Forrester Research

Analyst's Photo	Name and Title	Contact information
	Eric G. Brown Vice President, Research Director

Research Coverage

B2B Sales & Marketing, Electronic Medical Records, Go-To-Market Strategies, Health Plans, Healthcare & Life Sciences, Healthcare Technologies, Hospitals & Clinics, Product & Solutions Strategies, Sales Enablement, Vendor Positioning

Research Focus

Eric serves Technology Sales Enablement professionals and leads a research team that delivers research and consulting to help these professionals. Under Eric's direction, Forrester helps these clients execute on vertical industry marketing and effective sales communication. He also provides market opportunity assessments and go-to-market execution in the healthcare provider and payer segments. Eric is responsible for a research agenda that explores the business drivers of individual buyers across a number of industries and roles to provide vendor sales organizations with the tools and insights to have better customer conversations.

Eric launched Forrester's healthcare practice in 1999, examining the effect of the adoption of information technology on life sciences firms, health plans, and healthcare providers. He has helped clients with critical decisions in the areas of regional health information networks, payer-provider connectivity, medical claims platforms, and physician office technology adoption. Additionally, Eric spent four years as a senior analyst forecasting the effect of application integration technologies and Web services on business collaboration; he also led Forrester's manufacturing and business trade research team. He has been a frequent and highly rated speaker at industry events in the US and Europe.

Previous Work Experience

Eric has been involved in a number of technology startups, ranging from interactive video to process automation. Prior to joining Forrester, Eric spent 12 years in the document imaging and workflow industry. His early research at MIT in optical disk publishing spawned the first PC-based document imaging company. Just before Forrester, Eric founded TEAMWorks Technologies and was director of marketing for the company's electronic document and workflow solutions for hospital medical records and patient billing systems.

Education

Eric received his Bachelor of Science in computer science from MIT and earned a Master of Science in visual studies from MIT's Media Lab. He has served on the board of the New England Chapter and National Conference Committee of AIIM and is currently a member of HIMSS.