Connie Moore

Vice President, Principal Analyst serving CIOs

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.

Previous Work Experience

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.


Education

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.

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  • Sales Enablement
  • Scott Santucci
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: CIO

    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...

    • Downloads: 204
    • Rating:
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Sourcing And Vendor Management

    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...

    • Downloads: 82
    • Rating:
  • For Sales Enablement Professionals

    Report:Technology Buyer Insight Study: How Executives Differentiate Among Their Suppliers

    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....

    • Downloads: 487
  • For Sales Enablement Professionals

    Charts & Figures:This Is A Dysfunctional Conversation

  • For Sales Enablement Professionals

    Report:Gaining Executive Level Access

    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...

    • Downloads: 12
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Infrastructure And Operations

    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...

    • Downloads: 74
    • Rating:
  • For Sales Enablement Professionals

    Report:Executive Buyer Insight Study: Are Salespeople Prepared For Executive Conversations?

    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...

    • Downloads: 716
  • For Sales Enablement Professionals

    Report:Transforming While Performing

    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...

    • Downloads: 62
  • For Sales Enablement Professionals

    Report:Executives' Perceptions Of Differentiation Among Suppliers: Update For 2011

    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....

    • Downloads: 8
  • For Sales Enablement Professionals

    Report:Launching A New Sales Enablement Service With A Bang

    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...

    • Downloads: 63
  • For Sales Enablement Professionals

    Report:Seller Insight Study: Sales Professionals' Perspectives On Building A Business Case

    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...

    • Downloads: 36
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Application Development

    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....

    • Downloads: 96
    • Rating:
  • For Sales Enablement Professionals

    Report:A SIMPLE Sales Enablement Framework

    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...

    • Downloads: 997
  • For Sales Enablement Professionals

    Report:Why The Sales Force Is So Misunderstood

    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...

    • Downloads: 84
  • For Sales Enablement Professionals

    Report:Running Technology Sales Enablement As A Business Within A Business

    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...

    • Downloads: 77
  • For Sales Enablement Professionals

    Report:What Executives Believe Constitutes A Valuable Meeting

    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...

    • Downloads: 48
  • For Sales Enablement Professionals

    Report:Seller Insight Study: Sales Professionals' Perspectives On Gaining Access

    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...

    • Downloads: 42
    • Rating:
  • For Sales Enablement Professionals

    Report:How Do You Scale Strategic Account Programs?

    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...

    • Downloads: 30
  • For Sales Enablement Professionals

    Report:Sales Role Profile: Sales Operations

    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....

    • Downloads: 116
    • Comments: 1
    • Rating:
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Enterprise Architect

    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....

    • Downloads: 117
  • For Sales Enablement Professionals

    Report:The Importance Of Developing A Shared Vision Of Success

    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...

    • Downloads: 8
  • For Sales Enablement Professionals

    Report:Seller Insight Study: Sales Professionals' Perspective On Creating A Shared Vision Of Success

    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....

    • Downloads: 43
  • For Sales Enablement Professionals

    Report:Sales Enablement Defined

    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...

    • Downloads: 1118
  • For Sales Enablement Professionals

    Report:Seller Insight Study: Sales Professionals' Perspectives On Having Successful Meetings

    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...

    • Downloads: 24
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Service Desk

    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...

    • Downloads: 43
  • For Sales Enablement Professionals

    Client Inquiry:Who Is Involved In The IT Purchase Process?

    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...

     
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