Forrester

For Sales Enablement Professionals

Report:Assessing Your Content Management Processes And Organization

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...

• Downloads: 420
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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: 1122

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: 132
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For Sales Enablement Professionals

Report:A 10-Point Checklist For Innovating Tech Customer Support

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...

• Downloads: 282

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
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For Sales Enablement Professionals

Report:B2B Tech Vendor Partner Program Expectation Gaps That Matter

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...

• Downloads: 311

For Sales Enablement Professionals

Report:Making The Case For Partner Loyalty Investment

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...

• Downloads: 136

For Sales Enablement Professionals

Report:Sales Role Profile: Frontline Sales Manager

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...

• Downloads: 81
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For Sales Enablement Professionals

Report:Channel Strategies For India's Tier Two And Tier Three Cities

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...

• Downloads: 139
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For Sales Enablement Professionals

Report:Use Field Marketing To Align Marketing Content With International Customer Needs

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...

• Downloads: 199
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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: 271
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For Sales Enablement Professionals

Report:Demand Insights: The SMB Software Market 2011

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...

• Downloads: 786
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For Sales Enablement Professionals

Report:The Emerging Engagement Channel Model

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...

• Downloads: 448

For Sales Enablement Professionals

Report:Market Overview: Managed Service Providers, Part 1

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...

• Downloads: 861
• Comments: 2
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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: 118

For Sales Enablement Professionals

Report:Stakeholder Profile: Vice President Of Sales

This report is designed to give sales enablement professionals an introduction to the vice president (VP) of sales role as well as an overview of the general concerns facing people in this position....

• Downloads: 95
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For Sales Enablement Professionals

Report:Closing The Sales Coaching Feedback Loop

Continuously Improve Sales Coaching To Drive Consistent Sales Results

Sales enablement professionals who attempt to implement long-term sales coaching initiatives won't succeed without visibility into specific sales coaching conversations and relationships and the...

• Downloads: 140

For Sales Enablement Professionals

Report:Content Management Process And Organization Capabilities Assessment

B2B marketers realize that delivering an effective content marketing strategy is now a critical differentiation imperative as they align with the customer life cycle. Review the criteria and answer...

• Downloads: 35

For Sales Enablement Professionals

Report:Executive Buyer Insight Study: Defining The Gap Between Buyers And Sellers

The gap is striking between the sales messages vendors create, how they prepare salespeople to deliver them, and the value executive buyers perceive from those conversations. Forrester's global...

• Downloads: 324

For Sales Enablement Professionals

Report:Empowered Users Will Change How Business Software Is Served

An Empowered Report: Lessons For Tech Marketers From The IT Management Software Market

The face of business software applications is changing dramatically as new-generation users drive for a Web 2.0 intuitive user interface. User expectations with respect to service will also be...

• Downloads: 566

For Sales Enablement Professionals

Report:Tech Channels Have A Long Way To Go Toward Adding Marketing Value

Despite Vendor Efforts To Marketing-Enable Their Partners, Partners Still View Channels As Implementers, Not Influencers

Is your channel marketing enablement program first-rate? Sorry to break it to you, but we have reason to believe it's not. Tech vendors are investing more than ever today to empower their channel as...

• Downloads: 191
• Comments: 1
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For Sales Enablement Professionals

Report:Market Overview: Managed Service Providers, Part 2

Service Provider Market Dynamics Will Muddy The Channel Ecosystem

An inflection point has surfaced in the managed service provider (MSP) market. Tech vendors must awaken to the revolution that is swiftly taking shape in the ecosystem as cloud computing adoption...

• Downloads: 140
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For Sales Enablement Professionals

Report:Gaining Executive-Level Access

Executive buyers respond well to clear, personalized, easily scannable emails as a way to raise their interest in taking a meeting. The things that motivate executives to take a meeting fall into two...

• Downloads: 77

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
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For Sales Enablement Professionals

Report:Build Battle Cards That Focus On Buyer Priorities

Insights Into Building Battle Cards That Help Sales Reps Win Deals

Sales reps need battle cards to anticipate and counter competitors' claims in sales conversations, but today's battle cards are little more than side-by-side product comparisons. Sales enablement...

• Downloads: 259
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