Dean Davison

Principal Consultant - TEI serving B2B Marketing PROFESSIONALS

Dean serves B2B Marketing Professionals. He has extensive experience in the buy side of technology, advising customers in purchasing and implementing solutions, including interacting with CIOs on six continents. His experience also includes sell-side work in sales-focused marketing functions such as pricing strategy, competitive intelligence, product marketing, customer insights, and market analysis. Dean is a thought leader in sales enablement, helping technology vendors adapt their marketing programs to focus on a customer's business outcomes rather than product features or functions.

Previous Work Experience

Dean has spoken extensively around the world to audiences at events such as Sourcing Interests Group, Outsourcing World Summit, RUSSOFT, and the China Outsourcing Summit. During his tenure at Meta Group, he managed conference tracks, created hundreds of presentations, and spoke at conferences globally. His work has been widely published by news organizations such as CIO Magazine and Forbes.

Education

Dean received a Bachelor of Science in accounting with a minor in philosophy from Brigham Young University, followed by an MBA in marketing from The University of Connecticut. He is also a Certified Outsourcing Professional by the International Association of Outsourcing Professionals (IAOP).

Dean Davison's Research

  • For B2B Marketing Professionals

    Report: Forrester's Standards Guide For Sales-Ready Competitive Battle Cards

    To accelerate the work of sales enablement professionals in overhauling sales battle cards, Forrester organized a group of experienced practitioners who helped create Forrester’s battle ca...

    • For B2B Marketing Professionals

      Report: Using Standards To Accelerate Your Sales Battle Card Transformation

      To justify your investment, sales battle cards must help sales outmaneuver competitors and ultimately increase their overall win rate in competitive deals. Given the siloed way competitive insig...

      • For B2B Marketing Professionals

        Report: Build Battle Cards That Focus On Buyer Priorities

        Sales reps need battle cards to anticipate and counter competitors' claims in sales conversations, but today's battle cards are little more than side-by-side product comparisons. Sales enablemen...

        • For B2B Marketing Professionals

          Report: Align Sales Battle Cards With Customer Priorities

          Effective sales reps display a strong competency �often unconsciously � of establishing mindshare with their customers. The best ones influence customers and beat competitors by focusing on the ...

          • For B2B Marketing Professionals

            Report: Forrester's Sales Battle Card Evaluation Results

            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 or...

            • For B2B Marketing Professionals

              Report: Create Sales-Ready Market Intelligence Using Forrester's Customer Conversation Framework

              Market intelligence teams typically support sales enablement executive decisions around key sales strategies like coverage models, channel alignment, and prospect targets but rarely support sale...

              • Downloads: 399
            • For B2B Marketing Professionals

              Report: Make Business And Customer Intelligence Sales-Ready Using Forrester's Framework

              Today, business and customer intelligence (BCI) leaders and teams at tech vendors gather information about target companies and key decision-makers, and their deliverables consist of data —...

              • Downloads: 323
            • For B2B Marketing Professionals

              Report: Enhance Sales Success With Better Battle Cards

              Competitive and market intelligence (CMI) teams produce battle cards that help sales reps anticipate and respond to competitors' claims. Sales reps, however, don't value today's battle cards, wh...

              • For B2B Marketing Professionals

                Report: Forrester's Sales Battle Card Evaluation Results

                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 or...

                • For B2B Marketing Professionals

                  Report: Make Competitive Intelligence Sales-Ready Using Forrester's Customer Conversation Framework

                  Competitive and market intelligence (CMI) leaders and their teams currently structure the bulk of CMI content around a product point of view, forcing sales teams to figure out how and when to bu...

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