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

Tim serves Application Development & Delivery Professionals. He leads Forrester's research on intranets/employee portals and the emerging next-generation information workplace, as well as portal server technologies and globalization practices, including machine translation. Tim also covers web content management and Microsoft SharePoint as a content and collaboration platform.
Tim comes to Forrester with a powerful combination of experience in teaching, advising, and software marketing and strategy. Most recently, he was director of international marketing and strategy for FatWire, a leading WCM provider, where he managed all marketing, competitive intelligence, and vertical market programs outside of North America. Earlier, Tim was a professor at the University of Rochester and New York University.
Tim has a B.A. in political science from Oregon State University and a Ph.D. from the Humanities Center at Johns Hopkins University.
SE pros, this blog post highlights a Q&A I did recently with two of the analysts on my Marketing team who will be delivering our track on Lead Management at our upcoming Sales Enablement Forum...
Three years ago, we asked our CEO, George Colony, to interview other CEO’s about their opinions of their sales force. One of those questions he asked was “are you...
Funny question, until you think about it a bit more. With all the focus on the changed buyer who finds online or from peers much of what she needs to make a decision, on just about everything,...

Oracle announced today that it will acquire Eloqua, a SaaS marketing automation provider. Oracle’s stated motives address, head-on, the zeitgeist facing the 21st century marketer. ...
Vision: The Lead-To-Revenue Playbook
The need to calibrate marketing spend to revenue generation was the seminal driver of lead-to-revenue management (L2RM). But savvy B2B marketing leaders are going beyond revenue performance...

Transform Marketing With A Revenue-Relevant Customer Engagement Strategy
In 2010, Forrester introduced the term "lead-to-revenue management" (L2RM) to categorize a set of integrated processes, goals, and metrics that frame marketing practices from lead generation to sales...
The goal of lead-to-revenue (L2R) process management is not to move hundreds or thousands of "leads" through a process of sequential attrition until tens or hundreds of deals emerge. The goal of the...

At the Cisco Live EMEAR 2013 event in London this week, Cisco brought a new down-to-earth dynamism to the table. The vision how Cisco is intending to empower its clients in an evermore connected...
Local Vendors Continue To Innovate
Wake up, marketing automation vendors: The European market is getting hot! Forrester's Q4 2012 US And Europe B2B Marketing Tactics And Benchmarks Online Survey shows us that the rate of investment is...

But Marketing Cannot Take On This Issue Alone
Research conducted over the past years indicates that B2B customers perceive their experiences to be worse than those delivered by bottom-of-the-barrel consumer industries such as TV service...
Yes, the headline is a bit blunt…we are working so hard these days, weaving together our program for you, that my creative juices are a little fried. If you’ve been to one...
I (writes Peter O'Neill) have just published the Organization report for our lead-to-revenue playbook. My colleague Lori Wizdo is writing most of the 12 reports that form this Forrester...
Opportunities Abound In The Tech Accelerator Community
In the past 18 months, the buzz and momentum surrounding tech accelerator programs in the US has exploded, and now more than 100 tech accelerators dot the country. This boom is not only great for the...

Hello Fellow B2B Marketers, Marketing Monday (or a bit later on a holiday week) is a regular blog post highlighting our ongoing research focused on B2B revenue...
Partner Loyalty Drives Competitive Advantage
Tech vendors have long understood the power of channels and wielded their channel networks as competitive weapons. But the channel ecosystem is undergoing dramatic changes, and channel partners'...
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...
Peter O’Neill here with some comments about being truly effective at content marketing. Did you know that B2B buyers say that 70% of the content they read and study before making a purchase...
When you put the word “sales” and “enablement” together – it sure can mean a lot of different things – to a lot of different people. As the Research...
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...

Forrester hosts its Sales Enablement Forum in Scottsdale, Arizona, on March 4 and 5, 2013. Attendees will engage as a community with a shared focus on driving revenue, hear success...
Hello Fellow B2B Marketers, Marketing Mondays is a weekly blog post highlighting our ongoing research focused on B2B revenue acceleration, as well as an exclusive look into...
Hello Fellow B2B Marketers, this weekly blog post highlights our ongoing research focused on B2B revenue acceleration, as well as an exclusive look into what outputs you...
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...