Search Results

• Webinar What We See Coming For Channels, Partnerships, And Ecosystems In 2021

  Wednesday, March 10, 2021, 1:00 p.m.-2:00 p.m. Eastern time (18:00-19:00 GMT) | Jay McBain

  We are in the middle of a major transformation of how companies go to market — in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next five...

• Report The Future Of Distribution

  Use Platforms Of Distribution To Bring New Outcomes To New Buyers

  February 23, 2021 | Joe Cicman, Jay McBain

  Traditional distribution faces obsolescence as buyers seek closer relationships with vendors. Distributors evolved over decades to buy time — adding value via fulfillment, credit facilities,...

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  Webinar B2B Sales Predictions 2021

  December 2, 2020 | Mary Shea, PhD, Laura Ramos, Jay McBain

  This is your chance to engage directly with the analysts who made our 2021 predictions for B2B Sales. During this conversation between our analysts — and with you — we dive into the...

• Report The Forrester Tech Tide™: Channel Software, Q2 2020

  Seven Technologies Underpin Channel Software

  June 25, 2020 | Jay McBain

  Channel software is increasingly critical to firms' ability to win, serve, and retain their customers and partners. To accelerate performance of their partnerships and channel ecosystems, companies...

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  Webinar Understanding Ecosystems And The Trifurcating Partner Channel

  April 29, 2020 | Jay McBain

  We are in the middle of a major transformation of how companies go to market — in fact, 76% of business leaders agree that current business models will be unrecognizable in the next five...

• Report The Forrester Wave™: Through-Channel Marketing Automation, Q2 2020

  The 13 Providers That Matter Most And How They Stack Up

  April 20, 2020 | Jay McBain, Lori Wizdo

  In our 24-criterion evaluation of through-channel marketing automation (TCMA) providers, we identified the 13 most significant ones — Ansira, Aprimo, BrandMuscle, Distribion, E2open, Impartner,...

• Report New Partners Won't Thrive In Current Channel Programs

  Augment Tiered Precious-Metal Schemes By Investing In Programs Tuned To Nonreselling Partners

  March 23, 2020 | Jay McBain

  B2B marketers and channel professionals must understand that the tiered precious-metal program, while useful for traditional resell-based partners, doesn't effectively serve new ecosystem partners...

• Report Unlocking The Power Of Partner Ecosystems Demands Powerful Measurement

  Build A Holistic Set Of Metrics And KPIs That Accurately Reflect Channel Effectiveness

  March 17, 2020 | Jay McBain

  Today's increasingly complex channel environment means once-reliable partner performance measurements such as revenue tiers, profit contribution, certifications, and customer satisfaction surveys...

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  Webinar B2B Marketing And Sales Predictions 2020: A Conversation With The Analysts Who Made Them

  Accelerating Response To The Great Expectations For The B2B Buying Experience

  December 18, 2019 | Steven Casey, Jay McBain, Laura Ramos

  If you’ve read the blog or press coverage about our predictions for 2020, or even if you haven’t, this is your chance to engage directly with the analysts who made them. During this...

• Report Now Tech: Channel Onboarding, Q4 2019

  Forrester's Overview Of 30 Channel Onboarding Providers

  November 11, 2019 | Jay McBain

  You can use channel onboarding to improve channel revenue as well as partner relationships and loyalty, which correlate to the long-term success of partnerships and require personalized education,...

• Report Predictions 2020: B2B Marketing And Sales

  Accelerating Response To The Great Expectations For The B2B Buying Experience

  October 29, 2019 | Caroline Robertson, Steven Casey, Jay McBain

  We are approaching the end of the first half of the age of the customer. Over the past decade, we've seen business buyers become increasingly self-reliant and self-directed. But we're now seeing...

• Report Succeeding With An Increasingly Bifurcated Channel Requires Advanced Automation

  Automate Manual Processes And Adopt Human-Centric Approaches To Drive Channel Scale

  October 9, 2019 | Jay McBain

  Channel professionals want to talk about expanding their partner programs and building broad ecosystems, but the truth is that many of their basic program and channel management processes are still...

• Report Partner-Based Marketing Accelerates Elusive Shadow Channel Engagement

  Model Your Partner-Based Marketing Program After ABM Best Practices

  May 22, 2019 | Steven Casey, Jay McBain

  Today's empowered B2B customers demand a new level of specialization and sophistication from third-party firms that assist them. Choosing the wrong partners can have dire consequences on your...

• Report Now Tech: Channel Incentives And Program Management, Q1 2019

  Forrester's Overview Of 21 Channel Incentives And Program Management Providers

  March 26, 2019 | Jay McBain

  You can use channel incentives to improve indirect sales performance, orchestrate partners' behavior, and engender channel loyalty. But to realize these benefits, you'll first have to select from a...

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  Webinar Predictions For The Technology Channel In 2019

  March 14, 2019 | Jay McBain

  We have seen more disruption in the channel in the past 18 months than we saw in the past 37 years combined. Explore six major trends shaping indirect sales channels and strategy over the next...