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  • Enterprise Collaboration
  • B2B Marketing

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The Enterprise Collaboration Playbook For 2018

Gain A Competitive Advantage Through Enterprise Collaboration

Many of today's collaboration technology initiatives fall well short of their transformational potential. But a properly executed enterprise collaboration strategy engages employees and connects...

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  • For B2B Marketing Professionals

    Report

    Report Forrester Data Global Business Technographics® Applications and Collaboration Workforce Survey, 2016: Overview

    A Business Technographics Presentation
    March 29, 2017 | Phillip Hannafin

    This report is an overview of the Forrester Data Global Business Technographics® Applications And Collaboration Workforce Survey, 2016. It analyzes broad patterns among information workers across...

  • For B2B Marketing Professionals

    Report

    Report Overhaul Sales Training To Win And Retain More Customers

    Replace 20th-Century Training With Modern Sales Learning Methods And Technology
    March 5, 2015 | Mark Lindwall

    Digitally empowered buyers are a growing force in the age of the customer, putting pressure on B2B salespeople to learn and use new competencies in order to continue winning sales. Sales enablement...

  • For B2B Marketing Professionals

    Report

    Report How Customer Activation Better Wins And Serves Business Buyers

    January 2, 2015 | Laura Ramos, Rob Koplowitz

    Customer-activated enterprises are firms that turn every customer interaction into new ways to differentiate experiences, deliver value, and capture value. Since marketing benefits the most when...

  • For B2B Marketing Professionals

    Report

    Report Improve Sales Hiring With Better Use Of Technology And Analytics

    December 18, 2014 | Mark Lindwall

    To keep pace with the growing expectations of executive decision-makers and other people involved in buying business products and services, sales enablement professionals must improve their...

  • For B2B Marketing Professionals

    Report

    Report The Millennial Workforce Effect On SMB Technology Utilization

    SMB Millennials "Out-Tech" Even Their Enterprise Peers
    June 4, 2012 | Tim Harmon

    It is well understood that the entrée of the Millennial generation into the workforce is having a profound effect on businesses' technology decision-making and utilization. What is less well known...

  • For B2B Marketing Professionals

    Report

    Report Top-Performing Tech Marketers Use Webinars As A Portal To The Buyer's Journey

    Webinars Can Impact The Awareness Phase Even More Than Product Selection
    November 10, 2011 | Peter O'Neill

    Webinars are now a favored communications vehicle for tech marketers. The most successful tech marketers do more than just "create webinars" and demonstrate products; they position these events in...

  • For Sales Enablement Professionals

    Report

    Report Demand Insights: The SMB Software Market 2011

    SMBs Exhibit A Broad Adoption Profile, But Growth Is Being Stunted By The Credit Crunch
    October 25, 2011 | Tim Harmon

    For most software categories, tech marketers once considered the small to medium-size business (SMB) market to be "software non grata." Their assumption was that most SMBs supported their...

  • For Sales Enablement Professionals

    Report

    Report Adapt Your Messaging And Campaigns For A Changing Workforce

    Information Workers Are A New Buying Center For Enterprise Technology
    September 23, 2011 | Peter O'Neill

    Forrester proposed changing the term IT to BT several years ago to reflect the fact that information technology was now so pervasive to businesses that decision-making around the necessary...

  • For B2B Marketing Professionals

    Report

    Report Hosting Service Providers — Cloud Partners Or Competitors?

    The Tug-Of-War Between Vendor SaaS And Channel Partner Hosting
    April 21, 2011 | Tim Harmon

    A lot of tech vendors — and channel partners — are struggling to define channel partner roles in the cloud services demand chain. On-premise technology variants are starting to lose traction in...

  • For B2B Marketing Professionals

    Report

    Report Demand Insights: The SMB Software Market 2010

    Small And Medium-Size Businesses Are Defying Gravity
    August 9, 2010 | Tim Harmon

    Small and medium-size businesses (SMBs), like their enterprise brethren, are shifting their technology focus from IT to business technology (BT). As their focus on business solutions — as opposed...

  • For Sales Enablement Professionals

    Report

    Report Target The Right Role In IT For Different Software Conversations

    July 10, 2009 | Emily Van Metre, Ellen Carney

    CIOs, executives in IT, and managers of IT are responsible for different types of initiatives and have different priorities. To have the most effective sales conversation, tailor your conversation...

  • For B2B Marketing Professionals

    Report

    Report Hot Banking Tech Companies To Watch In 2009: Q2 Update

    June 17, 2009 | Ellen Carney

    The banking industry continues to suffer from the global recession and backlash from last fall's financial crisis. While it's tempting to believe that bank-related technology investment is dead,...

  • For B2B Marketing Professionals

    Report

    Report Demand Insights: The SMB Software Market

    Where Small And Medium-Size Businesses Are Investing
    June 15, 2009 | Tim Harmon

    Small and medium-size businesses' (SMBs') software priorities, investment levels, vendor relationships, buying processes, and use of IT differ significantly from large enterprises'. Technology...

  • For Sales Enablement Professionals

    Report

    Report Effective Customer Reference Management Anchors B2B Community Marketing Efforts

    May 27, 2009 | Laura Ramos

    Customer references validate product claims and streamline the sales process, both vital activities in business-to-business (B2B) marketing. Yet, even as program budgets grow and reference pools...

  • For Sales Enablement Professionals

    Report

    Report Predictions 2009: Economic Trends Will Set The Tone For Technology Marketers

    December 23, 2008 | Emily Van Metre, Jennifer Belissent, Ph.D., Laura Ramos

    2008 was an eventful year, marked by a recession, the collapse of major financial institutions, and record unemployment. Next year will bring many challenges for technology marketers as they work...

  • For Sales Enablement Professionals

    Report

    Report How To Make B2B Webinars Deliver Better Leads

    Planned Pre-Show And Follow-Up Communications Are The Key
    August 25, 2008 | Laura Ramos

    As technology and business-to-business (B2B) marketers replace traditional offer-response strategies with community marketing practices to embrace adopter community issues and values, Webinars will...

  • For Sales Enablement Professionals

    Report

    Report IT Management Software Vendors: Cover Your SaaS As Web 2.0 Comes Nearer

    March 7, 2008 | Peter O'Neill

    The expansion of the software-as-a-service (SaaS) business model appears to be inevitable. It is both Web 2.0 and business technology (BT) and reflects the wishes of business users to have more...