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Your B2B customers expect personalized interactions on their terms and timelines. Outdated marketing, sales, and postsale processes have failed to meet their changing expectations, resulting in poor experiences that make it harder to retain accounts and grow them further. Postsale teams, and customer success specifically, are uniquely positioned to engage customers and help them achieve meaningful results, but only if you elevate their role in transforming revenue processes that create more durable growth.
Key takeaways:
Target audience level: intermediate
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Customer success must elevate customer value and cross-team coordination across the four postsale phases of the Forrester Opportunity Lifecycle.
In volatile times, marketing, customer experience, and digital leaders in consumer-facing businesses can’t let shifting winds and heavy currents push their business off course. Instead, these business leaders must keep a cool head, resist knee-jerk reactions, and fine-tune strategies precisely and creatively to adapt to only the meaningful and substantial changes in the market and business environment.Key takeaways: Recommit to - and invest in - growing customer obsession maturity across the organization.Reaffirm your brand, customers, and priorities to then take bold, not rash, steps: implementing “always on” scenario planning, staying creative, and communicating brilliantly.Master change management to keep your team energized and focused on delivering quality customer experiences.Ratchet up management of the risks in your control.Target audience level: beginner and intermediate
Too many B2B organizations still treat their quota-bearing sellers as second-class citizens, ignoring the growing body of evidence that points to how vital seller wellness, work/life balance, and cultural inclusion are to their ability to be most productive. Let's follow the data ... and change it.Key takeaways: Understand the critical cultural levers that motivate sellers to be successful.Develop a mandate for the creation of a sales coaching program that drives tangible results.Learn to balance sales compensation components that reward desired behaviors.Target audience level: intermediate
While spend on B2B events remains high, budgets and resources are under massive strain as teams struggle to demonstrate value and justify increased investment. This webinar shares findings from Forrester’s Q1 2025 State Of B2B Events Survey and highlights changes leaders are making to their event budgets, mixes, and priorities as they adapt to a complex and dynamic environment.Key takeaways: Explore key findings from Forrester’s Q1 2025 State Of B2B Events Survey.Understand how leaders are approaching event budgets, mixes, and priorities.Take away actionable next steps to help you adapt to the new event environment.Target audience level: all levels
Misalignment in B2B planning disrupts sustainable growth and negatively impacts the customer experience. In this session, we'll show you how to integrate, sequence, and synchronize planning processes across all your go-to-market functions. By getting everything aligned, you'll not only drive growth but also create a smoother, more enjoyable journey for your customers.Join us to enhance coordination and drive success across your go-to-market functions.Key takeaways: Synchronize Efforts: Master the layers of B2B planning across teams to ensure everyone is working in harmony.Foster Collaboration: Learn the sequence of annual planning processes (occurring throughout the year) that promote teamwork and help commit resources and priorities effectively.Avoid Siloed Execution: Identify the essential outputs needed to inform each downstream planning process, ensuring seamless execution across all functions.Target audience level: all levels
In this webinar we will look at the state of IT sustainability survey Forrester conducted at the end of 2024 looking at the buyer and spending behavior for sustainability initiatives for 2025. We will take a closer look at the most impactful initiatives on sustainability enterprise leaders told us they undertook in the past year how investments will look like for 2025 the key capabilities for sustainability management software solutions that enterprise leaders sort and the services capabilities that were most asked for in the market.Key takeaways: Buyer trends for sustainability management softwareServices partnerships enterprises seekMost impactful IT decarbonization efforts by organizationsTarget audience level: all levels
Changing business buyer behavior is making traditional go-to-market processes obsolete and turbulent global markets, geopolitical and social upheaval, and technology disruption are upending carefully crafted strategies, budgets, and priorities. It’s critical for B2B leaders to go beyond reactivity to prioritize stable market segments, reduce operational costs, and continuously monitor buyer and customer behaviors. While some lessons from the COVID-19 pandemic may be of use, every crisis has its own context. Today’s conditions represent a poly-crisis that also requires proactive scenario and contingency planning, a new pace for decision-making, and compliance vigilance. Take these actions and you won’t just overcome the chaos – you'll thrive within it. Key takeaways: Learn how to ruthlessly prioritize target market segments.Identify ways to cut duplicative technologies and nonstrategic operational costs.Understand why continuous customer insights strengthen resilience.Leverage scenario planning to keep one step ahead.Change the pace of decision-making and delegate more to frontline leaders.Keep data compliance requirements front and center Target audience level: beginner and intermediate