B2B Marketing

B2B marketing is increasingly expected to deliver the level of experience buyers are used to having as consumers. Read our insights on increasing B2B marketing’s effectiveness.

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Insights

Blog

B2B Marketing Event Trends: Virtual Is Here To Stay; Hybrid Is On The Way

Conrad Mills November 15, 2021
The past 18 months have seen B2B events undergo the most profound period of change this century. At the start of the pandemic, marketers were forced to adopt virtual events. As protective vaccines became available, we’re now starting to see initial signs of in-person event activity returning. But what does the future hold? To help […]
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Blog

Closing The B2B Trust Gap

Ian Bruce November 11, 2021
Trust is the single most important brand attribute for B2B buyers. It's time for B2B companies to close the gap between how trustworthy they believe they are and how buyers actually see them.
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Podcast

B2B Buying Has Changed. How Should Marketers Respond?

What It Means November 4, 2021
The B2B buying process has changed dramatically in recent years, and particularly during the pandemic. Are the changes permanent, and what should marketers do to adapt? VP and Principal Analyst Beth Caplow and Principal Analyst Barbara Winters provide insight on What It Means.
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Video

Predictions 2022: B2B Marketing Will Leverage Disruption To Structure A Redefined Role

Lori Wizdo October 28, 2021

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Video

Predictions 2022: This Is A Year To Be Bold

Sharyn Leaver October 26, 2021

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Podcast

How B2B Marketing Leaders Can Plan For An(other) Unpredictable Year

What It Means October 21, 2021
Once again, marketing leaders find themselves planning for a year that seems to defy planning. How does the calculus differ this time around? On this week’s What It Means, Vice Presidents Craig Moore and Ian Bruce discuss Forrester’s 2022 Planning Assumptions for B2B marketing executives and how they can position themselves and their teams for success.
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Video

How B2B Marketing Leaders Will Build A Path To Growth: A Discussion

Shirley Macbeth October 20, 2021

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Six Trends That Will Define B2B Marketing In 2022

Explore our Planning Assumptions guide for marketing executives and functional leaders and learn how to harness disruptive forces to drive growth.

Blog

APAC Marketing Planning For 2022: When “New Normal” Morphs Into “Business As Usual”

Mavis Liew October 18, 2021
Marketing leaders have had an exciting 18 months, if “exciting” is really the accurate word to use. Some would probably argue that “turbulent” is a more accurate description. But as each month rolls into the next, there is no doubt that some semblance of balance and normality is in place today, even if “normal” means […]
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Webinar

2022 Planning Priorities For APAC Marketing Leaders

Join this live webinar with marketing experts from Forrester, Adobe, Salesforce, and SoftBank, where they will discuss the planning priorities in 2022 and how to drive business growth.
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Blog

Demand Program Plays: Get And Move Buying Group Members Through The Waterfall

Laura Cross October 7, 2021
Traditional acquisition and nurture programs have ignored the reality of how buyers work together. Buyers work as a group to make a unified decision. As organizations embrace the reality of buying groups, demand programs must change from focusing on individuals to opportunities. The new B2B Revenue Waterfall needs demand programs to get new opportunities into […]
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Blog

Demand Programs — Using Rules To Design Program Flows

Laura Cross October 7, 2021
Demand marketers need a scalable and repeatable process to support buying group needs while in a demand program. Demand programs have program objectives with corresponding program plays to get and move opportunities with connected buying group members through the B2B Revenue Waterfall. Demand program plays are different types of programs to support demand program objectives of activate, […]
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Blog

What’s Next In B2B Content? Five Important Focus Areas For 2022

Christine Polewarczyk October 7, 2021
Content is the backbone of the buyer's journey and the customer experience. Keep it strong with these five best practices.
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Planning Assumptions 2022

Discover the trends that will define B2B leaders' priorities in 2022 and learn what it will take to capitalize on them. Explore our guides, blog posts, podcasts, and more.

Blog

Moving From A Lead-Centric To A Buying-Group Focus Is Key To Demand And ABM Success

Laura Cross October 7, 2021
As demand and account-based marketing (ABM) leaders look to lay new foundations in 2022, a focus on buying groups and intuitive, highly contextualized experiences will be critical.
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Webinar

2022 Priorities & Planning: EMEA B2B Marketing Leaders

Join our top analysts in an upcoming complimentary webinar that will help you capitalise on opportunities and direct your planning efforts for 2022.
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Blog

How B2B Marketing Executives Can Plan For Unpredictable Weather

Nick Buck October 6, 2021
Though the forecast for 2022 remains unsettled, B2B marketing leaders can take decisive steps to set themselves and their teams up for success.
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Blog

Sales enablement should be a key part of your virtual event strategy

Conrad Mills October 6, 2021
On the surface rugby league and rugby union appear very similar sports and casual observers would expect players to be able to move seamlessly from one ‘code’ to the other. However, there are many important differences. For example, the rules in rugby union are more complex game meaning that players must ‘think’ more during a […]
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Blog

In 2022, Channel Marketers Must Prioritize Customer And Partner Value

Kathy Contreras October 4, 2021
A focus on enhancing partner experience and generating customer value are key to channel marketing success in the year ahead.
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The Six Elements Of A Meaningful Marketing Plan

Without the right inputs, a marketing annual plan may simply be a list of tactics. Learn how to build a plan that drives business value.

Blog

The Buyer’s Journey Is The Portfolio Marketer’s Key To Planning For 2022

Barbara Winters October 4, 2021
Understanding how today's buyers gather information and being ready to educate and engage with them, wherever they are, is more important than ever.
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Blog

The Keys To Better Post-Sale Customer Relationships In 2022

Amy Bills October 1, 2021
Existing customers account for more than three-quarters of annual revenue for B2B organizations, Forrester data shows. Find insights to deepen customer relationships in our "B2B Customer Engagement: Planning Assumptions 2022" report.
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Blog

Marketing Operations Wears Many Hats: Find The Best Fit For 2022

Cristina De Martini September 30, 2021
Where should you focus your efforts in 2022 to deliver the best possible customer experience and better organizational performance? Start with these five areas.
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