rate in competitive deals. Given the siloed way competitive insight is...
Sales reps use battle cards to anticipate and respond to competitors’ tactics in sales conversations. In our research, we found that, the competitive insights in today’s battle cards are more often...
Competitive & marketing intelligence (CMI) leaders are currently being torn between two points of view. But, these two views cannot be reconciled, and CMI leaders cannot sit on the fence! I...
Engineering Valuable Content For Sales Enablement Success
Market intelligence teams typically support sales enablement executive decisions around key sales strategies like coverage models, channel alignment, and prospect targets but rarely support sales...
During the past few months, our sales enablement team has researched and written about battle cards. We've spoken with more than 40 companies, including CMI leaders and sales...
Designing And Delivering Content For Sales Conversations
Competitive and market intelligence (CMI) teams produce battle cards that help sales reps anticipate and respond to competitors' claims. Sales reps, however, don't value today's battle cards, which...
Insights Into Building Battle Cards That Help Sales Reps Win Deals
Sales reps need battle cards to anticipate and counter competitors' claims in sales conversations, but today's battle cards are little more than side-by-side product comparisons. Sales enablement...
