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

Carlton serves Customer Insights (CI) Professionals. He was a founding member of the CI practice in 2009, and currently leads the global team of Forrester analysts that help clients capture, manage, and analyze customer data as well as apply the resulting insights to marketing and business strategy. Carlton began his Forrester career in 2006 as an analyst specializing in digital channels, emerging products, and enterprise technology in healthcare. He also led Forrester's consumer product strategy practice, where he managed a team of analysts that focused on innovation and digital disruption.
In addition to leading his team at Forrester, Carlton posts his thoughts and opinions on Twitter and on his blog.
Prior to joining Forrester, Carlton spent nine years as an IT and eBusiness leader in the health insurance industry. He also has experience with two start-ups and a leading marketing services provider.
Carlton holds a B.S. in civil engineering management from the University of Vermont.
“Mobile CRM” is a hot topic with my clients. The emergence of ubiquitous high-speed broadband connectivity, smartphones, and tablet devices with enormous computing power and longer...
How do you leverage a treasure trove of end customer data when it suddenly comes available? Sybron Dental, a dental supplies company, faced this scenario when it struck a deal with its distributors...
In a recent report, my colleague Robert Brosnan correctly spotlights that marketers require ever more technology to capture, integrate, analyze, and apply customer data to marketing programs. Indeed,...

What Is The Right Customer Experience Strategy?
Most companies lack a customer experience strategy. As a result, their leaders struggle with decisions about funding and prioritizing projects meant to improve the customer experience at the...
The Emergence Of Customer Experience Management Solutions
Business process pros can play a pivotal role in helping their organizations define a multichannel customer experience strategy, align processes, and select the right technologies to deliver results....
Performance Management: The CRM Playbook
This report outlines the method for defining metrics as part Forrester's solution for application development and delivery (AD&D) executives looking to implement customer relationship management...

A Crowded Market Means Lots of Choices For Buyers
Forrester evaluated 18 leading customer relationship management (CRM) suite solutions against 516 criteria reflecting the requirements of large organizations. We found that heavyweight Leaders Oracle...
Solutions To Support Key Customer-Facing Business Processes
Forrester reviewed 24 CRM suite solutions to understand their strengths and weaknesses to support eight key cross-functional processes in the utilities and telecommunications industries: 1) customer...
Assessment: The CRM Playbook
This report describes the best practices assessment that underpins Forrester's solution for application development and delivery (AD&D) executives looking to implement customer relationship...

The Business Impact Of Customer Experience
Business process professionals supporting customer-facing processes are often challenged to make the business case to their executive leaders that investing to improve the customer experience is a...
Forrester’s best practices framework for CRM defines the critical capabilities necessary for building high-quality customer relationships. The framework distills findings from our interviews...
Our organization uses Oracle CRM On Demand. We currently divide the CRM administrator function between two organizations: one in the front office and one in operations. Do you have suggestions or...
I get a lot of inquiries asking me to name the best CRM professional services providers (PSPs). Business and IT managers worry about the cost and risk of failure when engaging consultants and systems...
Slow Adoption Of Newer Product Means Changes Likely In Oracle's Strategy
This report, originally written for CIOs, includes content relevant to application development and delivery (AD&D) professionals. With Oracle's strong footprint in the enterprise business apps...

A few weeks ago, I shared results from Forrester’s Forrsights Software Survey Q4 2012, spotlighting the fact that strengthening customer relationships and driving revenue growth are the top...
Deliver Breakthrough Customer Experiences By Transforming Business Processes
Organizations aspire to implement outside-in, customer-focused, cross-functional processes that transform the organization and set it on the path toward continuous improvement. They are moving from...

Every year, I get hundreds of inquiries about CRM business process project strategy and technology selection: “How many solutions should we look at? What criteria should we use to evaluate the...