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: 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.

  • For B2B Marketing Professionals

    REPORT: Now Tech: Sales Performance Management Solutions, Q3 2018

    Forrester's Overview Of 15 Sales Performance Management Providers

    August 1, 2018Mary Shea

    You can use sales performance management (SPM) solutions to better align sales execution to your business strategy, to increase sellers' motivation and effectiveness, and to optimize business planning cycles. But to access these benefits, you'll first have to select from a diverse set of vendors — vendors that vary by size, functionality, geography, and vertical market focus. Sales and finance leaders should use Forrester's Now Tech report to understand the value they can expect from an SPM provider and select vendors based on size and functionality.

  • For B2B Marketing Professionals

    REPORT: Now Tech: Sales Readiness Tools, Q1 2018

    Forrester's Overview Of 15 Sales Readiness Providers

    March 28, 2018Mary Shea

    You can use sales readiness tools to overcome the limitations of event-based sales training, engage with learners in the formats they prefer, and utilize analytics to drive better commercial outcomes. But to access these benefits, you'll first have to select from a diverse set of vendors that vary by size, functionality, geography, and vertical market focus. B2B marketing and sales leaders should use Forrester's Now Tech report to understand the value they can expect from a sales readiness tool and select vendors based on size and functionality.

  • For B2B Marketing Professionals

    REPORT: New Tech: B2B Social Selling Tools, Q1 2018

    Forrester's Landscape Overview Of 18 B2B Social Selling Providers

    February 6, 2018Mary Shea, Jacob Milender, Carlton A. Doty

    With traditional sales channels fatigued, B2B marketing and sales leaders are getting serious about rolling out social selling programs. This report presents a review of 18 vendors in the B2B social selling market. Marketing and sales leaders should use it to better understand these vendors' capabilities within major market segments and subsegments and to inform their strategies as they modernize their sales technology stack.

  • For B2B Marketing Professionals

    REPORT: The As-A-Service World Disrupts Traditional Sales Models

    Prepare In Advance To Avoid Missteps When Migrating B2B Sales

    January 11, 2018Mary Shea, Liz Herbert

    While an X-as-a-service (XaaS) model has many benefits for vendors and customers alike, migrating from a traditional to an XaaS delivery model can wreak havoc on selling systems. When embarking on this journey, advance planning and preparation are critical. This report surfaces best practices gleaned from native and in-transition cloud companies and provides recommendations so that B2B marketing and sales leaders can avoid common pitfalls when migrating to XaaS.

View all of Mary Shea's Research

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