Forrester

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...

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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 Sales Enablement Professionals

Tool:Channel Partners' Plans For Managed Services And Application Hosting Are High

For Sales Enablement Professionals

Report:2012 Tech Marketing Planning Guidance

With Proliferating Tactics And Constrained Budgets, Targeting And Focus Are A Mandate

Tech marketers typically use last year's plan as a starting point for next year's marketing planning process, making changes to accommodate new goals and current-year budget realities. As a result,...

• Downloads: 770
• Comments: 1
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For Sales Enablement Professionals

Report:2011 Demand Management Budget Trends

Spending Optimism Must Be Balanced With Performance Improvement

Tech marketers continue to place demand management as their primary objective with lead origination high on their spending plans for 2011. Yet they face a perfect storm as recessionary business...

• Downloads: 349

For Sales Enablement Professionals

Report:Marketing Tactics Of Top Tech Performers

An Artful Mix Of Old And New Yields Revenue Impact For Marketing Leaders

Tech marketers at top-performing tech companies demonstrate similar go-to-market strategies that set them apart from their peers at companies with average performance. The strategic mix leverages...

• Downloads: 747
• Comments: 4
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For Sales Enablement Professionals

Tool:Partners See Problems Involving Cost, Business Model Transformation, And Skill Sets

For Sales Enablement Professionals

Report:Demand Insights: The SMB Software Market 2010

Small And Medium-Size Businesses Are Defying Gravity

Small and medium-size businesses (SMBs), like their enterprise brethren, are shifting their technology focus from IT to business technology (BT). As their focus on business solutions — as...

• Downloads: 1003

For Sales Enablement Professionals

Tool:Tech Vendors Invest Heavily In Awareness And Origination, But Not In Other Stages

For Sales Enablement Professionals

Tool:The Majority Of VSBs Are Planning For Growth In The Next Two Years

For Sales Enablement Professionals

Tool:Spend Management/Supplier Relationship Management (SRM) Software Adoption

For Sales Enablement Professionals

Report:Segment Social Media Behaviors To Improve Tech Vendor Marketing Plans

Forrester's Social Technographics® survey, now in its second year, depicts the social media behaviors of more than 1,000 tech buyers from around the world. Tech marketers can use this data to...

• Downloads: 887

For Sales Enablement Professionals

Report:Forrester's Sales Battle Card Evaluation Results

Insights Into Building Battle Cards That Help Sales Reps Win Deals

Sales enablement professionals are increasingly stepping up to fix the massive inventories of battle cards at their companies that provide inconsistent value to sales reps. These battle cards...

• Downloads: 267

For Sales Enablement Professionals

Tool:Web Conferencing Software Adoption

For Sales Enablement Professionals

Tool:VSB Hardware Spending Is Increasing

For Sales Enablement Professionals

Tool:Focus On The Department Leading Your Buying Center

For Sales Enablement Professionals

Tool:Average Grades For Specificity

For Sales Enablement Professionals

Tool:The Relationship With Sales Is Dismal Across The Board

For Sales Enablement Professionals

Tool:Enterprise Resource Planning (ERP) Software Adoption

For Sales Enablement Professionals

Tool:Concerns Over Cloud/SaaS Indicate Opportunity For Classic Channel Partner Services

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: 1498

For Sales Enablement Professionals

Tool:The Distribution Of Evaluation Scores Is An Indicator Of Industry Maturity

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: 431

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: 861

For Sales Enablement Professionals

Report:Content Marketing Is A Key Differentiator For Tech Marketers

Create Marketing Content To Guide Customers Through Their Buying Process

The business technology evaluation and purchasing process is now more than ever controlled by the customer, not the seller. Critical to that process is content that the buyer finds, that the marketer...

• Downloads: 683