Mary Shea

Principal Analyst serving B2B Marketing PROFESSIONALS

Mary Shea is a principal analyst serving Forrester’s B2B Marketing 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 evolving B2B buyer and how business leaders must adapt, organize, and enable their marketers, sellers, and channel partners to succeed with empowered B2B buyers both today and in the future.  

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 teams and driving profitable growth through direct and indirect channels across both domestic and international markets.

An accomplished public speaker, Mary speaks regularly on a variety of business topics. She is an adjunct professor of marketing at the University of Chicago’s Booth School of Business where she teaches a course she created 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 an increasingly dynamic marketplace.

Previous Work Experience

Before rejoining Forrester, Mary founded The RevvEx Group, a consulting firm focused on helping companies increase sales and marketing effectiveness. Prior to founding The RevvEx Group, Mary was chief commercial officer at InContext Solutions and Frontier Strategy Group. Mary previously worked at Forrester from 1996 to 2002, where she was a member of the sales organization, starting out as an inside sales executive and rising through the ranks and holding progressive leadership positions at a time of immense growth for the company.

Education

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

Mary Shea's Research

  • For B2B Marketing Professionals

    Report: B2B Sales Force Digital Transformation: Three Global Leaders Share Best Practices

    B2B marketing and sales leaders must transform their sales forces to keep pace with digitally oriented buyers. By gleaning best practices from three global digital sales leaders at Cisco Systems...

  • For B2B Marketing Professionals

    Report: B2B Consultant Sellers Reign In The 21st Century

    B2B sellers face buyers who increasingly prefer a self-guided journey. While simple commodity transactions can largely occur without direct sales interaction, for more highly considered purchase...

  • For B2B Marketing Professionals

    Report: Millennial B2B Buyers Come Of Age

    Demographics prove the heads-down generation is well on its way to becoming a dominant force within and outside their firms. While recent research indicates that 73% of Millennials are involved ...

  • For B2B Marketing Professionals

    Report: Add Social Selling To Your B2B Marketing Repertoire

    We are beginning to see business-to-business (B2B) social programs deliver on their early promise, with B2B marketers identifying social as a top-three demand generation tactic for building awar...

  • For B2B Marketing Professionals

    Report: B2B Buyers Mandate A New Charter For Marketing And Sales

    This report is a call to action for business-to-business (B2B) marketing and sales leaders to infuse new and creative ideas into their plans. A status quo approach no longer works in this enviro...

  • For B2B Marketing Professionals

    Report: Predictions 2016: B2B Marketing's New Mission

    B2B buying has changed: Buyers prefer to do research themselves rather than rely on vendors' sales reps. The result: a dramatic shift in the role and focus of B2B marketing organizations. This b...

  • For B2B Marketing Professionals

    Report: B2B Consultant Sellers Reign In The 21st Century

    B2B sellers face buyers who increasingly prefer a self-guided journey. While simple commodity transactions can largely occur without direct sales interaction, for more highly considered purchase...

  • For B2B Marketing Professionals

    Report: Why Buyers Don't Want To Meet Your Salespeople And What To Do About It

    As buyers become more empowered in the business-to-business (B2B) marketplace, the pressure is building for sales enablement professionals to prepare their sales force to meet buyers' expectatio...

  • For B2B Marketing Professionals

    Report: Millennial B2B Buyers Come Of Age

    Demographics prove the heads-down generation is well on its way to becoming a dominant force within and outside their firms. While recent research indicates that 73% of Millennials are involved ...

  • For B2B Marketing Professionals

    Report: The B2B Sales Force Digital Reboot

    Is the B2B salesman dead — or simply in need of a reboot? As B2B buyers increasingly include the digital channel in some or all of their purchase process, B2B marketers must partner with s...

View all of Mary Shea's Research

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