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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: Now Tech: Sales Enablement Automation, Q2 2020

    Forrester's Overview Of 32 Sales Enablement Automation Providers

    May 27, 2020 Laura Ramos, Mary Shea

    You can use sales enablement automation (SEA) to give sellers more time to sell, improve their effectiveness and relevance with buyers, and acquire and apply the best buyer-facing skills. But to access these benefits, you'll first have to select from a diverse set of vendors — vendors that vary by size, functionality, customers' selling model, and vertical market focus. B2B marketing and business leaders should use this report to understand the value they can expect from an SEA provider and select vendors based on size and functionality.

  • For B2B Marketing Professionals

    REPORT: The Forrester Wave™: Sales Training And Services, Q1 2020

    The Nine Providers That Matter Most And How They Stack Up

    March 17, 2020Mary Shea

    In our 28-criterion evaluation of sales training and services providers, we identified the nine most significant ones — Baker Communications, Challenger, Corporate Visions, Force Management, IMPAX, Sandler Training, Sales Performance International (SPI) Richardson, Upland Altify, and ValueSelling Associates — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B sales leaders select the right one for their needs.

  • For B2B Marketing Professionals

    REPORT: Now Tech: Sales Training And Services, Q1 2020

    Forrester's Overview Of 23 Sales Training And Services Providers

    February 5, 2020Mary Shea, Meredith Cain

    You can use sales training and services (STS) to increase the effectiveness of your sales force, foster better alignment between marketing and sales personnel, and deliver better experiences to your buyers. But to realize these benefits, you'll first have to select from a diverse set of providers that vary by size, capabilities, geography, and vertical market focus. B2B marketing and sales leaders should use this report to understand the value they can expect from an STS provider and to select one based on size and capabilities.

  • For B2B Marketing Professionals

    REPORT: The State Of Digitized Selling

    Stop Testing The Waters And Get Immersed

    December 27, 2019Mary Shea, Meredith Cain

    Today's B2B marketing and sales leaders face a mounting predicament: ensuring that their sellers meet and exceed sales targets while fulfilling the expectations of increasingly digitally oriented buyers. The solution lies in aligning sales strategies with current and next-gen buying motions. This report details what evolving business buyers want along their path to purchase, where B2B firms are on their journey to delivering that experience, and how digitally immersive selling benefits everyone.

  • For B2B Marketing Professionals

    REPORT: Building The Business Case For A Modern Sales Enablement Toolset

    November 6, 2019Mary Shea

    B2B organizations that want to transform experiences for buyers, sellers, and marketers must look beyond CRM to modern enablement tools. Leveraging Forrester's Total Economic Impact™ (TEI) framework, this report looks holistically at three tools — sales engagement (SE), sales enablement automation (SEA), and sales readiness (SR) — that are rapidly becoming foundational to the 21st century sales enablement tech stack and helps B2B business leaders understand the tools' economic impact on their organizations.

View all of Mary Shea's Research

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