Tim Harmon

Principal Analyst serving B2B Marketing PROFESSIONALS

Tim serves B2B Marketing Professionals in developing and managing their route-to-market channels via the application of best practices, technology, metrics, economic models, and competitive intelligence. His research focuses on the impact of cloud computing and digital marketing on channel ecosystems and business models. He is also a leading expert on the small to medium-size business (SMB) market. Tim's technology domain knowledge spans business applications software (enterprise resource planning, business intelligence, partner relationship management), as well as network, sensor, and remote monitoring and management technologies.

Previous Work Experience

Prior to joining Forrester, Tim served in executive management and mentoring roles in the vendor, user, industry analyst, and venture capital aspects of the IT industry. He has been a featured speaker at many industry conferences involving business intelligence, data warehousing, performance management, and enterprise applications and has been published in Austin-American Statesman, BI Review, DM Review, and Intelligent Enterprise. Tim is a member of the Corporate Portfolio Management Association.


Tim attended Iowa State University, majoring in computer science and math and business administration.

Refine your results

Date Range





Market Imperatives



80 results in Reports

  • Tim Harmon
  • For B2B Marketing Professionals

    Report:The B2B/Commercial Insurance Industry Faces A Channel Inflection Point

    The Call To Digitally Enable A Traditionally Analog Channel

    The independent agent/broker (IA/B) channel remains vital to the B2B insurance industry, but its immaturity in customer digital engagement — and the lack of enablement of such by insurance carriers'...

    • Downloads: 78
  • For B2B Marketing Professionals

    Report:Mold Your Channel Organization To Your Channel Program Maturity

    The Channel's Value Goes Beyond Selling

    The channel management function often starts out as a suborganization of the sales function, and rightly so. But the channel function can become mired there as a "sales channel" and not reach its...

    • Downloads: 101
  • For B2B Marketing Professionals

    Report:The 15 New Rules For Cracking The SMB Market

    SMBs' Knowledge Assimilation Requires New Go-To-Market Approaches For Tech And Financial Services

    As large as the small and medium-size business (SMB) market is, both in terms of sheer numbers and IT and business services spend, only a handful of tech vendors, financial services companies, and...

    • Downloads: 274
  • For B2B Marketing Professionals

    Report:Vendor Landscape: Channel Incentive Program Management Solutions

    Bringing Order To Program Chaos

    In our interviews with channel partner principals, they strongly voice their desire that their B2B manufacturers/vendors target them (the principals) with their incentivization programs; and that...

    • Downloads: 120
  • For B2B Marketing Professionals

    Report:Toolkit: Channel Incentive Program Management Solutions

    B2B marketers are prolific in their use of incentive programs to drive channel partners' (agents, brokers, distributors, resellers, etc.) behavior, productivity, and loyalty. But the majority of B2B...

    • Downloads: 2
  • For B2B Marketing Professionals

    Report:Brief: 2016 Channel Marketing Challenges, Opportunities, And Budgets

    Channel-Oriented Companies Have More Potential, But Also More Pitfalls

    B2B marketers are immersed in the planning process for 2016. In addition to using their own "four walls" history and perspectives, marketers would be well advised to benchmark their performance and...

    • Downloads: 183
  • For B2B Marketing Professionals

    Report:Four Best Practices For Applying Through-Channel Marketing Automation

    Optimizing Your TCMA Rollout

    B2B marketers are beginning to grasp the power potential of their channel partner ecosystem to amplify their marketing. But there is a high degree of variability in the way B2B marketers deploy and...

    • Downloads: 160
  • For B2B Marketing Professionals

    Report:Channel Partners' Shifting Value-Add — And Their Digital Potential

    Today's Value-Added Services Imperative: Broader, Deeper Business Relevance

    Channel partners historically have built their businesses on services that envelope physical goods: delivery/logistics, installation/configuration, onsite support, and so on. But as more and more...

    • Downloads: 174
  • For B2B Marketing Professionals

    Report:Predictions 2016: B2B Marketing's New Mission

    How The Mandate To Target Lifetime Engagement Will Change B2B Marketing

    B2B buying has changed: Buyers prefer to do research themselves rather than rely on vendors' sales reps. The result: a dramatic shift in the role and focus of B2B marketing organizations. This brief...

    • Downloads: 722
  • For B2B Marketing Professionals

    Report:Realizing Return On Channel Investment

    Create A System Of Insight To Unravel Program Dependency Chains

    Of all the challenges business-to-business (B2B) marketing professionals face with respect to their channel partners, none is more foundational or more pressing than their inability to determine and...

    • Downloads: 168
  • For B2B Marketing Professionals

    Report:Navigating Tech Industry Channel Changes And Churns

    The 10 Most Significant Trends Affecting The Tech Channel

    The changes churning the tech channel are at an all-time high. Yes, channel partners are finally starting to get the gist of cloud business models, and they are developing services businesses around...

    • Downloads: 186
  • For B2B Marketing Professionals

    Report:The Forrester Wave™: Through-Channel Marketing Automation Platforms, Q3 2015

    Amplify Your Marketing Voice With One Of These 14 Vendors

    In Forrester's evaluation of through-channel marketing automation (TCMA) platforms, we identified 14 significant vendors — Averetek, Balihoo, BrandMaker, Brandmuscle, Bridgeline Digital,...

    • Downloads: 497
  • For B2B Marketing Professionals

    Report:Turn Your Channel Into A Marketing Machine

    Through-Channel Marketing Amplifies Your Marketing Voice

    Most B2B companies have thought of B2B channels (agents, distributors, resellers, and so on) as distribution channels — or, more limitedly, sales channels — for many years. But B2B...

    • Downloads: 326
  • For B2B Marketing Professionals

    Report:The Clash Of The Partner Channel And eCommerce

    Customer Empowerment Spurs A New Channel Conflict

    The partner channel has long been a critical route to market for most B2B verticals. But eCommerce, long and increasing in popularity in the consumer market, is now becoming more relevant and popular...

    • Downloads: 305
  • For CIO Professionals

    Report:Elevate Omnichannel Customer Experience With Continuous Business Services

    The goal of omnichannel sounds simple — sustain customer engagement across channels according to customer expectations — but it's among the most complex challenges businesses face today....

    • Downloads: 430
  • For B2B Marketing Professionals

    Report:Brief: Channels — Starting From Scratch

    Introducing The Forrester Channel Management Maturity Model

    Many B2B marketing professionals starting out on their channel development journey — i.e., when tasked with a corporate decision to "go channel" — face a daunting, confusing maze of...

    • Downloads: 173
  • For B2B Marketing Professionals

    Report:Demand Insights: The SMB Software Market 2015

    SMB Software Adoption Reflects Customer Obsession

    The small and medium-size (SMB) market's laggard adoption of technology can be vexing to B2B marketing professionals. But SMBs are responding to the easing of the credit crunch with investment plans...

    • Downloads: 388
  • For B2B Marketing Professionals

    Report:Apply The Hawthorne Effect For Continuous Improvement

    Regularly Change How You Measure And Reward Partners

    In this time of high demand and constrained supply of channel partners, partner loyalty can be difficult to maintain, much less improve. Many channel professionals, in an attempt to buy partners'...

    • Downloads: 95
  • For B2B Marketing Professionals

    Report:The Forrester Partner Loyalty Index

    To help eBusiness and channel strategy pros gauge their partners' loyalty, Forrester has developed an indexing tool — the Partner Loyalty Index. Channel partner loyalty can be readily measured. For...

    • Downloads: 26
  • For B2B Marketing Professionals

    Report:Brief: Boosting Channel Partner Engagement

    Partner Engagement Begets Partner Experience, Which Begets Partner Productivity

    Channel partner engagement — how and how often partners interact with business-to-business (B2B)/tech vendors — is critical, as engagement is a key indicator of partner loyalty and...

    • Downloads: 230
  • For B2B Marketing Professionals

    Report:Brief: Gauging Channel Partner Loyalty

    Introducing The Forrester Partner Loyalty Index Tool

    Competition for productive channel partners is acute in the tech industry and other business-to-business (B2B) verticals — so knowing your partners' loyalty is imperative. But loyalty is...

    • Downloads: 105
  • For B2B Marketing Professionals

    Report:Partner Loyalty Metrics That Matter

    Effectively Measure Your Channel Programs

    Program performance management is about systematic measurement and relentless adjustment, in this case, of your channel partner loyalty program. The first step for sales enablement professionals in...

    • Downloads: 436
  • For B2B Marketing Professionals

    Report:Tap Resources To Optimize Partner Loyalty

    Map Your Stakeholders To Best Communicate With Partners

    This report maps out the range of stakeholders within your organization whom you will work with, and work for, in executing channel partner loyalty. It is designed to help sales enablement...

    • Downloads: 336
  • For B2B Marketing Professionals

    Report:Pave The Way To Partner Loyalty Maturity

    Identify Resources For Implementing A Partner Strategy

    In this report, we present a compendious road map to guide sales enablement professionals through the steps to build a partner loyalty program or to revamp an existing one. Follow this road map — and...

    • Downloads: 426
  • For B2B Marketing Professionals

    Report:Reinforce Channel Partner Bonds In The Era Of The Cloud

    Complexity Warrants A New Approach To Partner Enablement

    The channel partner ecosystem is undergoing a massive upheaval, largely as a result of rapidly evolving cloud computing engagement and delivery models, and it will go through several tectonic shifts...

    • Downloads: 518