Forrester

Discussion:Gaining Executive-Level Access

For Sales Enablement Professionals

Report:Scoring Your Partner Program For Loyalty

Assessment: The Channel Partner Loyalty Playbook

To systematically determine how well your partner program is performing today, and set a baseline for what to improve moving forward, measuring all the significant activity you put into building...

• Downloads: 164
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For Sales Enablement Professionals

Report:B2B Tech Marketers Are The Key To Competitive Success In Customer-Centric European Markets

B2B Social Technographics® Data For Q1 2011 Confirms That Social Media Usage In Europe Continues At A High Level

Forrester has completed its Q1 2011 US And European B2B Social Technographics® Online Survey For Business Technology Buyers, which marks the third year we've conducted this survey As in the US,...

• Downloads: 281

Discussion:What did you like about the sales enablement forum and what should we do next year?

There are so many discussion threads I'd like to start after an incredible three days (we had a sales enablement leadership coucil meeting on Wednesday) but I wanted to pick up on some of the great...

For Sales Enablement Professionals

Report:Tech Distribution Changes In A Cloudy Industry

Channel Marketers That Understand The Changes Will Develop Best Practices

Our recent channel survey included 19 firms that indicated their "primary function" was technology distribution. Like other channel partners, distributors are realizing that their business models...

• Downloads: 514

Discussion:Let's start working on your HERO story now - understanding the protagonist.

If you were at our Sales Enablement Forum this past week inSan Francisco - we challenged you to start writing your own HERO story. I'm interested in hearing from others what they are going to do -...

Discussion:Let's discuss - What did you think of the idea of being a "Simpltist?"

At our Sales Enablement Forum, I ended my keynote with theidea of being a "SIMPLTIST".  This is a word I made up bycombining SIMPLE with SCIENTIST.  We had a lot of debates about it. How it should be...

Discussion:Customer And Market Intelligence (CMI) For Sales Enablement Success

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For Sales Enablement Professionals

Tool:European And North American Tech Marketers Agree On Strengths But Not Weaknesses

For Sales Enablement Professionals

Report:The State Of Lead-To-Revenue Management

Landscape: The Lead-To-Revenue Playbook

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
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For Sales Enablement Professionals

Tool:Concerns Over Cloud/SaaS Indicate Opportunity For Classic Channel Partner Services

For Sales Enablement Professionals

Report:Building Better Battle Cards Begins With Empathy For Selling Challenges

Sales reps use battle cards to anticipate and respond to competitors’ tactics in sales conversations. In our research, we found that, the competitive insights in today’s battle cards are more often...

• Downloads: 23

For Sales Enablement Professionals

Report:How Do You Scale Strategic Account Programs?

Optimize Wallet Share By Industrializing The Execution Of Strategic Account Plans

In the current economic climate, it has become important for vendors with large portfolios to shift their focus from gaining market share to gaining more wallet share from targeted, existing...

• Downloads: 30

For Sales Enablement Professionals

Report:B2B Tech Vendor Partner Program Expectation Gaps That Matter

Comparing Vendor And Partner Prioritizations Reveals Misunderstandings

Changes in technological platforms and business models require technology partners both to re-assess their existing partnerships and to explore new partnership initiatives. Forrester's partner...

• Downloads: 311

Discussion:Can Sales and Marketing Ever Be Truly Aligned?

There is much discussion about ways and means for aligning sales and marketing business units.  Some companies even make considerable revenue from selling systems that will, apparently, help this...

Discussion:Buyer Role Profile: Application Development

Discussion:How social media marketing can affect a companies marketing strategy/efforts

Hi,I'm just about to start a dissertation on 'How social media marketing can affect a companies marketing strategy/efforts' and would really appreciate any useful information surrounding this...

For Sales Enablement Professionals

Tool:Besides Mobile Email And Calendaring, Other Applications Are Gaining In Popularity

For Sales Enablement Professionals

Tool:Vendor/Partner Program Criteria Expectation Gaps In The Build Domain

Discussion:Putting The Customer in Customer Conversations

We had a great SE Council Roundtable last week. The group discussed sales content that starts with the customer. To focus the conversation, Scott Santucci outlined the following questions.What is the...

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: 116
• Comments: 1
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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: 222
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For Sales Enablement Professionals

Report:Gaining Executive Level Access

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...

• Downloads: 12

For Sales Enablement Professionals

Tool:Business Model Training Is Underserved

For Sales Enablement Professionals

Report:Differentiate With The Five C's Of Community Marketing

Outcome-Oriented Marketing Means A Move Away From The Four P's

Technology marketers must change their product-focused marketing habits if they want to win in the business technology marketplace. Product-based differentiation has lost competitive potency because...

• Downloads: 647