Forrester

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

Blog:The SMB Phoenix Three Years Later

  Three years ago, I wrote a report on a then-forthcoming SMB market phenomenon, characterized as the “SMB phoenix.” Gleaned from interviews with new (at the time) small business...

For Sales Enablement Professionals

Tool:VSBs Include Many Younger Employees

For Sales Enablement Professionals

Report:To Build Tech Biz Dev Anew

"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...

• Downloads: 182

For Sales Enablement Professionals

Report:Marketing IT Services To SMBs

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...

• Downloads: 863

For Sales Enablement Professionals

Report:Cloud Channel Trends, 2013 To 2014

A Critical Mass Of Channel Partners Are Embracing Cloud

Forrester recently surveyed channel partner company executives on their business model plans with respect to cloud computing. What we learned: After much gnashing of teeth (over marginalized...

• Downloads: 417
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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

Tool:Human Capital Management (HCM) Software Adoption

For Sales Enablement Professionals

Tool:VSB Hardware Spending Is Increasing

For Sales Enablement Professionals

Report:The Feeding Frenzy Over The Mobile Developer Channel

Lessons For Winning Developer Support From The Smartphone/Tablet Battlefield

Every significant technology leap forward, such as the emergence of viable smartphone and tablet platforms, catalyzes competitive turbulence among tech companies seeking developer attention. But the...

• Downloads: 660
• Comments: 1
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For Sales Enablement Professionals

Report:A 10-Point Checklist For Innovating Tech Customer Support

Marketing And Partnering For Support/Service Excellence

Forrester's research shows that customers rank technical support at or near the top of their criteria for both vendor and product consideration. Yet the support experience in the tech industry is...

• Downloads: 282

For Sales Enablement Professionals

Report:Technology For Engagement Channel Systems

Leveraging Collaborative Systems To Tether Your Partners To Your Strategy

Top-performing tech companies focus on transforming their sales channel into an engagement channel capable of engaging customers across the full technology adoption life cycle. But most channel...

• Downloads: 331

For Sales Enablement Professionals

Tool:Collaboration Software Adoption

For Sales Enablement Professionals

Report:The VSB Market Under The Magnifying Glass

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...

• Downloads: 362

For Sales Enablement Professionals

Report:Demand Insights: The SMB Hardware Infrastructure Market

SMBs' Plans For Servers, Storage, Virtualization, Form Factors, And Cloud Computing

Suppliers of infrastructure hardware to small and medium-size business (SMB) buyers are poised for better times, given plans by SMBs to upgrade their software and associated hardware infrastructures...

• Downloads: 570

For Sales Enablement Professionals

Report:Demand Insights: The SMB Software Market 2010

Small And Medium-Size Businesses Are Defying Gravity

Small and medium-size businesses (SMBs), like their enterprise brethren, are shifting their technology focus from IT to business technology (BT). As their focus on business solutions — as...

• Downloads: 1004

For Sales Enablement Professionals

Tool:Customer Relationship Management (CRM) Software Adoption

For Sales Enablement Professionals

Report:The Millennial Workforce Effect On SMB Technology Utilization

SMB Millennials "Out-Tech" Even Their Enterprise Peers

It is well understood that the entrée of the Millennial generation into the workforce is having a profound effect on businesses' technology decision-making and utilization. What is less well...

• Downloads: 63

For Sales Enablement Professionals

Report:How Customers Value IaaS Cloud Channels

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...

• Downloads: 322

For Sales Enablement Professionals

Tool:Learning Management Software (LMS) Adoption

For Sales Enablement Professionals

Tool:IT Staffing Investment

For Sales Enablement Professionals

Blog:The Who And How Of Customers’ Technology Decisions

  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,...

For Sales Enablement Professionals

Tool:Business Adoption Of Smartphones And Tablets Is High

For Sales Enablement Professionals

Report:Channel Models In The Era Of Cloud

Channel Partners Expect A Share Of The Cloud

To identify channel partners' plans, readiness, barriers, and needs as cloud technologies emerge, Forrester Research joined with Outsource Channel Executives (OCE) to survey distributors, value-added...

• Downloads: 1288

For Sales Enablement Professionals

Report:The Emerging Engagement Channel Model

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...

• Downloads: 448