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  • Multichannel Selling Strategies

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  • 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 eBusiness & Channel Strategy Professionals

    Report

    Report Welcome To The Era Of Agile Commerce

    July 19, 2013 | Martin Gill

    Multichannel commerce is being reborn. Traditional ways of describing multichannel commerce no longer work because customers don't interact with companies from a "channel" perspective. Customers...

  • For B2B Marketing Professionals

    Report

    Report Buyer Role Profile: Infrastructure And Operations

    November 14, 2012 | Norbert Kriebel, Scott Santucci

    This report is designed to give sales enablement professionals an introduction of the infrastructure and operations (I&O) role, as well as an overview of the general concerns facing people in this...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report European Online Retail: Five Trends To Watch In 2012

    European eBusiness Executives Strive To Give Their Customers Choice And Flexibility Across The Purchase Journey
    February 3, 2012 | Martin Gill

    European shoppers are becoming increasingly web-savvy and are turning to a wider range of touchpoints as they research and buy products online and offline. In response, eBusiness executives across...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report French Online Retail Overview, 2012

    French Online Retail Is On The Brink Of A Multichannel Revolution
    January 4, 2012 | Martin Gill

    France is the third largest online retail market in Europe; although it will continue to mature and grow at a pace outstripping overall retail growth, there are significant changes in store for...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report How French Banking Customers Use Different Channels, 2011

    December 9, 2011 | Benjamin Ensor

    Banking channel use is changing in France as customers slowly turn away from traditional channels like branches and the telephone to use digital channels like Internet and mobile banking. Digital...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Adapting Your eBusiness Strategy For The Era Of Agile Commerce

    November 21, 2011 | Carrie Johnson

    To bring eBusiness strategies in line with a vision of agile commerce — where companies serve customers seamlessly across touchpoints — we find that many firms are in the midst of...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report How Spanish Banking Customers Use Different Channels, 2011

    October 31, 2011 | Benjamin Ensor, Sabine Poltermann

    Spanish banks have been at the forefront of banking innovation in Europe, yet customer behavior in Spain has been slow to change. Spanish customers are more likely than customers almost anywhere in...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Agile Commerce Is Coming Of Age For European Retailers

    No Matter What Their Maturity, European eBusiness Success Will Hinge On An Effective Cross-Touchpoint Strategy
    October 26, 2011 | Martin Gill

    The most visionary European multichannel retailers are beginning their transformation toward agile commerce and are reaching out to their customers on new touchpoints — mobile, social, etc....

  • For eBusiness & Channel Strategy Professionals

    Report

    Report European Shopping Behavior Revealed

    Segmenting European Shoppers
    October 17, 2011 | Patti Freeman Evans, Sabine Poltermann

    After 12 years of online retail in Europe, the Internet has become a core part of the purchase journey for Europeans. Forrester has analyzed the shopping behaviors of European adults and created a...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report How German Banking Customers Use Different Channels, 2011

    September 30, 2011 | Vanessa Niemeyer, Ph.D.

    In Germany, as many consumers now bank online as in the branch. Younger, better-educated customers with higher incomes are migrating to the Internet and the mobile channel. While the Web is...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report German Online Retail Overview, 2011

    Despite A Thriving Online Market, Multichannel Retail Is Still An Untapped Opportunity For German Retailers
    September 30, 2011 | Martin Gill

    The German online retail market is the second largest in Europe. Amazon.de and eBay are dominant forces, with major German consumer brands selling through those sites, and others following suit...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Best Practices In Multichannel Financial Services Sales

    Take An Agile Approach To Support Customers Across Multiple Touchpoints
    September 29, 2011 | Vanessa Niemeyer, Ph.D.

    The rapid development of customer touchpoints, increasing customer expectations, and the pressure for success in the competitive market forces eBusiness and channel strategy executives at financial...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Online Retailing In Australia 2011: Performance And Channels

    September 28, 2011 | Steven Noble

    Over the past year, Australian online retail enjoyed increased levels of investment and grew rapidly, but at the end of this period the sector otherwise looked much like it did at the start. In...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Multichannel Execution Falls Short

    eBusiness Executives Report A Gap In Multichannel Strategy Vision And Execution
    June 24, 2011 | Carrie Johnson

    eBusiness executives have been fighting for increased investments in digital channels, and their efforts have paid off: The web channel tops their firms' channel investment priorities for 2011....

  • For Application Development & Delivery Professionals

    Report

    Report The Power Of Predictions

    Case Studies In CRM Next Best Action
    June 22, 2011 | James G. Kobielus

    Many business process pros have implemented next-best-action technologies to improve customer retention, boost upsell and cross-sell, and enhance customer experiences. Best practices for customer...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Courting The Affluent US Insurance Buyer Online

    June 20, 2011 | Ellen Carney

    Online affluent consumers who buy insurance in the US are older and more technology-savvy when compared with online Americans who buy insurance. These millionaire insurance customers are self-made,...

  • For B2C Marketing Professionals

    Report

    Report The Financial Times Makes A Bold Move In Paid Apps

    The Publisher Banks On HTML5 For Its Multiplatform Distribution Strategy
    June 10, 2011 | Nick Thomas

    The Financial Times (FT) has extended its reputation as a pioneering digital publisher by launching FT.com via an HTML5 web application. This lets it distribute a digital version of its content to...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Case Study: How Marks And Spencer Uses Online Video To Boost eCommerce

    June 8, 2011 | Sabine Poltermann, Martin Gill

    Online video is a success story. Next to the usage of social networking sites, watching online videos is one of the most used social media tools. Many companies have wondered how they can tap into...

  • For Application Development & Delivery Professionals

    Report

    Report CRM And eCommerce Converge In A World Of Multiple Touchpoints

    Welcome To The Era Of Agile Commerce
    May 27, 2011 | William Band

    Traditional ways of describing multichannel commerce no longer work, because customers don't interact with companies from a channel perspective. Customers now use a rapidly evolving set of devices...

  • For Application Development & Delivery Professionals

    Report

    Report Empowered Customers Demand Greater Attention Through Online Service

    2011 Will Challenge The Status Quo Of eBusiness Online Customer Service
    May 24, 2011 | Kate Leggett

    Organizations strive to differentiate themselves by delivering an outstanding customer service experience. However, customer expectations are rising dramatically. Customers today are increasingly...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report How Clients Want To Interact With Financial Advisors

    Younger Consumers Prefer Online Chat, Websites, And Email
    May 12, 2011 | Bill Doyle

    Now more than ever, clients are using new channels to communicate with their financial advisors. Younger clients show a strong preference for communicating with advisors through digital channels...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report US Online Insurance Forecast, 2010 To 2015

    US Online Insurance Sales Will Grow Steadily Through 2015
    April 21, 2011 | Ellen Carney

    In 2010, online motor and home insurance sales in the US grew to $8.4 billion, which represents less than a 4% share of insurance sales in these two categories. What's behind that online...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Trends 2011: Cost Of eBusiness Operations And Customer Acquisition

    Budgets And Costs Spike For B2B And Financial Services Firms
    April 13, 2011 | Carrie Johnson

    eBusiness budgets have risen steadily since 2008. In our annual survey of eBusiness and channel strategy professionals, we find that B2B and financial services firms in particular have dramatically...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report The Multi-Touchpoint, Agile Commerce Consumer

    How Consumers Research, Buy, And Get Service, 2011
    April 4, 2011 | Brian K. Walker

    In their transition to agile commerce, companies must understand how consumers are interacting and using multiple touchpoints to research, transact, and get service. Customers no longer stick to...