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Tim Sheedy

Senior Advisor serving CIOs

Based in Sydney, Australia, Tim serves CIOs. He helps clients better manage their IT departments and ensure IT is delivering the solutions required by the business. His research focuses on the key IT challenges for CIOs and IT departments in Asia Pacific, as well as providing insights into the technologies that will deliver significant business value over the next few years. He also assists clients with the design of IT organizations, IT governance and processes, and IT/business alignment.

Tim also works with members of The CIO Group in the Forrester Leadership Boards in Asia Pacific. In this role, he writes CIO-targeted research, answers or facilitates answers for individual members' business and technology inquiries, and facilitates CIO Group member exchanges and peer-to-peer discussions.

Previous Work Experience

Tim comes to Forrester with more than 10 years of IT analyst experience with ICT vendors and IT research providers. Most recently, he was the research director of IT solutions at IDC in Australia, where he assisted IT vendors in designing solutions to better fit market requirements and assisted user clients with their strategies to improve the effectiveness of their IT functions. In this role, he developed a reputation as a respected and sought-after industry analyst and an entertaining and informative public speaker on many of the key trends in the IT market.

Prior to this role, Tim worked with Hutchison 3G as an analyst, helping to launch and optimize its direct sales channels and developing strategies to increase the use of non-voice products on the high-speed 3G network. He also spent a number of years working as an independent ICT analyst. In addition, he worked for IDC in the UK, managing its European Wireless & Mobile Communications research program.

Tim is a highly regarded industry speaker, presenting regularly to CIOs and senior IT and business audiences at IT conferences in Asia Pacific and across the globe.


Education

Tim holds a bachelor's degree in marketing and research from the University of Technology, Sydney.

Research Coverage:

Application Development, Customer Experience Management, Digital Business Architecture, Governance, IT Organization, Mobile Services, SOA & Web Services, Software-as-a-Service (SaaS), Sourcing & Procurement, Strategy, Planning & Governance of IT, Telecommunication Services, Vendor Management

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  • Lori Wizdo

  • For Chief Marketing Officer Professionals

    Blog:Dealing With The “People Part” Of Your Lead-To-Revenue Management Transformation

    Lori WizdoOctober 21, 2012

    Demonstrating the revenue return on marketing investment is the No. 1 issue for B2B marketing executives. In Forrester’s Q4 2011 B2B Marketing Organizations And Investments Survey, when we...

    • For Sales Enablement Professionals

      Report:A Holistic Measurement System Enables Continuous Improvement

      Performance Management: The Lead-To-Revenue Playbook

      Lori WizdoMarch 06, 2013

      The seminal idea behind lead-to-revenue management (L2RM) was the need to calibrate marketing's activities (and budget) to the result of revenue generation. But effective performance management of...

      • Downloads: 132
      • Rating:

    • For Sales Enablement Professionals

      Blog:Lead-To-Revenue Management Fosters Marketing/Sales Alignment

      Lori WizdoMarch 24, 2013

      I’ve been having a lot of conversations, recently, about sales and marketing alignment. (Well, honestly, who working in B2B marketing hasn’t?)  In Forrester’s most recent...

      • For Sales Enablement Professionals

        Charts & Figures:The Top Performers Have More Rigorous Criteria For A "Sales-Ready" Lead

        Engage With Early-Stage Buyers, Drive Pipeline And Revenue Performance

        Lori WizdoOctober 21, 2011

      • For Sales Enablement Professionals

        Report:Automating Your End-To-End Process

        Tools And Technology: The Lead-To-Revenue Playbook

        Peter O'Neill, Lori WizdoNovember 20, 2012

        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...

        • Downloads: 271
        • Rating:

      • For Sales Enablement Professionals

        Blog:Oracle Acquires Eloqua: A Quick Take on What it Means

        Lori WizdoDecember 20, 2012

        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.  ...

        • For Sales Enablement Professionals

          Report:The New Physics Of Lead-To-Revenue Management

          Vision: The Lead-To-Revenue Playbook

          Lori WizdoMarch 28, 2013

          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...

          • Downloads: 184
          • Rating:

        • For Sales Enablement Professionals

          Blog:Does Your Thought Leadership Program Need a PR Campaign?

          Lori WizdoMay 08, 2013

          B2B marketing leaders are striving to position their companies as “thought leaders.” And why not?  If you do not have a truly disruptive technology, product, service or idea (in...

          • For Sales Enablement Professionals

            Report:Using A Results Chain To Model Your Lead-to-Revenue Process

            Lori WizdoNovember 28, 2012

            This results chain toolkit is a companion tool for the processes module of Forrester's lead-to-revenue playbook. Forrester recommends that B2B marketing leaders use a results chain model to frame and...

            • Downloads: 21
            • Rating:

          • For Sales Enablement Professionals

            Report:Provisional L2RM Process Catalog

            Lori WizdoJanuary 28, 2013

            This provisional lead-to-revenue process catalog is a companion tool for the processes module of Forrester's lead-to-revenue playbook. Designed to jump-start your own process documentation, it...

            • Downloads: 10
            • Rating:

          • For Sales Enablement Professionals

            Blog:Are You Absolutely Sure You're Doing Enough With Social?

            Lori WizdoMarch 27, 2012

            I (Lori Wizdo) have just put the finishing touches on the content for tomorrow's (Wednesday, March 28 at 10am PT/1pm ET)  interactive webinar, Socialize Your Lead To Revenue...

            • For Sales Enablement Professionals

              Blog:Proving Theodore Levitt Wrong About Sales

              Lori WizdoMarch 19, 2012

              I (Lori Wizdo) am on a plane, flying to San Francisco, to participate in Forrester’s Technology Sales Enablement Forum. As I was prepping for my (limited) role in the event, I had a flashback...

              • For Sales Enablement Professionals

                Report:The Lead-Nurturing Payoff For The Tech Industry

                Engage With Early-Stage Buyers, Drive Pipeline And Revenue Performance

                Lori WizdoOctober 21, 2011

                Today's empowered technology buyers are two-thirds of the way through their buying process before they engage with tech vendors' sales teams. Forrester believes that a robust lead-nurturing program...

                • Downloads: 576

              • For Sales Enablement Professionals

                Blog:Accelerating Revenue In A Changed Economy

                Lori WizdoJanuary 23, 2013

                A long time ago, a savvy marketing consultant told me, “The role of the sales person is to teach the customer how to buy”.  That is still true, but the wisdom has morphed a bit with...

                • For Sales Enablement Professionals

                  Report:Automating Lead-To-Revenue Management

                  Lori WizdoDecember 09, 2011

                  The challenge of accelerating revenue in the face of rapidly changing buying behaviors and an exploding number of marketing vehicles is driving technology product and service companies to refine (and...

                  • Downloads: 519
                  • Rating:

                • For Sales Enablement Professionals

                  Report:Tools For Defining And Documenting L2R Processes

                  Lori WizdoFebruary 01, 2013

                  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...

                  • Downloads: 105
                  • Comments: 2
                  • Rating:

                • For Sales Enablement Professionals

                  Blog:The Missing Link In Social Media Use: Tracking Prospects

                  Lori WizdoSeptember 12, 2012

                  The University of Massachusetts released its annual survey of social media usage at Fortune 500 companies. The report revealed that in the past year, these business giants have increased...

                  • For Sales Enablement Professionals

                    Blog:Buyer Behavior Helps B2B Marketers Guide The Buyer's Journey

                    Lori WizdoOctober 04, 2012

                    Today’s buyers control their journey through the buying cycle much more than today’s vendors control the selling cycle. Although it varies greatly with product complexity and market...

                    • For Sales Enablement Professionals

                      Blog:Handholds For B2B Marketers On The Slippery Slope To "Cost Center"

                      Lori WizdoFebruary 24, 2013

                      I recently stumbled upon a very old quote from Peter Drucker, which completely nonplussed this lifetime marketer. Mr. Drucker observed (in his 1973 book Management: Tasks, Responsibilities, Practice)...

                      • For Sales Enablement Professionals

                        Report:The State Of Lead-To-Revenue Management

                        Landscape: The Lead-To-Revenue Playbook

                        Lori WizdoJuly 02, 2012

                        In order to establish the current state of lead-to-revenue management (L2RM) practices among tech marketers, we recently analyzed 80 client inquiries on the topic that tech marketing professionals...

                        • Downloads: 550
                        • Comments: 2
                        • Rating:

                      • For Sales Enablement Professionals

                        Report:Pinpoint The Actions And Outcomes That Elevate Leads To Revenue

                        Processes: The Lead-To-Revenue Playbook

                        Lori WizdoNovember 16, 2012

                        Lead-to-revenue management (L2RM) is all about optimizing processes and practices to ensure that every scintilla of potential revenue is realized from your marketing investment. A well-designed and...

                        • Downloads: 253
                        • Comments: 1
                        • Rating:

                      • For Sales Enablement Professionals

                        Blog:Forget The Funnel! Introducing A New Metaphor For Lead To Revenue Process Management

                        Lori WizdoNovember 06, 2012

                        I’ve seen too many lead-to-revenue initiatives underperform because insufficient attention was devoted to process.  And, I’ve seen an equal number stall because the attempt to...

                        • For Sales Enablement Professionals

                          Report:Marketing Tactics Of Top Tech Performers

                          An Artful Mix Of Old And New Yields Revenue Impact For Marketing Leaders

                          Lori WizdoFebruary 09, 2012

                          Tech marketers at top-performing tech companies demonstrate similar go-to-market strategies that set them apart from their peers at companies with average performance. The strategic mix leverages...

                          • Downloads: 748
                          • Comments: 4
                          • Rating:

                        • For Sales Enablement Professionals

                          Report:2012 Tech Marketing Planning Guidance

                          With Proliferating Tactics And Constrained Budgets, Targeting And Focus Are A Mandate

                          Lori WizdoDecember 21, 2011

                          Tech marketers typically use last year's plan as a starting point for next year's marketing planning process, making changes to accommodate new goals and current-year budget realities. As a result,...

                          • Downloads: 770
                          • Comments: 1
                          • Rating:
                         
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