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  • Report Research Overview: Online Marketplaces

    A Guide To Buying, Selling, And Creating Market Leverage Via Everyone's Favorite Digital Platform Business Model
    August 17, 2020 | Allen Bonde, Caleb Ewald

    Online marketplaces aren't a new idea. Yet over the past few years, they have (re)emerged as a preferred channel for consumers, small businesses, and a growing number of enterprise buyers. For...

  • Report The Democratization Of B2B Sales

    Talent Wins Games, But Teamwork And Intelligence Win Championships
    August 3, 2020 | Mary Shea

    As pre-COVID and COVID-accelerated trends come together, industries, business models, and sales strategies will be disrupted. B2B sales leaders who seize the moment will abandon traditional seller...

  • Report Forrester Infographic: The State Of Better And Best Practices In B2B Marketing

    Landscape: The B2B Marketing Playbook
    July 28, 2020 | Lori Wizdo, Meredith Cain

    Marketers at high-growth B2B companies demonstrate similar strategies and tactics that set them apart from their peers at companies with average or subpar performance. While there is no "paint by...

  • Report The 3D Connected Consumer In 2020

    The Combination Of Devices, Platforms, And Channels Redefines How Connected Consumers Are
    July 22, 2020 | Julie Ask, Erin Sellers

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

  • Report How To Partner With Early-Stage Martech Providers

    The Risks And Rewards Of Working With Emerging Vendors
    July 7, 2020 | Joe Stanhope, Sarah Dawson

    Early-stage marketing technology (martech) vendors can deliver marketers unique benefits including differentiated solutions, access to new technology, and influence over future product development....

  • Report Microsegmentation Yields Contextual Customer Experiences That Convert

    Strategic Plan: The B2B Marketing Playbook
    June 30, 2020 | Lori Wizdo

    Segmentation is the bedrock of B2B marketing campaigns. Marketers use segmentation to partition their databases and plan interactions with key audiences. But B2B marketers must rethink segmentation...

  • 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...

  • Report Messaging In The Time Of COVID-19

    Generate More Than Sympathetic Communications To Give B2B Customers The Confidence To Survive And Thrive
    June 16, 2020 | Laura Ramos, Meredith Cain

    Communicating your company's response to the coronavirus pandemic requires more than expressing sympathy or reinforcing your philanthropic efforts. Meaningfully supporting and creating value for...

  • Report The Forrester New Wave™: SaaS Marketplaces, Q2 2020

    The Eight Providers That Matter Most And How They Stack Up
    June 11, 2020 | Liz Herbert

    In Forrester's evaluation of the emerging market for software-as-a-service (SaaS) marketplaces, we identified the eight most significant providers in the category — Adobe, ADP, Alibaba, Amazon Web...

  • Report The Forrester New Wave™: ABM Platforms, Q2 2020

    The 14 Providers That Matter Most And How They Stack Up
    June 9, 2020 | Steven Casey

    In Forrester's evaluation of the emerging market for account-based marketing (ABM) platforms, we identified the 14 most significant providers in the category — 6sense, Demandbase, Dun & Bradstreet,...

  • Report Now Tech: Sales Enablement Automation, Q2 2020

    Forrester's Overview Of 32 Sales Enablement Automation Providers
    May 27, 2020 | Laura Ramos, Mary Shea

    You can use sales enablement automation (SEA) to give sellers more time to sell, improve their effectiveness and relevance with buyers, and acquire and apply the best buyer-facing skills. But to...

  • Report The Forrester Wave™: B2B Commerce Suites, Q2 2020

    The 13 Providers That Matter Most And How They Stack Up
    May 19, 2020 | Joe Cicman, Emily Pfeiffer

    In our 29-criterion evaluation of B2B commerce suites providers, we identified the 13 most significant ones — Adobe, Apttus, BigCommerce, commercetools, Elastic Path Software, Episerver, Insite,...

  • Report Weigh The Pros And Cons Of 11 Emerging Marketing Channels

    May 11, 2020 | Collin Colburn, David Novitzky

    Emerging channels provide value to consumers and opportunities for marketers, but which ones should marketers invest in? This report looks at eleven channels, but before spending money on any of...

  • Report Now Tech: SaaS Marketplaces, Q2 2020

    Forrester's Overview Of 12 SaaS Marketplace Providers
    May 5, 2020 | Liz Herbert

    You can use software-as-a-service (SaaS) marketplaces to streamline SaaS buying, simplify contracting and vendor management, and reduce risk by doing pre-vetting of solutions. But to realize these...

  • Report What B2B Buyers Crave

    Modern B2B Buyers Expect To Be Treated As Partners, Not Targets
    May 4, 2020 | Steven Casey, Lori Wizdo

    The evolving environmental factors driving fundamental changes in B2B buyers' behavior have reached an inflection point — and now pose an existential threat to all organizations. It's more than a...

  • Report Credible Empathetic Content Wins Over Elusive B2B Buyers

    Four Practices Deliver Value And Engage Your Buyers' Attention
    April 30, 2020 | Laura Ramos

    Self-sufficient and digitally adept business buyers are tired of wading through piles of marketing and sales content that isn't helpful or interesting. B2B marketers need to step away from...

  • Report The Rise Of The Subscription Business Model

    How Customer-Obsessed Firms Can Reinvent Their Business Model And Move Their Offering Value Closer To Customers
    April 22, 2020 | Dan Bieler

    The subscription model presents new opportunities for businesses to enhance the value of their offerings as they become more embedded in the changing context of their clients' customer journeys....

  • Report How 29 Companies Adjusted Policies To Help Customers During The COVID-19 Outbreak

    Creating New Standard Operating Practices For Business As Unusual
    April 21, 2020 | Judy Weader, Rick Parrish

    Crisis reveals character. Right now, businesses are showing their character as they respond to unprecedented change in near real time. As governments order whole sectors to shut down, customer...

  • 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 Forrester Infographic: Master Emerging B2B Marketplaces

    April 15, 2020 | Allen Bonde, Caleb Ewald

    Alibaba and Amazon have disrupted B2B commerce across industries, demonstrating the reach and impact of large-scale, online marketplaces. In an age where competition is fierce, the (re)emergence of...

  • Report The Forrester New Wave™: Digital-First Customer Service Solutions, Q2 2020

    The 13 Providers That Matter Most And How They Stack Up
    April 13, 2020 | Kate Leggett

    In Forrester's evaluation of the emerging market for digital-first customer service, we identified the 13 most significant providers — [24]7.ai, Astute, Comm100, Conversocial, eGain, Glia,...

  • Report Customer Marketing Elevates B2B Post-Sale Experiences And Buyer Value

    Raise Your Customer Marketing Game To Win Customers' Hearts And Wallets
    March 31, 2020 | Laura Ramos

    Post-sale marketing activity often plays second fiddle to product marketing, demand generation, and branding. Now, subscription-based business models make keeping and growing customers essential....

  • 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 The Forrester Wave™: Sales Training And Services, Q1 2020

    The Nine Providers That Matter Most And How They Stack Up
    March 17, 2020 | Mary Shea

    In our 28-criterion evaluation of sales training and services providers, we identified the nine most significant ones — Baker Communications, Challenger, Corporate Visions, Force Management, IMPAX,...

  • 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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