Jacob (Jake) is a researcher on the B2B Marketing team. His research covers sales and channel enablement as well as B2B eCommerce, with a particular focus on how the age of the customer is affecting sales and partner channels. Jake helps B2B clients understand the impact of digital tools and technologies across both the sales cycle and the buyer journey, as well as how to enable better sales and marketing alignment. A key focus of Jake's research going forward will be how to engage with a more well-informed, digitally savvy B2B buyer.
Previous Work Experience
As a senior research associate, Jake supported analysts on both the B2B Marketing and eBusiness & Channel Strategy teams. Upon starting at Forrester his focus was primarly on sales enablement, but within a few months, Jake joined the team that published "Death Of A (B2B) Salesman," which took a more broad look at B2B sales as a whole. Since then Jake has collaborated across teams on a variety of topics with a B2B focus.
Prior to joining Forrester, Jake worked as a database manager for a small technology company in the greater Boston area.
Jake has a B.A. in government from St. Lawrence University in Canton, New York, where he graduated with honors.