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  • Michael Speyer

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  • For Sales Enablement Professionals

    Report

    Report Introducing Forrester's Vendor Partner Program Benchmark Assessment Tool

    A Tool That Helps Optimize Channel Performance
    August 25, 2008 | Michael Speyer

    Market dynamics like cloud-delivered computing services, buyer demand for partners with industry and process specialization, and business decision-makers driving technology decisions are forcing...

  • For Sales Enablement Professionals

    Report

    Report Forecast: The SMB IT Infrastructure Managed Services Market, 2008 To 2013

    Providers Must Choose Their Target Market Segment Carefully
    July 24, 2008 | Michael Speyer

    Small and medium-size businesses (SMBs) are comfortable paying a provider to fix their hardware or networks if they break, but the idea of contracting for IT infrastructure support before there's...

  • For Sales Enablement Professionals

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    Report IBM's Server Appliance Will Change The Market For Small Business Computing

    Lotus Foundations Server Adds Credibility To The Product Category
    May 8, 2008 | Michael Speyer

    Small businesses want sophisticated IT functionality, but their lack of IT resources requires that IT is delivered in a highly reliable no-touch manner. Linux-based server appliances have emerged...

  • For Sales Enablement Professionals

    Report

    Report A Managed Services Taxonomy

    How Tech Marketers Can Differentiate Managed Services Messaging And Understand Their Competition
    April 22, 2008 | Michael Speyer

    The phrase "managed services" is used so broadly in vendors' marketing literature that it has become difficult for buyers to distinguish these services from other kinds of outsourcing or understand...

  • For Sales Enablement Professionals

    Report

    Report Helping Your VARs And SIs To Do Marketing

    How To Improve The Marketing Awareness And Effectiveness Of Your Channel
    April 11, 2008 | Michael Speyer

    Lead generation for tech vendors is an expensive, inefficient process. Tech marketers who want their value-added reseller (VAR) and systems integrator (SI) partners to shoulder some of this burden...

  • For Sales Enablement Professionals

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    Report 2008 SMB IT Budgets North America: It's Back To Basics

    March 28, 2008 | Michael Speyer

    For 2008, small and medium-size business (SMB) IT decision-makers will focus on ensuring that their IT shops operate smoothly and on leveraging their companies' infrastructure and data assets. This...

  • For Sales Enablement Professionals

    Report

    Report SMB SaaS Adoption: Road Bumps Ahead In 2008

    SaaS Marketers Will Face A Skeptical Early Majority
    February 7, 2008 | Michael Speyer

    Software-as-a-service (SaaS) adoption by small and medium-size businesses (SMBs) increased by 58% to 15% from 2006 to 2007 as the market's early adopters flocked to the SaaS siren song of lower...

  • For Sales Enablement Professionals

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    Report SMB Software Purchasing Trends, Q4 2007

    January 3, 2008 | Michael Speyer

    This data chart surfaces data about SMB software spending patterns.

  • For Sales Enablement Professionals

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    Report Forrester's Predictions For Technology Marketers In 2008

    What Lies In Wait For 2008?
    December 13, 2007 | Michael Speyer

    In 2007, tech marketers bombarded the world with a mix of new and old technologies and accompanying messages, including the greening of IT, the virtualization of just about everything, brave forays...

  • For Sales Enablement Professionals

    Report

    Report Demand Insights: Cracking The SMB Managed IT Services Nut

    Vendors With Broad Distribution And Low Cost Service Delivery Will Win
    December 4, 2007 | Michael Speyer, Julie Giera

    Outsourcing hardware maintenance and management is widespread among SMBs, with 51% using outside help. But only 6% of SMBs do this in the form of managed services. Unlike their enterprise...

  • For Sales Enablement Professionals

    Report

    Report The State Of SMB Hardware Adoption: 2007

    Business Data Services North America And Europe
    October 31, 2007 | Michael Speyer

    How are small and medium-size businesses (SMBs) adopting, using, and managing hardware, including hardware budgets, PCs and laptops, servers, storage, networks, and services? This document gives...

  • For Sales Enablement Professionals

    Report

    Report SaaS Economics Will Change ISVs' SI And VAR Channels

    Channel Managers: Retool Partner Programs To Prevent SaaS Delivery Disaster
    October 29, 2007 | Michael Speyer

    Software-as-a-service (SaaS) is restructuring software channel managers' relationships with their implementation partners and reseller channels. The revenues that system integrators (SIs) receive...

  • For Sales Enablement Professionals

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    Report SMB Storage Purchasing Drivers, 2007

    October 3, 2007 | Michael Speyer

    This data chart presents results from Business Data Services that explores how and why SMBs buy data storage equipment.

  • For Sales Enablement Professionals

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    Report SMB Server Purchasing Drivers, 2007

    October 2, 2007 | Michael Speyer

    This data chart presents results from Business Data Services that explore why SMBs buy servers, and how they choose their vendors.

  • For Sales Enablement Professionals

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    Report SMB Laptop And PC Purchasing Drivers

    October 2, 2007 | Michael Speyer

    This data chart presents results from Business Data Services that explore the factors that influence how SMBs buy desktops and laptops.

  • For Sales Enablement Professionals

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    Report SMB Server Purchasing, 2007

    October 2, 2007 | Michael Speyer

    This data chart presents results from Business Data Services that explores trends in how SMBs buy servers.

  • For Sales Enablement Professionals

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    Report SMB IT Services Trends, 2007

    October 2, 2007 | Michael Speyer

    This data chart presents results from Business Data Services that explore trends in IT services outsourcing among SMBs.

  • For Sales Enablement Professionals

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    Report Midmarket Storage Update: 2007

    Quality And Post-Sales Support Will Drive Sales
    September 20, 2007 | Michael Speyer

    North American medium-size businesses expect to grow their storage budgets by 10% in 2008, driven primarily by increasing needs for data protection and raw volume. Medium-size businesses prefer to...

  • For Sales Enablement Professionals

    Report

    Report Here Comes The Very Small Business Segment

    The Next Frontier In Technology Branding
    July 26, 2007 | Michael Speyer

    The very small business (VSB) segment is attractive to IT vendors because of its sheer size. IT vendors' usual approach to the market often relies on leveraging consumer or small and medium-size...

  • For Sales Enablement Professionals

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    Report Identifying IT Buyers' Hidden Influencers

    Finding And Nurturing Your Brand Presence Beyond Your Formal Channels
    July 24, 2007 | Michael Speyer

    Small and medium-size business (SMB) IT sales are influenced by many parties, including peers, consultants, bloggers, and technology resellers. The influencers that buyers turn to vary by product,...

  • For Sales Enablement Professionals

    Report

    Report Tips On Tapping The MB ERP Market

    A Quick Look At The Size And Challenges Of The US MB Sector
    June 15, 2007 | Michael Speyer

    The potential market for first-time enterprise resource planning (ERP) purchases among US medium-size businesses (MBs) in 2007 is about 7,300 companies. Identifying these first-time buyers is...

  • For Infrastructure & Operations Professionals

    Report

    Report The State Of SMB Network And Telecommunications Adoption: 2007

    Business Data Services North America And Europe
    May 23, 2007 | Michele Pelino, Rolf Schonhowd, Phil Sayer

    How are SMBs adopting and using network and telecommunications technologies? This document gives highlights of an extensive data set collected from IT decision-makers across North American and...

  • For Sales Enablement Professionals

    Report

    Report Advice For Improving Your IT Vendor Channel

    Insight From 25 Channel Managers Points To Communication, Training, And Measurement
    April 19, 2007 | Michael Speyer

    Channels are the IT vendors' road to the small and medium-size business (SMB) market. No simple task, successful implementation requires significant investments and careful design to ensure that...

  • For Sales Enablement Professionals

    Report

    Report How SMBs Collect Information For Purchasing Decisions

    March 2, 2007 | Michael Speyer

    This data chart investigates how SMBs collect information to make purchasing decisions. It pays special attention to differences in this behavior by company size, geography, and year.

  • For Sales Enablement Professionals

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    Report 2007 SMB IT Budget Outlook: North America

    Business Technographics North America
    February 6, 2007 | Michael Speyer

    Business optimism is high in 2007 for small and medium-size businesses (SMBs). Unfortunately, this will not translate into large IT budget outlays; in fact, SMBs report an average budget increase...