Terry is a senior marketing executive with a passion for sales and marketing integration through effective demand generation. His background includes more than 15 years of experience delivering enterprise-level software solutions, including business process management (BPM), IT infrastructure management, business intelligence, and application development.
Shift from fragmented, lead-based processes to unified, opportunity-centric engagement with buying groups to drive predictable growth.
This glossary provides marketing and sales teams with definitions of revenue process transformation terms and concepts.
Use the Forrester B2B Revenue Waterfall™ to plan and manage all revenue opportunities, including acquisition, retention, upsell, and cross-sell.
Learn what second-lead syndrome is and how to diagnose and eliminate this process inefficiency.
Individual leads aren’t enough; learn why B2B teams must pivot to buying groups — and how even small changes can drive big improvements in revenue.
Understand the revenue council’s expanded remit within a revenue process transformation designed to create revenue growth and improve value realization.
What research can you expect from Forrester in the next 12 months? Updated biweekly, our publishing plan will keep you current with market and technology trends. Use the link below to download a list of our upcoming research.