Speaker Biography

Tim Harmon

Principal Analyst

Sessions Featuring This Speaker

Forrester's Forum For Sales Enablement Professionals


  • 11:30 AM - 12:10 PM

    Connecting The Channel Dots Into An Ecosystem Network

    B2B vendors/manufacturers typically develop value channels (resellers, agents, service providers) and eChannels (eCommerce, online marketplace) as strategic routes to market in isolation from one another. Digital engagement strategies and techniques, when applied comprehensively to connecting you with both customers and partners, as well as connecting your partners with customers, result in a hybrid channel whose individual components benefit from the network effect. Learn:

    • How technology is spawning new hybrid channel models and channel opportunities.
    • Why it’s critical to boost your value channels’ value in a hybrid channel world.

  • 01:50 PM - 02:30 PM

    The Evolution Of A Channel Sales Enablement Program

    When NetApp’s GetSuccessful Enablement Program was launched, channel sales at NetApp accounted for less than 50 percent of total revenue. The Program helped drive that channel revenue number up over 75 percent today.  Learn how a channel sales guide transformed into a robust channel sales enablement program.  In this session, Steve will explain the key elements that are needed to build a successful program.

  • 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.

Research Focus

Tim serves B2B Marketing Professionals in developing and managing their route-to-market channels via the application of best practices, technology, metrics, economic models, and competitive intelligence. His research focuses on the impact of cloud computing and digital marketing on channel ecosystems and business models. He is also a leading expert on the small to medium-size business (SMB) market. Tim's technology domain knowledge spans business applications software (enterprise resource planning, business intelligence, partner relationship management), as well as network, sensor, and remote monitoring and management technologies.

Previous Work Experience

Prior to joining Forrester, Tim served in executive management and mentoring roles in the vendor, user, industry analyst, and venture capital aspects of the IT industry. He has been a featured speaker at many industry conferences involving business intelligence, data warehousing, performance management, and enterprise applications and has been published in Austin-American Statesman, BI Review, DM Review, and Intelligent Enterprise. Tim is a member of the Corporate Portfolio Management Association.


Tim attended Iowa State University, majoring in computer science and math and business administration.