Forrester

For Sales Enablement Professionals

Report:The VSB Software Market: Cloud Triggers And Custom Development

This workbook provides data on how the current generation of VSBs displays significantly different software investment plans than earlier generations. VSBs are beginning to think and act more like...

• Downloads: 4

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: 54

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: 460
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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: 174

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: 159
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For Sales Enablement Professionals

Report:How Customers Value IaaS Cloud Channels

Hosters And Tech Vendors Are Drafting Amazon's Slipstream

The infrastructure-as-a-service (IaaS) cloud business, with its high margins, is a strong attractant to a slew of provider channels. But customers view different provider types differently in terms...

• Downloads: 340

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: 146

For Sales Enablement Professionals

Report:Reinforcing Channel Partner Bonds In the Era of The Cloud

Vision: The Channel Partner Loyalty Playbook

The channel partner ecosystem is undergoing a massive upheaval, largely as a result of rapidly evolving cloud computing engagement and delivery models, and will go through several tectonic shifts...

• Downloads: 251

For Sales Enablement Professionals

Report:Opportunities In The SMB Cloud Services Market

SMBs' strong adoption of cloud computing is well known. What is less well understood is how SMBs are adopting cloud for various technology categories relative to one another.

• Downloads: 199
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For Sales Enablement Professionals

Report:Partner Loyalty Drives Competitive Advantage

Executive Overview: The Channel Partner Loyalty Playbook

Tech vendors have long understood the power of channels and wielded their channel networks as competitive weapons. But the channel ecosystem is undergoing dramatic changes, and channel partners'...

• Downloads: 257
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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: 65

For Sales Enablement Professionals

Report:Earning Channel Loyalty In A Hypercompetitive Market

Relationship Incentives Count As Much As Sales Incentives

The number of tech vendors looking to develop channel partner relationships or to increase their partner wallet share is on the rise. Yet the growth in the number of channel companies is just not...

• Downloads: 278
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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: 438

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: 440

For Sales Enablement Professionals

Report:A 10-Point Checklist For Innovating Tech Customer Support

Marketing And Partnering For Support/Service Excellence

Forrester's research shows that customers rank technical support at or near the top of their criteria for both vendor and product consideration. Yet the support experience in the tech industry is...

• Downloads: 286

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: 452

For Sales Enablement Professionals

Report:Demand Insights: The SMB Software Market 2011

SMBs Exhibit A Broad Adoption Profile, But Growth Is Being Stunted By The Credit Crunch

For most software categories, tech marketers once considered the small to medium-size business (SMB) market to be "software non grata." Their assumption was that most SMBs supported their operations...

• Downloads: 793
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For Sales Enablement Professionals

Report:To Build Tech Biz Dev Anew

"Business Development" Doesn't Equate To "Partnering"

The business development (biz dev) function in the tech industry is essentially broken. Most tech companies have allowed biz dev to diminish into little more than a partnering function. Although...

• Downloads: 185

For Sales Enablement Professionals

Report:The Who And How Of Influencing Customers' BT Decisions

Knowing Which Generators Customers Use For Information Is Paramount

Tech vendors' returns on marketing messaging are shaped as much by where it's said and who says it as by what is said. Indeed, social media grants "others," including customers and partners,...

• Downloads: 276

For Sales Enablement Professionals

Report:Search Engine Suboptimization

Tech Marketers Optimize For Their Product Categories, Not Customers' Problems

Throughout the technology adoption life cycle, including scoping approaches, choosing products, and implementing solutions, business technologists initiate information gathering with search tools....

• Downloads: 402

For Sales Enablement Professionals

Report:The 15 Rules For Cracking The SMB Market

New SMB Realities Require New Go-To-Market Approaches

As big as the small and medium-size business (SMB) market is, both in terms of sheer numbers and IT spend, only a handful of tech vendors have penetrated it with what can be deemed success. Based on...

• Downloads: 1516

For Sales Enablement Professionals

Report:Hosting Service Providers — Cloud Partners Or Competitors?

The Tug-Of-War Between Vendor SaaS And Channel Partner Hosting

A lot of tech vendors — and channel partners — are struggling to define channel partner roles in the cloud services demand chain. On-premise technology variants are starting to lose...

• Downloads: 898

For Sales Enablement Professionals

Report:Demand Insights: The SMB Hardware Infrastructure Market

SMBs' Plans For Servers, Storage, Virtualization, Form Factors, And Cloud Computing

Suppliers of infrastructure hardware to small and medium-size business (SMB) buyers are poised for better times, given plans by SMBs to upgrade their software and associated hardware infrastructures...

• Downloads: 577

For Sales Enablement Professionals

Report:Marketing IT Services To SMBs

Assessments, Audits, And Strategy Consulting Drive Technology Adoption

Customer spending on IT services will grow dramatically over the next five years, and that includes small and medium-size businesses (SMBs), particularly medium-size businesses. As SMBs' IT spending...

• Downloads: 869