Norbert Kriebel

Principal Analyst serving Sales Enablement PROFESSIONALS

Norbert Kriebel is a principal analyst serving Sales Enablement Professionals. He has advised and coached Forrester's Vendor Strategy clients on their messaging strategies for over a decade and in more than 20 countries. His mission is to transform product-centric go-to-market content into customer-centric outcome-driven conversations.

His practical experience in product and marketing strategy makes him very familiar with the challenges, frustrations, and triumphs that content creators experience as they endeavor to communicate the business value of increasingly complex and configurable solutions to equally complex networks of buyer audiences.

Norbert's perspective has not always made him popular in the vendor community, but it has always driven him to investigate deeper into addressing the (sometimes uncomfortable) patterns that systematically divide buyers and providers, the patterns that manifest themselves into increasing cost-of-sales and dysfunctional revenue cycles.

Previous Work Experience

Norbert came to Forrester through its acquisition of Giga Information Group. He has 12 years of experience in the IT industry and joined Giga in 1996. He is currently located in Germany, but previously worked in Giga's Santa Clara, California office. Prior to joining Giga, Norbert was a product manager at Digital Pathways, where he was responsible for remote access security marketing and for coordinating product developments and releases.

Education

Norbert earned a bachelor's degree in economics and a master's in applied economics, both from the University of California, Santa Cruz. He is fluent in German, rehearsed in French, and pursuing Greek as a fourth language.

Norbert Kriebel's Research

  • For Sales Enablement Professionals

    Report: Buyer Role Profile: Network Manager

    This report is designed to give sales enablement professionals an introduction to the network manager role, as well as an overview of the general concerns facing people in this role. Sales enabl...

    • Downloads: 26
  • For Sales Enablement Professionals

    Report: Buyer Role Profile: Application Manager

    This report is designed to give sales enablement professionals an introduction to the application manager role, as well as an overview of the general concerns facing people in this position. The...

    • Downloads: 34
  • For Sales Enablement Professionals

    Report: How Often Do Executive Buyers Want To Meet With Reps Again?

    Your buyers have changed, and there are some things you should know about them if you expect to get any money out of their wallets. If you are a sales, marketing, product, or other leader with r...

    • Downloads: 75
  • For Sales Enablement Professionals

    Report: Buyer Role Profile: Data Center Manager

    This report is designed to give sales enablement professionals an introduction to the data center manager role, as well as an overview of the general concerns facing people in this position. Sal...

    • Downloads: 99
  • For Sales Enablement Professionals

    Report: What Does It Take To Win With Executive Buyers?

    Your buyers have changed; catch up! There are some things you should know about your buyers if you expect to get any money out of their wallets. If you are a sales, marketing, product, or other ...

    • Downloads: 167
    • Rating:
  • For Sales Enablement Professionals

    Report: Introducing Forrester's Vendor Positioning Review

    Technology vendors describe themselves in different ways across multiple channels, but their real position — and value — is defined by the perceptions of decision-makers across custo...

    • Downloads: 765
  • For Sales Enablement Professionals

    Report: Hardware Vendor Positioning Benchmark, Q1 2008

    Forrester used its vendor positioning review (VPR) methodology to evaluate the positioning of eight top hardware vendors across 14 criteria to determine where they are currently positioning them...

    • Downloads: 427
  • For Infrastructure & Operations Professionals

    Report: IT Asset Management: IT Asset Sourcing And Fulfillment Best Practices

    From the point of view of an IT asset, sourcing and fulfillment is a one-time activity that marks the beginning of its life cycle in an organization. In the best case, the asset will serve a lon...

    • Downloads: 504
  • For Sales Enablement Professionals

    Report: Stakeholder Centricity: The Metrics That Count

    As the demand for information technology (IT) — where the IT department was the primary buyer — is evolving to a demand for business technology (BT) — where business department...

    • Downloads: 300
  • For Sales Enablement Professionals

    Report: Vendor Positioning Review: Hardware Vendors, Q3 2007

    Forrester evaluated four of the top hardware vendors across 15 criteria and three product domains to determine how they are positioning themselves on the continuum between information technology...

    • Downloads: 191
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