Forrester

For Sales Enablement Professionals

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

For Sales Enablement Professionals

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

For Sales Enablement Professionals

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

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:More Than 40% Of VSBs Have Multiple Or Virtual Locations

For Sales Enablement Professionals

Report:Demand Insights: The SMB Hardware Infrastructure Market

SMBs' Plans For Servers, Storage, Virtualization, Form Factors, And Cloud Computing

Suppliers of infrastructure hardware to small and medium-size business (SMB) buyers are poised for better times, given plans by SMBs to upgrade their software and associated hardware infrastructures...

• Downloads: 570

For Sales Enablement Professionals

Report:Technology Buyer Insight Study: How Executives Differentiate Among Their Suppliers

How You Sell Is As Important As What You Sell

Executive decision-makers find that the technology vendors that best differentiate themselves from the pack are the ones that can match a relevant set of capabilities to their specific circumstances....

• Downloads: 487

For Sales Enablement Professionals

Tool:Demographics Of The Channel Executives We Surveyed

For Sales Enablement Professionals

Tool:SMBs Prefer Best-Of-Breed Over Integrated Solutions

For Sales Enablement Professionals

Tool:Channel Partners' Plans For Managed Services And Application Hosting Are High

For Sales Enablement Professionals

Report:Demand Insights: The Network And Telecommunications Market For SMB Customers

SMBs Are Adopting Networking Technology In A Vein Not Dissimilar To Enterprises

True to our "SMB phoenix" characterization, small to medium-size businesses (SMBs) are proving to be aggressive adopters of network and communications technologies and services. No longer can SMBs be...

• Downloads: 427

For Sales Enablement Professionals

Tool:Business Adoption Of Smartphones And Tablets Is High

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: 8

For Sales Enablement Professionals

Report:Build Battle Cards That Focus On Buyer Priorities

Insights Into Building Battle Cards That Help Sales Reps Win Deals

Sales reps need battle cards to anticipate and counter competitors' claims in sales conversations, but today's battle cards are little more than side-by-side product comparisons. Sales enablement...

• Downloads: 259
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For Sales Enablement Professionals

Report:The Emerging Engagement Channel Model

Top Performers' Channel Investments Span The Customer Tech Adoption Life Cycle

Tech vendors have historically treated channels as "outsourced sales" — or have, at least, invested that way. But a handful of vendors have departed from this model, choosing instead to invest...

• Downloads: 448

For Sales Enablement Professionals

Tool:SaaS Adoption

For Sales Enablement Professionals

Tool:Human Capital Management (HCM) Software Adoption

For Sales Enablement Professionals

Tool:An Example L2RM Model

For Sales Enablement Professionals

Report:The Millennial Workforce Effect On SMB Technology Utilization

SMB Millennials "Out-Tech" Even Their Enterprise Peers

It is well understood that the entrée of the Millennial generation into the workforce is having a profound effect on businesses' technology decision-making and utilization. What is less well...

• Downloads: 63

For Sales Enablement Professionals

Report:Demand Insights: The SMB Software Market 2010

Small And Medium-Size Businesses Are Defying Gravity

Small and medium-size businesses (SMBs), like their enterprise brethren, are shifting their technology focus from IT to business technology (BT). As their focus on business solutions — as...

• Downloads: 1003

For Sales Enablement Professionals

Tool:Marketing's Strategic Value Is Disappearing

For Sales Enablement Professionals

Tool:IT Staffing Investment

For Sales Enablement Professionals

Report:European Tech Marketing Is Different: Here's How

Forrester's Marketing Flywheel Shows Other Priorities For European Marketers

Tech marketers are modifying their vision of the role of marketing in their companies: from a provider of prospect names and product messages to a strategic resource that, like a flywheel, fuels and...

• Downloads: 329

For Sales Enablement Professionals

Tool:SMB Software Implementations And Growth Potential

For Sales Enablement Professionals

Report:Segment Social Media Behaviors To Improve Tech Vendor Marketing Plans

Forrester's Social Technographics® survey, now in its second year, depicts the social media behaviors of more than 1,000 tech buyers from around the world. Tech marketers can use this data to...

• Downloads: 887