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  • For B2B Marketing Professionals

    Report

    Report New Tech: B2B Social Selling Tools, Q1 2018

    Forrester's Landscape Overview Of 18 B2B Social Selling Providers
    February 6, 2018 | Mary Shea, Jacob Milender, Carlton A. Doty

    With traditional sales channels fatigued, B2B marketing and sales leaders are getting serious about rolling out social selling programs. This report presents a review of 18 vendors in the B2B...

  • For B2B Marketing Professionals

    Report

    Report Forget The Funnel: The B2B Marketing Process Drives Revenue Performance

    Processes: The Lead-To-Revenue Playbook
    February 5, 2018 | Lori Wizdo

    High-performing marketing teams have more structured processes. As B2B marketers strive to introduce more process rigor into their execution, they stumble because the go-to concept of B2B marketing...

  • For B2B Marketing Professionals

    Report

    Report Provisional L2RM Process Catalog

    February 5, 2018 | Lori Wizdo

    A well-designed and -documented process enables scalability, roots out excess cost, improves marketing execution, and provides the basis for continuous improvement. But fewer than half of all B2B...

  • For Application Development & Delivery Professionals

    Report

    Report Tap Into Your Services Partner's Ecosystem

    Leading Services Firms Orchestrate Your Ecosystem, From Startups To Stalwarts
    January 25, 2018 | Amanda LeClair

    The drumbeat of "disrupt or be disrupted" is often substantiated by the success of Uber and Airbnb, insinuating that your organization is under threat from digital startups. But as the importance...

  • For Enterprise Architecture Professionals

    Report

    Report The Forrester Wave™: Operational Intelligence For B2B Integration, Q1 2018

    The Eight Vendors That Matter Most And How They Stack Up
    January 17, 2018 | Henry Peyret

    In our 28-criteria evaluation of providers of operational intelligence (OI) for B2B integration, we identified the eight most significant ones — Axway, Cleo, Dell Boomi, IBM, Liaison Technologies,...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Measuring Up: Benchmarking Your B2B eCommerce Performance

    Benchmarks: The B2B eCommerce Playbook
    January 12, 2018 | John Bruno

    In the age of the customer, B2B companies must know where they're performing and underperforming with their clients. Once again, Forrester partnered with Internet Retailer to survey B2B digital...

  • For B2B Marketing Professionals

    Report

    Report The As-A-Service World Disrupts Traditional Sales Models

    Prepare In Advance To Avoid Missteps When Migrating B2B Sales
    January 11, 2018 | Mary Shea, Liz Herbert

    While an X-as-a-service (XaaS) model has many benefits for vendors and customers alike, migrating from a traditional to an XaaS delivery model can wreak havoc on selling systems. When embarking on...

  • For B2B Marketing Professionals

    Report

    Report The Forrester Tech Tide™: Channel Software, Q1 2018

    Eight Technology Categories Automate Indirect Channel Programs
    January 10, 2018 | Jay McBain

    Channel software is increasingly critical to firms' ability to win, retain, and serve their customers. To accelerate performance of partnerships and alliances, B2B marketers need to automate...

  • For B2B Marketing Professionals

    Report

    Report Evaluate Your Capacity For Customer-Obsessed Marketing

    Assessment: The B2B Marketing Playbook
    January 4, 2018 | Laura Ramos, Caroline Robertson

    B2B marketers know that the journey to become customer obsessed will fundamentally reset current routines and day-to-day operations. This report includes a self-evaluation tool that helps you...

  • For B2B Marketing Professionals

    Report

    Report Turn B2B Marketing Into A Customer-Obsessed Organization

    Executive Overview: The B2B Marketing Playbook
    December 27, 2017 | Lori Wizdo

    The next wave of competitive advantage for B2B companies will come from taking swift action based on deepening customer knowledge and delivering what their customers want before their competitors...

  • For B2B Marketing Professionals

    Report

    Report Your Organization's Predictive Marketing Analytics Transformation

    Examine Your Goals For A Well-Managed Consideration And Purchase Journey
    December 27, 2017 | Allison Snow

    In Q2 2017, we published The Forrester Wave™: Predictive Marketing Analytics For B2B Marketers. That report revealed and evaluated 11 important vendors in the predictive marketing space. We learned...

  • For B2B Marketing Professionals

    Report

    Report Measure These Six Things To Improve Revenue Performance

    Continuous Improvement: The Lead-To-Revenue Playbook
    December 20, 2017 | Lori Wizdo

    The seminal idea behind lead-to-revenue management (L2RM) was the need to calibrate marketing activities and budgets to revenue generation. But creating a system to continuously improve the...

  • For B2B Marketing Professionals

    Report

    Report Scale Your B2B Customer Obsession With A Go-To-Customer Strategy

    Strategic Plan: The B2B Marketing Playbook
    December 19, 2017 | Lori Wizdo

    B2B marketers know they need to operate across their sales and marketing silos, going beyond portfolio-centric campaigns to connect with buyers via content that engages across the entire life...

  • For B2B Marketing Professionals

    Report

    Report Take L2RM To The Next Level With A Pivot — From The Funnel To Your Customer

    Vision: The Lead-To-Revenue Playbook
    December 15, 2017 | Lori Wizdo

    Savvy marketers are re-engineering their lead-to-revenue (L2R) process to transform marketing from a top-notch supplier of leads for the load-bearing sales channel to the architect of customer...

  • For B2B Marketing Professionals

    Report

    Report Develop Your Revenue Growth And Acceleration Strategy

    Strategic Plan: The Lead-To-Revenue Playbook
    December 8, 2017 | Lori Wizdo

    The lead-to-revenue management (L2RM) strategic plan links the L2RM vision with the processes and tactics through which B2B marketers will realize this vision. This report describes the necessary...

  • For B2B Marketing Professionals

    Report

    Report Plan, Don't Hope, For Lead-To-Revenue Benefits

    Performance Management: The Lead-To-Revenue Playbook
    December 7, 2017 | Lori Wizdo

    Countless benefits are forecast to build the lead-to-revenue management (L2RM) business case. Forrester recommends that B2B marketing executives implement a benefits realization program to govern...

  • For B2B Marketing Professionals

    Report

    Report Navigate The Milestones On The L2RM Journey

    Road Map: The Lead-To-Revenue Playbook
    December 1, 2017 | Lori Wizdo

    This report is for B2B marketing professionals who must power up their lead-to-revenue processes to achieve goals for new customer acquisition, current customer expansion, and overall revenue...

  • For B2B Marketing Professionals

    Report

    Report The Sales Tide Is Shifting To Pan-Route Strategies

    Chart A Course For Customer Obsession Across All Routes-To-Market
    November 30, 2017 | Mary Shea, Jacob Milender

    As B2B buyers' expectations change, the boundaries blur between their preferred sales channels. Leading B2B firms recognize this and are adapting their routes-to-market strategies. This report...

  • For B2B Marketing Professionals

    Report

    Report Explore Content Marketing Platforms For B2B Marketing

    A Constellation Of Fit-For-Purpose Vendors Aid B2B Marketing Agility
    November 27, 2017 | Ryan Skinner

    B2B marketers are producing more content and assets today than ever before; and often, they're investing in or considering a content marketing platform (CMP) to stay on top of all of their...

  • For B2B Marketing Professionals

    Report

    Report The L2RM Center Of Excellence Helps Build New Roles, Skills, And Structures For L2R Success

    Organization: The Lead-To-Revenue Playbook
    November 27, 2017 | Lori Wizdo

    B2B marketing leaders are realizing that lead-to-revenue management (L2RM) is not just an opportunity to automate the existing demand gen program. L2RM standardizes, automates, and scales the...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Next-Gen Tools Will Drive Your Digital Transformation In Sales

    Innovative Interfaces And Engagement Technologies Usher In A New Era In B2B Sales
    November 27, 2017 | John Bruno

    Every successful company in history has excelled at selling its product or service, but over time, differentiation has moved from the offering to the experience. Companies can no longer afford to...

  • For B2B Marketing Professionals

    Report

    Report Model The ROI Of B2B Marketing Technology Investments

    Business Case: The B2B Marketing Playbook
    November 21, 2017 | Rusty Warner, Shaheen Parks

    B2B marketing technologies promise to grow revenue by improving marketing performance and providing better customer experience. This report helps B2B marketing professionals make a convincing...

  • For B2B Marketing Professionals

    Report

    Report Metrics That Matter For B2B Marketers

    Performance Management: The B2B Marketing Playbook
    November 16, 2017 | Allison Snow

    B2B marketers must do more than measure things like click-through rates and event attendance; they need to show how their activity directly affects business results. This report helps marketers...

  • For B2B Marketing Professionals

    Report

    Report Lessons Learned From Lead-To-Revenue Pioneers

    Landscape: The Lead-To-Revenue Playbook
    November 16, 2017 | Lori Wizdo

    After bagging impressive early wins, lead-to-revenue management (L2RM) pioneers have had difficulty sustaining ongoing improvement. To learn why, we analyzed 120 inquiries that B2B marketing...

  • For CIO Professionals

    Report

    Report Vendor Landscape: B2B Business Networks, 2017 To 2018

    Leaders Exploit Scope And Scale, While Competitors Push Collaboration And Specialization
    November 15, 2017 | Andrew Bartels

    Business networks play a key role in the age of the (business) customer, underpinning B2B eCommerce; connecting buyers and suppliers to exchange purchase orders (POs), invoices, and supply chain...

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