Forrester

For Analyst Relations Professionals

Report:Assess The Core Of Your Industry Analyst Relations Program

Assessment: The Industry Analyst Relations Playbook

Analyst relations (AR) managers get very little time to assess their AR programs because they're so busy executing on the next apparent priority. To help, Forrester has distilled AR best practices...

• Downloads: 986

For Sales Enablement Professionals

Report:Seeding The Cloud Channel

Channel Partners' Plans And Needs For Business Model Transformation

As technologies and tech decision-makers' needs evolve at a livelier pace, channel professionals need to consider channel partners' perceptions and investment plans and develop their own game plan to...

• Downloads: 63
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For Analyst Relations Professionals

Report:Forrester's Core Industry Analyst Relations Scorecard

This self-assessment tool helps you review your current industry analyst relations (AR) program, analyze its weaknesses, and identify what you need to change if your program is to join the best. The...

• Downloads: 5
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For Analyst Relations Professionals

Report:Industry Analyst Relations And Influence

Influence: The Industry Analyst Relations Playbook

Most valuable AR programs rely, sometimes exclusively, on analysts enhancing the commercial fortunes of the vendors by influencing marketplace players like buyers, partners, journalists, and...

• Downloads: 99
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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: 128
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For CIO Professionals

Report:Tracking The Renegade Technology Buyer

Understanding The What And Why Of Business Executives' Spending On Technology

After nearly a decade in hibernation, the business buyer has re-emerged as a major spender and force in IT spending. To better understand the return of tech spending outside the formal IT budget and...

• Downloads: 126
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For Customer Experience Professionals

Report:Banks And Retailers: You Cannot Price Your Way Out Of Bad Customer Experiences

Why Customer Experience Matters More To Loyalty Than Price

Have you ever wondered whether it makes more sense to invest in customer experience or in dropping your prices to improve customer loyalty? We tested the relationship between customers' perceptions...

• Downloads: 203

For Sales Enablement Professionals

Report:Being Strategic Does Not Guarantee Partner Loyalty

Landscape: The Channel Partner Loyalty Playbook

Every few years, channel partners reassess their vendor portfolios and determine how much to invest in each of their relationships. The tech industry ecosystem is now in that state, and tech vendors...

• Downloads: 43

For Enterprise Architecture Professionals

Report:How To Successfully Set Up IT Infrastructure For Your Business In China

For the thousands of foreign companies that establish business operations in China every year, one of the first things on their to-do lists is setting up IT infrastructure, including horizontal and...

• Downloads: 75
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For Sales Enablement Professionals

Report:Transform Marketing With A Revenue-Relevant Customer Engagement Strategy

Executive Overview: The Lead-To-Revenue Playbook

In 2010, Forrester introduced the term "lead-to-revenue management" (L2RM) to categorize a set of integrated processes, goals, and metrics that frame marketing practices from lead generation to sales...

• Downloads: 173

For Marketing Leadership Professionals

Report:"Smart Body, Smart World" For Marketers

Sensor Devices Disrupt Marketing Practices

Your customers are becoming even more connected. Sensor-laden devices on our bodies, in our homes, in our cars, and virtually everywhere else are creating new opportunities and demands for marketers....

• Downloads: 253
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For Application Development & Delivery Professionals

Report:Global Banking Platform Deals 2012

Market Heat Returns After A Prolonged Cooldown

Forrester surveyed 29 vendors of globally deployed banking platforms on their 2012 deals. The results indicate a growing market: We counted nearly 20% more deals in 2012 than in 2011 among firms that...

• Downloads: 152
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For Sales Enablement Professionals

Report:Event Marketing Giveaways That Work

Evaluating What Makes Effective Swag

New social and digital marketing tactics receive attention from B2B marketers seeking the "next big thing," and virtual events continue to gain popularity, but traditional events remain very...

• Downloads: 173

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: 129
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For Analyst Relations Professionals

Report:Envision Professional Industry Analyst Relations

Vision: The Industry Analyst Relations Playbook

What are the attributes of a first-class AR professional running a first-class AR program? In this report, we visualize the peak of your profession by showing how different it is from commonplace AR....

• Downloads: 158
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For Sales Enablement Professionals

Report:The 10 Most Innovative Partner Co-Marketing Tactics

Becoming A Trusted Marketing Advisor Requires Focus And Follow-Through

B2B partner marketers are tasked with improving the marketing prowess of their partner communities, but progress has been slow to date. With the rise of social media and avant-garde digital marketing...

• Downloads: 209
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For Marketing Leadership Professionals

Report:How Extended Packaging Will Redefine Relationships Among Brands, Retailers, And Customers

A European Perspective On Mobile Bar Codes

You've seen them everywhere: in the corners of print ads, across billboards, on buses, or in pieces of direct mail — those small blocks of even smaller squares. Marketers are increasingly using...

• Downloads: 119

For Sales Enablement Professionals

Report:Cloud Channel Trends, 2013 To 2014

A Critical Mass Of Channel Partners Are Embracing Cloud

Forrester recently surveyed channel partner company executives on their business model plans with respect to cloud computing. What we learned: After much gnashing of teeth (over marginalized...

• Downloads: 407
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For Sales Enablement Professionals

Report:Understanding The Reality Of Your Sales Force

A Prerequisite To Boosting Sales Productivity

Increasingly, B2B CEOs are pursuing business strategies that require a transformation of their sales force. Because a sales force is really a composite of many individual salespeople, assessing the...

• Downloads: 154
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For Sourcing & Vendor Management Professionals

Report:Market Taxonomy: Product Development Services, Q1 2013

Provider Capabilities Vary By Vertical And Domain Focus

The product development services market is transforming. Stagnant growth in the telecom and independent software vendor (ISV) markets has forced a shift in focus toward industries such as healthcare,...

• Downloads: 96

For CIO Professionals

Report:New Dynamics Shape IT Services Spending

Changes Will Accelerate Over The Next 24 Months

The IT services industry is in the middle of a fundamental transformation of who it sells to, what services it sells, and how it delivers those services. Upstart vendors specializing in new...

• Downloads: 356
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For Customer Experience Professionals

Report:How CX Professionals Can Use VoC To Surface Pricing Issues

Inject Customer Experience Insights Into Pricing Decisions

Pricing can make or break the customer experience (CX). However, most voice of the customer (VoC) programs don't deliver comprehensive data on customers' perception of pricing. This report will show...

• Downloads: 173
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For Analyst Relations Professionals

Report:Understand Why There's No One-Size-Fits-All AR Program

Business Impact: The Industry Analyst Relations Playbook

It's understandable that AR newcomers think — or maybe just hope — that there's a one-size-fits-all AR program that they can apply to their companies. After all, they're short on money,...

• Downloads: 450

For Sales Enablement Professionals

Report:The Cloud Has Changed Channel Sourcing Dynamics For Software

Which Channels Are Customers Sourcing From?

In 2010, Forrester published a report on channel sweet spots to address how small and medium-size businesses (SMBs) source their software needs. Two years later, we're revisiting this topic to...

• Downloads: 160
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For Sales Enablement Professionals

Report:B2B Marketing Tactics And Results: Channel-Oriented Versus Direct

Channel Ecosystem Entropy Diminishes Results

In this economic climate of scrutinized marketing budgets and demonstrable return on investment (ROI) expectations, business-to-business (B2B) marketers need to make sure that they're doing the right...

• Downloads: 156