Forrester

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: 320

For Sales Enablement Professionals

Report:Opportunities In The SMB Cloud Services Market

SMBs' strong adoption of cloud computing is well known. What is less well understood is how SMBs are adopting cloud for various technology categories relative to one another.

• Downloads: 196
• Rating:

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:Tech Channel Marketing Trends 2012

Growth Continues In Channel-Generated Revenue Share And Investment

It's a case of good dollars following good — channels continue to perform, in terms of revenue contribution, so tech vendors continue to invest in them. Tech marketers will be operating with...

• Downloads: 431

For Sales Enablement Professionals

Report:Demand Insights: The Network And Telecommunications Market For SMB Customers

SMBs Are Adopting Networking Technology In A Vein Not Dissimilar To Enterprises

True to our "SMB phoenix" characterization, small to medium-size businesses (SMBs) are proving to be aggressive adopters of network and communications technologies and services. No longer can SMBs be...

• Downloads: 426

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

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

For Sales Enablement Professionals

Report:Demand Insights: The SMB Software Market 2011

SMBs Exhibit A Broad Adoption Profile, But Growth Is Being Stunted By The Credit Crunch

For most software categories, tech marketers once considered the small to medium-size business (SMB) market to be "software non grata." Their assumption was that most SMBs supported their operations...

• Downloads: 786
• Rating:

For Sales Enablement Professionals

Report:Search Engine Suboptimization

Tech Marketers Optimize For Their Product Categories, Not Customers' Problems

Throughout the technology adoption life cycle, including scoping approaches, choosing products, and implementing solutions, business technologists initiate information gathering with search tools....

• Downloads: 399

For Sales Enablement Professionals

Report:The 15 Rules For Cracking The SMB Market

New SMB Realities Require New Go-To-Market Approaches

As big as the small and medium-size business (SMB) market is, both in terms of sheer numbers and IT spend, only a handful of tech vendors have penetrated it with what can be deemed success. Based on...

• Downloads: 1500

For Sales Enablement Professionals

Report:Hosting Service Providers — Cloud Partners Or Competitors?

The Tug-Of-War Between Vendor SaaS And Channel Partner Hosting

A lot of tech vendors — and channel partners — are struggling to define channel partner roles in the cloud services demand chain. On-premise technology variants are starting to lose...

• Downloads: 894

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: 569

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: 861

For Sales Enablement Professionals

Report:Tech Marketers Are Poised To Ramp Channel Investment

Channel Enablement Is A Top Priority For 2011

2011 will be a bellwether year for tech vendors. Tech investment by customers and marketing investment by tech vendors are rising ahead of the economic recovery into 2011. Most tech marketers see...

• Downloads: 419

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: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: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: 1003

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:Channel Enablement And Management Maturity And Spending Levels By Industry

North American marketers from different industries report on the maturity of their channel enablement and management processes

• Downloads: 13

For Sales Enablement Professionals

Report:Fueling The New SMB: Marketing-Services-As-Software

The Way To A Small Company's Heart Is Through Its Marketing Function

The new small and medium-size businesses (SMBs) are polar opposites of their "mom-and-pop" predecessors — they're marketing rock stars (or at least see themselves as such) — and they...

• Downloads: 837

For Sales Enablement Professionals

Report:Channel Sweet Spots

What Channels Are Customers Sourcing From?

Different-sized companies have different channels they prefer for sourcing. Moreover, users' channel preferences vary by persona, vertical, and geography. This varied audience, combined with the...

• Downloads: 720

For CIO Professionals

Report:European Enterprises Versus SMBs: Disaster Recovery Patterns

Using data from Forrester's Enterprise And SMB Hardware Survey, North America And Europe, Q2 2009, we look at European enterprises and SMBs in regards to data center plans.

• Downloads: 1

For CIO Professionals

Report:PC Purchasing Trends: North American SMBs

Using data from Forrester's Enterprise And SMB Hardware Survey, North America And Europe, Q2 2009, we look at PC purchasing plans for North American SMBs.

• Downloads: 2

For CIO Professionals

Report:European Enterprises Versus SMBs: Server Virtualization

Using data from Forrester's Enterprise And SMB Hardware Survey, North America And Europe, Q2 2009, we look at European enterprises and SMBs in regards to server virtualization.

• Downloads: 3

For CIO Professionals

Report:Hardware Spending Plans And Priorities: North American SMBs

Using data from Forrester's Enterprise And SMB Hardware Survey, North America And Europe, Q2 2009, we look at hardware spending plans and priorities for North American SMBs.