Speaker Biography

Scott Lohman

Principal Consultant

Sessions Featuring This Speaker

Forrester's Forum For Sales Enablement Professionals


  • 02:40 PM - 03:20 PM

    Using The Channel Maturity Model As Your Technology Road Map

    There are now many opportunities to leverage innovative technologies to make your channels much more efficient and effective. This session will review the current state of the channel technology landscape and provide advice about how to develop a business justification for the necessary investments, according to where you are in your channel journey. Key takeaways include:

    • How to gauge your channel maturity.
    • How to decipher and apply channel-enabling partner relationship management (PRM), digital syndication, and through-partner commerce technologies.
    • Business case justification for technology investments.

  • 08:30 AM - 10:00 AM

    Working Session: Putting It Together And Pulling It Off

    Your buyers demand a seamless experience as they progress through their buying process. This includes consuming content and knowledge from digital channels, your website, and your salespeople. In this session, you will be presented with a case study, and together we will develop a marketing and sales game plan that delivers a seamless experience to the customer.

    *On-site registration required

Research Focus

Scott is a principal consultant serving eBusiness & Channel Strategy Professionals.

Previous Work Experience

Scott joined Forrester after more than 10 years in the world of full-service digital agencies at the likes of Razorfish and SapientNitro. In his role as client partner, he was responsible for providing thought leadership and strategic thinking to his clients to help them set and achieve their business goals related to digital. His clients included companies such as ADP, Juniper Networks, JCPenney, Intel, and many others. Prior to his time in the agency world, Scott worked in Big Four consulting at Accenture and IBM Global Services, where he worked with a wide range of telecommunication companies before evolving into a digital strategist while at IBM. Scott "grew up" in in-house IT at Hughes Aircraft and Motorola, beginning as a developer and progressing through solution architecture to eventually lead large business systems initiatives.


Scott has a B.A. from Central Michigan University and extended master's-level coursework at Loyola Marymount and UCLA.