Michael is a senior consultant on Forrester's Technology Sales Enablement team. Using Forrester’s Total Economic Impact™ (TEI) methodology, he develops business cases to assist channel managers in recruiting channel partners and help channel partners make investment decisions. He also develops methodologies for measuring and communicating the value of business technology products and services to enable sales people to meet the business case justification needs of technology buyers.Michael was previously Forrester’s lead analyst researching IT vendor channel strategies, managed services, and small and medium-size businesses (SMBs). His channels research focused on understanding channel management strategies, evolving channel models, and partner management. He worked with technology marketing and channel professionals to understand SMB buyer behavior and develop SMB go-to-market strategies. His SMB research focused on IT budgets, technology adoption, spending across a broad range of technologies, and segment analysis. His managed services research focused on managed services forecasts and buyer behavior.
Previous Work Experience
Michael was the lead analyst and program manager for Forrester's Business Data Services® program (now Forrsights). This program helps IT vendor executives understand technology spending, adoption, IT buy behavior, and IT organizational structures. Michael grew this program from five to 20 annual global surveys, and oversaw sales growth of 80%.Prior to joining Forrester, Michael worked at Yankee Group. He was director of the small and medium business technologies practice, which helped IT vendors and service providers understand the spending, behaviors, and preferences of SMBs. He also served as associate director of the network hardware practice, covering both carrier and enterprise network hardware. Michael has also designed and managed IT infrastructures for high-growth companies and worked as a software developer.
Michael holds an M.B.A. from Babson College and B.S.E.E. and M.S.E.E. degrees from the University of the Witwatersrand (South Africa).