Forrester

For Marketing Leadership Professionals

Report:CLICK: A Design Framework For Online B2B Communities

Strategic Plan: The B2B Online Community Playbook

Communities fail for many reasons, but you can avoid that fate if you focus on what you can control: selecting an appropriate approach that will deliver the best business results for your customers....

• Downloads: 291

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: 192
• Comments: 1
• Rating:

For Customer Experience Professionals

Report:How B2B Firms Improve Customer And Partner Experience

Business-to-business (B2B) firms have largely ignored customer experience — and it shows. Three separate studies that Forrester Research conducted over the past year indicate that B2B customers...

• Downloads: 848
• Comments: 2
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For CMO Professionals

Report:Nurture Thought Leadership To Nurture Your Brand

Make Thought Leadership The Tip Of The Content Marketing Spear

Great marketing content fuels the demand generation engine, boosts brand visibility, and attracts buyers interested in the problems your company can solve. But when marketers publish promotional...

• Downloads: 281
• Comments: 1
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For Marketing Leadership Professionals

Report:How To Interact With Tech Community Members

Tech Marketers Can Guide BT Buyers To Positive Business Outcomes Through Community Interactions

Many tech B2B companies have realized that a strategy of "build the community and they will come" typically fails. Choosing the right content, understanding members' linkages and interactions, taking...

• Downloads: 253

For Sales Enablement Professionals

Report:Provisional L2RM Process Catalog

This provisional lead-to-revenue process catalog is a companion tool for the processes module of Forrester's lead-to-revenue playbook. Designed to jump-start your own process documentation, it...

• Downloads: 10
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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
• Rating:

For eBusiness & Channel Strategy Professionals

Report:The Case For Channel-Shifting Customers Online

Business Case: The B2B eCommerce Playbook

Business-to-business (B2B) companies know they can generate revenue and save money by migrating their offline customers online. The question is, how much and under what circumstances? Forrester...

• Downloads: 187
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For Technology Marketing Professionals

Tool:An Interactive Tool For Evaluating Your Swag

For CMO Professionals

Report:Marketing Budgets For 2012 Expose A Fear Of Commitment

Digital Media Spending Surpasses That Of Traditional Media, But Marketers Wait To Commit Spend

As the economic recession lingers on, marketers remain cautious. Forecasts show that budgets are on the rise, but marketers are reluctant to commit. A more pragmatic marketer is emerging who wants...

• Downloads: 812

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 Marketing Leadership Professionals

Report:2013 Planning Brief: Listen To Customers, Engage With Influencers

How To Build A B2B Influencer Engagement Initiative

As you plan your 2013 social marketing initiatives, one area for you to focus on is influencer identification and engagement. B2B social marketers have begun to move beyond reactive responses to...

• Downloads: 261
• Rating:

For eBusiness & Channel Strategy Professionals

Report:Best Practices Case Study: B2B Ratings And Reviews

Processes: The B2B eCommerce Playbook

As B2B organizations embark on an eCommerce path, there are many features, functions, and interfaces from which to choose to maximize their business opportunity. Separating the wheat from the chaff...

• Downloads: 523
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For Marketing Leadership Professionals

Report:Social Media Amplifies Your B2B Buyers' Experiences

Incorporate Social Media Intelligence To Influence The Perception Of Your Tech Brand

In today's digital and social age, your customers' perception of your brand is shaped by their total personal experience as well as the experiences of others. Social media amplifies these experiences...

• Downloads: 608
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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 CIO Professionals

Report:The Hybrid² Integration Challenge

CIOs Are Juggling Heterogeneous Integration Silos And Cloud Apps

As current application environments get more complex and heterogeneous, the respective data and application logic is spread across a multitude of different environments — both on premises and...

• Downloads: 198
• Rating:

For Customer Experience Professionals

Report:Lessons Learned From 1,500 Website User Experience Reviews

Since 1999, Forrester has used its Website User Experience Review methodology to evaluate the user experience of 1,500 websites spanning business-to-consumer (B2C) and business-to-business (B2B)...

• Downloads: 1374
• Comments: 1
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For Customer Insights Professionals

Report:Uncovering The Value Of Social Intelligence For B2B Companies

Business-to-business (B2B) companies that do not already have a social media strategy or a listening platform are at risk of being left behind. While social media and business-to-consumer (B2C)...

• Downloads: 312
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For Sales Enablement Professionals

Report:Pinpoint The Actions And Outcomes That Elevate Leads To Revenue

Processes: The Lead-To-Revenue Playbook

Lead-to-revenue management (L2RM) is all about optimizing processes and practices to ensure that every scintilla of potential revenue is realized from your marketing investment. A well-designed and...

• Downloads: 253
• Comments: 1
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For Security & Risk Professionals

Report:Forrsights: The New IT Security Buyer Landscape

Success Requires Vendors To Change Features, Positioning, And Sales Enablement

Despite the recent spate of high-profile security breaches, many chief information security officers (CISOs) find themselves marginalized by their peers and disconnected from their business's...

• Downloads: 376
• Comments: 1
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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 CIO Professionals

Report:Business Networks Will Push The Cloud Beyond IT

The Evolution Of Multitenancy In The Cloud Is Enabling True Business Technology Innovation

Cloud computing has changed the way that IT computing resources are being delivered and consumed, but this change has yet to really affect companies' underlying business models. Although today's CIOs...

• Downloads: 387
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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: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: 169
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For Marketing Leadership Professionals

Report:Your Community Upgrade: From Experiment To Strategic Approach

Vision: The B2B Online Community Playbook

This report is designed to help you revisit your strategy for engaging with customers through online communities and discussion forums, and demonstrate why your success will be based on taking the...

• Downloads: 521
• Comments: 1