Mary   Shea

Mary Shea

Principal Analyst Serving B2B Marketing Professionals

Mary Shea is a principal analyst serving Forrester’s B2B marketing and sales professionals. In this role, she writes for and advises clients on routes-to-market strategies in the age of the customer. Mary’s research specifically focuses on the empowered B2B buyer and how business leaders must adapt, organize, and enable their marketers, sellers, and channel partners to succeed both today and in the future.

Previous Work Experience

Mary has significant operational experience, having held general management, commercial leadership, business development, and marketing positions at companies ranging from high-growth startups to publicly traded firms. She has an exciting track record of building, developing, and leading organizations and driving profitable growth through direct and indirect channels across domestic and international markets.

Prior to rejoining Forrester, Mary was an adjunct professor of marketing at the University of Chicago’s Booth School of Business, where she created and taught a course called "Building Effective Go-To-Market Organizations," designed to arm the next generation of business leaders with the knowledge, strategies, and tools to succeed in the 21st-century global marketplace.

Mary is a sought-after keynote speaker for sales kickoff meetings and external industry events.

Education

Mary holds a Ph.D. from Kent State University.

Mary Shea

Principal Analyst Serving B2B Marketing Professionals

Mary Shea is a principal analyst serving Forrester’s B2B marketing and sales professionals. In this role, she writes for and advises clients on routes-to-market strategies in the age of the customer. Mary’s research specifically focuses on the empowered B2B buyer and how business leaders must adapt, organize, and enable their marketers, sellers, and channel partners to succeed both today and in the future.

Previous Work Experience

Mary has significant operational experience, having held general management, commercial leadership, business development, and marketing positions at companies ranging from high-growth startups to publicly traded firms. She has an exciting track record of building, developing, and leading organizations and driving profitable growth through direct and indirect channels across domestic and international markets.

Prior to rejoining Forrester, Mary was an adjunct professor of marketing at the University of Chicago’s Booth School of Business, where she created and taught a course called "Building Effective Go-To-Market Organizations," designed to arm the next generation of business leaders with the knowledge, strategies, and tools to succeed in the 21st-century global marketplace.

Mary is a sought-after keynote speaker for sales kickoff meetings and external industry events.

Education

Mary holds a Ph.D. from Kent State University.

Mary Shea's Research

Most RecentMost Popular
  • For B2B Marketing Professionals

    REPORT: Milestones On The Journey To Modern Sales Enablement

    Road Map: The Sales Enablement Playbook

    June 7, 2019 Lori Wizdo, Mary Shea

    The vanguard of sales enablement (SE) leaders is tracking a new North Star. They are building on past success as direct sales supporters to become the strategic business architects for the entire customer-facing selling system. But even when the vision is clear and goals align, silos, intramural priority conflicts, and other issues hinder progress in SE transformation. Creating a proper road map helps align cross-organization teams to accelerate and optimize the transformation. This report and its companion tools will help you develop the road map to operationalize your vision for SE transformation.

  • For B2B Marketing Professionals

    REPORT: The Forrester New Wave™: Sales Social Engagement Tools, Q2 2019

    The Eight Providers That Matter Most And How They Stack Up

    April 18, 2019Mary Shea

    In Forrester's evaluation of the emerging market for sales social engagement tools, we identified the eight most significant providers in the category — Dynamic Signal, EveryoneSocial, Facelift brand building technologies (BBT), Grapevine6, Hootsuite, PostBeyond, Sociabble, and Thought Horizon — and evaluated them. This report details our findings about how well each vendor scored against 10 criteria and where they stand in relation to each other. B2B marketing and sales leaders can use this review to select the right partner for their sales social engagement needs.

  • For B2B Marketing Professionals

    REPORT: The Future Of Sales Enablement Is The C-Suite

    Lead Change By Calibrating Selling Motions To Buying Preferences

    April 3, 2019Mary Shea

    Whether or not your organization is one of the only 25% that have a mature sales enablement (SE) function in place, know that evolving buyer dynamics demand a scope well beyond the content-focused foundation on which many programs were built. In this report, we define the function and the competencies in which practitioners of SE will need to excel and share our view of what its future holds — the calibration of selling motions to buying preferences.

  • For B2B Marketing Professionals

    REPORT: The Forrester Wave™: Sales Performance Management Solutions, Q1 2019

    The Eight Providers That Matter Most And How They Stack Up

    January 18, 2019Mary Shea

    In our 35-criterion evaluation of sales performance management (SPM) providers, we identified the eight most significant ones — Anaplan, beqom, IBM, NICE, Optymyze, Oracle, SAP, and Xactly — and researched, analyzed, and scored them. This report shows how each provider measures up and helps sales, finance, and HR leaders make the right choice.

  • For Application Development & Delivery Professionals

    REPORT: The Forrester Tech Tide™: Sales Technologies, Q4 2018

    Seventeen Technologies Underpin The Sales Ecosystem

    December 20, 2018Tom Kaneshige, Kate Leggett, John Bruno, Mary Shea, Jay McBain

    Consultative selling is increasingly critical to firms' ability to win, serve, and retain their customers. To accelerate their performance in sales, companies are evaluating and adopting a range of contributing technologies. This Forrester Tech Tide™ report presents an analysis of the maturity and business value of the 17 technology categories that support sales. Application development and delivery (AD&D) professionals should read this report to shape their firm's investment approach to these technologies.

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Webinar: Add Social Engagement To Your B2B Selling Repertoire

Date: August 28, 2019
Time: 11:00 AM-12:00 PM Eastern Standard Time
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