Forrester

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...

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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

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
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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:Making The Case For Partner Loyalty Investment

Business Case: The Channel Partner Loyalty Playbook

Partners will remain loyal to a vendor to the extent that the vendor relationship helps them achieve their business goals. The strength of this partner-vendor relationship is determined by multiple...

• Downloads: 136

For Sales Enablement Professionals

Report:Seller Insight Study: Sales Professionals' Perspectives On Building A Business Case

Knowing ROI metrics is important to build a strong business case. However, knowing how to apply them is even more so. Forrester surveyed 180 technology sales representatives who sell to senior-level...

• Downloads: 36

For Sales Enablement Professionals

Report:A Holistic Measurement System Enables Continuous Improvement

Performance Management: The Lead-To-Revenue Playbook

The seminal idea behind lead-to-revenue management (L2RM) was the need to calibrate marketing's activities (and budget) to the result of revenue generation. But effective performance management of...

• Downloads: 132
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For Sales Enablement Professionals

Report:Paving The Way To Partner Loyalty Maturity

Road Map: The Channel Partner Loyalty Playbook

In this report, we present a compendious road map to guide you through the steps to build a partner loyalty program or to revamp an existing one. Follow this road map — and the companion...

• Downloads: 169
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For Sales Enablement Professionals

Report:Market Overview: Managed Service Providers, Part 2

Service Provider Market Dynamics Will Muddy The Channel Ecosystem

An inflection point has surfaced in the managed service provider (MSP) market. Tech vendors must awaken to the revolution that is swiftly taking shape in the ecosystem as cloud computing adoption...

• Downloads: 140
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For Sales Enablement Professionals

Report:Channel Strategies For India's Tier Two And Tier Three Cities

Tech Vendors Must Venture Beyond India's Largest Cities To Achieve Market-Leading Growth

Tech vendors targeting the Indian market currently direct most of their investments and resources to the country's largest metropolitan areas, usually referred to as tier one cities. However, with...

• Downloads: 139
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For Sales Enablement Professionals

Report:Sales Role Profile: Frontline Sales Manager

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...

• Downloads: 81
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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

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: 271
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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: 184

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:Asian Tech Distributors Are Optimistic About Business Growth In 2013

These data charts present the results of Forrester's H2 2012 Asia Pacific Tech Distributor Business Confidence Index Tracker Survey.

• Downloads: 13

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:Stakeholder Profile: Sales Training Leader

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...

• Downloads: 100
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For Sales Enablement Professionals

Report:Mobile Is A Mainstream Content Source For Tech Buyers

Deliver What They Want Where They Want It

Mobile is becoming the new face of engagement. By 2016, smartphones and tablets will put power in the pockets of a billion business application buyers and/or users. Mobile is not simply another...

• Downloads: 265
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For Sales Enablement Professionals

Report:Executive Buyer Insight Study: Are Salespeople Prepared For Executive Conversations?

Addressing Gaps In How Effectively Salespeople Engage With Executives

To avoid being relegated to commodity status, vendors are refining their sales strategies to engage with higher level decision-makers earlier in the problem-solving process. Getting a meeting with...

• Downloads: 716

For Sales Enablement Professionals

Report:Use Field Marketing To Align Marketing Content With International Customer Needs

Tech Vendors That Sell Globally Tend To Market And Localize Centrally

Tech marketing executives are struggling to strike a balance between the control they need to communicate a consistent brand promise and deliver a consistent brand experience while also being...

• Downloads: 199
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For Sales Enablement Professionals

Report:Provisional L2RM Process Catalog

This provisional lead-to-revenue process catalog is a companion tool for the processes module of Forrester's lead-to-revenue playbook. Designed to jump-start your own process documentation, it...

• Downloads: 10
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For Sales Enablement Professionals

Report:The New Physics Of Lead-To-Revenue Management

Vision: The Lead-To-Revenue Playbook

The need to calibrate marketing spend to revenue generation was the seminal driver of lead-to-revenue management (L2RM). But savvy B2B marketing leaders are going beyond revenue performance...

• Downloads: 184
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For Sales Enablement Professionals

Report:Seller Insight Study: Sales Professionals' Perspective On Creating A Shared Vision Of Success

In the midst of an increasingly dynamic business climate, executives must find effective ways to navigate the challenges of establishing a vision of success from salespeople to buyer stakeholders....

• Downloads: 43

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