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  • Andy Hoar

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  • For eBusiness & Channel Strategy Professionals

    Report

    Report Get Your B2B eCommerce Metrics Right

    Performance Management: The B2B eCommerce Playbook
    August 23, 2017 | Andy Hoar

    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...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report The Case For Omnichannel B2B

    Business Case: The B2B eCommerce Playbook
    August 11, 2017 | Andy Hoar

    Omnichannel business-to-business (B2B) buyers are more active, generate more incremental revenue, and cost less to serve than single-channel customers. But as customer expectations rise, B2B buyers...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Improve B2B eCommerce Execution By Using ACTIVE Strategies

    Continuous Improvement: The B2B eCommerce Playbook
    July 20, 2017 | Andy Hoar

    B2B eCommerce organizations know that having a vision alone does not guarantee success. The devil is in the details and the hard work associated with executing on solid, actionable strategies. This...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report US B2B eCommerce Will Hit $1.2 Trillion By 2021

    Landscape: The B2B eCommerce Playbook
    June 5, 2017 | Andy Hoar

    Forrester estimates that B2B eCommerce will reach $1.2 trillion and account for 13.1% of all B2B sales in the US by 2021. At the end of 2017, Forrester expects eCommerce to reach $889 billion and...

  • For eBusiness & Channel Strategy Professionals

    Report

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

    Tools And Technology: The B2B eCommerce Playbook
    May 1, 2017 | Andy Hoar

    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...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Death Of A (B2B) Salesman: Two Years Later

    Vision: The B2B eCommerce Playbook
    March 29, 2017 | Andy Hoar

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

  • For eBusiness & Channel Strategy Professionals

    Report

    Report The Forrester Wave™: B2B Commerce Suites, Q1 2017

    The 11 Providers That Matter Most And How They Stack Up
    March 24, 2017 | Andy Hoar, Anjali Yakkundi

    In our 35-criteria evaluation of B2B commerce suite providers, we identified the 11 most significant vendors — Apttus, CloudCraze, Episerver, IBM, Insite Software, Intershop, Magento, Oracle...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report The Forrester Wave™: B2C Commerce Suites, Q1 2017

    The 13 Providers That Matter Most And How They Stack Up
    March 24, 2017 | Anjali Yakkundi, Andy Hoar

    In our 29-criteria evaluation of B2C commerce suite providers, we identified the 13 most significant vendors — commercetools, Digital River, Elastic Path, Episerver, IBM, Intershop, Kibo, Magento,...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Realign B2B Channels For A Post-Disruption World

    Buyer Journeys Dictate Dismantling And Reconstructing B2B Channel Ecosystems
    March 7, 2017 | Andy Hoar

    As B2B customers demand frictionless buy flows, global competition erodes margins, and manufacturers crave direct customer engagement, layers of middlemen are under pressure to evolve — or die....

  • For eBusiness & Channel Strategy Professionals

    Report

    Report A Brand New Day In B2B Commerce

    The Time Has Come For Brands To Rethink Their Deference To The Traditional Channel
    March 7, 2017 | Andy Hoar

    B2B brands that do not sell direct are disappointing customers and leaving money on the table. New research shows that B2B buyers want to engage directly with brands, which is calling into question...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Driving Customer Engagement With B2B Ratings And Reviews

    Processes: The B2B eCommerce Playbook
    December 20, 2016 | Andy Hoar

    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...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Organize And Staff For B2B Digital Transformation

    Organization: The B2B eCommerce Playbook
    December 20, 2016 | Andy Hoar

    Today's B2B eCommerce organizations must balance executing on a digital strategy with transforming a business. Individually, each priority represents a difficult challenge. Combined, they represent...

  • For CIO Professionals

    Report

    Report The Future Of B2B Mobile Enterprise Services — Evolving From App Silos To Open Ecosystems

    Mobile Will Increasingly Determine The Quality Of Your B2B Activities
    December 12, 2016 | Dan Bieler, Andy Hoar

    Mobile technology is just a means to an end. But mobility shifts the way business-to-business (B2B) ecosystems service their customers, support their partners, and affect competition. These B2B...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Use Forrester's New Maturity Model To Evaluate Your B2B Digital Progress

    Assessment: The B2B eCommerce Playbook
    September 6, 2016 | Andy Hoar

    With the B2B C-suite increasingly demanding that companies make more informed digital investment decisions, B2B digital professionals are now closely measuring their progress and benchmarking their...

  • For eBusiness & Channel Strategy Professionals

    Report

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

    Strategic Plan: The B2B eCommerce Playbook
    July 26, 2016 | Andy Hoar

    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...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report B2B eCommerce: A Trillion Dollars For The Taking

    July 26, 2016 | Andy Hoar

    This report outlines the landscape that B2B digital business professionals face as they attempt to capture their piece of what Forrester forecasts will be a $1.13 trillion market by 2020. Forrester...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report B2C Sets The Standard For B2B

    Road Map: The B2B eCommerce Playbook
    May 24, 2016 | Andy Hoar

    Science fiction writer William Gibson once said, "The future has already arrived; it's just not evenly distributed yet." Such is the case with B2B eCommerce. Whereas some B2B enterprises have been...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Make Your B2B Business A Digital Business

    Executive Overview: The B2B eCommerce Playbook
    April 8, 2016 | Andy Hoar

    New forms of digital customer engagement are transforming B2B businesses. In many cases, they're being forced to fundamentally rethink how they go to market — from the customers they target to the...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Measuring Up: Benchmarking Your B2B eCommerce Performance

    Benchmarks: The B2B eCommerce Playbook
    February 19, 2016 | Andy Hoar

    In the age of the customer, it is critical that B2B companies know where they're performing well with their customers and where they're falling short. As such, Forrester partnered with Internet...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Brief: Digital Leaders Focus On Digitizing Business Strategy

    Lessons Learned From Allstate Insurance, Mondelez International, And Amazon Business
    February 1, 2016 | Zhi Ying Ng, Adam Silverman

    Attendees at Forrester's Digital Business 2015 Forum heard from digital leaders at top firms who are making bold moves to transform their companies. Allstate Insurance is merging digital and...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Predictions 2016: The eCommerce Gap Widens

    How Winning B2B And B2C Firms Will Pull Ahead For Good
    November 10, 2015 | Andy Hoar, Sucharita Mulpuru

    2016 presents B2C and B2B professionals with a now-or-never choice: Either outpace the pack by responding effectively to six important trends — or fall permanently behind in the customer...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Digital Is Busy Transforming B2B Commerce

    August 4, 2015 | Andy Hoar

    Until recently, most business-to-business (B2B) companies relied on thick print catalogs, armies of sales reps, and well-staffed call centers to drive and support customer purchases. But B2B...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report The Forrester Wave™: B2B Commerce Suites, Q2 2015

    The Eight Vendors With A Focused Strategy And Mature Solution For B2B Commerce
    June 26, 2015 | Peter Sheldon, Andy Hoar

    In Forrester's 88-criteria evaluation of B2B commerce suite vendors, we identified the eight most significant providers in the category — CloudCraze, eBay Enterprise (Magento), hybris (an SAP...

  • For B2B Marketing Professionals

    Report

    Report Threats To Their Traditional Sales Force Will Change The Focus For B2B Marketers

    Death Of A (B2B) Salesman
    May 8, 2015 | Peter O'Neill, Andy Hoar

    This report, originally written for eBusiness and channel strategy professionals, includes content relevant to B2B marketers, especially those leading sales enablement initiatives in...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Death Of A (B2B) Salesman

    One Million US B2B Salespeople Will Lose Their Jobs To Self-Service eCommerce By 2020
    April 13, 2015 | Andy Hoar

    Forrester forecasts that 1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. While B2B buyers overwhelmingly prefer to research, and increasingly buy,...