Forrester

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: 45

For Sales Enablement Professionals

Report:Asian Business Leaders Increasingly Lead Tech Buying Processes

In Asia, the CIO no longer has sole responsibility for making tech investment decisions. Consumerization and the increasing role of technology as a business enabler are pushing...

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For Sales Enablement Professionals

Report:European Tech Marketing Continues To Be Different

This is a deep-dive data update to last year's report, "European Tech Marketing Is Different: Here's How," based on Forrester's Q4 2011 B2B Marketing Organizations And Investments Survey. Most of the...

• Downloads: 33

For Sales Enablement Professionals

Report:Opportunities In The SMB Cloud Services Market

SMBs' strong adoption of cloud computing is well known. What is less well understood is how SMBs are adopting cloud for various technology categories relative to one another.

• Downloads: 196
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For Sales Enablement Professionals

Report:Tech Channel Marketing Trends 2012

Growth Continues In Channel-Generated Revenue Share And Investment

It's a case of good dollars following good — channels continue to perform, in terms of revenue contribution, so tech vendors continue to invest in them. Tech marketers will be operating with...

• Downloads: 432

For Sales Enablement Professionals

Report:The Cloud Has Changed Channel Sourcing Dynamics For Software

Which Channels Are Customers Sourcing From?

In 2010, Forrester published a report on channel sweet spots to address how small and medium-size businesses (SMBs) source their software needs. Two years later, we're revisiting this topic to...

• Downloads: 169
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For Sales Enablement Professionals

Report:Automating Lead-To-Revenue Management

The challenge of accelerating revenue in the face of rapidly changing buying behaviors and an exploding number of marketing vehicles is driving technology product and service companies to refine (and...

• Downloads: 519
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For Sales Enablement Professionals

Report:Demand Insights: The SMB Software Market 2010

Small And Medium-Size Businesses Are Defying Gravity

Small and medium-size businesses (SMBs), like their enterprise brethren, are shifting their technology focus from IT to business technology (BT). As their focus on business solutions — as...

• Downloads: 1004

For Sales Enablement Professionals

Report:Hosting Service Providers — Cloud Partners Or Competitors?

The Tug-Of-War Between Vendor SaaS And Channel Partner Hosting

A lot of tech vendors — and channel partners — are struggling to define channel partner roles in the cloud services demand chain. On-premise technology variants are starting to lose...

• Downloads: 895

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:Cloud Channel Trends, 2013 To 2014

A Critical Mass Of Channel Partners Are Embracing Cloud

Forrester recently surveyed channel partner company executives on their business model plans with respect to cloud computing. What we learned: After much gnashing of teeth (over marginalized...

• Downloads: 417
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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:Paving The Way To Partner Loyalty Maturity

Road Map: The Channel Partner Loyalty Playbook

In this report, we present a compendious road map to guide you through the steps to build a partner loyalty program or to revamp an existing one. Follow this road map — and the companion...

• Downloads: 170
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For Sales Enablement Professionals

Report:The Importance Of True International Marketing Content

Tech vendors are likely underperforming in international markets because their central marketing teams do not successfully integrate inputs from their field marketing colleagues about local market...

• Downloads: 44

For Sales Enablement Professionals

Report:The VSB Market Under The Magnifying Glass

The Very Small Business Profile: Growing, Young, And Mobile

The very small business (VSB) market is growing in importance for an increasing number of tech vendors, in large part due to the fact that it is the fastest-growing company-size segment in terms of...

• Downloads: 362

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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