For Technology Sales Enablement Professionals

Demand Insights: Healthcare Budgets And Spending Trends

Data Shows Hospital IT Buyers Need Strong Business Cases And Proof Of ROI

by Eric G. Brown, September 2, 2009

Hospitals' historically lackluster IT spending continues through 2009, with the recurring themes of low outsourcing, tight budgets, and focus on operational stability over innovation. But after years of waiting for widespread adoption of electronic health . . .

For Technology Sales Enablement Professionals

US Government Spending Slows

Sales Teams Need To Be Ready To Have Compelling Financial Conversations

by Eric G. Brown, August 14, 2009

Taking a closer look at Forrester's Enterprise And SMB Global Budgets And Spending Survey, Q2 2009, government IT budget decision-makers are cautious with their spending and planning. Budgets are down, and some staffing cuts should be expected. There . . .

For Technology Sales Enablement Professionals

Help Sales Teams Connect With Buyers By Mining Quantitative Survey Data

How Surveys Like Forrester's Business Data Services Can Inform One-On-One Sales Conversations

by Eric G. Brown, Emily Van Metre, June 11, 2009

Sales teams know plenty about your offering and capabilities — and little about the people they try to sell them to. Valuable sales conversations, the kind that your top salespeople have that bring in the lion's share of your revenue, start with a good . . .

For Technology Sales Enablement Professionals

Role Profile: The Chief Information Security Officer

Understanding And Marketing To Security And Risk Professionals

by Emily Van Metre, Eric G. Brown, April 15, 2009

The chief information security officer (CISO) drives technology and services decisions that ensure compliance and protect the company's IT assets and brand. Knowing these stakeholders will help your sales force start the right conversation with a prospect, . . .

For B2B Market Research Professionals

Healthcare Identity And Access Management  (398 KB PPT)

by Eric G. Brown, March 31, 2009

Earlier in the decade, HIPAA compliance was driving security and identity access management. The current drivers are now coming directly from the business goals to improve operations and enable clinical access.

For Vendor Strategy Professionals

Data Security And Regulatory Compliance Drive Healthcare Security Decisions  (402 KB PPT)

by Eric G. Brown, March 27, 2009

Data Security And Regulatory Compliance Drive Healthcare Security Decisions

For B2B Market Research Professionals

Disaster Recovery Solutions Remain High On Healthcare's Agenda  (406 KB PPT)

by Eric G. Brown, March 27, 2009

Disaster recovery solutions have been a critical agenda item for hospital IT organizations, but years of HIPAA regulatory pressure and post-Katrina lessons have brought the sector into relative maturity. However, the tail remains, and there's urgency . . .

For Technology Sales Enablement Professionals

Role Profile: The CIO

Understanding And Marketing To The CIO Professional

by Emily Van Metre, Eric G. Brown, December 18, 2008

Knowing your customers will help your sales force start the right conversation with a prospect, understand how your products are relevant to your customers' daily life, and in the end help to land you a sale. This role profile will take you through key . . .

For Technology Sales Enablement Professionals

Role Profile: The Enterprise Architect

Understanding And Marketing To The EA Professional

by Emily Van Metre, Eric G. Brown, July 25, 2008

Knowing your customers will help you start the right conversation with a prospect, understand how your products are relevant to your customer's daily life, and in the end help to land you a sale. This role profile will take you through key attributes . . .

For Technology Sales Enablement Professionals

A Guide To Building Role Profiles

How They Support Your Role-Based Marketing Initiative And What Goes Into Them

by Eric G. Brown, July 2, 2008

Technology marketers are finding that crafting messages for specific roles within a prospect organization, rather than to the company overall, does a better job at getting the attention of key buyers and stakeholders and ultimately drives leads and business . . .

For Vendor Strategy Professionals

Introducing Forrester's B2B Technology Market Forecasting

Our Methodology For Sizing Your Market And How To Get Value From Our Forecasts

by Eric G. Brown, TJ Keitt, April 8, 2008

Emerging and high-growth product categories present exciting opportunities for firms as they put their bets on which markets will reap the biggest return for them. Forrester's market sizings and forecasts help navigate the unknown landscape of these new . . .

For Technology Product Management & Marketing Professionals

Forrester's Predictions For Technology Marketers In 2008

What Lies In Wait For 2008?

by Michael Speyer, Christopher Mines, Ellen Carney, Norbert Kriebel, Eric G. Brown, December 13, 2007

In 2007, tech marketers bombarded the world with a mix of new and old technologies and accompanying messages, including the greening of IT, the virtualization of just about everything, brave forays into the SMB market, and the panacea of vertical industry . . .

For Technology Product Management & Marketing Professionals

Introducing Forrester's Technology Messaging Assessment Tool

Six Essential Elements Of An Effective Technology Marketing Pitch

by Eric G. Brown, November 28, 2007

Technology marketers spend weeks crafting those 20 to 30 slides that must convey the value of their company's new offering and compel prospects to move forward and buy. As important as they are, many of the pitches we see, and we see plenty, could be . . .

Tech Marketers Take Their Vertical Industry Message To The Web

Two-Thirds Of Top Tech Sites Feature Industry Focus

by Eric G. Brown, November 3, 2006

Technology product and services vendors have been pumping up their vertical industry marketing efforts, including at their Web sites. Forrester visited the Web sites of the 100 largest tech firms and found that two-thirds of these firms promote their . . .

Health Plans' Tepid Take-Up Of IT Outsourcing

Healthcare Experience Helps IT Outsourcing Firms Win Deals

by Eric G. Brown, June 8, 2006

Health plans are less likely to engage in IT outsourcing agreements — and much less likely to use offshore resources — than firms in other industries, according to respondents to Forrester's Business Technographics survey. Health plan executives' attitudes . . .

Hospital IT Spending Trends For 2006

Growth Is In Line With Other Industries, But The Money Is Going To New Apps

by Eric G. Brown, March 21, 2006

IT executives at large North American hospitals expect their 2006 budgets to be 3.1% higher than their 2005 spending — growth that nearly matches the projections from execs in other industries. But this growing healthcare spending is much more likely . . .

Regional Health Information Organizations' Modest Start

What's Been Built, What's Driving Progress, And When Will They Flourish?

by Eric G. Brown, February 13, 2006

The US healthcare sector is embarking on a massive effort to implement connectivity among doctors, hospitals, labs, pharmacies, and other healthcare institutions to give healthcare providers a complete view of a patient's medical information. The goal? . . .

Hospital IT And Business Execs Share Technology Buying Decisions

by Eric G. Brown, January 19, 2006

Amid healthcare IT's continued strong growth, IT and business execs have forged a much closer working relationship than their counterparts in other industries. From project start to finish, they have crafted processes that keep technology aligned with . . .

Healthcare: Did Our Predictions Survive 2005?

by Katy Henrickson, Bradford J. Holmes, Eric G. Brown, January 5, 2006

Last year, many healthcare firms made significant IT investments for 2006: Health plans built quality improvement programs and implemented consumer-directed vendor partnerships; pharma firms supported ever-higher levels of eDetailing (even though they . . .

Forrester's Top 10 Healthcare Predictions For 2006

by Laura Ramos, Bradford J. Holmes, Eric G. Brown, December 9, 2005

In 2005, the rising cost-shift from employers and governments to consumers set banks and plans on a collision course to provide HSAs and personal healthcare finance services. Medicare drug discount cards fell flat, providers began rolling out regional . . .

GE Healthcare Buys IDX, Gains Mid-Market Foothold

by Eric G. Brown, October 3, 2005

GE's announced acquisition of healthcare IT stalwart IDX Systems folds an aging line of applications into GE Healthcare's ever-growing product portfolio. This is a good thing. IDX customers get a vibrant and well-endowed vendor with a wider array of software . . .

Quicken For Healthcare Arrives Quietly

Intuit Wisely Tiptoes Into Personal Healthcare Finance

by Eric G. Brown, September 27, 2005

Intuit's Quicken Medical Expense Manager (QMEM) aims to help consumers better manage their medical bills — especially those consumers faced with expensive, protracted, and complex treatments. With no paper-based "best practice" evident among consumers, . . .

Medical Claims' Next Digital Step: Attachments

Physicians' Online HIPAA Claims Submission Is Maturing

by Eric G. Brown, July 8, 2005

A recent survey of US physicians shows that practices have broadly moved to electronic claims submission and see direct payer connections as an important channel. But as the dust settles on construction of the basic administrative HIPAA transactions, . . .

Health Plans' CDHP Tool Kit

Nine IT Tasks That Payers Need To Deliver Consumer-Directed Health Plans

by Eric G. Brown, Katy Henrickson, July 7, 2005

Consumer-directed health plans (CDHPs) are emerging from experimental boutique offerings to must-have product options for payers. Building CDHPs falls heavily on the CIO, who must whip the claims platform into shape, provide rich decision support tools . . .

Health Plans ID At-Risk Members In-House

Payers Reveal Their Disease Management Data Sources

by Eric G. Brown, June 29, 2005

Given that 10% of the population accounts for 70% of the total healthcare costs, it's no wonder that disease management is building momentum as a viable method for targeting and managing that costly 10%. Rising interest in disease management tools is . . .