Forrester: The Accelerating Death of the B2B Sales Rep

The ROI Guy

I n this session, Forrester boldly predicted that 1 million B2B salespeople would be displaced by 2020, as B2B buyers by-pass reps who just take orders or pitch products, instead favoring digital self-service and more value-added interactions with a select group of more capable, consultative sales reps. Now, two years on, the forecast from Forrester is even gloomier, with faster than anticipated disintermediation.

Product-led growth: how to convert your product into the company’s central growth point


Organizations that have studied the market in recent years, such as Forrester and Salesforce , have found solid data on the growing level of user expectations and the sharp inclination towards digital.

B2B Category Creators Episode 6 Transcript


I think our one big compelling point, we’ve been working [Forrester] for years. And I would say the second one was 2020 for us. The internet is about disintermediation.