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.
This report is designed to give sales enablement professionals an introduction to the chief information officer (CIO) role, as well as an overview of the general concerns facing people in this...

This report is designed to give sales enablement professionals an introduction to the sourcing and vendor management (SVM) role, as well as an overview of the general concerns facing people in this...

How You Sell Is As Important As What You Sell
Executive decision-makers find that the technology vendors that best differentiate themselves from the pack are the ones that can match a relevant set of capabilities to their specific circumstances....

A key component of most technology vendors' sales strategies is for the sales force to sell to higher-level buyers. In order to provide sales enablement professionals with a customer-centric design...
This report is designed to give sales enablement professionals an introduction of the infrastructure and operations (I&O) role, as well as an overview of the general concerns facing people in this...

Addressing Gaps In How Effectively Salespeople Engage With Executives
To avoid being relegated to commodity status, vendors are refining their sales strategies to engage with higher level decision-makers earlier in the problem-solving process. Getting a meeting with...
Strategies To Drive Change Without Disrupting Ongoing Operations
While many technology vendors aspire to transform their sales organization away from a transactional approach to more value-added selling, executing on that change is a tall order. To successfully...
Results, not products, differentiate vendors in the eyes of executives.Executives assign strategic supplier status to vendors that are willing and able to align in substantial, not superficial, ways....
As technology vendors work to respond to the changing conditions their buyers face, salespeople are overwhelmed with an avalanche of random acts of sales support generated from many different groups...
Knowing ROI metrics is important to build a strong business case. However, knowing how to apply them is even more so. Forrester surveyed 180 technology sales representatives who sell to senior-level...
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....

Use A Framework To Simplify A Complex Sales Support Environment
In most complex businesses today, random and poorly managed sales support resources drive unneeded costs while also contributing to overburdening the sales force. These resources are proliferating as...
Factors To Consider When Collecting The Voice Of The Sales Force
Many top-down strategic initiatives don’t take into account the intricacy of sales force adoption and execution in the trenches. This gap, exacerbated by the common lack of empathy for or...
Forrester’s Guidance On Building Out Your Sales Enablement Function
In order to overcome the random acts of sales support generated by disparate well-intended groups across a variety of organizational silos, sales enablement professionals must develop a more holistic...
Your strategy for growth -- by cross- or upselling your portfolio to new buyers at existing accounts -- is likely suffering because the executives your sales teams manage to engage are underwhelmed...
Understanding which strategies salespeople find effective for gaining access to executive-level buyers is important for sales enablement professionals to properly equip their sales teams to be more...

Optimize Wallet Share By Industrializing The Execution Of Strategic Account Plans
In the current economic climate, it has become important for vendors with large portfolios to shift their focus from gaining market share to gaining more wallet share from targeted, existing...
This report is designed to give technology sales enablement professionals an introduction to the sales operations role, as well as an overview of the general concerns facing people in this position....

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....
For many technology companies, "losing to no decision" is increasing. One of the primary reasons for this situation is the inability of sales teams to effectively and consistently develop a shared...
In the midst of an increasingly dynamic business climate, executives must find effective ways to navigate the challenges of establishing a vision of success from salespeople to buyer stakeholders....
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...
Understanding why executives will take a meeting is important for sales enablement professionals to properly equip their sales teams to be more effective in pipeline development activities. Forrester...
This report is designed to give sales enablement professionals an introduction to the service desk role as well as an overview of the general concerns facing people in this position. The information...
Inquiry after reading Forrester's June 15, 2010, "Technology Buyer Insight Study: How Executives Differentiate Among Their Suppliers" report; Forrester's May 17, 2010, "Technology Buyer Insight...