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.
Organization: The Lead-To-Revenue Playbook
B2B marketers are adopting the lead-to-revenue (L2R) concept to ensure that revenue goals are met on time by optimizing the balance among lead value, velocity, and volumes, as well as ensuring that...
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...

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...


Tech Marketers Have A New Buyer And Channel To Consider
Businesses engaged in digital marketing will seek a new generation of service provider — one that combines technology competence with marketing strategy and digital creativity. These providers...
Information Workers Are A New Buying Center For Enterprise Technology
Forrester proposed changing the term IT to BT several years ago to reflect the fact that information technology was now so pervasive to businesses that decision-making around the necessary...
Executive Overview: The Lead-To-Revenue Playbook
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...
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...
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...
By Peter O'Neill Now here is some “earned media” for Cisco. In the context of full disclosure, let me first say that Cisco invited me to its Partner Velocity conference in Barcelona...
Local Innovative Solutions Help Address European Needs
Many of the international lead-to-revenue management automation vendors have not yet seriously set up shop in Europe because they consider firms in that territory to be late adopters of marketing...

“Letter From Germany” Feb. 2013 – Marketing Automation Is Hot In Europe This Year Peter O'Neill here with the latest edition of my (somewhat) regular blog in which I...
My first job, writes Peter O'Neill, after university was as a business analyst at Ford Motor Company, assisting an executive who sat on the monthly Project Appropriation Committee (PAC)...
Tech Vendors That Sell Globally Tend To Market And Localize Centrally
Tech marketing executives are struggling to strike a balance between the control they need to communicate a consistent brand promise and deliver a consistent brand experience while also being...

Last week Forrester published a further report in my name (Peter O'Neill here) based on some great insightful work done by my illustrious researcher colleague Zachary Reiss-Davis. We had...
Forrester's Social Technographics® survey, now in its second year, depicts the social media behaviors of more than 1,000 tech buyers from around the world. Tech marketers can use this data to...
Comparing Vendor And Partner Prioritizations Reveals Misunderstandings
Changes in technological platforms and business models require technology partners both to re-assess their existing partnerships and to explore new partnership initiatives. Forrester's partner...
Why Are The ITMS Megavendors Not Addressing Empowered IT Operations Professionals? Although now a fully-fledged analyst for tech marketers across the industry, I, Peter O'Neill, continue to...
An Empowered Report: Lessons For Tech Marketers From The IT Management Software Market
The face of business software applications is changing dramatically as new-generation users drive for a Web 2.0 intuitive user interface. User expectations with respect to service will also be...
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...
Effective content marketing is now critical to B2B marketers’ success because useful content accelerates potential buyers along their journey, writes Peter O'Neill. This raises a serious...