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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436 results in Reports

  • Technology Product Strategies
  • For CMO Professionals

    Report:Transform From Top Lead Supplier Into Leader Of Customer Engagement

    The New Physics Of Lead-To-Revenue Management

    The report "The New Physics Of Lead-To-Revenue Management," originally written for sales enablement professionals, explains that standard practices, which demonstrate marketing spend's impact on...

    • Downloads: 213
  • For Sourcing & Vendor Management Professionals

    Report:VMS Versus MSP: What To Expect From Each

    Firms use significant numbers of contingent workers today — both in staff augmentation environments and in project-based engagements. This increased reliance on contingent workers is fueling...

    • Downloads: 137
  • For Sourcing & Vendor Management Professionals

    Report:Applications Outsourcing Pricing Models: Beyond The Managed Outcome Engagement

    Pricing And Packaging Models Are Shifting — Slowly

    With IT investment focus shifting rapidly toward enabling front-office business results, interest in alternative pricing models for applications outsourcing engagements is on the rise. Though change...

    • Downloads: 351
  • For Sales Enablement Professionals

    Report:Market Overview: Managed Service Providers, Part 2

    Service Provider Market Dynamics Will Muddy The Channel Ecosystem

    An inflection point has surfaced in the managed service provider (MSP) market. Tech vendors must awaken to the revolution that is swiftly taking shape in the ecosystem as cloud computing adoption...

    • Downloads: 785
  • For Analyst Relations Professionals

    Report:Industry Analyst Relations And Influence

    Influence: The Industry Analyst Relations Playbook

    Most valuable AR programs rely, sometimes exclusively, on analysts enhancing the commercial fortunes of the vendors by influencing marketplace players like buyers, partners, journalists, and...

    • Downloads: 292
  • For Customer Insights 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: 22
  • For Marketing Leadership Professionals

    Report:iPhone 4S Cements Apple's Product Strategy Leadership Position

    Apple's Cross-Device Product Strategy Drives Product Differentiation And Customer Loyalty

    Let's face it: Many observers, anticipating a redesign and a raft of hardware innovations, reacted with disappointment to Apple's iPhone 4S unveiling. Does it matter? No. Why? Because Apple launched...

    • Downloads: 402
  • For Security & Risk Professionals

    Report:Quick Take: Akamai Acquires Prolexic, Doubling Down On DDoS Mitigation Services

    On December 2, 2013, Akamai Technologies announced its acquisition of Prolexic Technologies, a provider (with more than 400 customers) of cloud-based DDoS protection and mitigation services for data...

    • Downloads: 140
  • For CIO Professionals

    Report:A Mixed Bag For The Latin American Tech Market In 2014 And 2015

    Brazil Rejoins The Strong Markets Of Chile, Colombia, And Mexico After A Weak 2013 But Will Slow In 2015 As Others Expand

    The Latin American tech market is rising in importance, and more and more Latin American businesses are becoming globally competitive, adapting as they do so the technologies and technology...

    • Downloads: 183
  • For CMO Professionals

    Report:2013 B2B CMO Imperatives

    Driving Growth With Customer Insights, Marketing Automation, And Content Marketing

    Business-to-business (B2B) CMOs will have three key initiatives to execute on in 2013 in order to separate themselves from the competition in front of empowered business buyers. Marketers must work...

    • Downloads: 1067
  • For Marketing Leadership Professionals

    Report:US Interactive Marketing Forecast By Industry, 2011 To 2016

    Forrester forecasts interactive marketing spend to grow at a compound annual growth rate of 17%. But not all industries will invest in interactive at the same pace. Financial services will spend the...

    • Downloads: 1728
  • For Application Development & Delivery Professionals

    Report:TechRadar™ For AD&D Pros: The Extended CRM Technology Ecosystem, Q1 2013

    Landscape: The CRM Playbook

    Locking in customer loyalty through deeper engagement and differentiated experiences will continue to be critical priorities for organizations in all sectors in the decade ahead, but navigating the...

    • Downloads: 1118
  • For Application Development & Delivery Professionals

    Report:Case Study: Sybron Dental Tackles Sales Productivity Improvement With Mobile CRM

    How do you leverage a treasure trove of end customer data when it suddenly comes available? Sybron Dental, a dental supplies company, faced this scenario when it struck a deal with its distributors...

    • Downloads: 228
  • For Sales Enablement Professionals

    Report:Seller Insight Study: Sales Professionals' Perspectives On Gaining Access

    Understanding which strategies salespeople find effective for gaining access to executive-level buyers is important for sales enablement professionals to properly equip their sales teams to be more...

    • Downloads: 58
  • For CIO Professionals

    Report:Defining The Boundary Between Business Tech Buying And Consumer Tech Buying

    Understanding Who Chooses And Who Pays For Devices That Span Business And Personal Tasks

    The spreading bring-your-own-device (BYOD) phenomenon has created a more complex landscape of tech buying. But traditional divisions between consumer tech purchases and business tech purchases still...

    • Downloads: 230
  • 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: 898
  • For Security & Risk Professionals

    Report:Quick Take: Moving On Up The Security Stack, F5 Acquires Versafe

    On September 17, F5 Networks announced its acquisition of web security and antifraud vendor Versafe for an undisclosed sum. With this acquisition, F5 expands its burgeoning security portfolio beyond...

    • Downloads: 103
  • For Analyst Relations Professionals

    Report:Case Study: Tuning In To Neustar's Briefing Performance Program

    The Role Of Active Hosts In Briefing Success

    Neustar has dramatically increased the level of analyst acceptances of briefing requests, the coverage it gains from those briefings, and the willingness of analysts to offer help in the form of...

    • Downloads: 194
  • For CIO Professionals

    Report:Forrsights: European Companies Start To Embrace New Systems Of Engagement

    Our Software Decision-Maker Survey Shows A Shift In Emphasis From Systems Of Records To Systems Of Engagement

    During November 2011 and December 2011, Forrester surveyed 676 software decision-makers across Germany, France, and the UK to determine their spending priorities around software. With new systems of...

    • Downloads: 249
  • For eBusiness & Channel Strategy Professionals

    Report:Why Every Online Retailer Needs To Think Green

    The "Green Consumer" Opportunity And How Retailers Can Seize It

    Retailers have been dancing around green initiatives for years, but consumer demand has finally put green retail on the main stage. In addition to their obvious positive (or, at least, less damaging)...

    • Downloads: 168
  • For Sales Enablement Professionals

    Report:Executive Buyer Insight Study: Are Salespeople Prepared For Executive Conversations?

    Addressing Gaps In How Effectively Salespeople Engage With Executives

    To avoid being relegated to commodity status, vendors are refining their sales strategies to engage with higher level decision-makers earlier in the problem-solving process. Getting a meeting with...

    • Downloads: 815
  • 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 eBusiness & Channel Strategy Professionals

    Report:German Online Retail Overview, 2011

    Despite A Thriving Online Market, Multichannel Retail Is Still An Untapped Opportunity For German Retailers

    The German online retail market is the second largest in Europe. Amazon.de and eBay are dominant forces, with major German consumer brands selling through those sites, and others following suit...

    • Downloads: 724
  • For Customer Experience Professionals

    Report:Banks And Retailers: You Cannot Price Your Way Out Of Bad Customer Experiences

    Why Customer Experience Matters More To Loyalty Than Price

    Have you ever wondered whether it makes more sense to invest in customer experience or in dropping your prices to improve customer loyalty? We tested the relationship between customers' perceptions...

    • Downloads: 659
  • For CIO Professionals

    Report:What The European CEO Needs From The CIO In 2014

    Trust In IT Delivery Is An Issue For European Business Decision-Makers

    Continuing economic uncertainty, regulatory pressures, and the digitization of commerce will place further stress on European IT budgets and plans in 2014. The good news highlighted in our research...

    • Downloads: 259