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

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.
Today Forrester is releasing a report entitled “Key Trends in B2B eCommerce for 2013” that, for the first time in over 10 years, sizes the US business-to-business (B2B) eCommerce market...
A few days ago, online coupon site Retailmenot.com released results from its inaugural holiday edition Shoppers Trend Report. A combination of consumer trend data pulled from activity on...
For years the cognoscenti have speculated that Amazon would make an official move into B2B eCommerce. Well . . . they’re finally right. Just a few days ago, Amazon launched their first...

Organization: The B2B eCommerce Playbook
I often tell audiences that if you want to see the future of B2B eCommerce, look to the present and recent past of B2C eCommerce. Be it personalization, robust search, or targeted pricing, B2B...
Strategic Plan: The B2B eCommerce Playbook
Building a world-class B2B eCommerce business is a process. It takes time, and it costs money. But whatever process you follow to build your B2B eCommerce business, you will find five key issues...

B2B eCommerce executives today don’t lack for data. What they’re screaming for is insight. With our new playbooks framework, busy executives can go to one place to dip their toes in a...
A Joint Study With Channel Intelligence Examines Best Practices Regarding Online Conversion
To better understand how manufacturers can increase the ultimate conversion rate on leads they send to online retailer websites, Forrester teamed up with Channel Intelligence to analyze the patterns...
Processes: The B2B eCommerce Playbook
As B2B organizations embark on an eCommerce path, there are many features, functions, and interfaces from which to choose to maximize their business opportunity. Separating the wheat from the chaff...

Road Map: The B2B eCommerce Playbook
Science fiction writer William Gibson once said: "The future has already arrived; it's just not evenly distributed yet." Such is the case with B2B eCommerce. Whereas some B2B enterprises have been...

In a keyword-driven Web world, brand manufacturers get more than their fair share of Web shopping traffic. But because most manufacturers maintain a relatively small direct-to-consumer...
When we think about the Thanksgiving weekend and online sales, we’re conditioned to think "Cyber Monday." But now there’s another online sales story to report -- Black Friday....
Traffic Has Increased And The Channel's Matured, But Proving Incrementality Remains A Challenge
Customers are flocking to affiliate deal sites that offer promotional coupons and offer codes. The slowdown in the economy, advances in technology, and a more favorable consumer mindset toward...
Organization: The B2B eCommerce Playbook
Conventional wisdom has it that building an effective business-to-business (B2B) eCommerce organization today consists of modeling an operation after successful business-to-consumer (B2C) eCommerce...

Recently two colleagues of mine, Patti Freeman Evans and Martin Gill, put their respective cities’ shopping meccas to the multichannel test. The question: To what extent were bricks and...
Check-Ins Alone . . . No. But When Combined With Compelling Offers . . . Yes.
Although currently used by only 5% of US online adults who own cell phones, services that allow consumers to "check in" on their mobile phones at retail locations are used by 11% of US online...
Executive Overview: The B2B eCommerce Playbook
Although some eBusiness and channel strategy professionals are very mature in their understanding and execution of business-to-business (B2B) eCommerce, most organizations are still in the early...

With consumers increasingly looking for discounts online and flocking to horizontal coupon sites (e.g. ShopatHome and RetailMeNot), vertical coupon sites (e.g. TechBargains), and cashback sites (e.g....
Continuous Improvement: The B2B eCommerce Playbook
B2B eCommerce organizations too often fixate on the vision and objectives associated with a plan to the exclusion of thinking through the critical details of the execution. In fact, most B2B...

Business Case: The B2B eCommerce Playbook
Business-to-business (B2B) companies know they can generate revenue and save money by migrating their offline customers online. The question is, how much and under what circumstances? Forrester...

Assessment: The B2B eCommerce Playbook
Because very little third-party benchmarking data exists for B2B eCommerce sites, B2B eCommerce professionals can't easily determine industry best practices or effectively compare themselves to...

The US unemployment rate fell on Friday to its lowest level since March 2009 (http://www.bls.gov/news.release/empsit.nr0.htm). And on paper...that’s a very good thing. But before we get...
Landscape: The B2B eCommerce Playbook
Customer-facing front-end business-to-business (B2B) eCommerce is poised to reach $559 billion in US sales by the end of 2013. A part of the B2B eCommerce playbook, this report outlines the landscape...

In our new report, B2B eCommerce: Going from Surviving to Thriving By Adopting Proven B2C Principles, we assess the current state of B2B eCommerce, what impact B2C has had on customers’...