Vikram Sehgal

VP, Research Director - Data serving Customer Insights PROFESSIONALS

Vikram leads the forecast team, which is responsible for producing all forecasts within M&S research. He is focused on the consumer commerce areas including retail, travel, and financial services. He is keenly involved in understanding the evolution of consumers' online behavior and technology adoption.

Previous Work Experience

Vikram came to Forrester Research through its acquisition of Jupiter Research, where he started in July 2000. Prior to Jupiter, Vikram worked at IRI, a leading market research company, where he worked closely with some of the leading CPG companies.

Vikram often appears on TV, radio, and comments in the press on the US online retail and travel industry. He has been quoted in The L.A. Times, Business Week, The New York Times, CNN Money, and American Banker. He has also appeared on CNBC, Bloomberg TV, and Radio, NPR, Fox Business News, and ABC.

Education

Vikram earned an M.B.A. from Virginia Tech and a B.Com from N.M College in Mumbai, India.

Research Coverage

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36 results in Reports

  • Scott Santucci
  • For Sales Enablement Professionals

    Report:Using Selling Objectives To Corral Random Acts Of Sales Support

    Simplify Sales Content, Tools, And Training By Developing A Common Organizing Framework

    In an effort to improve the productivity of the sales force and drive more revenue, business-to-business (B2B) companies are inadvertently making it harder for individual salespeople to do their...

    • Downloads: 83
  • For Sales Enablement Professionals

    Report:The Selling System In The Age Of The Customer

    Part One: Illuminating The Gap Between Strategy And Execution

    The age of the customer is upon us. Buyers are more demanding, informed, value sensitive, and have more choices available to them than at any other point in history. As executive leaders drive...

    • Downloads: 255
  • For Sales Enablement Professionals

    Report:Executive Buyer Insight Study: Defining The Gap Between Buyers And Sellers

    The gap is striking between the sales messages vendors create, how they prepare salespeople to deliver them, and the value executive buyers perceive from those conversations. Forrester's global...

    • Downloads: 388
  • For Sales Enablement Professionals

    Report:Introduction To The Value Equation Framework

    As a wave of B2B organizations develop business strategies that are predicated on selling more things to existing customers, they are asking their sales forces to move from selling products to...

    • Downloads: 382
  • For Sales Enablement Professionals

    Report:Executives' Perceptions Of Differentiation Among Suppliers: Update For 2011

    Results, not products, differentiate vendors in the eyes of executives.Executives assign strategic supplier status to vendors that are willing and able to align in substantial, not superficial, ways....

    • Downloads: 13
  • For Sales Enablement Professionals

    Report:Stakeholder Profile: Vice President Of Sales

    This report is designed to give sales enablement professionals an introduction to the vice president (VP) of sales role as well as an overview of the general concerns facing people in this position....

    • Downloads: 151
  • For Sales Enablement Professionals

    Report:Sales Role Profile: Sales Operations

    This report is designed to give technology sales enablement professionals an introduction to the sales operations role, as well as an overview of the general concerns facing people in this position....

    • Downloads: 187
  • For Sales Enablement Professionals

    Report:What Executives Believe Constitutes A Valuable Meeting

    Your strategy for growth -- by cross- or upselling your portfolio to new buyers at existing accounts -- is likely suffering because the executives your sales teams manage to engage are underwhelmed...

    • Downloads: 62
  • For Sales Enablement Professionals

    Report:Clarity Is Key To Sales Enablement Success

    Discipline And Focus Separate Leading Companies From The Pack

    The number of sales enablement positions and interest in the topic have exploded over the past five years, yet many questions remain about what it is or which organization should own it. While many...

    • Downloads: 34
  • For Sales Enablement Professionals

    Report:Seller Insight Study: Sales Professionals' Perspectives On Building A Business Case

    Knowing ROI metrics is important to build a strong business case. However, knowing how to apply them is even more so. Forrester surveyed 180 technology sales representatives who sell to senior-level...

    • Downloads: 51
  • For Sales Enablement Professionals

    Report:Stakeholder Profile: Second-Line Sales Manager

    This report is designed to give sales enablement professionals an introduction to the second-line sales manager role as well as an overview of the general concerns facing people in this position. A...

    • Downloads: 76
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Network Manager

    This report is designed to give sales enablement professionals an introduction to the network manager role, as well as an overview of the general concerns facing people in this role. Sales enablement...

    • Downloads: 67
  • For Sales Enablement Professionals

    Report:The Importance Of Developing A Shared Vision Of Success

    Your company is likely losing a sizable number of opportunities in your pipeline because your sales teams have not successfully communicated a clear road map for executives on how they will realize...

    • Downloads: 70
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Data Center Manager

    This report is designed to give sales enablement professionals an introduction to the data center manager role, as well as an overview of the general concerns facing people in this position. Sales...

    • Downloads: 121
  • For Sales Enablement Professionals

    Report:Executive Buyer Insight Study: Executives' Preferred Forms Of Sales Contact

    Engaging With Executives Is More About What To Say Than How To Say It

    Growing the size and health of the pipeline is a major focus at most technology vendors. For the majority of sales leaders, prospecting remains the most reliable form of creating opportunity....

    • Downloads: 667
  • For Sales Enablement Professionals

    Report:Understanding The Reality Of Your Sales Force

    A Prerequisite To Boosting Sales Productivity

    Increasingly, B2B CEOs are pursuing business strategies that require a transformation of their sales force. Because a sales force is really a composite of many individual salespeople, assessing the...

    • Downloads: 437
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Infrastructure And Operations

    This report is designed to give sales enablement professionals an introduction of the infrastructure and operations (I&O) role, as well as an overview of the general concerns facing people in this...

    • Downloads: 163
  • For Sales Enablement Professionals

    Report:Seller Insight Study: Sales Professionals' Perspectives On Having Successful Meetings

    Understanding why executives will take a meeting is important for sales enablement professionals to properly equip their sales teams to be more effective in pipeline development activities. Forrester...

    • Downloads: 32
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Application Development

    This report is designed to give sales enablement professionals an introduction to the application development (AD) role, as well as an overview of the general concerns facing people in this position....

    • Downloads: 187
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: CIO

    This report is designed to give sales enablement professionals an introduction to the chief information officer (CIO) role, as well as an overview of the general concerns facing people in this...

    • Downloads: 373
  • For Sales Enablement Professionals

    Report:Gaining Executive-Level Access

    Executive buyers respond well to clear, personalized, easily scannable emails as a way to raise their interest in taking a meeting. The things that motivate executives to take a meeting fall into two...

    • Downloads: 101
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: VP Of Security

    This report is designed to give professionals in sales enablement an introduction to the VP of security role as well as an overview of the general concerns facing people in that position. The...

    • Downloads: 185
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Service Desk

    This report is designed to give sales enablement professionals an introduction to the service desk role as well as an overview of the general concerns facing people in this position. The information...

    • Downloads: 135
  • For Sales Enablement Professionals

    Report:Buyer Role Profile: Application Manager

    This report is designed to give sales enablement professionals an introduction to the application manager role, as well as an overview of the general concerns facing people in this position. The...

    • Downloads: 67
  • For Sales Enablement Professionals

    Report:Seller Insight Study: Sales Professionals' Perspective On Creating A Shared Vision Of Success

    In the midst of an increasingly dynamic business climate, executives must find effective ways to navigate the challenges of establishing a vision of success from salespeople to buyer stakeholders....

    • Downloads: 56