B2B Marketing
B2B marketing is increasingly expected to deliver the level of experience buyers are used to having as consumers. Success depends on marketers adapting — and quickly. Explore our B2B marketing insights to stay ahead.
Insights
Blog
Beyond The Metrics: How B2B Marketing Pros Should Use Storytelling Techniques To Communicate Value
To truly resonate with stakeholders, B2B CMOs and other marketing leaders must do more than recite KPIs off their dashboards. They need to tell a compelling story. Learn more about Forrester’s five-step framework to help CMOs and marketing leaders craft compelling, data-informed narratives that elevate their role and marketing’s contribution.
Blog
Is AI Coming For Your Team Next? How AI Hype Is Becoming The Hot Layoff Excuse
AI is giving executives the perfect justification for workforce reductions that they’ve been planning all along. Yet many business leaders don't believe that AI is a replacement for employees, our survey data shows. For organizations and workers to survive this shift, the strategy isn’t about fighting AI — it’s about documenting real value, tracking revenue contributions, and building data-driven cases that prove that human judgment, creativity, and relationship management remain irreplaceable.
Capture & Prove Marketing’s True Value Beyond Sourcing Metrics
Download our measurement toolkit to discover demand performance indicators and metrics to reveal marketing’s real business impact across complex buyer journeys.
Blog
B2B Marketing Budgets 2026: Markets Are Volatile, But Planning Needn’t Be
Optimism about budget growth is high among B2B marketing leaders — but so is the pressure to deliver results. Focusing on resilience, changing buyers, and strategic use of AI will help these senior leaders thrive in an unpredictable climate.
Blog
Budget Boom Or Budget Bust? Be Ready For Both In 2026
Though volatility has tempered budget expectations, business and tech leaders should prepare for the unexpected. Forrester’s 2026 Budget Planning Guides can help you make the right strategic moves this budget planning season.
Blog
B2B Brand Measurement Is Broken, But There’s A Way To Fix It
While marketing teams chase “performance marketing” metrics, conversion rates, and launch plans, arguably the biggest growth engine for your business overall — your brand — is being neglected, misunderstood, and (very likely) grossly undervalued.
Blog
What Can I Do To Appear In Zero-Click Search?
Hint: Be mindful of the shift from source authority to a balance between authority and authenticity. Also, recognize that success will take a holistic, cross-team effort.
Podcast
Fear In B2B Buying, Future Of Experiences, Cisco Live Recap
In this episode of What It Means, we dig into fear as a motivator in the B2B buying process, the human-centric future of digital experiences, and what CISOs need to know coming out of Cisco Live.
New For 2026! B2B Marketing Budget Planning Guide + Workbook
Get our new budget planning guide for benchmarks and tools to help you adjust your 2026 marketing budget to boost buyer networks, drive engagement, and make your brand stand out to buyers and AI.
Blog
Continued Growth In Scale And Complexity: The State Of Partner Ecosystems In 2025
Get three key takeaways from Forrester’s recent Partner Ecosystem Marketing Survey in this preview of a new report.
Blog
A B2B CMO’s Imperative To Drive Growth: Champion Revenue Process Transformation
According to Forrester’s Marketing Survey, 2025, only 21% of marketing leaders report that a “transition from lead-focused efforts to buying groups and opportunity management” is among the most important priorities for their marketing strategy in the next 12 months. But with buyers becoming more autonomous, buying groups increasingly more complex, and customer expectations higher than […]
Blog
B2B Marketers: Are You Getting Everything You Can Out Of Intent Data?
Most B2B organizations are making investments in intent data, but many still struggle to understand its impact in the sales pipeline. Not only do most experience challenges with leveraging intent in the B2B Revenue Waterfall™, but they also fail to leverage intent data fully across the opportunity lifecycle and the broader organization. By only applying […]
Blog
How To Evaluate Intent Data Providers
While most B2B organizations have an established process for evaluating traditional data providers, many have less practice in the evaluation of second- and third-party intent sources. The diversity of collection methodologies, complexity of keyword mapping, and rapid decay of insight value present unique challenges for comparing providers of these data types. Balancing Insight Potential, Data […]
Podcast
TV Options For B2C, GenAI For CRM, Data Centers Go Nuclear
From pickleball to nuclear energy, this week’s episode covers a lot of ground. Listen in as Forrester analysts put three recent business headlines into context for sales, marketing, and technology leaders.
Apply For Forrester's 2025 B2B EMEA Awards — Deadline 28 July
Apply for the 2025 B2B awards! Show off your excellence in alignment and framework use for performance gains. Winners earn recognition, exclusive perks, and access to our B2B Summit.
Blog
Ask Again Later? No Thanks — The Future Of Customer Success Is Now
It’s no longer about customer happiness or satisfaction — it’s about anticipating needs, enabling value, and fostering long-term growth. Learn about the smarter, more strategic approaches CS teams should embrace.
Blog
Why “Performance Marketing” Falls Short
Many B2B organizations overrotate toward marketing tactics that engage buyers long after they have formed preferences. Instead, they must try to influence buyers before they enter a purchasing process.
Blog
Seven Launch Best Practices To Drive The Results You Want
With clients struggling to nail their product launches recently, I thought it might be helpful to summarize a webinar I participated in a few months ago called Captain Your Launch: Mastering B2B Product Launches. Host Rowan Noronha was joined by Julien Sauvage, Tamara Grominsky, and myself. We covered the gamut on launches, sharing our experiences, […]
Blog
AI, Assistants, And Analytics: What Stood Out At Cvent CONNECT 2025
I’ve just finished reviewing the product announcements from this year’s Cvent CONNECT, and there was a lot to digest. AI was the big story with the launch of CventIQ, a suite of integrated AI capabilities across the entire Cvent ecosystem. Rather than present Cvent IQ as a standalone product, the team looked at it through […]
Blog
Will Zero-Click Search Kill My B2B Website?
In the fall, we announced that B2B buyer adoption of generative AI was outpacing expectations, with 89% of buyers using genAI in their buying process. Six months later, B2B providers are starting to see the impact in their metrics and facing urgent questions from their executive teams.
Master Your 2026 Budget With Our Ultimate Guides And Tools
Plan smarter to thrive in 2026! Access planning guides, workbooks, webinars, and resources to invest wisely, cut costs, and maximize your budget impact — even in uncertain times.
Webinar
Accelerate Reach, Authority, And Relevance With Third-Party Content
This is your chance to elevate your content performance and stay ahead in a rapidly changing landscape. Don’t miss out.
Blog
Cannes Lions 2025: The AI Challenge For Brands And Agencies
The marketing and advertising industry is gathering for a couple of days at the International Festival of Creativity in Cannes, France, from June 16 to June 20.
Podcast
Perplexity’s Strategy, B2B Influencers, Salesforce Buys Informatica
If there’s one constant in business today, it’s change. New partnerships, new strategies, and new risks are popping up in all areas. In this episode, we look at three major changes taking place in the B2C, B2B, and enterprise application spaces and tap our analysts for their guidance on how to manage these changes.
More posts