Tim Harmon

Principal Analyst serving Sales Enablement PROFESSIONALS

Tim serves Sales Enablement Professionals in developing SMB go-to-market channels via the application of best practices, business plans, metrics, tools, resources, relationships, and competitive intelligence. His research focuses on the impact of cloud computing and digital marketing on demand chain business models. Tim is a leading expert on business applications software (enterprise resource planning, business intelligence, marketing automation, and social project/collaboration management) and networking and hardware technologies.

Previous Work Experience

Prior to joining Forrester, Tim served in executive management and mentoring roles in the vendor, user, industry analyst, and venture capital aspects of the IT industry. He has been a featured speaker at many industry conferences involving business intelligence, data warehousing, performance management, and enterprise applications and has been published in Austin-American Statesman, BI Review, DM Review, and Intelligent Enterprise. Tim is a member of the Corporate Portfolio Management Association.

Education

Tim attended Iowa State University, majoring in computer science and math and business administration.

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58 results in Reports

  • Tim Harmon
  • For Sales Enablement Professionals

    Report:The Forrester Wave™: Partner Relationship Management (PRM) Platforms, Q4 2013

    The Seven Providers That Matter Most And How They Stack Up

    In Forrester's 40-criteria evaluation of partner relationship management (PRM) platform vendors, we identified the seven most significant software providers in the category — Channeltivity,...

    • Downloads: 291
  • For Sales Enablement Professionals

    Report:B2B Marketing Tactics: Learning From Other Verticals

    In Forrester's report, "Marketing Tactics Of Top Tech Performers," we analyzed how top-performing tech companies apply various marketing tactics and metrics, and their resultant effectiveness. In...

    • Downloads: 438
  • For Sales Enablement Professionals

    Report:Partner Relationships Need Their Own Management System

    Advances In Commercial PRM Software Make Investment Viable

    Channel-oriented tech vendors and other business-to-business (B2B) companies (telecommunications, life sciences, insurance, or industrial goods) have had the need for partner relationship management...

    • Downloads: 195
  • For Sales Enablement Professionals

    Report:The Shape-Shifting Tech Industry Channel Ecosystem

    Hybrid Partners Are The New Norm

    While cloud computing has been a boon for the tech industry in general, for channel partners the story is different. Channel partners have to deal with shrinking product margins, skills shortages,...

    • Downloads: 347
  • For Sales Enablement Professionals

    Report:Partner Marketing Capabilities Assessment

    To systematically determine how well your partner marketing program is performing today, and set a baseline for what to improve moving forward, measuring all the significant activity you put into...

    • Downloads: 43
  • 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: 27
  • 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: 165
  • 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: 851
  • 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: 341
  • 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: 282
  • 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: 437
  • 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: 371
  • 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: 264
  • 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: 221
  • 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: 374
  • 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: 77
  • 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: 321
  • 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: 496
  • 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: 544
  • 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: 322
  • 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: 358
  • 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: 494
  • 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: 856
  • 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: 199
  • 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: 290