Forrester

For Sales Enablement Professionals

Report:The Skills And Structures For L2R Success

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...

• Downloads: 126

For Sales Enablement Professionals

Report:European B2B Marketers Will Invest In Automation In 2013

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...

• Downloads: 101
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For Sales Enablement Professionals

Report:Transform Marketing With A Revenue-Relevant Customer Engagement Strategy

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...

• Downloads: 173

For Sales Enablement Professionals

Blog:“Letter From Germany” – Phew! Marketing Automation Is Hot In Europe This Year

“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...

For Sales Enablement Professionals

Blog:Trip Report from Cisco’s 8th Marketing Velocity Event

Now here is some more “earned media” for Cisco. As usual, full disclosure rules require me (Peter O’Neill here) to note that Cisco invited me to its latest Partner Velocity...

For Sales Enablement Professionals

Blog:Our B2B Marketing Tactics Survey On Revenue Acceleration Has Several Surprises

  This month, we have been studying the returns from our Q4 2012 US And Europe B2B Marketing Tactics And Benchmarks Online Survey of more than 328 B2B demand management marketers in the US and...

For Sales Enablement Professionals

Blog:Colt Revamps Its Channel Approach - Have They Missed A Trick?

  This week, Colt launched its Ceano cloud services for SMBs with a particular focus on the reseller channel that actually services these businesses. As this announcement combines the business...

For Sales Enablement Professionals

Blog:Our Upcoming Forum On Revenue Acceleration Touches Sales, Marketing And Channel

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...

For Sales Enablement Professionals

Blog:Groundswell B2B Awards

One of the most enjoyable tasks as a Forrester analyst is reviewing all of the Groundswell awards submissions. And we know many of you also look forward to seeing the innovative approaches...

For Sales Enablement Professionals

Report:B2B Marketers Prefer To Create Their Own Content Mostly For Lead Nurturing

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...

• Downloads: 194
• Comments: 2

For Marketing Leadership Professionals

Blog:Strengthen Your B2B Brand With Better Content Distribution

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...

For Sales Enablement Professionals

Report:Automating Your End-To-End Process

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...

• Downloads: 265
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For Sales Enablement Professionals

Blog:Organizing For L2RM Success Is A Challenge If You Have Marketing Silos

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...

For Sales Enablement Professionals

Blog:Our Survey Shows That B2B Marketers Are Still Stuck In Their Product Marketing Comfort Zone

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...

For Sales Enablement Professionals

Report:The Case For B2B Customer Experience Programs Is Revenue Generation And Renewal

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...

• Downloads: 178

For Sales Enablement Professionals

Blog:Strengthen Your B2B Brand With Better Content Distribution

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...

For Sales Enablement Professionals

Blog:“Letter From Germany” — Lead Management Reaches Its First Summit

Peter O’Neill here and welcome to another “Letter from Germany” post where I highlight something important for you about B2B marketing in Germany.  Last week I attended the...

For Sales Enablement Professionals

Blog:Cisco's Message Is Getting Clearer

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...