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  • Report The Forrester Retail Wave™: European Mobile Apps, Q4 2018

    Leading Retailers Are Raising The Bar On Functionality And User Experience
    October 23, 2018 | Michelle Beeson, Alex Causey

    As mobile becomes the dominant digital touchpoint, retailers must elevate their mobile experiences to win, serve, and retain loyal customers. To see how helpful apps are to customers, we evaluated...

  • Report Now Tech: B2B Analytics And Measurement Providers, Q4 2018

    Forrester's Overview Of 29 B2B Analytics And Measurement Providers
    October 18, 2018 | Allison Snow

    You can use B2B analytics and measurement solutions to gain insights, help grow the business, manage performance, and monitor customer health. But to access these benefits, you'll first have to...

  • Report Forrester Analytics: Online Holiday Retail Sales Forecast, 2018 (US)

    ForecastView Document
    October 15, 2018 | Susan Wu, Sucharita Kodali

    Forrester estimates that US online holiday sales will reach $151 billion in 2018, representing 14% growth over 2017. This 2018 forecast includes online holiday historical sales from 2008. It also...

  • Report The Forrester Wave™: B2B Marketing Automation Platforms, Q4 2018

    The Six Providers That Matter Most And How They Stack Up
    October 15, 2018 | Lori Wizdo

    In our 36-criteria evaluation of B2B marketing automation platform (MAP) providers, we identified the six most significant ones — Act-On Software, bpm'online, Marketo, Oracle, Salesforce, and SAP —...

  • Report Humanize B2B Insights With AI

    Three Ways To Boost Buyer Experiences With Empathy, Engagement, And Emotion
    October 4, 2018 | Allison Snow

    Your customers' technological superiority defines the age of the customer. Their source of power? The mighty mobile device — symbolic of their access to information. The main problem for firms? The...

  • Report Turn B2B Customer Goodwill Into Gold

    Use Four Advocate Marketing Personalities To Set Your Customer Engagement Strategy And Deliver Positive Outcomes
    October 3, 2018 | Laura Ramos, Matthew Camuso

    Creating disjointed customer programs to tactically address demands for references, evidence, and feedback ends up confusing customers, burning them out, or creating less-than-ideal experiences....

  • Report Demystifying The Language Of CX And UX

    Essential Definitions For Your Execs To Avoid Making Misguided Strategic Decisions About CX And UX
    October 2, 2018 | David Truog

    CX and UX pros can't go it alone — you need your colleagues to be onboard, to deliver the right experiences to your customers. The foundation for this is a shared understanding of what you're...

  • Report Convert B2B Customer Passion Into Value Through Advocacy

    Focus On People, Not Companies, To Increase Buyer Engagement
    September 28, 2018 | Laura Ramos, Matthew Camuso

    Peer testimony and validation are powerful B2B marketing tools. The growth in social, mobile, and subscription-based business models now make customer influencers even more important. Read this...

  • Report The Three C's Of Shadow Channel Recruitment

    Develop And Exercise Ideal Partner Profiles To Engage The Partners You Now Need
    September 26, 2018 | Jay McBain

    In our report "Death Of The Traditional IT Channel," Forrester defined new types of hyperspecialized shadow channels that successfully sell to the new B2B buyer. B2B channel and marketing leaders...

  • Report The Forrester Wave™: Sales Enablement Automation Platforms, Q3 2018

    The 12 Providers That Matter Most And How They Stack Up
    September 24, 2018 | Mary Shea

    In our 33-criteria evaluation of sales enablement automation platform providers, we identified the 12 most significant ones — Accent Technologies, Bigtincan, Brainshark, ClearSlide, ClientPoint,...

  • Report The Forrester Wave™: B2B Marketing Data Providers, Q3 2018

    The 12 Providers That Matter Most And How They Stack Up
    September 24, 2018 | Steven Casey

    In our 21-criteria evaluation of B2B marketing data providers, we identified the 12 most significant ones — Bombora, DataFox, DiscoverOrg, Dun & Bradstreet, Infogroup, InsideView, Leadspace, Orb...

  • Report The B2B Marketing Practice Is Halfway To Awesome

    Landscape: The Lead-To-Revenue Marketing Playbook
    September 17, 2018 | Lori Wizdo, Matthew Camuso

    Forrester introduced the term lead-to-revenue marketing (L2RM) in 2010 to describe a customer-centric business system for marketers whose offerings mandate a long, complex, or highly considered...

  • Report The Forrester Wave™: B2B Commerce Suites, Q3 2018

    The 12 Providers That Matter Most And How They Stack Up
    September 13, 2018 | John Bruno, Bruce Eppinger

    In our 33-criterion evaluation of B2B Commerce Suites providers, we identified the 12 most significant ones — Apttus, Episerver, Handshake, IBM, Insite Software, Intershop, Magento, Oracle,...

  • Report Measure These Six Things To Improve Revenue Performance

    Performance Management: The Lead-To-Revenue Marketing Playbook
    August 30, 2018 | Lori Wizdo

    The seminal idea behind lead-to-revenue management (L2RM) was the need to calibrate marketing activities and budgets to revenue generation. But creating a system to continuously improve the...

  • Report Three Waypoints On The Journey To B2B Marketing Transformation

    Road Map: The Lead-To-Revenue Marketing Playbook
    August 30, 2018 | Lori Wizdo, Matthew Camuso

    To engage the new business consumer, savvy B2B marketing leaders leverage their lifetime revenue marketing (LRM) initiative to drive the extraordinary change in marketing practice. Concurrent...

  • Report Optimize Revenue Results With An L2RM Business System

    Continuous Improvement: The Lead-To-Revenue Marketing Playbook
    August 30, 2018 | Lori Wizdo

    Companies that have implemented a managed lead-to-revenue (L2R) process are demonstrating results with about 30% better performance in marketing contribution to pipeline and revenue and 50% higher...

  • Report Get Your Revenue Marketing Transformation Off To A Fast Start

    Lessons Learned From L2RM Pioneers
    August 30, 2018 | Lori Wizdo

    After bagging impressive early wins, lead-to-revenue management (L2RM) pioneers have had difficulty sustaining ongoing improvement. To learn why, we analyzed the inquiries that B2B marketing...

  • Report B2B Consultant Sellers Reign In The 21st Century

    Empower Your Sellers With Strategic Tooling
    August 27, 2018 | Mary Shea

    B2B buyers prefer a self-guided journey. While simple commodity transactions can occur without direct sales interaction, more highly considered purchases require B2B marketing and sales leaders to...

  • Report Digital Transformation Case Studies: How 23 Companies Redesigned Their Business

    Examine Other Industries' Innovation Methods To Inform Your Transformation Strategy
    August 27, 2018 | Martin Gill

    Business leaders in every industry are launching initiatives to digitally transform their business. The task is daunting and has no clear path to success. Explore these 23 case studies —...

  • Report GDPR And The B2B Seller

    Keep Calm And Sell On
    August 27, 2018 | Lori Wizdo, Mary Shea, Matthew Camuso

    B2B companies are wrestling with the impact that new privacy regulations will have on seller behaviors and selling processes. They must rethink everything from the collection and storage of...

  • Report Modern B2B Buying Experiences Require A Singular Content Strategy

    Four Practices Align Marketing Content To Both Buyers And Sellers
    August 22, 2018 | Laura Ramos

    Sellers need marketing to support them with content that incorporates the same messages and insights to which buyers respond well. A single B2B content marketing strategy shared by marketing and...

  • Report Driving Customer Engagement With B2B Ratings And Reviews

    Processes: The B2B eCommerce Playbook
    August 20, 2018 | 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...

  • Report B2B Digital Sales Transformation: Three Global Leaders Share Best Practices

    Fuel Your Evolution With An Innovation Mindset
    August 14, 2018 | Mary Shea, Meredith Cain

    B2B marketing and sales leaders must transform their sales forces to keep pace with digitally oriented buyers. We gleaned best practices from three global digital sales leaders at Cisco Systems,...

  • Report Now Tech: Sales Performance Management Solutions, Q3 2018

    Forrester's Overview Of 15 Sales Performance Management Providers
    August 1, 2018 | Mary Shea

    You can use sales performance management (SPM) solutions to better align sales execution to your business strategy, to increase sellers' motivation and effectiveness, and to optimize business...

  • Report The 3D Connected Consumer

    The Combination Of Devices, Platforms, And Channels Redefines How Connected Consumers Are
    August 1, 2018 | Julie A. Ask, Gina Fleming, Adrian Chapman

    Historically, internet speed and device type have defined how connected consumers are. This representation is too simplistic today. Three dimensions — devices, platforms, and channels — now define...

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