Pascal Matzke

Vice President, Research Director serving CIOs

Pascal is a member of Forrester's Business Technology Futures team, which serves CIOs and their business partners by predicting the long-term business impact of information technology. His research focus is on as-a-service business models and tech-driven business transformation, analyzing the shifting and consolidating IT services and outsourcing market, as well as underlying IT market dynamics. His research examines new constituencies of buyers and suppliers that are currently reshaping and recasting the IT services market.

In addition, Pascal regularly advises end user clients on their IT services and sourcing strategies, with a particular emphasis on outsourcing decision issues, RFP creation, and vendor selection and vendor management. His research spans the business strategies, operational processes, and portfolio elements required to achieve and sustain market leadership. For example, he co-authored Forrester's Big Idea on "Converged Service Delivery: The Missing Link In Achieving Business Flexibility." Pascal is a frequent public speaker and is regularly quoted by leading business newspapers and IT magazines, such as CIO Magazine, Computing, The Economist, the Financial Times, Handelsblatt, InformationWeek, and the International Herald Tribune.

Previous Work Experience

Pascal joined Forrester in 2005 from META Group, where he was a European lead analyst and consulting director responsible for IT services and vendor strategy issues. Previously, Pascal came from Giga Information Group, where he was a senior analyst and solution program manager covering IT services and outsourcing topics, as well as the relevant vendor evaluation methodologies. Prior to joining Giga Information Group in 1997, Pascal was involved in management consulting projects at a Munich-based consulting company, mainly in the telecommunications and IT services area.

Education

Pascal earned an M.A. in political science, economics, and modern history from the Ludwig-Maximilians-University in Munich, Germany.

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437 results in Reports

  • Technology Product Strategies
  • For CIO Professionals

    Report:Getting The Most Out Of Client Site Visits

    IT Services Vendors Need To Focus More On Their Innovation Capabilities

    Delivery center site visits (CSVs) have been a great sales tool for IT services vendors over the past decade. However, these CSVs are currently undergoing a transformation, driven by new client...

    • Downloads: 184
  • For Sales Enablement Professionals

    Report:Asia Pacific Tech Distributors' Business Confidence Is Waning

    Technology distributors are an integral part of the tech value chain in Asia Pacific and command a key role in the partner ecosystem of most tech vendors. To assess the health of the tech industry in...

    • Downloads: 31
  • For Customer Insights 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: 581
  • For CIO Professionals

    Report:Brief: Tech Industry Digital Business 2014

    An Introduction To Digital Business For Tech Industry CIOs

    Digital business is different — it's not business as usual with a digital façade. Forrester defines digital businesses more broadly than just those firms selling products and services...

    • Downloads: 112
  • For Customer Experience Professionals

    Report:Brief: How Software Development Insourcing Can Speed Customer Experience Efforts

    Forward-Looking Firms Differentiate By Owning Technology Associated With Vital Customer Processes

    Companies as diverse as Delta Air Lines and Tesla Motors have recently announced plans to develop core business applications internally instead of buying packaged applications. Why? They believe that...

    • Downloads: 82
  • For CIO Professionals

    Report:Brief: HP Gets Back On The Path To Partnership With Customers

    Impressions From The HP Industry Analyst Summit 2014

    Forrester recently attended HP's annual Industry Analyst Summit in Boston. We heard presentations from and met privately with HP executives and business unit leaders, including Meg Whitman, George...

    • Downloads: 123
  • For Sourcing & Vendor Management Professionals

    Report:TechRadar™: Software-As-A-Service, Q1 2014

    Vendors Have More And Better SaaS Options Than Ever — Are You Prepared?

    Nearly 15 years after the appearance of software-as-a-service (SaaS) startups such as salesforce.com, NetSuite, and Google, software-as-a-service is nearing its tipping point. SaaS adoption is poised...

    • Downloads: 891
  • 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: 206
  • For Sales Enablement Professionals

    Report:Asian Business Leaders Increasingly Lead Tech Buying Processes

    In Asia, the CIO no longer has sole responsibility for making tech investment decisions. Consumerization and the increasing role of technology as a business enabler are pushing...

    • Downloads: 34
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Security Operations

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

    • Downloads: 147
  • For Marketing Leadership Professionals

    Report:Why Product Strategists At The Lego Group Treat Co-Creators Like Royalty

    Lessons In Product Innovation From A Leader In Co-Creation

    Ask someone to name a company that embraces co-creation, and, sooner or later, you will hear "Lego." The Lego Group has been pursuing customer-led innovation for more than a decade, and it hasn't...

    • Downloads: 266
  • For Sales Enablement Professionals

    Report:Enabling Value-Added Resellers In Asia Pacific

    Support Your Channel Partners' Services-Driven Transformation

    IT resellers in Asia Pacific (AP) are being affected by technological disruptions and changing IT consumption models. Selling hardware and software alone is no longer the most profitable business...

    • Downloads: 112
  • For eBusiness & Channel Strategy Professionals

    Report:Online Retailing In Australia 2011: Performance And Channels

    Over the past year, Australian online retail enjoyed increased levels of investment and grew rapidly, but at the end of this period the sector otherwise looked much like it did at the start. In...

    • Downloads: 333
  • For Application Development & Delivery Professionals

    Report:Navigating The Asia Pacific Software-As-A-Service Market

    There Are Huge Opportunities For Vendor Strategists — If You Know The Landscape

    Software-as-a-service (SaaS) today represents one of the most dynamic growth segments of the global tech sector. The markets across Asia Pacific excluding Japan (APEJ) in this context are exposing...

    • Downloads: 551
  • For Marketing Leadership Professionals

    Report:How Extended Packaging Will Redefine Relationships Among Brands, Retailers, And Customers

    A European Perspective On Mobile Bar Codes

    You've seen them everywhere: in the corners of print ads, across billboards, on buses, or in pieces of direct mail — those small blocks of even smaller squares. Marketers are increasingly using...

    • Downloads: 246
  • For CIO Professionals

    Report:2014 Technology Imperatives For US Healthcare Insurers

    US Healthcare Payers Are Rocked By A Regulatory Tsunami

    The healthcare payer market is being disrupted by new laws and regulations — especially the Affordable Care Act (ACA). In response to the new regulations, the health insurance industry is...

    • Downloads: 297
  • For Sourcing & Vendor Management Professionals

    Report:The SAP/Ariba Merger Will Not Be Frictionless

    'Ariba, An SAP Company' Faces Many Challenges But Will Do Better Than SAP's Previous ePurchasing Acquisition

    SAP's proposed $4.3 billion acquisition of Ariba has shaken the ePurchasing market. Customers of both companies want to know if their products face an uncertain future, since it's unlikely that SAP...

    • Downloads: 345
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: VP Of Customer Service

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

    • Downloads: 157
  • For Marketing Leadership Professionals

    Report:Forrester's Mobile Maturity Model

    Forrester's Framework Benchmarks Mobile Capabilities And Provides A Road Map For Progress

    Everyone needs a mobile strategy, but what is the right approach and what are the appropriate objectives and metrics? To help product strategists and executives in charge of defining their company's...

    • Downloads: 1304
  • For Enterprise Architecture Professionals

    Report:How To Successfully Set Up IT Infrastructure For Your Business In China

    For the thousands of foreign companies that establish business operations in China every year, one of the first things on their to-do lists is setting up IT infrastructure, including horizontal and...

    • Downloads: 188
  • For Customer Insights Professionals

    Report:Tools For Defining And Documenting L2R Processes

    The goal of lead-to-revenue (L2R) process management is not to move hundreds or thousands of "leads" through a process of sequential attrition until tens or hundreds of deals emerge. The goal of the...

    • Downloads: 164
  • For eBusiness & Channel Strategy Professionals

    Report:Agile Commerce Is Coming Of Age For European Retailers

    No Matter What Their Maturity, European eBusiness Success Will Hinge On An Effective Cross-Touchpoint Strategy

    The most visionary European multichannel retailers are beginning their transformation toward agile commerce and are reaching out to their customers on new touchpoints — mobile, social, etc....

    • Downloads: 429
  • For CIO Professionals

    Report:Software Must Enrich Your Brand

    Software Is A Critical Strategic Asset, Not An Operational Nice-To-Have

    Your customers increasingly interact with your products and service directly through the software they touch: mobile apps, connected products, websites, and digital experiences. If the software fails...

    • Downloads: 315
  • For CIO Professionals

    Report:Voice And Messaging Are Not Dead

    Prepare For The Implications Of Over-The-Top Communications

    Telecom carriers' core revenue base, voice and messaging, is under attack from the over-the-top (OTT) business model. Given the financial importance of voice and messaging revenues for carriers, they...

    • Downloads: 456
  • For Sales Enablement Professionals

    Report:What Do Reps Believe Makes A Meeting Successful?

    Salespeople in different roles (e.g., strategic accounts, geographic, inside sales) and with different levels of experience have very different perspectives on selling — or do they? There are...

    • Downloads: 131