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  • Sales Force Automation (SFA)

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  • For B2B Marketing Professionals

    Report

    Report Making Content Customizable Helps Both Sales And Marketing

    Get Off The Ad Hoc Content Treadmill And Embrace Bespoke Content
    April 26, 2017 | Steven Wright

    B2B marketers have a lack of visibility into methods for customizing content and manners in which sellers use it. By leveraging sales enablement automation (SEA) capabilities, sales enablement...

  • For Application Development & Delivery Professionals

    Report

    Report Five Ways To Cut The Risk Of Going All In With A Salesforce Customer Platform

    Salesforce Is Now A Major Platform For Digital Business — Don't Let Complexity Cut Its Value
    April 3, 2017 | John R. Rymer, Liz Herbert

    Salesforce is the most prominent choice for enterprises seeking a single platform for all things customer. The growing number of enterprises signing up to go all in with Salesforce as their...

  • For B2B Marketing Professionals

    Report

    Report Applying Sales Enablement Best Practices

    Reference Customers For The Sales Enablement Automation Systems Forrester Wave™ Reveal Lessons That They've Learned
    March 8, 2017 | Steven Wright, Jacob Milender

    In the first Forrester Wave on sales enablement automation (SEA) systems, we used 33 criteria to evaluate nine vendors. This report compiles the best practices, use cases, and struggles that SEA...

  • For Application Development & Delivery Professionals

    Report

    Report Prescriptive Advice: The Salesperson's Crystal Ball

    March 7, 2017 | John Bruno

    As B2B buyers continue to self-serve and conduct more research on their own, their expectations of salespeople continue to rise. To increase seller effectiveness and close the gap between buyers'...

  • For Application Development & Delivery Professionals

    Report

    Report Preparing For A Salesforce Negotiation

    Plan Ahead To Manage With This Fast-Growing, Strategic SaaS Partner
    February 15, 2017 | Liz Herbert, Mark Bartrick

    Salesforce is now a giant in the enterprise software space — with nearly 200,000 customers. The software-as-a-service (SaaS) behemoth now offers a comprehensive suite of solutions for the...

  • For B2B Marketing Professionals

    Report

    Report The Forrester Wave™: Sales Enablement Automation Systems, Q4 2016

    The Nine Providers That Matter Most And How They Stack Up
    December 6, 2016 | Steven Wright, Jacob Milender

    In our 33-criteria evaluation of sales enablement automation (SEA) systems providers, we identified the nine most significant ones — Brainshark, CallidusCloud, ClearSlide, KnowledgeTree, Mediafly,...

  • For Application Development & Delivery Professionals

    Report

    Report Vendor Landscape: SFA Solutions For The Evolved Sales Force

    SFA Vendors Are Finally Listening To The Needs Of Modern Sellers
    November 10, 2016 | John Bruno

    Many organizations don't realize the potential of their sales force automation (SFA) investments. They roll out these applications to increase transparency into sales activities and create sales...

  • For Application Development & Delivery Professionals

    Report

    Report How To Improve Your Top Line With Salesperson-Centric Software

    October 5, 2016 | John Bruno

    Unequivocally, the ultimate measures of success for companies revolve around converting more sales, maintaining higher margins, and lifting revenues. CRM, and more specifically sales force...

  • For Application Development & Delivery Professionals

    Report

    Report Brief: Find The Right Sales Efficiency-Effectiveness Balance

    September 28, 2016 | John Bruno

    Companies looking to drive revenue growth need to deliver the right tools to their salespeople. This means looking beyond just sales force automation (SFA) toward the greater, but congested, sales...

  • For B2B Marketing Professionals

    Report

    Report Brief: Six Sales Enablement Automation FAQs — And Three More That Should Be On Your List

    Across Industries And Roles, Organizations Are Embracing Sales Enablement Automation
    September 16, 2016 | Steven Wright

    B2B marketers across a variety of industry verticals and company sizes are charged with identifying the best solutions to enable their sales teams. While initial enablement efforts typically focus...

  • For Application Development & Delivery Professionals

    Report

    Report TechRadar™: The Extended Sales Force Automation Ecosystem, Q2 2016

    May 31, 2016 | John Bruno

    Buyers are attracted to sales force automation (SFA) software for its merits around providing consistent processes and transparency into activities, but these tools have done little to enhance the...

  • For B2B Marketing Professionals

    Report

    Report Brief: Five Keys To Sales Enablement Automation Success

    Set Yourself These Objectives When Implementing SE Automation
    May 23, 2016 | Steven Wright

    B2B marketers face an overwhelming array of sales enablement (SE) technologies that run across a broad spectrum of features and functionality. Five key areas, ranging from content management to...

  • For Application Development & Delivery Professionals

    Report

    Report Quantify The Business Value Of CRM

    Business Case: The CRM Playbook
    May 11, 2016 | Kate Leggett

    Customer relationship management (CRM) initiatives must not only be technically sound but must also answer this question: What will we get for our money? This report describes how application...

  • For CIO Professionals

    Report

    Report The Top Technologies For Your Business Technology Agenda, 2016

    The Top Business Technologies To Win, Serve, And Retain Customers Along Every Step Of Their Journeys
    May 10, 2016 | Ted Schadler

    Customer-obsessed firms are customer-led and insights-driven. They move fast rather than perfectly, and they are connected to serve increasingly powerful customers. CIOs wield a critical asset: the...

  • For Application Development & Delivery Professionals

    Report

    Report Breakout Vendors: Sales Content Management

    May 10, 2016 | John Bruno

    As B2B buyers have become more knowledgeable about the products they evaluate, they have higher expectations of the salespeople they interact with. Delivering the right content and messaging has...

  • For Application Development & Delivery Professionals

    Report

    Report Vendor Landscape: Configure-Price-Quote Solutions

    March 21, 2016 | John Bruno

    Businesses have changed the way they buy goods and services in the age of the customer, but they have done little to adapt the way they sell. Configure-price-quote (CPQ) vendors offer solutions to...

  • For B2B Marketing Professionals

    Report

    Report Vendor Landscape: Sales Enablement Automation

    A Multitude Of Solutions Focused On Seller Efficiency And Effectiveness
    March 21, 2016 | Steven Wright

    One measure of the market for sales enablement is the sheer number of vendors in the space. Another is the high average annual growth of 38% for 18 of those vendors surveyed. But measuring and...

  • For B2B Marketing Professionals

    Report

    Report Brief: Sales Enablement Automation Needs A Platform

    The Space Between Marketing And Sales Force Automation
    January 6, 2016 | Steven Wright

    In the age of the customer, managing and improving the customer experience is key to maintaining loyalty and increasing revenue whether you're business-to-consumer (B2C) or business-to-business...

  • For Application Development & Delivery Professionals

    Report

    Report CRM Sales Automation Software For Every User

    The Ecosystem Of Software Products Intent On Enabling Your Sales Teams Has Grown
    July 29, 2015 | Kate Leggett

    Sales organizations have traditionally used CRM sales force automation (SFA) software to track leads and opportunities and manage contacts, accounts, pipeline, and forecasts to increase the sales...

  • For Application Development & Delivery Professionals

    Report

    Report Brief: Salesforce Project Best Practices

    How To Work With Partners In Agile, Business-Centric Models
    June 30, 2015 | Liz Herbert

    Salesforce continues its dominance as a leading choice for cloud CRM and cloud platform for companies of all sizes. Salesforce projects are rising in scale, with many now exceeding $10 million per...

  • For Application Development & Delivery Professionals

    Report

    Report The Forrester Wave™: Salesforce Implementation Partners, Q2 2015

    The 13 Providers Best Suited For Larger, Transformational Salesforce Projects
    June 26, 2015 | Liz Herbert

    Salesforce — the behemoth of the software-as-a-service (SaaS) world — continues to expand into new solution areas, larger and more global deployments, and more strategic business...

  • For Application Development & Delivery Professionals

    Report

    Report Market Overview: Salesforce Services Partners

    Market Shakeout Changes The Provider Landscape
    May 14, 2015 | Liz Herbert

    Salesforce continues to grow at impressive rates, now boasting more than 140,000 customers and a wide solutions footprint spanning customer resource management (CRM), IT service management (ITSM),...

  • For Application Development & Delivery Professionals

    Report

    Report Brief: Five Trends To Watch When Provisioning Sales Software

    The Extended Sales Force Automation Market Converges With CRM Initiatives
    April 30, 2015 | Kate Leggett, Fraser Tibbetts

    Sales teams everywhere use software products that were not provisioned for them by their application development and delivery (AD&D) colleagues. These products enable the sales force to be more...

  • For CIO Professionals

    Report

    Report Salesforce Is Bidding To Be Your Strategic Customer Platform; Should You Accept?

    Salesforce's Reach Toward $20 Billion Will Force CIOs To Decide How Much Salesforce Is Too Much
    April 10, 2015 | Andrew Bartels, Paul D. Hamerman

    As Salesforce seeks to achieve its goal of being the first cloud vendor with $10 billion in revenues and its aspiration to reach $20 billion, understanding its strategy for achieving those targets...

  • For B2B Marketing Professionals

    Report

    Report Quantify The Business Value Of Sales Enablement Automation

    March 4, 2015 | Kate Leggett

    Sales enablement (SE) automation initiatives must invariably answer the question, "What will we get for our money?" Sales enablement pros who lead these projects must build business cases correctly...

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