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  • For B2B Marketing Professionals

    Report

    Report Enabling Value-Added Resellers In Asia Pacific

    Support Your Channel Partners' Services-Driven Transformation
    October 16, 2013 | Tirthankar Sen

    IT resellers in Asia Pacific (AP) are being affected by technological disruptions and changing IT consumption models. Selling hardware and software alone is no longer the most profitable business...

  • For B2B Marketing Professionals

    Report

    Report Asia Pacific Tech Distributors' Business Confidence Is Waning

    October 9, 2013 | Tirthankar Sen

    Technology distributors are an integral part of the tech value chain in Asia Pacific and command a key role in the partner ecosystem of most tech vendors. To assess the health of the tech industry...

  • For CIO Professionals

    Report

    Report Quick Take: Apple Doubles Down On Its Premium Brand With The iPhone 5s And 5c

    New Products Reflect The Company's Conviction That It Can Command Growth At The High End Of The Smartphone Market
    September 11, 2013 | Charles S. Golvin, Frank E. Gillett

    As the world watched Apple's latest iPhone announcements, the company departed from its previous product strategy. With a saturating high-end smartphone market and growth rapidly shifting to...

  • For Infrastructure & Operations Professionals

    Report

    Report Quick Take: Western Digital Acquires Virident And sTec: A Billion-Dollar SSD And Flash Card Bet

    The Time Is Now To Develop Your SSD And Flash Strategy
    September 10, 2013 | Henry Baltazar

    On September 9, 2013, Western Digital announced its acquisition of PCIe flash card specialist Virident Systems for $685 million. This comes fewer than three months after Western Digital's...

  • For B2B Marketing Professionals

    Report

    Report Market Overview: Channel Data Management

    The Gateway To Channel Sales And Marketing Visibility
    August 27, 2013 | Jonathan Silber

    Few tech vendors are immune to the millions of dollars in lost revenue that amount from overpayments of channel incentives, stock-outs, gray market activity, and audit penalties/fines. Having...

  • For CIO Professionals

    Report

    Report Be Wary Of Licensed Software Geeks Bearing SaaS

    Becoming A SaaS Vendor Is Disruptive And Challenging
    August 26, 2013 | Andrew Bartels

    Software-as-a-service (SaaS) has become the hot trend in the software market, with growth rates in vendor revenues that are two to three times faster than the overall software market. As growth...

  • For B2B Marketing Professionals

    Report

    Report Partner Relationships Need Their Own Management System

    Advances In Commercial PRM Software Make Investment Viable
    August 20, 2013 | Tim Harmon

    Channel-oriented tech vendors and other business-to-business (B2B) companies (telecommunications, life sciences, insurance, or industrial goods) have had the need for partner relationship...

  • For Sourcing & Vendor Management Professionals

    Report

    Report Non-Tech Companies Become The New Market For Software Product Development Services

    New Software-Is-The-Brand Companies Replace Traditional ISV Buyers
    August 6, 2013 | John McCarthy, Charles Green

    Historically, one of the main segments of product development services (PDS) has been software product development for independent software vendors (ISVs). However, two parallel dynamics are...

  • For B2B Marketing Professionals

    Report

    Report The Shape-Shifting Tech Industry Channel Ecosystem

    Hybrid Partners Are The New Norm
    July 24, 2013 | Tim Harmon

    While cloud computing has been a boon for the tech industry in general, for channel partners the story is different. Channel partners have to deal with shrinking product margins, skills shortages,...

  • For B2B Marketing Professionals

    Report

    Report The VSB Software Market: Cloud Triggers And Custom Development

    June 6, 2013 | Tim Harmon

    This workbook provides data on how the current generation of VSBs displays significantly different software investment plans than earlier generations. VSBs are beginning to think and act more like...

  • For B2B Marketing Professionals

    Report

    Report Evaluate Your Channel Partner Loyalty Initiative

    Tips For Improving Your Return On Loyalty Investment
    May 31, 2013 | Jonathan Silber

    In 2012, Forrester surveyed channel professionals to get a pulse on the progress vendors are making toward successfully building channel partner loyalty programs. The results show that the majority...

  • For B2B Marketing Professionals

    Report

    Report Finding And Developing Partners Of The Future

    Opportunities Abound In The Tech Accelerator Community
    May 24, 2013 | Jonathan Silber

    In the past 18 months, the buzz and momentum surrounding tech accelerator programs in the US has exploded, and now more than 100 tech accelerators dot the country. This boom is not only great for...

  • For B2B Marketing Professionals

    Report

    Report Seeding The Cloud Channel

    Channel Partners' Plans And Needs For Business Model Transformation
    May 9, 2013 | Tirthankar Sen

    As technologies and tech decision-makers' needs evolve at a livelier pace, channel professionals need to consider channel partners' perceptions and investment plans and develop their own game plan...

  • For Sales Enablement Professionals

    Report

    Report Market Overview: Managed Service Providers, Part 2

    Service Provider Market Dynamics Will Muddy The Channel Ecosystem
    May 6, 2013 | Jonathan Silber

    An inflection point has surfaced in the managed service provider (MSP) market. Tech vendors must awaken to the revolution that is swiftly taking shape in the ecosystem as cloud computing adoption...

  • For B2B Marketing Professionals

    Report

    Report Being Strategic Does Not Guarantee Partner Loyalty

    Landscape: The Channel Partner Loyalty Playbook
    May 1, 2013 | Tim Harmon

    Every few years, channel partners reassess their vendor portfolios and determine how much to invest in each of their relationships. The tech industry ecosystem is now in that state, and tech...

  • For Customer Experience Professionals

    Report

    Report Banks And Retailers: You Cannot Price Your Way Out Of Bad Customer Experiences

    Why Customer Experience Matters More To Loyalty Than Price

    Have you ever wondered whether it makes more sense to invest in customer experience or in dropping your prices to improve customer loyalty? We tested the relationship between customers' perceptions...

  • For Enterprise Architecture Professionals

    Report

    Report How To Successfully Set Up IT Infrastructure For Your Business In China

    March 29, 2013 | Charlie Dai

    For the thousands of foreign companies that establish business operations in China every year, one of the first things on their to-do lists is setting up IT infrastructure, including horizontal and...

  • For Application Development & Delivery Professionals

    Report

    Report Global Banking Platform Deals 2012

    Market Heat Returns After A Prolonged Cooldown
    March 25, 2013 | Jost Hoppermann

    Forrester surveyed 29 vendors of globally deployed banking platforms on their 2012 deals. The results indicate a growing market: We counted nearly 20% more deals in 2012 than in 2011 among firms...

  • For B2B Marketing Professionals

    Report

    Report The 10 Most Innovative Partner Co-Marketing Tactics

    Becoming A Trusted Marketing Advisor Requires Focus And Follow-Through
    March 4, 2013 | Jonathan Silber

    B2B partner marketers are tasked with improving the marketing prowess of their partner communities, but progress has been slow to date. With the rise of social media and avant-garde digital...

  • For B2B Marketing Professionals

    Report

    Report Cloud Channel Trends, 2013 To 2014

    A Critical Mass Of Channel Partners Are Embracing Cloud
    February 28, 2013 | Tim Harmon, Jonathan Silber

    Forrester recently surveyed channel partner company executives on their business model plans with respect to cloud computing. What we learned: After much gnashing of teeth (over marginalized...

  • For Sourcing & Vendor Management Professionals

    Report

    Report Market Taxonomy: Product Development Services, Q1 2013

    Provider Capabilities Vary By Vertical And Domain Focus
    February 27, 2013 | Charles Green

    The product development services market is transforming. Stagnant growth in the telecom and independent software vendor (ISV) markets has forced a shift in focus toward industries such as...

  • For Customer Experience Professionals

    Report

    Report How CX Professionals Can Use VoC To Surface Pricing Issues

    Inject Customer Experience Insights Into Pricing Decisions
    February 21, 2013 | Maxie Schmidt-Subramanian

    Pricing can make or break the customer experience (CX). However, most voice of the customer (VoC) programs don't deliver comprehensive data on customers' perception of pricing. This report will...

  • For B2B Marketing Professionals

    Report

    Report The Cloud Has Changed Channel Sourcing Dynamics For Software

    Which Channels Are Customers Sourcing From?
    February 19, 2013 | Jonathan Silber

    In 2010, Forrester published a report on channel sweet spots to address how small and medium-size businesses (SMBs) source their software needs. Two years later, we're revisiting this topic to...

  • For B2B Marketing Professionals

    Report

    Report B2B Marketing Tactics And Results: Channel-Oriented Versus Direct

    Channel Ecosystem Entropy Diminishes Results
    February 19, 2013 | Tim Harmon

    In this economic climate of scrutinized marketing budgets and demonstrable return on investment (ROI) expectations, business-to-business (B2B) marketers need to make sure that they're doing the...

  • For Marketing Leadership Professionals

    Report

    Report Fitness Wearables — Many Products, Few Customers

    Product Strategists Must Broaden Wearables' Appeal Beyond Fitness
    January 28, 2013 | Sarah Rotman Epps

    Wearable devices are part of the next wave of growth and innovation in personal computing, a phenomenon we call "smart body, smart world." Wearables could target any use case, from gaming to...

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