Forrester

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 Sales Enablement Professionals

Blog:Our B2B Marketing Tactics Survey On Revenue Acceleration Has Several Surprises

  This month, we have been studying the returns from our Q4 2012 US And Europe B2B Marketing Tactics And Benchmarks Online Survey of more than 328 B2B demand management marketers in the US and...

For Sales Enablement Professionals

Blog:CA and Nimsoft: How An Enterprise Software Vendor Can Succeed In Its Midmarket

Before becoming an analyst serving technology marketers and focusing on the organization and automation of marketing processes, I (Peter O'Neill) had the more traditional orientation of covering...

For Sales Enablement Professionals

Tool:European And North American Tech Marketers Agree On Strengths But Not Weaknesses

For Sales Enablement Professionals

Blog:Some Busy Weeks Researching Content Management

Peter O'Neill here. As well as working the end of our fiscal quarter (yes, we analysts must also meet targets), I’ve been busy in the past few weeks getting ready for our upcoming Marketing...

For Sales Enablement Professionals

Blog:“What Did Marketing Ever Do For Us?” Asks Sales

 It is January, 2015, and technology sales reps Reg, Xerxes, Francis, and Loretta have been to the movies to watch a rerun of Monty Python’s Life of Brian, probably one of the best film...

For Sales Enablement Professionals

Blog:Highlights Of Recent ITSMA Webinar On New Marketing Organization And Competencies

  By Peter O'Neill Last week, in addition to presenting at my quarterly Forrester Teleconference, I spoke at a Webinar hosted by the IT Services Marketing Association (ITSMA). I was...

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

Tool:Vendor/Partner Program Criteria Expectation Gaps In The Build Domain

For Sales Enablement Professionals

Blog:My First Tech Marketing Letter From Germany: "CeBIT Reinvented"

  Those of you who know me (Peter O’Neill) know that I’ve lived in Germany since 30 years. Now, when I grew up in the UK, I remember so well the BBC journalist Alistair Cooke reading...

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

Blog:European Marketing Automation Vendors: Do A Good Job But Don’t Forget To Market

As one of Forrester’s European-based analysts, Peter O'Neill here, I like to show a little continental patriotism every now and then. I work on a worldwide basis, but it is always great fun...

For Sales Enablement Professionals

Blog:Upcoming Keynote On Channel Enablement At Distree EMEA Next Week

  Peter O'Neill here. I’ve been invited to speak, again, at the annual Distree EMEA event in Monte Carlo next week. Now in its tenth year, Distree gathers together top executives from...

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Blog:“Letter From Germany” — Lead Management Reaches Its First Summit

Peter O’Neill here and welcome to another “Letter from Germany” post where I highlight something important for you about B2B marketing in Germany.  Last week I attended the...

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: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: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

Blog:Will A New Service Provider Type Emerge For Digital Marketing?

  Peter O'Neill here. I took advantage of an invitation to dine with around 15 CIOs this week in Frankfurt and our topic of conversation was “Managing The Online Customer...

For Sales Enablement Professionals

Blog:The Tech Industry Channel Is Cloud-Confused; Colt Technology Services Is Well Into It

  There continues to be a cacophony of marketing noise from technology vendors about their cloud strategies; while the announcements sometimes include messaging for their channel, many partners...

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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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

Tool:Vendor/Partner Program Criteria Expectation Gaps In The Sell Domain

For Sales Enablement Professionals

Tool:Components Of The B2B Social Technographics Ladder

For Sales Enablement Professionals

Blog:Everybody Has The Same Three Strategic ISVs

  I (Peter O'Neill here again) had the pleasure of visiting Twickenham rugby stadium in London last week – sadly, not on the Saturday to watch my national team beat England but on the...