About Forrester
Forrester Research, Inc. is an independent research company that provides pragmatic and forward-thinking advice to global leaders in business and technology.

Elizabeth serves Interactive Marketing Professionals. Her research focus is on emerging media including gamification, tablets, mobile, youth marketing, and interactive and social TV. She helps leading brands assess how and when to test emerging technologies and how to integrate emerging channels into the overall marketing mix. In addition, Elizabeth is proficient in social media and word-of-mouth marketing.
For more than ten years, Elizabeth's diverse interactive marketing experience has spanned agencies and midsize companies and has included work as an independent consultant. Most recently, Elizabeth was a consultant for Cisco Systems, assisting its corporate affairs marketing team with developing, implementing, and managing integrated social strategies. Prior to Cisco, Elizabeth was a senior associate at Zocalo Group, Omnicom's first sister agency to focus on social media and word-of-mouth marketing. Previously, she was the national marketing director for Aquent, the world's largest creative staffing firm. Elizabeth began her career in public relations at Ketchum, a leading global communications firm. She has been quoted in such media outlets as The New York Times, Businessweek, and The San Francisco Chronicle and speaks at leading industry events. Throughout her profession, she has been active in the Business Marketing Association, American Marketing Association, and Word Of Mouth Marketing Association.
Elizabeth holds a B.A. from the University of Colorado, Boulder.
Over the past ten years, S.G&A costs have grown at a higher rate than revenues that have contributed to margin erosion. While 2010 saw a reversal in both trends, Forrester�s research with technology...
The job title of most sales enablement (SE) professionals today should really be VP of Broken Things. The SE leaders with whom we engage often inherit a variety of seemingly disparate activities...
This report is designed to give professionals in sales enablement an introduction to the security operations role as well as an overview of the general concerns facing people in this position. The...

The sales enablement profession is evolving from stewards of "broken things” into a more strategic function that helps CEO’s bridge the gap between the business strategy and field...
Highlights Looking back on the past 10 years puts the changes taking place today in the technology industry in context. Over this period, SGA has grown faster than revenues – a major...
A key component of most technology vendors' sales strategies is for the sales force to sell to higher-level buyers. In order to provide sales enablement professionals with a customer-centric design...
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...
Many people who set out on the quest to evolve from being the steward of broken things to a more strategic role of a sales enablement leader often ask me, “What should our bill of materials...
This report is designed to give sales enablement professionals an introduction to the frontline sales manager role as well as an overview of the general concerns facing people in this position. A...

During the first week of June, we had one of our quarterly Sales Enablement Leadership Council meetings in Barcelona, Spain. (A leadership council is comprised of executives from leading companies...
This report is designed to give professionals in sales enablement an introduction to the VP of customer service role as well as an overview of the general concerns facing people in this position. The...
“Two roads diverged in a wood, and I – I took the one less traveled by, And that has made all the difference.” - ...
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...
Use A Framework To Simplify A Complex Sales Support Environment
In most complex businesses today, random and poorly managed sales support resources drive unneeded costs while also contributing to overburdening the sales force. These resources are proliferating as...
In order to execute a successful sales enablement strategy, many different stakeholders must be able to work together effectively. The ability to start working more effectively across traditional...

As technology vendors work to respond to the changing conditions their buyers face, salespeople are overwhelmed with an avalanche of random acts of sales support generated from many different groups...
Many of our clients are building named account or strategic customer programs in order to drive more revenue from their existing customers. Unfortunately, few are even close to realizing...
Technology companies' value proposition is largely manifested at the point of sale during the first series of meetings between the sales team and the customer. Unfortunately, what transpires in these...
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....

Factors To Consider When Collecting The Voice Of The Sales Force
Many top-down strategic initiatives don’t take into account the intricacy of sales force adoption and execution in the trenches. This gap, exacerbated by the common lack of empathy for or...
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...

There are other definitions floating out there about sales enablement – some are from our competitors, there is a Wikipedia definition, and several vendors in the space are promoting the...
In Rob Reiner’s 1984 “rockumentary,” This Is Spinal Tap, one of the main characters, Nigel Tufnel, proclaims that they are different than other bands because their amplifiers...
Three years ago, we asked our CEO, George Colony, to interview other CEO’s about their opinions of their sales force. One of those questions he asked was “are you...
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...