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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  • Lori Wizdo
  • Past 12 months
  • For Sales Enablement Professionals

    Report:The State Of Lead-To-Revenue Management

    Landscape: The Lead-To-Revenue Playbook

    In order to establish the current state of lead-to-revenue management (L2RM) practices among tech marketers, we recently analyzed 80 client inquiries on the topic that tech marketing professionals...

    • Downloads: 569
    • Comments: 2
    • Rating:
  • For Sales Enablement Professionals

    Report:Provisional L2RM Process Catalog

    This provisional lead-to-revenue process catalog is a companion tool for the processes module of Forrester's lead-to-revenue playbook. Designed to jump-start your own process documentation, it...

    • Downloads: 10
    • Rating:
  • For Sales Enablement Professionals

    Blog:Forget The Funnel! Introducing A New Metaphor For Lead To Revenue Process Management

    I’ve seen too many lead-to-revenue initiatives underperform because insufficient attention was devoted to process.  And, I’ve seen an equal number stall because the attempt to...

    • For Technology Marketing Professionals

      Charts & Figures:Understanding The Buyer Journey

    • For Sales Enablement Professionals

      Report:A Holistic Measurement System Enables Continuous Improvement

      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...

      • Downloads: 156
      • Rating:
    • For Sales Enablement Professionals

      Blog:Lead-To-Revenue Management Fosters Marketing/Sales Alignment

      I’ve been having a lot of conversations, recently, about sales and marketing alignment. (Well, honestly, who working in B2B marketing hasn’t?)  In Forrester’s most recent...

      • For Sales Enablement Professionals

        Report:Pinpoint The Actions And Outcomes That Elevate Leads To Revenue

        Processes: The Lead-To-Revenue Playbook

        Lead-to-revenue management (L2RM) is all about optimizing processes and practices to ensure that every scintilla of potential revenue is realized from your marketing investment. A well-designed and...

        • Downloads: 280
        • Comments: 1
        • Rating:
      • For Sales Enablement Professionals

        Report:The New Physics Of Lead-To-Revenue Management

        Vision: The Lead-To-Revenue Playbook

        The need to calibrate marketing spend to revenue generation was the seminal driver of lead-to-revenue management (L2RM). But savvy B2B marketing leaders are going beyond revenue performance...

        • Downloads: 239
        • Rating:
      • For Sales Enablement Professionals

        Blog:Handholds For B2B Marketers On The Slippery Slope To "Cost Center"

        I recently stumbled upon a very old quote from Peter Drucker, which completely nonplussed this lifetime marketer. Mr. Drucker observed (in his 1973 book Management: Tasks, Responsibilities, Practice)...

        • For Sales Enablement Professionals

          Report:Using A Results Chain To Model Your Lead-to-Revenue Process

          This results chain toolkit is a companion tool for the processes module of Forrester's lead-to-revenue playbook. Forrester recommends that B2B marketing leaders use a results chain model to frame and...

          • Downloads: 24
          • Rating:
        • For Sales Enablement Professionals

          Report:Automating Your End-To-End Process

          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...

          • Downloads: 296
          • Rating:
        • For Sales Enablement Professionals

          Blog:Buyer Behavior Helps B2B Marketers Guide The Buyer's Journey

          Today’s buyers control their journey through the buying cycle much more than today’s vendors control the selling cycle. Although it varies greatly with product complexity and market...

          • For Sales Enablement Professionals

            Report:Tools For Defining And Documenting L2R Processes

            The goal of lead-to-revenue (L2R) process management is not to move hundreds or thousands of "leads" through a process of sequential attrition until tens or hundreds of deals emerge. The goal of the...

            • Downloads: 117
            • Comments: 2
            • Rating:
          • For Sales Enablement Professionals

            Blog:The Missing Link In Social Media Use: Tracking Prospects

            The University of Massachusetts released its annual survey of social media usage at Fortune 500 companies. The report revealed that in the past year, these business giants have increased...

            • For Sales Enablement Professionals

              Blog:Oracle Acquires Eloqua: A Quick Take on What it Means

              Oracle announced today that it will acquire Eloqua, a SaaS marketing automation provider. Oracle’s stated motives address, head-on, the zeitgeist facing the 21st century marketer.  ...

              • For Sales Enablement Professionals

                Blog:Accelerating Revenue In A Changed Economy

                A long time ago, a savvy marketing consultant told me, “The role of the sales person is to teach the customer how to buy”.  That is still true, but the wisdom has morphed a bit with...

                • For Chief Marketing Officer Professionals

                  Blog:Dealing With The “People Part” Of Your Lead-To-Revenue Management Transformation

                  Demonstrating the revenue return on marketing investment is the No. 1 issue for B2B marketing executives. In Forrester’s Q4 2011 B2B Marketing Organizations And Investments Survey, when we...

                  • For Sales Enablement Professionals

                    Blog:Does Your Thought Leadership Program Need a PR Campaign?

                    B2B marketing leaders are striving to position their companies as “thought leaders.” And why not?  If you do not have a truly disruptive technology, product, service or idea (in...

                     
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