About Forrester
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Connie is a member of Forrester's Business Technology Futures team, which serves CIOs and their business partners by predicting the long-term business impact of information technology. Her research focus is on smart computing and analytics.
Connie came to Forrester through its acquisition of Giga Information Group in 2003. She has more than 25 years of experience in the IT industry and has been an analyst for 19 years. Most of her research focuses on business process management and business optimization. Prior to joining Giga, Connie managed BIS Strategic Decisions' European IT consulting group, headquartered in the UK. Before then, Connie was vice president of product marketing at TDC (now part of BancTec), a manufacturer of high-end document capture systems. She was also a manager with Andersen Consulting (now Accenture), specializing in document management, document imaging, and end user computing. Earlier, Connie was with Wang Laboratories, where she managed Wang's technical support resources for the US Department of Defense and intelligence agencies. She began her career in IT and management at Mathematica Policy Research.
Connie was the co-champion of Forrester's 2009 Business Technology Forum, with its theme of "Lean: The New Business Technology Imperative." Connie also co-championed Forrester's 2007 Technology Leadership Forum, with the theme of "Design for People, Build for Change," and Forrester's 2008 Technology Leadership Forum, themed as "Embrace Technology Chaos, Deliver Business Results." Connie is a widely sought speaker. She has keynoted at many industry events, chaired 10 business process and workflow conferences in Europe and the US, and co-chaired Giga's "Leveraging Knowledge" conference. Connie also served as a director of AIIM International, the premier association for the content management industry, and is a member of the Association of Business Process Management Professionals.
Connie attended the University of North Carolina at Chapel Hill and holds a B.A. in political science and history from East Carolina University and an M.B.A. in information systems from George Washington University.
B2B marketers across all industries are investing more into creating digital content to generate new business opportunities, nurture existing sales or marketing leads, and to encourage deeper...


Sales Enablement Is The Bridge Between Go-To-Market Strategy And Tactical Execution
Tectonic forces are at work transforming business relationships away from their traditional dependency on products and services toward a focus on business outcomes and results. Inefficiencies noted...
With the rapidly growing interest in supporting sales more effectively, what metrics are you currently tracking - and what do you think you should be measuring moving forward?I'd like to start...
As you know, Forrester has defined Sales Enablement very broadly because we worked backwards from figuring out the metrics and measures required to acheive the type of breakthrough performance...
Performance Management: The Lead-To-Revenue Playbook
The seminal idea behind lead-to-revenue management (L2RM) was the need to calibrate marketing's activities (and budget) to the result of revenue generation. But effective performance management of...

Marketing And Partnering For Support/Service Excellence
Forrester's research shows that customers rank technical support at or near the top of their criteria for both vendor and product consideration. Yet the support experience in the tech industry is...
Brian, this is a very interesting summary on the role of sales operations. I have a few questions in my mind:How do we connect the dots between sales operations and sales enablement? You mentioned a...
This report is designed to give sales enablement professionals an introduction to the application development (AD) role, as well as an overview of the general concerns facing people in this position....

Comparing Vendor And Partner Prioritizations Reveals Misunderstandings
Changes in technological platforms and business models require technology partners both to re-assess their existing partnerships and to explore new partnership initiatives. Forrester's partner...
Business Case: The Channel Partner Loyalty Playbook
Partners will remain loyal to a vendor to the extent that the vendor relationship helps them achieve their business goals. The strength of this partner-vendor relationship is determined by multiple...
This report is designed to give sales enablement professionals an introduction to the frontline sales manager role as well as an overview of the general concerns facing people in this position. A...

CEOs are increasingly adding sustainability as a core value in the way they do business, delivering environmental and other well-being benefits outside the four walls of their organization. This...
Tech Vendors Must Venture Beyond India's Largest Cities To Achieve Market-Leading Growth
Tech vendors targeting the Indian market currently direct most of their investments and resources to the country's largest metropolitan areas, usually referred to as tier one cities. However, with...

Tech Vendors That Sell Globally Tend To Market And Localize Centrally
Tech marketing executives are struggling to strike a balance between the control they need to communicate a consistent brand promise and deliver a consistent brand experience while also being...

Tools And Technology: The Lead-To-Revenue Playbook
The lead-to-revenue management (L2RM) process calibrates marketing and sales activities around a common success factor — revenue. An optimized process yields bigger pipelines, shorter sales...

SMBs Exhibit A Broad Adoption Profile, But Growth Is Being Stunted By The Credit Crunch
For most software categories, tech marketers once considered the small to medium-size business (SMB) market to be "software non grata." Their assumption was that most SMBs supported their operations...

Top Performers' Channel Investments Span The Customer Tech Adoption Life Cycle
Tech vendors have historically treated channels as "outsourced sales" — or have, at least, invested that way. But a handful of vendors have departed from this model, choosing instead to invest...
MSPs Are Reaching A New Level Of Maturity
The IT channel has radically transformed over the past several years, and managed service providers (MSPs) have emerged triumphant. MSP market growth now outpaces the rest of the IT industry, but...

This report is designed to give sales enablement professionals an introduction to the enterprise architect (EA) role, as well as an overview of the general concerns facing people in this position....