About Forrester
Forrester Research, Inc. is an independent research company that provides pragmatic and forward-thinking advice to global leaders in business and technology.

Paul serves Customer Experience Professionals who are leading enterprise-wide customer experience efforts. His research focuses on customer experience strategy (B2C and B2B), organizational culture, and customer experience leadership structures including the Chief Customer Officer position. Secondary areas of research include CRM, voice of the customer, and customer experience measurement.
This is Paul’s second stint at Forrester. In between, Paul ran his own consulting organization focused on technology and business strategy, focused mostly on CRM. Paul held previous positions at Accenture, BBN Technologies, and Teach For America.
Paul holds an M.Ed. from Harvard University, where his area of concentration was educational technology and online learning. He also holds a bachelor's degree in political science from Stanford University.
The Very Small Business Profile: Growing, Young, And Mobile
The very small business (VSB) market is growing in importance for an increasing number of tech vendors, in large part due to the fact that it is the fastest-growing company-size segment in terms of...
Hosters And Tech Vendors Are Drafting Amazon's Slipstream
The infrastructure-as-a-service (IaaS) cloud business, with its high margins, is a strong attractant to a slew of provider channels. But customers view different provider types differently in terms...
Landscape: The Channel Partner Loyalty Playbook
Every few years, channel partners reassess their vendor portfolios and determine how much to invest in each of their relationships. The tech industry ecosystem is now in that state, and tech vendors...

SMBs Exhibit A Broad Adoption Profile, But Growth Is Being Stunted By The Credit Crunch
SMBs' strong adoption of cloud computing is well known. What is less well understood is how SMBs are adopting cloud for various technology categories relative to one another.

Co-authored by Zachary Reiss-Davis There were two important pieces of Nokia news of interest to mobile platform developer partners leaked today. First, Nokia’s MeeGo platform, designed to...
Tech Marketers Optimize For Their Product Categories, Not Customers' Problems
Throughout the technology adoption life cycle, including scoping approaches, choosing products, and implementing solutions, business technologists initiate information gathering with search tools....
Tech marketers often fret over their marketing mix, but it’s usually couched in terms of “how” – e.g., “How do customers get information about us?” or,...
Cloud computing has arrived on the market in a big way, with virtually every tech vendor, regardless of size, geography, or solution, vying for a cloud position. But in the race to the cloud, many...
What is it that you think makes one tech company stand out from another? “My product is better than your product”? Not anymore. “My salespeople are better than your...
This year (next month) Forrester’s Technology Sales Enablement Forum will sport a new channels track. With a theme of “Bridging the Strategy-to-Execution Gap,” we will drill...
Assessments, Audits, And Strategy Consulting Drive Technology Adoption
Customer spending on IT services will grow dramatically over the next five years, and that includes small and medium-size businesses (SMBs), particularly medium-size businesses. As SMBs' IT spending...
"Business Development" Doesn't Equate To "Partnering"
The business development (biz dev) function in the tech industry is essentially broken. Most tech companies have allowed biz dev to diminish into little more than a partnering function. Although...
Top Performers' Channel Investments Span The Customer Tech Adoption Life Cycle
Tech vendors have historically treated channels as "outsourced sales" — or have, at least, invested that way. But a handful of vendors have departed from this model, choosing instead to invest...
The Tug-Of-War Between Vendor SaaS And Channel Partner Hosting
A lot of tech vendors — and channel partners — are struggling to define channel partner roles in the cloud services demand chain. On-premise technology variants are starting to lose...
Growth Continues In Channel-Generated Revenue Share And Investment
It's a case of good dollars following good — channels continue to perform, in terms of revenue contribution, so tech vendors continue to invest in them. Tech marketers will be operating with...
Relationship Incentives Count As Much As Sales Incentives
The number of tech vendors looking to develop channel partner relationships or to increase their partner wallet share is on the rise. Yet the growth in the number of channel companies is just not...
