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  • John Bruno

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  • For Application Development & Delivery Professionals

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    Report Define The Right Metrics For Tracking CRM Success

    Performance Management: The CRM Playbook
    September 21, 2017 | John Bruno, Kate Leggett

    Defining the right metrics to track success and prompt corrective action is a critical best practice for getting more value out of customer relationship management (CRM) initiatives. This report...

  • For Application Development & Delivery Professionals

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    Report Choose The Right CRM Solutions For Your Organization

    Tools And Technology: The CRM Playbook
    September 15, 2017 | John Bruno, Kate Leggett

    The CRM technology landscape is changing with the commoditization of core features, the rise of point solutions, the shift to software-as-a-service (SaaS) solutions, and the need to provide...

  • For Application Development & Delivery Professionals

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    Report Quantify The Business Value Of CRM

    Business Case: The CRM Playbook
    August 30, 2017 | John Bruno, Kate Leggett

    CRM initiatives must not only be technically sound but must also answer the question "What will we get for our money?" This report describes how application development and delivery (AD&D)...

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    Report CRM Success Hinges On Effective Change Management

    Continuous Improvement: The CRM Playbook
    August 4, 2017 | John Bruno, Kate Leggett

    There's too much at stake today to have a failed CRM initiative. CRM success depends on adoption, and failure results in underutilized investment and unmet business objectives that can put your...

  • For Application Development & Delivery Professionals

    Report

    Report The Forrester Wave™: Sales Force Automation Solutions, Q2 2017

    June 27, 2017 | John Bruno

    In our 35-criteria evaluation of sales force automation (SFA) providers, we identified the 10 most significant ones — bpm'online, CRMNEXT, Infor, Microsoft, NetSuite, Oracle, Pegasystems,...

  • For Application Development & Delivery Professionals

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    Report Define Your CRM Plan

    Strategic Plan: The CRM Playbook
    May 5, 2017 | Kate Leggett, John Bruno

    To avoid wasting time and effort on ill-conceived customer relationship management (CRM) initiatives, you should keep a laser focus on creating business value. Sound planning for CRM requires...

  • For Application Development & Delivery Professionals

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    Report Stop Buying End-To-End CRM

    Evaluate CRM As An Ecosystem Instead
    May 3, 2017 | John Bruno, Kate Leggett

    Companies rely heavily on mature CRM suites to provide operational efficiencies as sales, marketing, and customer service organizations interact with customers. But with companies placing greater...

  • For Application Development & Delivery Professionals

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    Report Prescriptive Advice: The Salesperson's Crystal Ball

    March 7, 2017 | John Bruno

    As B2B buyers continue to self-serve and conduct more research on their own, their expectations of salespeople continue to rise. To increase seller effectiveness and close the gap between buyers'...

  • For Application Development & Delivery Professionals

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    Report The Forrester Wave™: Configure-Price-Quote Solutions, Q1 2017

    Oracle, Apttus, And CallidusCloud Lead The Pack Of Maturing CPQ Solutions
    February 7, 2017 | John Bruno

    In our 36-criteria evaluation of configure-price-quote (CPQ) providers, we identified the 11 most significant vendors — Apttus, CallidusCloud, Cincom, FPX, IBM, Infor, Model N, Oracle, PROS,...

  • For Application Development & Delivery Professionals

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    Report Vendor Landscape: SFA Solutions For The Evolved Sales Force

    SFA Vendors Are Finally Listening To The Needs Of Modern Sellers
    November 10, 2016 | John Bruno

    Many organizations don't realize the potential of their sales force automation (SFA) investments. They roll out these applications to increase transparency into sales activities and create sales...

  • For Application Development & Delivery Professionals

    Report

    Report How To Improve Your Top Line With Salesperson-Centric Software

    October 5, 2016 | John Bruno

    Unequivocally, the ultimate measures of success for companies revolve around converting more sales, maintaining higher margins, and lifting revenues. CRM, and more specifically sales force...

  • For Application Development & Delivery Professionals

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    Report Brief: Find The Right Sales Efficiency-Effectiveness Balance

    September 28, 2016 | John Bruno

    Companies looking to drive revenue growth need to deliver the right tools to their salespeople. This means looking beyond just sales force automation (SFA) toward the greater, but congested, sales...

  • For Application Development & Delivery Professionals

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    Report TechRadar™: The Extended Sales Force Automation Ecosystem, Q2 2016

    May 31, 2016 | John Bruno

    Buyers are attracted to sales force automation (SFA) software for its merits around providing consistent processes and transparency into activities, but these tools have done little to enhance the...

  • For Application Development & Delivery Professionals

    Report

    Report Breakout Vendors: Sales Content Management

    May 10, 2016 | John Bruno

    As B2B buyers have become more knowledgeable about the products they evaluate, they have higher expectations of the salespeople they interact with. Delivering the right content and messaging has...

  • For Application Development & Delivery Professionals

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    Report Vendor Landscape: Configure-Price-Quote Solutions

    March 21, 2016 | John Bruno

    Businesses have changed the way they buy goods and services in the age of the customer, but they have done little to adapt the way they sell. Configure-price-quote (CPQ) vendors offer solutions to...

  • For Application Development & Delivery Professionals

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    Report Benchmark Against Best Practices To Optimize CRM Performance

    Benchmarks: The CRM Playbook
    January 19, 2016 | Kate Leggett, John Bruno

    To succeed in the age of the customer, application development and delivery (AD&D) professionals who support customer relationship management (CRM) cannot afford failed technology initiatives. We...