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  • For CIO Professionals

    Report The Fog Begins To Lift On Oracle's Cloud Shift

    A Progress Report On Oracle's Strategic Transformation And What It Means For CIOs' BT Strategy
    April 15, 2016 | Duncan Jones

    Does Oracle's progress in its move to the cloud earn it a major role in your business technology (BT) strategy, or should you reduce your dependence on it? Many CIOs tell us that Oracle is one of...

  • For B2B Marketing Professionals

    Report Mold Your Channel Organization To Your Channel Program Maturity

    The Channel's Value Goes Beyond Selling
    April 11, 2016 | Tim Harmon

    The channel management function often starts out as a suborganization of the sales function, and rightly so. But the channel function can become mired there as a "sales channel" and not reach its...

  • For Application Development & Delivery Professionals

    Report Develop Customer-Centric Applications Like The Pros Do

    Road Map: The Application Development Strategy, Structure, And Sourcing Playbook
    April 5, 2016 | Jeffrey S. Hammond

    As application development and delivery (AD&D) leaders build a road map for strategy, structure, and sourcing, it's helpful to examine how independent software vendors (ISVs) do it. Why? These...

  • For Application Development & Delivery Professionals

    Report SaaS Reshapes The Legacy PLM Market

    Offering Product Life-Cycle Management As A Service Expands Its Functionality And Reach
    February 23, 2016 | Nate Fleming

    Discrete manufacturers have long used product life-cycle management (PLM) software to track and manage the details of product design, but emerging technologies are changing this mature space....

  • For B2B Marketing Professionals

    Report The 15 New Rules For Cracking The SMB Market

    SMBs' Knowledge Assimilation Requires New Go-To-Market Approaches For Tech And Financial Services
    February 19, 2016 | Tim Harmon

    As large as the small and medium-size business (SMB) market is, both in terms of sheer numbers and IT and business services spend, only a handful of tech vendors, financial services companies, and...

  • For CIO Professionals

    Report Customer-Obsessed Businesses Need Digital Ecosystems

    Landscape: The CIO Digital Business Transformation Playbook
    February 12, 2016 | Dan Bieler, Nigel Fenwick

    Digital businesses need digital ecosystems that support the continuous exchange of information and data to create value. CIOs must understand the complexity of digital ecosystems and learn to...

  • For B2B Marketing Professionals

    Report Vendor Landscape: Channel Incentive Program Management Solutions

    Bringing Order To Program Chaos
    February 10, 2016 | Tim Harmon

    In our interviews with channel partner principals, they strongly voice their desire that their B2B manufacturers/vendors target them (the principals) with their incentivization programs; and that...

  • For B2B Marketing Professionals

    Report Toolkit: Channel Incentive Program Management Solutions

    February 10, 2016 | Tim Harmon

    B2B marketers are prolific in their use of incentive programs to drive channel partners' (agents, brokers, distributors, resellers, etc.) behavior, productivity, and loyalty. But the majority of...

  • For Application Development & Delivery Professionals

    Report Reinvent Product Innovation To Revive Your Brand

    Adapt Your Private-Label And PLM Process And Application Portfolio To Digital Disruption
    January 29, 2016 | George Lawrie

    Successful new product introductions lift revenues for retailers and consumer brands. But out of thousands of new offerings each year, only a handful succeed. Mastery of PLM, be it private-label...

  • For eBusiness & Channel Strategy Professionals

    Report Assemble The Right Digital Money Management Team

    Organization: The Digital Money Management Playbook
    January 4, 2016 | Aurelie L'Hostis

    As digital money management evolves from being a feature of digital banking and wealth management to the core functionality of many mobile and online services, digital business strategy executives...

  • For Customer Experience Professionals

    Report Brief: Six Practices To Manage The Customer Experience Via Channel Partners

    A Framework To Drive Prescribed CX Via B2B Channel Partners
    December 22, 2015 | Ryan Hart

    Companies relying on channel partners to take their brand to market trust those partners to represent and orchestrate customer experiences (CX) for increasingly fidgety and demanding end customers....

  • For B2B Marketing Professionals

    Report Brief: 2016 Channel Marketing Challenges, Opportunities, And Budgets

    Channel-Oriented Companies Have More Potential, But Also More Pitfalls
    December 10, 2015 | Tim Harmon

    B2B marketers are immersed in the planning process for 2016. In addition to using their own "four walls" history and perspectives, marketers would be well advised to benchmark their performance and...

  • For B2B Marketing Professionals

    Report Four Best Practices For Applying Through-Channel Marketing Automation

    Optimizing Your TCMA Rollout
    December 9, 2015 | Tim Harmon

    B2B marketers are beginning to grasp the power potential of their channel partner ecosystem to amplify their marketing. But there is a high degree of variability in the way B2B marketers deploy and...

  • For eBusiness & Channel Strategy Professionals

    Report Brief: The Power Of Co-Creation

    Engage Colleagues, Customers, And Startups To Drive Digital Innovation
    December 3, 2015 | Martin Gill

    Remember the old, safe world where you could design a new product, give a technical specification to some developers, then sit back and wait for results? That world has gone. Digital technology...

  • For CIO Professionals

    Report Brief: CIOs Must Overcome Five Barriers To Digital Business Mastery

    December 1, 2015 | Nigel Fenwick

    Transforming toward digital mastery is a challenge, and many companies face additional barriers resulting from their past successes and failures. These organizational dysfunctions get in the way of...

  • For CIO Professionals

    Report CIOs: Use Your BT Agenda To Support eBusiness Strategy

    Tools And Technology: The CIO Digital Business Transformation Playbook
    November 23, 2015 | Peter Burris

    Your firm's eBusiness executives are pressing for a new approach to technology management. They are among the first to realize that older approaches to tech management aren't working and offer...

  • For B2B Marketing Professionals

    Report Channel Partners' Shifting Value-Add — And Their Digital Potential

    Today's Value-Added Services Imperative: Broader, Deeper Business Relevance
    November 17, 2015 | Tim Harmon

    Channel partners historically have built their businesses on services that envelope physical goods: delivery/logistics, installation/configuration, onsite support, and so on. But as more and more...

  • For Application Development & Delivery Professionals

    Report Predictions 2016: Digital Services Transformed

    Mounting Pressures Will Change The Priorities Of Firms And Their Providers
    November 9, 2015 | John C. McCarthy, Liz Herbert

    2016 will see the beginning of wholesale changes in the technology services market. This brief examines the three-part dynamic that will alter the way firms buy these services — as digital...

  • For B2B Marketing Professionals

    Report Realizing Return On Channel Investment

    Create A System Of Insight To Unravel Program Dependency Chains
    October 29, 2015 | Tim Harmon

    Of all the challenges business-to-business (B2B) marketing professionals face with respect to their channel partners, none is more foundational or more pressing than their inability to determine...

  • For Application Development & Delivery Professionals

    Report Vendor Landscape: Product Development Services Target New Digital Demands

    PDS Firms Increasingly Shoot For Business, Not IT Results
    October 16, 2015 | Nate Fleming

    In a business climate where software defines the brand, companies and their application development and delivery (AD&D) professionals need applications that differentiate their business. As...

  • For Infrastructure & Operations Professionals

    Report Brief: VMworld 2015 Reveals A Disruptor In Transition

    VMware Woos Cloud-Native Developers In Its Quest To Overcome Its Innovator's Dilemma
    October 1, 2015 | Lauren E. Nelson, Dave Bartoletti

    VMware recently revealed the direction that it's heading at its annual VMworld conference. In 2013, VMware announced its pursuit of three complementary product strategies for the BT agenda: 1)...

  • For Application Development & Delivery Professionals

    Report Monetizing APIs: Help Execs Think Bigger, And Drive More Revenue

    Charging For APIs Is Not The Only Way To Make Money
    September 21, 2015 | Randy Heffner

    Clients sometimes ask Forrester, "How are enterprises monetizing APIs?" What they are really asking is, "How are enterprises charging for API usage?" This is certainly a useful question, but...

  • For B2B Marketing Professionals

    Report Scale Your B2B Customer Obsession With A Go-To-Customer Strategy

    Introducing Forrester's GTC Strategy Matrix
    August 31, 2015 | Lori Wizdo

    B2B marketers get it. They know they need to operate across their sales and marketing silos and get beyond portfolio-centric campaigns to connect with buyers via specific, contextually relevant...

  • For B2B Marketing Professionals

    Report Navigating Tech Industry Channel Changes And Churns

    The 10 Most Significant Trends Affecting The Tech Channel
    August 5, 2015 | Tim Harmon

    The changes churning the tech channel are at an all-time high. Yes, channel partners are finally starting to get the gist of cloud business models, and they are developing services businesses...

  • For B2B Marketing Professionals

    Report The Forrester Wave™: Through-Channel Marketing Automation Platforms, Q3 2015

    Amplify Your Marketing Voice With One Of These 14 Vendors
    August 4, 2015 | Tim Harmon, Lori Wizdo

    In Forrester's evaluation of through-channel marketing automation (TCMA) platforms, we identified 14 significant vendors — Averetek, Balihoo, BrandMaker, Brandmuscle, Bridgeline Digital,...

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