Forrester

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: 76

For Sales Enablement Professionals

Report:Search Engine Suboptimization

Tech Marketers Optimize For Their Product Categories, Not Customers' Problems

Throughout the technology adoption life cycle, including scoping approaches, choosing products, and implementing solutions, business technologists initiate information gathering with search tools....

• Downloads: 399

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

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...

• Downloads: 22
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For Sales Enablement Professionals

Report:BT Social Technographics® 2011: Age Matters

Social Media Preferences Vary Significantly Among Age Groups

Forrester has analyzed data from the Q1 2011 US And European B2B Social Technographics® Online Survey For Business Technology Buyers by age group to examine a common assumption: Most of the...

• Downloads: 440
• Comments: 1
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For Sales Enablement Professionals

Report:Channel Models In The Era Of Cloud

Channel Partners Expect A Share Of The Cloud

To identify channel partners' plans, readiness, barriers, and needs as cloud technologies emerge, Forrester Research joined with Outsource Channel Executives (OCE) to survey distributors, value-added...

• Downloads: 1287

For Sales Enablement Professionals

Report:Seeding The Cloud Channel

Channel Partners' Plans And Needs For Business Model Transformation

As technologies and tech decision-makers' needs evolve at a livelier pace, channel professionals need to consider channel partners' perceptions and investment plans and develop their own game plan to...

• Downloads: 62
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For Sales Enablement Professionals

Report:The Who And How Of Influencing Customers' BT Decisions

Knowing Which Generators Customers Use For Information Is Paramount

Tech vendors' returns on marketing messaging are shaped as much by where it's said and who says it as by what is said. Indeed, social media grants "others," including customers and partners,...

• Downloads: 275

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: 128
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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:Channel Partners' Needs In The Era Of Cloud

Financing, Marketing, And Collaboration Top Their Wish Lists

Channel partners are afflicted with "cloud identity disorder" — the symptomatology of which is characterized by confusion and fear about their place in the cloud computing demand chain and...

• Downloads: 717