Forrester

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: 47

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: 78
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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: 214
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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:Partner Loyalty Metrics That Matter

Performance Management: The Channel Partner Loyalty Playbook

Program performance management is about systematic measurement and relentless adjustment, in this case, of your channel partner loyalty program. Identifying the right metrics and implementing the...

• Downloads: 147
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For CIO Professionals

Report:The Future Of Over-The-Top Services

As Carriers Move To Embrace OTT, Enterprises Will Benefit

Over the top (OTT), the network-agnostic delivery of digital services, marks an important shift in the delivery and consumption of information and communications technology (ICT) services. OTT breaks...

• Downloads: 488
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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: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...

• Downloads: 164
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For Sales Enablement Professionals

Report:Tech Channels Have A Long Way To Go Toward Adding Marketing Value

Despite Vendor Efforts To Marketing-Enable Their Partners, Partners Still View Channels As Implementers, Not Influencers

Is your channel marketing enablement program first-rate? Sorry to break it to you, but we have reason to believe it's not. Tech vendors are investing more than ever today to empower their channel as...

• Downloads: 192
• Comments: 1
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For Security & Risk Professionals

Report:An Overview Of The Tech Channel Landscape In Japan

Channel Partners Are Redefining Their Roles To Compete In A Changing Market

Japan is the second-largest IT market in the world after the US, and its channel ecosystem is increasingly becoming broader and more complex. This report provides vendor strategists with an analysis...

• Downloads: 173
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For CIO Professionals

Report:Getting The Most Out Of Client Site Visits

IT Services Vendors Need To Focus More On Their Innovation Capabilities

Delivery center site visits (CSVs) have been a great sales tool for IT services vendors over the past decade. However, these CSVs are currently undergoing a transformation, driven by new client...

• Downloads: 157
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For Customer Experience Professionals

Report:How B2B Firms Improve Customer And Partner Experience

Business-to-business (B2B) firms have largely ignored customer experience — and it shows. Three separate studies that Forrester Research conducted over the past year indicate that B2B customers...

• Downloads: 848
• Comments: 2
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For Sales Enablement Professionals

Report:Tech Channel Marketing Trends 2012

Growth Continues In Channel-Generated Revenue Share And Investment

It's a case of good dollars following good — channels continue to perform, in terms of revenue contribution, so tech vendors continue to invest in them. Tech marketers will be operating with...

• Downloads: 432

For Infrastructure & Operations Professionals

Report:Cloud Strategies To Drive Telco Growth

Telcos Should Provide Wholesale Infrastructure For Cloud Services

Telcos can grow their revenue base beyond access and transport to offer a range of wholesale services that many cloud service providers (CSPs) may lack the ability or skills to build themselves....

• Downloads: 1007
• Comments: 1
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For Infrastructure & Operations Professionals

Report:M2M Connectivity Helps Telcos Offset Declining Traditional Services

But They Are Poorly Positioned For The Larger Value-Added Service Opportunity

Telcos face increasing pressure on traditional voice revenues and seek new revenues from services leveraging existing assets. Machine-to-machine (M2M) technologies, including radio frequency...

• Downloads: 1211
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For Sales Enablement Professionals

Report:Technology For Engagement Channel Systems

Leveraging Collaborative Systems To Tether Your Partners To Your Strategy

Top-performing tech companies focus on transforming their sales channel into an engagement channel capable of engaging customers across the full technology adoption life cycle. But most channel...

• Downloads: 331

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 CIO Professionals

Report:Understanding The Embedded Security Market Ecosystem

Identifying Dominant Players And Mapping Challenges To Opportunities

As the number of smart, sensor-rich IP-enabled devices grows, so does the demand and scramble to secure these connected devices. But no one tech or security vendor can do it alone. The variety of...

• Downloads: 344

For Marketing Leadership Professionals

Report:Forrester's Paid Content Checklist

Use A Structured Framework To Build A Digital Paid Content Strategy

There are few examples of companies operating a successful paid digital content strategy. Yet there is a strong need for all companies offering content — many of them not traditional media...

• Downloads: 532

For Sales Enablement Professionals

Report:Tech Distribution Changes In A Cloudy Industry

Channel Marketers That Understand The Changes Will Develop Best Practices

Our recent channel survey included 19 firms that indicated their "primary function" was technology distribution. Like other channel partners, distributors are realizing that their business models...

• Downloads: 514

For CIO Professionals

Report:Globally Competitive Markets Demand Businesses Collaborate Beyond The Firewall

For businesses to remain competitive, they must enable their workers to draw ideas and labor from parties both inside and outside of the company. Employees charged with developing and marketing...

• Downloads: 234

For CIO Professionals

Report:Schools Move Beyond The Basics: Competition Will Drive Technology Into The Education Market

Tech vendor strategists are attracted by the "edu" opportunity — a large and fast-growing user base and increasing reliance upon technology by governments, educators, parents, and students. But...

• Downloads: 1163

For Sales Enablement Professionals

Report:Tech Marketers Are Poised To Ramp Channel Investment

Channel Enablement Is A Top Priority For 2011

2011 will be a bellwether year for tech vendors. Tech investment by customers and marketing investment by tech vendors are rising ahead of the economic recovery into 2011. Most tech marketers see...

• Downloads: 419

For CIO Professionals

Report:Smart Computing Solutions Are On The Rise

A Snapshot Of Adoption From The InformationWeek 500

Smart Computing, the latest cycle of tech innovation and growth based on new technologies of awareness, analysis, and alternatives, began in 2008. Since then, a growing number of companies have...

• Downloads: 568

For Sales Enablement Professionals

Report:Channel Partners' Needs In The Era Of Cloud

Financing, Marketing, And Collaboration Top Their Wish Lists

Channel partners are afflicted with "cloud identity disorder" — the symptomatology of which is characterized by confusion and fear about their place in the cloud computing demand chain and...

• Downloads: 718