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The B2B eCommerce Playbook For 2020

Make Your B2B Business A Digital Business

New forms of digital customer engagement are transforming B2B businesses, forcing them to fundamentally rethink how they go to market — from the customers they target to the channels they sell...

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  • Webinar B2B Marketing Predictions 2021

    A Conversation With The Analysts Who Made Them
    Monday, November 9, 2020, 11:00 a.m.-11:40 a.m. Eastern time (16:00-16:40 GMT) | Lori Wizdo, Laura Ramos, Steven Casey

    This is your chance to engage directly with the analysts who made our 2021 predictions for B2B marketing. During this conversation between our analysts — and with you — we dive...

  • 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...

  • Playbook The B2B eCommerce Playbook For 2020

    Make Your B2B Business A Digital Business

    New forms of digital customer engagement are transforming B2B businesses, forcing them to fundamentally rethink how they go to market — from the customers they target to the channels they sell...

  • Webinar The Key Points You Don't Want To Miss From The 2020 B2B And B2C Commerce Forrester Wave™ Evaluations

    July 23, 2020 | Emily Pfeiffer, Joe Cicman

    Commerce technology is changing, and our evaluations of the most significant vendors in the space bring to light key findings about it. Forrester published two Forrester Wave evaluations of...

  • 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 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...

  • Webinar The State Of Digitized Selling: Stop Testing The Waters And Go All In

    April 14, 2020 | Mary Shea, PhD

    As B2B buyers' expectations increase at a breakneck pace, selling organizations that maintain siloed human and digital routes that are disruptive to preferred buying motions risk alienating buyers...

  • 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, PhD

    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 Omnichannel Mastery: Optimize Fulfillment And Engagement

    Continuous Improvement: The Omnichannel Commerce Playbook
    February 18, 2020 | Brendan Witcher

    Omnichannel capabilities — i.e., the ability to offer the customer cross-channel experiences, visibility to inventory, and ordering options — have become standard offerings for leading retailers....

  • Report The Agile CMS Cookbook: Tales From The Test Kitchen

    Knowing Your Agile CMS Flavor Profile And Building On Proven Recipes Can Boost Adoption
    February 7, 2020 | Nick Barber, Mark Grannan

    Agile content management systems (CMS) are just over the horizon, bearing promises of content reuse, content insights, faster and more agile content operations, and flexibility across channels....

  • Report Now Tech: B2C Commerce Suites, Q1 2020

    Tools And Technology: The Retail eCommerce Playbook
    February 6, 2020 | Emily Pfeiffer

    You can use B2C commerce suites to increase revenue, improve efficiency, and unite business functions. But to realize these benefits, you'll first have to select from a diverse set of vendors that...

  • Report Now Tech: B2B Commerce Suites, Q1 2020

    Landscape: The B2B eCommerce Playbook
    February 6, 2020 | Joe Cicman

    You can use B2B commerce suites to digitize buying and selling processes, provide convenient engagement for customers, and uncover valuable customer insights to personalize the buying experience....

  • Report Now Tech: Sales Training And Services, Q1 2020

    Forrester's Overview Of 23 Sales Training And Services Providers
    February 5, 2020 | Mary Shea, PhD, Meredith Cain

    You can use sales training and services (STS) to increase the effectiveness of your sales force, foster better alignment between marketing and sales personnel, and deliver better experiences to...

  • Report Make Your B2B Business A Digital Business

    Executive Overview: The B2B eCommerce Playbook
    January 24, 2020 | Joe Cicman

    New forms of digital customer engagement are transforming B2B businesses, forcing them to fundamentally rethink how they go to market — from the customers they target to the channels they sell...

  • Report Research Overview: Digital Supply Chain

    A Guide To Digitally Transforming Your Supply Chain
    January 13, 2020 | George Lawrie, Luis Deya

    This report is a brief overview of our supply chain series and contains links to the Forrester reports in it. It guides digital business professionals on how to overcome the modern challenges and...

  • Webinar The Business Case For A Modern Sales Enablement Toolset

    January 6, 2020 | Mary Shea, PhD

    This webinar looks holistically at three tools — sales engagement, sales enablement automation, and sales readiness — that are rapidly becoming foundational to the 21st-century sales...

  • Report The State Of Digitized Selling

    Stop Testing The Waters And Get Immersed
    December 27, 2019 | Mary Shea, PhD, Meredith Cain

    Today's B2B marketing and sales leaders face a mounting predicament: ensuring that their sellers meet and exceed sales targets while fulfilling the expectations of increasingly digitally oriented...

  • Report Think SKUs, Not SOWs: How Marketplaces Will Shake Up Tech Selling

    Selling On This Channel Requires Embracing CPG-Style Approaches
    November 12, 2019 | Allen Bonde

    B2B marketplaces are not new, but even the least adventurous sellers must now consider selling through or even launching their own marketplace. Early movers demonstrate the importance of...

  • Webinar Predictions 2020: B2B Commerce And Marketplaces

    November 7, 2019 | Allen Bonde, Joe Cicman

    B2B sellers double down on digital to remove friction from their channel ecosystems. They adopt new roles, seek new partners, and use M&A to focus on "doing one thing well." Key takeaways: You...

  • Report Predictions 2020: B2B Marketing And Sales

    Accelerating Response To The Great Expectations For The B2B Buying Experience

    We are approaching the end of the first half of the age of the customer. Over the past decade, we've seen business buyers become increasingly self-reliant and self-directed. But we're now seeing...

  • Report Predictions 2020: B2B Commerce And Marketplaces

    Headless Models Enable Innovation Across The Value Chain, While Manufacturers Get Back To Basics
    October 29, 2019 | Joe Cicman, Allen Bonde

    The API economy and marketplaces have proven to be more effective at delivering value than vertically integrated value chains. They are principled on stewardship of the customer problem, sense and...

  • Report The US Digital Retailers Customer Experience Index, 2019

    How US Digital Retail Brands Earn Loyalty With The Quality Of Their Experience
    September 9, 2019 | Fiona Swerdlow, Michelle Yaiser

    How well do leading digital retail brands earn loyalty with the quality of their customer experience (CX)? This year, we reveal the complete rankings of 11 digital retail brands that were analyzed...

  • Report The State Of Digital Banking, 2019

    Landscape: The Digital Banking Strategy Playbook
    September 6, 2019 | Aurelie L'Hostis

    The banking industry has entered a period of unprecedented innovation. While many banks have woken up to the threats, few have embarked on a true digital business transformation. This report...

  • Report Gauge Your B2B eCommerce Digital Maturity

    Assessment: The B2B eCommerce Playbook
    August 27, 2019 | Joe Cicman

    As B2B C-suites increasingly demand that their companies accelerate their digital transformation efforts, digital business professionals face more pressure to show progress and benchmark their...

  • Report The New Commerce Revolution: Off With Their Heads (Or Not!)

    A Loosely Coupled API-Based Architecture Makes It All Possible
    August 13, 2019 | Joe Cicman

    If you're not fluent in headless commerce at this point, you're in a critical state, and vendor sales teams might not even talk with you. No matter your industry, competitors have figured out how...

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