Forrester

For Sales Enablement Professionals

Client Inquiry:What Are Best Practices In Developing A Partnership Tool Kit?

What are best practices in developing a partnership tool kit?

For Sales Enablement Professionals

Report:2011 Demand Management Budget Trends

Spending Optimism Must Be Balanced With Performance Improvement

Tech marketers continue to place demand management as their primary objective with lead origination high on their spending plans for 2011. Yet they face a perfect storm as recessionary business...

• Downloads: 349

Discussion:Buyer Role Profile: Application Development

For Sales Enablement Professionals

Tool:SMBs Prefer Best-Of-Breed Over Integrated Solutions

Discussion:Buyer Role Profile: Sourcing And Vendor Management

For Sales Enablement Professionals

Report:Tech Channels Have A Long Way To Go Toward Adding Marketing Value

Despite Vendor Efforts To Marketing-Enable Their Partners, Partners Still View Channels As Implementers, Not Influencers

Is your channel marketing enablement program first-rate? Sorry to break it to you, but we have reason to believe it's not. Tech vendors are investing more than ever today to empower their channel as...

• Downloads: 192
• Comments: 1
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For Sales Enablement Professionals

Tool:Customers' SaaS Implementation Models

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: 45

For Sales Enablement Professionals

Report:Using Standards To Accelerate Your Sales Battle Card Transformation

Insights Into Building Battle Cards That Help Reps Win Deals

To justify your investment, sales battle cards must help sales outmaneuver competitors and ultimately increase their overall win rate in competitive deals. Given the siloed way competitive insight is...

• Downloads: 134

For Sales Enablement Professionals

Report:Tech Distribution Changes In A Cloudy Industry

Channel Marketers That Understand The Changes Will Develop Best Practices

Our recent channel survey included 19 firms that indicated their "primary function" was technology distribution. Like other channel partners, distributors are realizing that their business models...

• Downloads: 514

Discussion:How Do We Address the Sales Team "Comfort Zone Quandary"?

I have been talking with a lot of Sales Enablement professionals about a topic I'm passionate about -- behavior change in the sales team.With the tumultuous change going on, I'm noticing that more...

For Sales Enablement Professionals

Report:European Tech Marketing Is Different: Here's How

Forrester's Marketing Flywheel Shows Other Priorities For European Marketers

Tech marketers are modifying their vision of the role of marketing in their companies: from a provider of prospect names and product messages to a strategic resource that, like a flywheel, fuels and...

• Downloads: 329

Discussion:Buyer Role Profile: CIO

For Sales Enablement Professionals

Report:Partner Loyalty Metrics That Matter

Performance Management: The Channel Partner Loyalty Playbook

Program performance management is about systematic measurement and relentless adjustment, in this case, of your channel partner loyalty program. Identifying the right metrics and implementing the...

• Downloads: 148
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For Sales Enablement Professionals

Tool:Customer Relationship Management (CRM) Software Adoption

For Sales Enablement Professionals

Report:Gaining Executive Level Access

A key component of most technology vendors' sales strategies is for the sales force to sell to higher-level buyers. In order to provide sales enablement professionals with a customer-centric design...

• Downloads: 12

For Sales Enablement Professionals

Report:Transforming While Performing

Strategies To Drive Change Without Disrupting Ongoing Operations

While many technology vendors aspire to transform their sales organization away from a transactional approach to more value-added selling, executing on that change is a tall order. To successfully...

• Downloads: 62

Discussion:Gaining Executive-Level Access

For Sales Enablement Professionals

Report:Channel Partners' Needs In The Era Of Cloud

Financing, Marketing, And Collaboration Top Their Wish Lists

Channel partners are afflicted with "cloud identity disorder" — the symptomatology of which is characterized by confusion and fear about their place in the cloud computing demand chain and...

• Downloads: 718

For Sales Enablement Professionals

Report:B2B Marketing Tactics And Results: Channel-Oriented Versus Direct

Channel Ecosystem Entropy Diminishes Results

In this economic climate of scrutinized marketing budgets and demonstrable return on investment (ROI) expectations, business-to-business (B2B) marketers need to make sure that they're doing the right...

• Downloads: 160

For Sales Enablement Professionals

Report:Asian Tech Distributors Are Optimistic About Business Growth In 2013

These data charts present the results of Forrester's H2 2012 Asia Pacific Tech Distributor Business Confidence Index Tracker Survey.

• Downloads: 16

Discussion:Technology Sales Enablement Forum 2011 #TSE 11 - My impressions, thoughts and lessons learned

I'd like to share my impressions, my thoughts and lessons learned from the first Forrester sales Enablement Forum 2011 #TSE11.1. San Francisco, The Palace:It was an amazing, inspiring and motivating...

Discussion:An evolving requirement for "pragmatic" sales enablement?

As the topic of sales enablement continues to expand and evolve, it strikes me that there is a widening gap between the theory and concepts, and the coal face.In an ideal world, sales enablement...

For Sales Enablement Professionals

Tool:2011 BT Social Technographics By Age Group

Discussion:Battle Card Specifications - Purpose (BCSG)

This discussion is part of a series for the Battle Card Standards Group. Our group is following a structured methodology that breaks the subject down into specific components that we will then bring...