Forrester

For Sales Enablement Professionals

Blog:Groundswell B2B Awards

One of the most enjoyable tasks as a Forrester analyst is reviewing all of the Groundswell awards submissions. And we know many of you also look forward to seeing the innovative approaches...

For Sales Enablement Professionals

Blog:Our Upcoming Forum On Revenue Acceleration Touches Sales, Marketing And Channel

My colleagues and I (Peter O’Neill here) have been busy here at Forrester putting together the agenda for our next Forum which is in Scottsdale, Arizona, on March 4, 2013 under the title...

For Sales Enablement Professionals

Report:B2B Marketers Prefer To Create Their Own Content Mostly For Lead Nurturing

Effective content marketing is now critical to B2B marketers' success because useful content accelerates potential buyers along their journey. That usefulness is predicated on the content being...

• Downloads: 196
• Comments: 2

For Sales Enablement Professionals

Report:The Importance Of True International Marketing Content

Tech vendors are likely underperforming in international markets because their central marketing teams do not successfully integrate inputs from their field marketing colleagues about local market...

• Downloads: 44

For Sales Enablement Professionals

Blog:Colt Revamps Its Channel Approach - Have They Missed A Trick?

  This week, Colt launched its Ceano cloud services for SMBs with a particular focus on the reseller channel that actually services these businesses. As this announcement combines the business...

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

For Sales Enablement Professionals

Blog:Methinks Tech Marketing Is Not Yet Ready For Sentiment Analysis

As you’d expect from a Forrester analyst, this is Peter O'Neill by the way, I travel a lot— about 40% of my working days. But it is also amazing how a full week spent in the home...

For Sales Enablement Professionals

Report:Top-Performing Tech Marketers Use Webinars As A Portal To The Buyer's Journey

Webinars Can Impact The Awareness Phase Even More Than Product Selection

Webinars are now a favored communications vehicle for tech marketers. The most successful tech marketers do more than just "create webinars" and demonstrate products; they position these events in...

• Downloads: 356

For Sales Enablement Professionals

Blog:Lead-To-Revenue Management Automation Made In Europe

Well, it finally got published by Forrester! Peter O'Neill here and my long-promised overview of lead-to-revenue management (L2RM) vendors "Made in Europe" got out last week. We were delayed...

For Sales Enablement Professionals

Blog:Yes, Content Must Be Managed Internally As Well

  Peter O'Neill here. My first report on content management came out last week and it has already generated several conversations – please keep those comments and inquiry requests...

For Sales Enablement Professionals

Blog:What Must Still Be Distributed When We Have A Cloudy Industry?

By Peter O'Neill I have an exciting engagement next week; I will moderate a session during an annual review meeting of a leading tech distributor with its leading vendor. The topic we’ll...

For Sales Enablement Professionals

Blog:The Tech Industry Channel Is Cloud-Confused; Colt Technology Services Is Well Into It

  There continues to be a cacophony of marketing noise from technology vendors about their cloud strategies; while the announcements sometimes include messaging for their channel, many partners...

For Sales Enablement Professionals

Blog:Highlights Of Recent ITSMA Webinar On New Marketing Organization And Competencies

  By Peter O'Neill Last week, in addition to presenting at my quarterly Forrester Teleconference, I spoke at a Webinar hosted by the IT Services Marketing Association (ITSMA). I was...

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Tool:Social Media Preferences Also Vary By Company-Size Segment

For Sales Enablement Professionals

Blog:If The Market Is Changing, So Must Your Market Research Sources And Processes

  As mentioned in my last blog, I (Peter O'Neill) was at the Distree EMEA event last week and met with many executives from tech industry vendors and distributors. I also swapped...

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Tool:Vendor/Partner Program Criteria Expectation Gaps In The Market Domain

For Sales Enablement Professionals

Blog:How Well Do You Manage Your Brand? As Good As Adobe, IBM, Infosys, or TCS?

Before you read this latest blog by Peter O’Neill, please join our survey on content management maturity.   Brand marketing was a focus of our Marketing Leadership Forum in Los...

For Sales Enablement Professionals

Blog:At HP, Reality Is Fast Becoming Perception. Shouldn’t Marketing Act?

  What is going on at HP? Or rather, what is not happening at that company?   Ex HP- marketer Peter O’Neill here with some observations. I am sure you’ve all consumed the...

For Sales Enablement Professionals

Report:Automating Your End-To-End Process

Tools And Technology: The Lead-To-Revenue Playbook

The lead-to-revenue management (L2RM) process calibrates marketing and sales activities around a common success factor — revenue. An optimized process yields bigger pipelines, shorter sales...

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For Sales Enablement Professionals

Tool:IT And Non-IT Decision-Makers Tick Differently

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Tool:The Social Technographics® Of BT Buyers Over The Past Three Years

For Sales Enablement Professionals

Blog:“EMEA Is A Complex And Variant Region: It Covers Both Poles And Speaks 200 Languages”

This is Peter O'Neill (often the name is not displayed when you get a blog alert). I was in Austin, Texas, last week, meeting Dell executives at their 2011 Analyst Conference. We analysts...

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Tool:Profile Factors And Assessment Elements

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Tool:Vendor/Partner Program Criteria Expectation Gaps In The Build Domain

For Sales Enablement Professionals

Blog:Please Enjoy Your Columbus Day And Sorry About The Ryder Cup

I wish all my American colleagues and clients a happy Columbus Day. I understand that our offices are closed for that reason on Monday. Well, I certainly do not celebrate Columbus Day. I come from...