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  • 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...

  • 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 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...

  • Report Financial Services Firms Should Weave Online Video Into Every Customer Journey

    On-Demand Online Video Helps Digital Business Teams Engage, Win, And Serve Customers Efficiently
    April 4, 2019 | Nick Barber

    Global video will make up a huge portion of online traffic in just a few years, but most financial services firms are missing an opportunity to engage customers and prospects with the format. In...

  • Report Accelerate Startup Onboarding With A Risk-Tolerant Approach

    Balance Innovation And Risk When Working With Emerging Vendors
    February 20, 2019 | Oliwia Berdak, Duncan Jones

    Digital leaders keen to access cutting-edge technologies are betting on startups. But traditional, risk-averse supplier management models often prevent them from working with promising emerging...

  • Report Digital Ups The Stakes For B2B Sales Pros

    Vision: The B2B eCommerce Playbook
    February 13, 2019 | Allen Bonde

    Nearly four years after forecasting that 1 million B2B salespeople would be displaced by 2020, Forrester sees B2B buyers both accelerating their shift to self-service and demanding higher-quality...

  • Report It Takes A Village To Deliver World-Class B2B Commerce

    Tools And Technology: The B2B eCommerce Playbook
    January 29, 2019 | Allen Bonde

    Producing an effective B2B eCommerce technology strategy is like planning for a successful journey: You need a good map, a proper guide, and the right tools. In the age of the customer, B2B digital...

  • Report US B2B eCommerce Will Hit $1.8 Trillion By 2023

    Landscape: The B2B eCommerce Playbook
    January 28, 2019 | Allen Bonde, John Bruno

    Forrester forecasts that US B2B eCommerce will reach $1.8 trillion and account for 17% of all B2B sales in the US by 2023. At the end of 2018, Forrester expects eCommerce to have reached $1.1...

  • Report Create A B2B eCommerce Plan That Wins Over Customers, Partners, And Colleagues

    Strategic Plan: The B2B eCommerce Playbook
    January 23, 2019 | Allen Bonde

    Building a world-class B2B eCommerce business requires that digital business professionals define and prioritize key issues, allocate scarce resources, and avoid costly missteps. This report...

  • Report B2C Sets The Standard For B2B

    Road Map: The B2B eCommerce Playbook
    January 9, 2019 | Allen Bonde

    Science-fiction writer William Gibson once said, "The future has already arrived; it's just not evenly distributed yet." Some B2B enterprises have been selling online for years, but most are new to...

  • Report Measuring Up: Benchmarking Your B2B eCommerce Performance

    Benchmarks: The B2B eCommerce Playbook
    December 7, 2018 | John Bruno

    In the age of the customer, B2B companies must know where they're performing and underperforming with their clients. Forrester partnered with B2BecNews to survey B2B digital business professionals...

  • Report The Forrester Retail Wave™: European Mobile Apps, Q4 2018

    Leading Retailers Are Raising The Bar On Functionality And User Experience
    October 23, 2018 | Michelle Beeson, Alex Causey

    As mobile becomes the dominant digital touchpoint, retailers must elevate their mobile experiences to win, serve, and retain loyal customers. To see how helpful apps are to customers, we evaluated...

  • Report Digital Transformation Case Studies: How 23 Companies Redesigned Their Business

    Examine Other Industries' Innovation Methods To Inform Your Transformation Strategy
    August 27, 2018 | Martin Gill

    Business leaders in every industry are launching initiatives to digitally transform their business. The task is daunting and has no clear path to success. Explore these 23 case studies —...

  • Report Driving Customer Engagement With B2B Ratings And Reviews

    Processes: The B2B eCommerce Playbook
    August 20, 2018 | John Bruno

    Few B2B companies doubt the value of having ratings and reviews on their websites. But developing and offering any feature comes with a price. This report shows how B2B digital business...

  • Report Make Omnichannel Real In B2B Commerce

    Business Case: The B2B eCommerce Playbook
    July 20, 2018 | John Bruno

    Disruption is turning B2B buying and selling on its head. Quick and efficient B2C buying journeys have reshaped B2B buyers' expectations. We've known for years that buyers prefer to self-serve, but...

  • Report Get Your B2B eCommerce Metrics Right

    Performance Management: The B2B eCommerce Playbook
    July 6, 2018 | John Bruno

    B2B companies face a daunting yet critical task: accurately measuring and reporting the impact that digital channels have on sales, service, loyalty, and operations. This report outlines how...

  • Report Make Your B2B Business A Digital Business

    Executive Overview: The B2B eCommerce Playbook
    June 29, 2018 | John Bruno

    New forms of digital customer engagement are transforming B2B businesses, forcing B2B digital business strategy professionals to fundamentally rethink how they go to market — from the customers...

  • Report Now Tech: B2B Commerce Suites, Q2 2018

    Forrester's Overview Of 18 B2B Commerce Suites Providers
    June 1, 2018 | John Bruno, Bruce Eppinger

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

  • Report Disrupting Finance: Digital Small Business Lenders

    Digital Business Lenders Will Continue To Disintermediate Traditional Lenders
    March 14, 2018 | Alyson Clarke, August du Pont

    Startups globally have sought to disrupt business lending. By using alternative sources of data, continuously honing their underwriting algorithms, and using digital technologies to keep overheads...

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