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  • For eBusiness & Channel Strategy Professionals

    Report

    Report Measuring Up: Benchmarking Your B2B eCommerce Performance

    Benchmarks: The B2B eCommerce Playbook
    January 12, 2018 | John Bruno

    In the age of the customer, B2B companies must know where they're performing and underperforming with their clients. Once again, Forrester partnered with Internet Retailer to survey B2B digital...

  • For CIO Professionals

    Report

    Report Vendor Landscape: B2B Business Networks, 2017 To 2018

    Leaders Exploit Scope And Scale, While Competitors Push Collaboration And Specialization
    November 15, 2017 | Andrew Bartels

    Business networks play a key role in the age of the (business) customer, underpinning B2B eCommerce; connecting buyers and suppliers to exchange purchase orders (POs), invoices, and supply chain...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Organize And Staff For B2B Digital Transformation

    Organization: The B2B eCommerce Playbook
    November 7, 2017 | John Bruno

    Today's B2B eCommerce organizations must balance executing on a digital strategy with transforming a business. Individually, each priority represents a difficult challenge. Combined, they represent...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Driving Customer Engagement With B2B Ratings And Reviews

    Processes: The B2B eCommerce Playbook
    November 7, 2017 | John Bruno

    Few B2B companies doubt the value of having ratings and reviews on their websites. But developing and offering any feature comes with a price. This report shows how B2B digital business...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Use Forrester's Digital Maturity Model To Evaluate Your B2B Digital Progress

    Assessment: The B2B eCommerce Playbook
    September 26, 2017 | Andy Hoar

    With the B2B C-suite increasingly demanding that companies make more informed digital investment decisions, B2B digital professionals are now closely measuring their progress and benchmarking their...

  • For CMO Professionals

    Report

    Report Forrester Data: Commerce Platform Technology Forecast, 2016 To 2021 (Global)

    ForecastView Document
    September 25, 2017 | Jennifer Adams, Andy Hoar

    eCommerce is critical for companies, both to acquire new customers and to grow existing customer relationships. Enterprise commerce suites support basic capabilities like running an online catalog,...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report B2C Sets The Standard For B2B

    Road Map: The B2B eCommerce Playbook
    September 8, 2017 | Andy Hoar

    Science-fiction writer William Gibson once said, "The future has already arrived; it's just not evenly distributed yet." Some B2B enterprises have been selling online for years, but most are new to...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Create A B2B eCommerce Plan That Wins Over Customers, Partners, And Colleagues

    Strategic Plan: The B2B eCommerce Playbook
    September 8, 2017 | Andy Hoar

    Building a world-class B2B eCommerce business requires that digital business professionals define and prioritize key issues, allocate scarce resources, and avoid costly missteps. This report...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Make Your B2B Business A Digital Business

    Executive Overview: The B2B eCommerce Playbook
    September 1, 2017 | Andy Hoar

    New forms of digital customer engagement are transforming B2B businesses, forcing B2B digital business strategy professionals to fundamentally rethink how they go to market — from the customers...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report The Forrester Wave™: B2B Commerce Suites For Midsize Organizations, Q3 2017

    The 11 Providers That Matter Most And How They Stack Up
    August 31, 2017 | Andy Hoar

    In our 35-criteria evaluation of B2B commerce suite providers, we identified the 11 most significant vendors — BigCommerce, CloudCraze, Episerver, Handshake, Insite Software, Intershop, Magento...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Get Your B2B eCommerce Metrics Right

    Performance Management: The B2B eCommerce Playbook
    August 23, 2017 | Andy Hoar

    B2B companies face a daunting yet critical task: accurately measuring and reporting the impact that digital channels have on sales, service, loyalty, and operations. This report outlines how...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report The Case For Omnichannel B2B

    Business Case: The B2B eCommerce Playbook
    August 11, 2017 | Andy Hoar

    Omnichannel business-to-business (B2B) buyers are more active, generate more incremental revenue, and cost less to serve than single-channel customers. But as customer expectations rise, B2B buyers...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Improve B2B eCommerce Execution By Using ACTIVE Strategies

    Continuous Improvement: The B2B eCommerce Playbook
    July 20, 2017 | Andy Hoar

    B2B eCommerce organizations know that having a vision alone does not guarantee success. The devil is in the details and the hard work associated with executing on solid, actionable strategies. This...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report US B2B eCommerce Will Hit $1.2 Trillion By 2021

    Landscape: The B2B eCommerce Playbook
    June 5, 2017 | Andy Hoar

    Forrester estimates that B2B eCommerce will reach $1.2 trillion and account for 13.1% of all B2B sales in the US by 2021. At the end of 2017, Forrester expects eCommerce to reach $889 billion and...

  • For Application Development & Delivery Professionals

    Report

    Report The Forrester Wave™: eProcurement, Q2 2017

    Coupa, Basware, SAP Ariba, Zycus, And GEP Are Leaders For Buy-Side B2B eCommerce Platforms
    May 30, 2017 | Duncan Jones

    Enterprises are increasingly implementing eProcurement platforms to enable employees to buy what they need quickly, safely, and cost-effectively. This report will help an application development...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report It Takes A Village To Deliver World-Class B2B Commerce

    Tools And Technology: The B2B eCommerce Playbook
    May 1, 2017 | Andy Hoar

    Producing an effective B2B eCommerce technology strategy is like planning for a successful journey: You need a good map, a proper guide, and the right tools. In the age of the customer, B2B digital...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Death Of A (B2B) Salesman: Two Years Later

    Vision: The B2B eCommerce Playbook
    March 29, 2017 | Andy Hoar

    Two years after forecasting that 1 million B2B salespeople would be displaced by 2020, Forrester sees B2B buyers both accelerating their shift to self-serve and demanding higher-quality...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report The Forrester Wave™: B2B Commerce Suites, Q1 2017

    The 11 Providers That Matter Most And How They Stack Up
    March 24, 2017 | Andy Hoar, Anjali Yakkundi

    In our 35-criteria evaluation of B2B commerce suite providers, we identified the 11 most significant vendors — Apttus, CloudCraze, Episerver, IBM, Insite Software, Intershop, Magento, Oracle...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Realign B2B Channels For A Post-Disruption World

    Buyer Journeys Dictate Dismantling And Reconstructing B2B Channel Ecosystems
    March 7, 2017 | Andy Hoar

    As B2B customers demand frictionless buy flows, global competition erodes margins, and manufacturers crave direct customer engagement, layers of middlemen are under pressure to evolve — or die....

  • For eBusiness & Channel Strategy Professionals

    Report

    Report A Brand New Day In B2B Commerce

    The Time Has Come For Brands To Rethink Their Deference To The Traditional Channel
    March 7, 2017 | Andy Hoar

    B2B brands that do not sell direct are disappointing customers and leaving money on the table. New research shows that B2B buyers want to engage directly with brands, which is calling into question...

  • For Application Development & Delivery Professionals

    Report

    Report B2B Commerce Needs A Mobile Mindshift

    Mobile Apps Can Be A Catalyst for Change In Enterprise Commerce — If AD&D Leaders Design Them Correctly
    January 31, 2017 | Duncan Jones

    Why are there so few good mobile apps for business-to-business (B2B) eCommerce? Neither of the two Bs in B2B is currently doing enough to support mobile, employee-driven purchases. People who need...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Forrester Data B2B eCommerce Forecast, 2016 To 2021 (US)

    ForecastView Spreadsheet
    November 3, 2016 | Susan Wu

    Business-to-business (B2B) eCommerce continues to evolve and expand aggressively for certain industries and products. The US B2B eCommerce market is worth approximately $829 billion today, and we...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report B2B eCommerce: A Trillion Dollars For The Taking

    July 26, 2016 | Andy Hoar

    This report outlines the landscape that B2B digital business professionals face as they attempt to capture their piece of what Forrester forecasts will be a $1.13 trillion market by 2020. Forrester...

  • For B2B Marketing Professionals

    Report

    Report Gauge Your L2RM Progress And Success

    Benchmarks: The Lead-To-Revenue Playbook
    May 10, 2016 | Lori Wizdo

    B2B marketers implementing a lead-to-revenue (L2R) process for the first time, or expanding their L2R program, often feel they are navigating uncharted waters — but they're not alone! B2B marketers...

  • For Application Development & Delivery Professionals

    Report

    Report Best Practices: Uncover The Full Potential Of B2B Order Management

    April 22, 2016 | Duncan Jones

    B2B order management (B2B OM) platforms link complex portfolios of order capture and execution applications. It's a foundation of digital transformation and B2B eCommerce for federated global...

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