Forrester

For eBusiness & Channel Strategy Professionals

Blog:15 Minutes Into The Future

I often tell audiences that if you want to see the future of B2B eCommerce, look to the present and recent past of B2C eCommerce. Be it personalization, robust search, or targeted pricing, B2B...

For eBusiness & Channel Strategy Professionals

Blog:Optimizing the Affiliate Channel for Deal-Driven Customers

With consumers increasingly looking for discounts online and flocking to horizontal coupon sites (e.g. ShopatHome and RetailMeNot), vertical coupon sites (e.g. TechBargains), and cashback sites (e.g....

For eBusiness & Channel Strategy Professionals

Report:Five Keys To Effective B2B eCommerce

Strategic Plan: The B2B eCommerce Playbook

Building a world-class B2B eCommerce business is a process. It takes time, and it costs money. But whatever process you follow to build your B2B eCommerce business, you will find five key issues...

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For eBusiness & Channel Strategy Professionals

Blog:US B2B eCommerce Sales To Reach $559 Billion By The End Of 2013

Today Forrester is releasing a report entitled “Key Trends in B2B eCommerce for 2013” that, for the first time in over 10 years, sizes the US business-to-business (B2B) eCommerce market...

For eBusiness & Channel Strategy Professionals

Blog:Ways Manufacturers Can Drive Higher Conversion Rates Through The Online Retail Channel

In a keyword-driven Web world, brand manufacturers get more than their fair share of Web shopping traffic.  But because most manufacturers maintain a relatively small direct-to-consumer...

For eBusiness & Channel Strategy Professionals

Report:Three Rules For Averting Costly Coupon Fraud And Coupon Abuse

• Downloads: 208

For eBusiness & Channel Strategy Professionals

Report:Building A World-Class B2B eCommerce Business

Executive Overview: The B2B eCommerce Playbook

Although some eBusiness and channel strategy professionals are very mature in their understanding and execution of business-to-business (B2B) eCommerce, most organizations are still in the early...

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For eBusiness & Channel Strategy Professionals

Blog:AmazonSupply . . . Amazon's Camel's Nose Under The B2B eCommerce Tent?

For years the cognoscenti have speculated that Amazon would make an official move into B2B eCommerce. Well . . . they’re finally right. Just a few days ago, Amazon launched their first...

For eBusiness & Channel Strategy Professionals

Report:Key Trends In B2B eCommerce For 2013

Landscape: The B2B eCommerce Playbook

Customer-facing front-end business-to-business (B2B) eCommerce is poised to reach $559 billion in US sales by the end of 2013. A part of the B2B eCommerce playbook, this report outlines the landscape...

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For eBusiness & Channel Strategy Professionals

Report:Top Three Ways Manufacturers Can Drive Higher Conversion Rates Through The Online Retail Channel

A Joint Study With Channel Intelligence Examines Best Practices Regarding Online Conversion

To better understand how manufacturers can increase the ultimate conversion rate on leads they send to online retailer websites, Forrester teamed up with Channel Intelligence to analyze the patterns...

• Downloads: 498

For eBusiness & Channel Strategy Professionals

Report:Evaluating Your B2B eCommerce Development

Assessment: The B2B eCommerce Playbook

Because very little third-party benchmarking data exists for B2B eCommerce sites, B2B eCommerce professionals can't easily determine industry best practices or effectively compare themselves to...

• Downloads: 598
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For eBusiness & Channel Strategy Professionals

Report:Optimizing The Affiliate Channel For Deal-Driven Customers

Traffic Has Increased And The Channel's Matured, But Proving Incrementality Remains A Challenge

Customers are flocking to affiliate deal sites that offer promotional coupons and offer codes. The slowdown in the economy, advances in technology, and a more favorable consumer mindset toward...

• Downloads: 401

For eBusiness & Channel Strategy Professionals

Blog:“Cyber Friday”

When we think about the Thanksgiving weekend and online sales, we’re conditioned to think "Cyber Monday."  But now there’s another online sales story to report -- Black Friday....

For eBusiness & Channel Strategy Professionals

Blog:Magnificent Mile - Yes. Multichannel Mile…Still A Work in Progress

Recently two colleagues of mine, Patti Freeman Evans and Martin Gill, put their respective cities’ shopping meccas to the multichannel test.  The question: To what extent were bricks and...

For eBusiness & Channel Strategy Professionals

Blog:The Art and Science of Building a World-Class B2B eCommerce Business

B2B eCommerce executives today don’t lack for data. What they’re screaming for is insight. With our new playbooks framework, busy executives can go to one place to dip their toes in a...

For eBusiness & Channel Strategy Professionals

Report:The Case For Channel-Shifting Customers Online

Business Case: The B2B eCommerce Playbook

Business-to-business (B2B) companies know they can generate revenue and save money by migrating their offline customers online. The question is, how much and under what circumstances? Forrester...

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For eBusiness & Channel Strategy Professionals

Report:Best Practices Case Study: B2B Ratings And Reviews

Processes: The B2B eCommerce Playbook

As B2B organizations embark on an eCommerce path, there are many features, functions, and interfaces from which to choose to maximize their business opportunity. Separating the wheat from the chaff...

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For eBusiness & Channel Strategy Professionals

Blog:The Unemployment Rate Fell On Friday . . . But Don’t Brace For A Surge In Holiday Spending

The US unemployment rate fell on Friday to its lowest level since March 2009 (http://www.bls.gov/news.release/empsit.nr0.htm). And on paper...that’s a very good thing.  But before we get...

For eBusiness & Channel Strategy Professionals

Blog:The New Normal – Light Spending, Heavy Coupon Usage

A few days ago, online coupon site Retailmenot.com released results from its inaugural holiday edition Shoppers Trend Report. A combination of consumer trend data pulled from activity on...

For eBusiness & Channel Strategy Professionals

Report:Do Check-Ins Really Drive Checkouts?

Check-Ins Alone . . . No. But When Combined With Compelling Offers . . . Yes.

Although currently used by only 5% of US online adults who own cell phones, services that allow consumers to "check in" on their mobile phones at retail locations are used by 11% of US online...

• Downloads: 562

For eBusiness & Channel Strategy Professionals

Report:Thrive By Adopting Proven B2C Principles

Road Map: The B2B eCommerce Playbook

Science fiction writer William Gibson once said: "The future has already arrived; it's just not evenly distributed yet." Such is the case with B2B eCommerce. Whereas some B2B enterprises have been...

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For eBusiness & Channel Strategy Professionals

Blog:Lessons Learned: What B2C eCommerce Can Teach B2B

In our new report, B2B eCommerce: Going from Surviving to Thriving By Adopting Proven B2C Principles, we assess the current state of B2B eCommerce, what impact B2C has had on customers’...

For eBusiness & Channel Strategy Professionals

Report:Using ACTIVE Strategies To Optimize Execution

Continuous Improvement: The B2B eCommerce Playbook

B2B eCommerce organizations too often fixate on the vision and objectives associated with a plan to the exclusion of thinking through the critical details of the execution. In fact, most B2B...

• Downloads: 159
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For eBusiness & Channel Strategy Professionals

Report:Organizing For World-Class B2B eCommerce

Organization: The B2B eCommerce Playbook

Conventional wisdom has it that building an effective business-to-business (B2B) eCommerce organization today consists of modeling an operation after successful business-to-consumer (B2C) eCommerce...

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