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  • Report Sales Guarantees Creep Into TV Ad Buying

    Don't Assume Proving Sales Is The Holy Grail Of TV Measurement
    April 18, 2019 | Jim Nail, Arleen Chien

    With the pressure to demonstrate marketing ROI steadily escalating, Chipotle and Turner Broadcasting System have set a new standard in post-campaign ROI measurement, conducting a pilot in which the...

  • Report Now Tech: Configure Price Quote Solutions, Q4 2018

    Forrester's Overview Of 27 CPQ Solutions Providers
    December 21, 2018 | Tom Kaneshige, John Bruno

    You can use configure price quote (CPQ) solutions to shorten deal-cycle times, increase deal conversion, and improve customer experience. But to access these benefits, you'll first have to select...

  • Report The Forrester Tech Tide™: Sales Technologies, Q4 2018

    Seventeen Technologies Underpin The Sales Ecosystem
    December 20, 2018 | Tom Kaneshige, Kate Leggett, John Bruno

    Consultative selling is increasingly critical to firms' ability to win, serve, and retain their customers. To accelerate their performance in sales, companies are evaluating and adopting a range of...

  • Report Gauge Your CRM Maturity

    Assessment: The CRM Playbook
    December 10, 2018 | Kate Leggett

    An explosion of channels, new technologies like artificial intelligence, and demanding consumers challenge organizations to reshape the way that they target, acquire, retain, understand, and...

  • Report Predictions 2019: Customer Service And Sales

    Invest In Humans In 2019, As Chatbot Backlash Will Emerge
    November 8, 2018 | Daniel Hong, Tom Kaneshige, Ian Jacobs

    The promises of AI have yet to make a material impact in customer service and sales. Companies cannot simply replace employees with AI-driven software, as customers and markets are becoming far...

  • Report Build Analyst Relations Programs On Buyer Priorities For Analyst Interaction And Insight

    Understand What Information Buyers Want From Analysts And The Interaction Types That Buyers Use To Obtain It
    October 31, 2018 | Kevin Lucas

    When vendors know how buyers interact with analysts, analyst relations (AR) programs can prime analysts to give buyers the most productive information. But different buyer groups use analysts...

  • Report Predictions 2019: B2B Marketing And Sales

    Leaders Embrace Full Life-Cycle Engagement
    October 25, 2018 | Caroline Robertson

    As B2B marketers increasingly lead the entire buying experience, they must establish a foundation of insights and pivot from campaign to engagement design that encompasses both digital and human...

  • Report The Forrester Tech Tide™: Sales And Customer Service Technologies, Q3 2018

    Eighteen Technologies Underpin Customer Engagement
    July 19, 2018 | Kate Leggett, John Bruno

    Delivering differentiated customer experiences is critical to firms' ability to win, serve, and retain customers. To accelerate their performance in sales and customer service, companies are...

  • Report Direct Industry Analyst Relations Toward Achievable Objectives

    Supporting Sales Is The Hardest Challenge For AR
    May 21, 2018 | Kevin Lucas

    A bewildering array of options besets industry analyst relations (AR) as it tries to identify the value it can bring to a high-tech supplier. A Forrester trends survey shows that AR teams usually...

  • Report Quantify The Business Value Of CRM

    Business Case: The CRM Playbook
    May 9, 2018 | Kate Leggett, John Bruno

    CRM initiatives must not only be technically sound but must also answer the question, "What will we get for our money?" This report describes how application development and delivery (AD&D)...

  • Report Mega Vendors Use AI To Change The CRM Game

    How Microsoft, Oracle, Salesforce, And SAP Leverage AI For Customer Engagement
    April 26, 2018 | John Bruno

    Artificial intelligence (AI) is now reaching a level of maturity where application development and delivery (AD&D) professionals can leverage its advancements to change the way their businesses...

  • Report Forrester's Scorecard For AR And Direct Sales

    March 14, 2018 | Kevin Lucas

    This self-assessment tool helps you review your current ability to support your company’s direct sales operation via your industry analyst relations (AR) program, analyze its weaknesses, and...

  • Report Industry Analyst Relations And Sales Support

    Sales Support: The Industry Analyst Relations Playbook
    March 14, 2018 | Kevin Lucas

    Industry analyst relations (AR) teams struggle to create and demonstrate their value to sales. Forrester has distilled AR best practices for support of a vendor's direct sales processes and...

  • Report The Definitive Technology Guide To Recurring Revenue Models

    Understand The Cluttered Landscape Of Technologies Claiming To Help You Manage Your Recurring Revenue Business
    March 6, 2018 | Lily Varon, John Bruno

    More firms are incorporating digital services or anything-as-a-service (XaaS) into their product portfolios. In response, business application vendors across a diverse range of categories are...

  • Report How AI Will Transform Sales

    The Present And Future Of Artificial Intelligence In Sales
    December 18, 2017 | John Bruno

    Artificial intelligence (AI) innovations in sales are happening at an unprecedented pace. Instead of supplanting traditional sellers, AI will augment how they work and engage with their buyers,...

  • Report Assess CRM Capabilities To Pinpoint Opportunities

    Use Forrester's Best Practices Framework For CRM Success
    September 12, 2017 | Kate Leggett

    This report helps application development and delivery (AD&D) pros who are looking to implement customer relationship management (CRM) strategies and solutions. The effects of automation and...

  • Report Vendor Landscape: Services Providers For US Government Salesforce Integration

    More US Government Clients Are Signing With Salesforce As A Path To Modernization, But Selecting The Right Services Partner Is Key
    August 21, 2017 | Liz Herbert, Rick Parrish

    The US government has received a clear message: Modernize now. Government agencies have allocated new funds for major technology refreshes, and Salesforce is garnering significant interest. But...

  • Report The Forrester Wave™: Salesforce Implementation Partners, Q3 2017

    Dozens Of Salesforce Partners Know The Tech — But Few Have Proven Ability To Drive Digital Business In Salesforce Deployment
    July 24, 2017 | Liz Herbert

    Salesforce buyers have evolved from a seeking a cloud customer relationship management (CRM) tool to seeking a strategic platform for digital business. In our 35-criteria evaluation of Salesforce...

  • Report The Forrester Wave™: Sales Force Automation Solutions, Q2 2017

    June 27, 2017 | John Bruno

    In our 35-criteria evaluation of sales force automation (SFA) providers, we identified the 10 most significant ones — bpm'online, CRMNEXT, Infor, Microsoft, NetSuite, Oracle, Pegasystems,...