Scott Santucci

Principal Analyst serving Sales Enablement PROFESSIONALS

Scott serves Sales Enablement Professionals. He has deep knowledge and hands-on experience working cross-functionally with product, marketing, and sales teams to develop innovative and effective integrated programs designed to improve the entire revenue cycle. He is a thought leader in Forrester's technology sales enablement practice, which has established an architectural framework to help technology industry vendors transform current product-centric go-to-market models into customer-centered approaches.

Scott's efforts center around topics such as sales as a marketing channel, field marketing roles and programs, targeting executives, team selling and marketing, new product traction, sales-focused go-to-market strategies, sales-ready tools, strategic account programs, helping sales people collaborate with buyers more effectively, and developing data-driven performance reporting and measurement programs.

Previous Work Experience

Scott came to Forrester from BluePrint Marketing, an organization he founded and ran for six years. There he led a boutique consultancy focused on helping technology vendors develop customer-centered business strategies to create more sales-friendly marketing programs, resulting in more leverage in the sales process. He has worked closely with all of the relevant roles and stakeholders in the sales execution process, including CEO, CFO, sales, marketing, CTO, strategy, and business unit heads, resulting in a unique and holistic view into all of the cogs of an organization's value engine and how to bring the component parts together to maximize results. Throughout his 16-year career, he has held various sales and marketing positions including quota-carrying sales roles, product marketing and management, and sales leadership roles in organizations such as META Group and Allen Systems Group.

Scott has worked directly with more than 2,000 field-selling representatives across all major geographies and in software, services, and hardware companies. Comfortable in the boardroom or in the trenches, he is exceptionally adept at helping to architect positive change and is a popular speaker.

Education

Scott received a B.S. in marketing management, with a minor in communications from Virginia Tech.

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57 results in Reports

  • Scott Santucci
  • 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 enablement...

    • Downloads: 1
  • 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: 25
  • For Sales Enablement Professionals

    Report:The Selling System In The Age Of The Customer

    Part One: Illuminating The Gap Between Strategy And Execution

    The age of the customer is upon us. Buyers are more demanding, informed, value sensitive, and have more choices available to them than at any other point in history. As executive leaders drive...

    • Downloads: 136
  • 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. Sales...

    • Downloads: 94
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: VP Of Security

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

    • Downloads: 168
    • Rating:
  • 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: 126
  • 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: 139
  • For Sales Enablement Professionals

    Report:Understanding The Reality Of Your Sales Force

    A Prerequisite To Boosting Sales Productivity

    Increasingly, B2B CEOs are pursuing business strategies that require a transformation of their sales force. Because a sales force is really a composite of many individual salespeople, assessing the...

    • Downloads: 392
    • Rating:
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Service Desk

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

    • Downloads: 119
  • For Sales Enablement Professionals

    Report:Stakeholder Profile: Vice President Of Sales

    This report is designed to give sales enablement professionals an introduction to the vice president (VP) of sales role as well as an overview of the general concerns facing people in this position....

    • Downloads: 137
    • Rating:
  • For Sales Enablement Professionals

    Report:Introduction To The Value Equation Framework

    As a wave of B2B organizations develop business strategies that are predicated on selling more things to existing customers, they are asking their sales forces to move from selling products to...

    • Downloads: 351
    • Rating:
  • For Sales Enablement Professionals

    Report:Sales Role Profile: Frontline Sales Manager

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

    • Downloads: 122
    • Rating:
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Infrastructure And Operations

    This report is designed to give sales enablement professionals an introduction of the infrastructure and operations (I&O) role, as well as an overview of the general concerns facing people in this...

    • Downloads: 142
    • Rating:
  • For Sales Enablement Professionals

    Report:Stakeholder Profile: Second-Line Sales Manager

    This report is designed to give sales enablement professionals an introduction to the second-line sales manager role as well as an overview of the general concerns facing people in this position. A...

    • Downloads: 72
    • Rating:
  • For Sales Enablement Professionals

    Report:Sales Role Profile: Presales Engineer

    This report is designed to give sales enablement professionals an introduction to the sales engineer (SE) role, as well as an overview of the general concerns facing people in this position. A more...

    • Downloads: 99
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Enterprise Architect

    This report is designed to give sales enablement professionals an introduction to the enterprise architect (EA) role, as well as an overview of the general concerns facing people in this position....

    • Downloads: 203
  • For Sales Enablement Professionals

    Report:Sales Role Profile: Sales Operations

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

    • Downloads: 172
    • Comments: 1
    • Rating:
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Application Development

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

    • Downloads: 174
    • Rating:
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: CIO

    This report is designed to give sales enablement professionals an introduction to the chief information officer (CIO) role, as well as an overview of the general concerns facing people in this...

    • Downloads: 342
    • Rating:
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Sourcing And Vendor Management

    This report is designed to give sales enablement professionals an introduction to the sourcing and vendor management (SVM) role, as well as an overview of the general concerns facing people in this...

    • Downloads: 151
    • Rating:
  • For Sales Enablement Professionals

    Report:The Importance Of Developing A Shared Vision Of Success

    Your company is likely losing a sizable number of opportunities in your pipeline because your sales teams have not successfully communicated a clear road map for executives on how they will realize...

    • Downloads: 67
    • Rating:
  • For Sales Enablement Professionals

    Report:What Executives Believe Constitutes A Valuable Meeting

    Your strategy for growth -- by cross- or upselling your portfolio to new buyers at existing accounts -- is likely suffering because the executives your sales teams manage to engage are underwhelmed...

    • Downloads: 59
  • For Sales Enablement Professionals

    Report:Executive Buyer Insight Study: Executives' Preferred Forms Of Sales Contact

    Engaging With Executives Is More About What To Say Than How To Say It

    Growing the size and health of the pipeline is a major focus at most technology vendors. For the majority of sales leaders, prospecting remains the most reliable form of creating opportunity....

    • Downloads: 647
  • For Sales Enablement Professionals

    Report:Gaining Executive-Level Access

    Executive buyers respond well to clear, personalized, easily scannable emails as a way to raise their interest in taking a meeting. The things that motivate executives to take a meeting fall into two...

    • Downloads: 94
  • For Sales Enablement Professionals

    Report:Executive Buyer Insight Study: Defining The Gap Between Buyers And Sellers

    The gap is striking between the sales messages vendors create, how they prepare salespeople to deliver them, and the value executive buyers perceive from those conversations. Forrester's global...

    • Downloads: 373