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: The Forrester Tech Tide™: B2B Marketing Technologies, Q4 2018

    18 Technologies Underpin Modern B2B Marketing

    October 25, 2018 Steven Casey, Laura Ramos, Mary Shea, Allison Snow, Lori Wizdo

    B2B marketing technologies are increasingly critical to firms' ability to win, serve, and retain their customers. To accelerate their performance in B2B marketing, 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 18 technology categories that support planning, executing, and optimizing customer engagement for today's self-directed digital-first buyers. B2B marketers should read this report to shape their firm's investment approach to these technologies.

  • For B2B Marketing Professionals

    REPORT: The Forrester Wave™: Sales Enablement Automation Platforms, Q3 2018

    The 12 Providers That Matter Most And How They Stack Up

    September 24, 2018Mary Shea

    In our 33-criteria evaluation of sales enablement automation platform providers, we identified the 12 most significant ones — Accent Technologies, Bigtincan, Brainshark, ClearSlide, ClientPoint, Highspot, Mediafly, Pitcher, Quark, SAP, Seismic, and Showpad — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing and sales professionals make the right choice.

  • For B2B Marketing Professionals

    REPORT: B2B Consultant Sellers Reign In The 21st Century

    Empower Your Sellers With Strategic Tooling

    August 27, 2018Mary Shea

    B2B buyers prefer a self-guided journey. While simple commodity transactions can occur without direct sales interaction, more highly considered purchases require B2B marketing and sales leaders to meet the needs of buyers who expect sophisticated, consultative, and technology-enabled salespeople. This report highlights these types of enabled sellers and the role technology plays in elevating their status and rebalancing the power dynamic with buyers. This is an update of a previously published report; Forrester reviews and updates reports periodically for continued relevance and accuracy; we revised this edition to factor in new ideas and data.

  • For B2B Marketing Professionals

    REPORT: GDPR And The B2B Seller

    Keep Calm And Sell On

    August 27, 2018 Lori Wizdo, Mary Shea, Matthew Camuso

    B2B companies are wrestling with the impact that new privacy regulations will have on seller behaviors and selling processes. They must rethink everything from the collection and storage of prospect data to the permitted processes for outreach and digital engagement. This report provides practical guidance to help B2B sales leaders and sellers balance three imperatives: comply with GDPR, meet sales targets, and don't get fired.

  • For B2B Marketing Professionals

    REPORT: B2B Digital Sales Transformation: Three Global Leaders Share Best Practices

    Fuel Your Evolution With An Innovation Mindset

    August 14, 2018Mary Shea, Meredith Cain

    B2B marketing and sales leaders must transform their sales forces to keep pace with digitally oriented buyers. We gleaned best practices from three global digital sales leaders at Cisco Systems, General Electric, and IBM to reveal three unifying elements of success. We also provide recommendations for how B2B firms of various shapes and sizes should move their sales forces forward. This is an update of a previously published report; Forrester reviews and updates reports periodically for continued relevance and accuracy; we revised this edition to factor in new ideas and data.

View all of Mary Shea's Research

Clients Who Work With Mary Shea Also Work With:

View all related analysts