Forrester

Why Read This Report

Today's sales portals fall short of their potential. They amount to little more than a collection of disconnected dashboards and hyperlinks that sales reps must jump between to see a complete picture of their customer accounts. Proper portals, ones that enable simple content management and team collaboration, support the ad hoc nature of selling activity but are rarely the focus of corporate portal projects. It's time for business marketers to step in and play an active role in sales portal projects. B2B marketers are best-positioned to assemble the right team, inventory content contributed from the field, and close the gap between sales' needs for timely customer information and IT's technology-led project prioritization. By bridging the business-technology divide, marketing boosts reps' productivity and enriches their standing as valued sales partners.