Forrester

For Sales Enablement Professionals

Report:Effective Channel Mapping Will Optimize Your Partner Portfolio Performance

Introducing Forrester's Partner Profile Modeling Method For Channel Marketers

In Forrester's Q4 2009 North American B2B Marketing Organizations Online Survey, 19% of tech vendors report that spending on channel enablement and management will increase in 2010. Even so, only...

• Downloads: 382

For Sales Enablement Professionals

Report:Lead-To-Revenue Management Automation Made In Europe

Local Innovative Solutions Help Address European Needs

Many of the international lead-to-revenue management automation vendors have not yet seriously set up shop in Europe because they consider firms in that territory to be late adopters of marketing...

• Downloads: 207
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For Marketing Leadership Professionals

Report:Tech Marketers Are Missing The Social Mark For Senior Decision-Makers

Senior Decision-Makers Are Heavy Users Of Social Media

B2B marketers like yourself must target their marketing strategies — including their approach to social — to their target audiences. When you target senior decision-makers with titles...

• Downloads: 266
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For Sales Enablement Professionals

Report:Segment Social Media Behaviors To Improve Tech Vendor Marketing Plans

Forrester's Social Technographics® survey, now in its second year, depicts the social media behaviors of more than 1,000 tech buyers from around the world. Tech marketers can use this data to...

• Downloads: 887

For Sales Enablement Professionals

Report:The Case For B2B Customer Experience Programs Is Revenue Generation And Renewal

But Marketing Cannot Take On This Issue Alone

Research conducted over the past years indicates that B2B customers perceive their experiences to be worse than those delivered by bottom-of-the-barrel consumer industries such as TV service...

• Downloads: 184

For Sales Enablement Professionals

Report:Differentiate With The Five C's Of Community Marketing

Outcome-Oriented Marketing Means A Move Away From The Four P's

Technology marketers must change their product-focused marketing habits if they want to win in the business technology marketplace. Product-based differentiation has lost competitive potency because...

• Downloads: 647

For Sales Enablement Professionals

Report:B2B Marketers Prefer To Create Their Own Content Mostly For Lead Nurturing

Effective content marketing is now critical to B2B marketers' success because useful content accelerates potential buyers along their journey. That usefulness is predicated on the content being...

• Downloads: 194
• Comments: 2

For Sales Enablement Professionals

Report:Business Technology Buyers' Social Media Behaviors Are Evolving

B2B Tech Marketers Must Understand The Details If They Want To Be Engaged

As IT decision-makers become more experienced in their use of social media for work purposes and the underlying technologies begin to mature, usage patterns have shifted. IT decision-makers are no...

• Downloads: 444
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For Sales Enablement Professionals

Report:European B2B Marketers Will Invest In Automation In 2013

Local Vendors Continue To Innovate

Wake up, marketing automation vendors: The European market is getting hot! Forrester's Q4 2012 US And Europe B2B Marketing Tactics And Benchmarks Online Survey shows us that the rate of investment is...

• Downloads: 103
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For Sales Enablement Professionals

Report:European Tech Buyers Continue To Consume Digital Content Socially

The 2012 B2B Social Technographics® Of European Buyers

Technology buying is a highly considered, collaborative process, and one ideally suited for social interactions. To see how emerging digital media affects the process, Forrester surveys technology...

• Downloads: 139
• Comments: 2
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For Sales Enablement Professionals

Report:Top-Performing Tech Marketers Use Webinars As A Portal To The Buyer's Journey

Webinars Can Impact The Awareness Phase Even More Than Product Selection

Webinars are now a favored communications vehicle for tech marketers. The most successful tech marketers do more than just "create webinars" and demonstrate products; they position these events in...

• Downloads: 356

For Sales Enablement Professionals

Report:Organizing For Community Success

Organization: The B2B Online Community Playbook

For B2B marketers, when it comes to planning, designing, and implementing a successful online community, the rubber meets the road at organizational effectiveness. In order to sustain a healthy...

• Downloads: 159

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:Tech Vendors Need To Make Their Marketing Outsourcing Strategic

Digital Marketing Requires Longer Term Relationships

The Q4 2011 B2B Marketing Organizations And Investments Survey shows that tech vendors outsource much of their marketing work to external service providers, much more than in other industry sectors....

• Downloads: 231

For Sales Enablement Professionals

Report:B2B Tech Marketers Are The Key To Competitive Success In Customer-Centric European Markets

B2B Social Technographics® Data For Q1 2011 Confirms That Social Media Usage In Europe Continues At A High Level

Forrester has completed its Q1 2011 US And European B2B Social Technographics® Online Survey For Business Technology Buyers, which marks the third year we've conducted this survey As in the US,...

• Downloads: 281

For Sales Enablement Professionals

Report:Tech Distribution Changes In A Cloudy Industry

Channel Marketers That Understand The Changes Will Develop Best Practices

Our recent channel survey included 19 firms that indicated their "primary function" was technology distribution. Like other channel partners, distributors are realizing that their business models...

• Downloads: 514

For CIO Professionals

Report:European Information And Communications Technology Market 2011 To 2012

The North-South Divide Persists, With Wide Variations In Country Information And Communications Technology Growth

Is there a uniform European market for information and communications technology (ICT) solutions? A few years ago, it looked like there might be one, with similar patterns of growth across all the...

• Downloads: 1069

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:Transform Marketing With A Revenue-Relevant Customer Engagement Strategy

Executive Overview: The Lead-To-Revenue Playbook

In 2010, Forrester introduced the term "lead-to-revenue management" (L2RM) to categorize a set of integrated processes, goals, and metrics that frame marketing practices from lead generation to sales...

• Downloads: 176

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:Adapt Your Messaging And Campaigns For A Changing Workforce

Information Workers Are A New Buying Center For Enterprise Technology

Forrester proposed changing the term IT to BT several years ago to reflect the fact that information technology was now so pervasive to businesses that decision-making around the necessary...

• Downloads: 190

For Sales Enablement Professionals

Report:The Skills And Structures For L2R Success

Organization: The Lead-To-Revenue Playbook

B2B marketers are adopting the lead-to-revenue (L2R) concept to ensure that revenue goals are met on time by optimizing the balance among lead value, velocity, and volumes, as well as ensuring that...

• Downloads: 132

For Sales Enablement Professionals

Report:European Tech Marketing Is Different: Here's How

Forrester's Marketing Flywheel Shows Other Priorities For European Marketers

Tech marketers are modifying their vision of the role of marketing in their companies: from a provider of prospect names and product messages to a strategic resource that, like a flywheel, fuels and...

• Downloads: 329

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: 1288

For Sales Enablement Professionals

Report:Mobile Is A Mainstream Content Source For Tech Buyers

Deliver What They Want Where They Want It

Mobile is becoming the new face of engagement. By 2016, smartphones and tablets will put power in the pockets of a billion business application buyers and/or users. Mobile is not simply another...

• Downloads: 265
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