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  • MODERN B2B MARKETING  |  THURSDAY, SEPTEMBER 26, 2013
    [Forrester] Get More Email Opens and Clicks Using Behavioral Targeting
    When David Daniels, founder of the Relevancy Group, was an analyst at Jupiter Research (acquired by Forrester Research in 2008), he reported that targeting emails based on Web click-stream data increased open rates by more than 50%, and increased conversion rates by more than 350%. . According to Forrester, only 45% of marketers are currently capturing and consolidating customer behavioral data from multiple channels into a single database.
  • THE FORWARD OBSERVER  |  THURSDAY, MAY 17, 2012
    [Forrester] B2B Social Media - What to Look For Before You Leap
    According to Forrester Research , 77% of B2B decision-makers are active in social media. Artillery B2B Marketing Blog > The Forward Observer When properly implemented, social media can help B2B companies develop early-stage prospect relationships, nurture leads, speed up the sales cycle and deepen customer relationships. Social media is here to stay.
  • CONTENTLY  |  THURSDAY, FEBRUARY 9, 2017
    [Forrester] Why You Should Question Most Video Marketing Stats You See
    That claim, attributed to Dr. James McQuivey of Forrester Research, gets cited by marketers all over the globe. ” I’ve been told that the statement originates from a 2008 Forrester report titled “ How Video Will Take Over The World ,” but the full text is behind a paywall. Nevertheless, given the nature of the study and caliber of Forrester, it’s safe to assume that the 1.8 We all know the value of a good stat.
  • THE POINT  |  THURSDAY, DECEMBER 28, 2017
    [Forrester] Report: 19 Experts on the State of Marketing Automation
    The guide features insights, projections, and opinions on current challenges, opportunities, and trends from 19 B2B marketing experts and practitioners, including leading executives from Marketo, Oracle, SiriusDecisions, and Forrester Research. Demand Generation Report just published their 2018 Outlook Guide: The State of Marketing Automation.
  • MARKETING ACTION  |  TUESDAY, OCTOBER 14, 2014
    [Forrester] Marketing Automation’s Growing Role in Customer Lifecycle Management
    Editor’s Note: Lori Wizdo is a principal analyst at Forrester Research. Our topic today is marketing automation as it’s applied beyond lead-to-revenue, and our guest is Lori Wizdo, principal analyst at Forrester Researcher. Lori Wizdo of Forrester discusses "Marketing Automation’s Growing Role in Customer Lifecycle Management" with Atri Chatterjee. An Act-On Conversation.
  • B2B MARKETING DIRECTIONS  |  SUNDAY, JUNE 7, 2015
    [Forrester] Why Customer Success Content is Critical
    In a recent white paper , Forrester Research discussed the growing use of customer success management by software companies that offer their solutions on a subscription, or software-as-a-service (SaaS), basis. Forrester described customer success management in the following way: "In the B2B SaaS industry, companies have been hiring senior level people dedicated to the active management of their customer base.
  • VIDYARD  |  WEDNESDAY, APRIL 12, 2017
    [Forrester] Why I Chose Vidyard: A Story of a CMO, The Video-Enabled Business, and Culture
    Vidyard is the new generation video platform, and is leading the way to power the video-enabled business (see Forrester’s Online Video Wave Report ). If you’re lucky, at least once in your career you will have an opportunity to work someplace truly special. For me, Vidyard is that place. As a chief marketing officer, one of my core tasks is to communicate stories that engage people.
  • INFLUITIVE B2B  |  FRIDAY, JANUARY 15, 2016
    [Forrester] We Tried Launching A Full B2B Marketing Campaign From Start To Finish In 1 Day – Here’s What Happened
    We selected the 250 dead opportunities that made it furthest through the buying process to receive a direct piece of mail inviting them to check out BuyingIsScary.com , along with a printed copy of the new Forrester Report: Advocate Marketing Creates B2B Customer Relationships That Last A Lifetime to ease their advocate marketing worries. Free Forrester Report: Advocate Marketing Is Critical To B2B Success.
  • MODERN MARKETING  |  TUESDAY, SEPTEMBER 27, 2016
    [Forrester] How CMOs Can Make Sense of Today's Technology Landscape
    According to Forrester, 60% of all retail transactions are affected by digital interactions, including in-store transactions. Quick question: How many martech vendors and solutions do you think are currently available as we speak today? A thousand? Perhaps even two-thousand? The answer is nearly four-thousand, according to the martech tracking guru Scott Brinker.
  • TONY ZAMBITO  |  SUNDAY, NOVEMBER 22, 2015
    [Forrester] 7 Elements Of Customer Understanding The C-Suite Must Master
    According to recent surveys by PWC, Forrester, IBM , and McKinsey, disruptive trends in customer and buying behaviors are expected to continue over the next five years. by Yarden Gilboa. Changes in customer and buying behaviors continue to rock the very foundations of many industries. Many organizations are undergoing digital transformations in order to improve customer interactions, engagement, and understanding.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, DECEMBER 14, 2010
    [Forrester] The More B2B Marketing Changes, the More It Stays the Same
    Here’s a good recap about the Cisco Velocity event by Peter O’Neill at Forrester, “ Cisco Continues To Accelerate Its Partners’ Marketing “ I’m back from presenting at the Cisco Partner Velocity Conference in Barcelona; the experience was every bit as meaningful and memorable as I thought it would be. You see, I turned 40 there and brought my family along to celebrate. It was a great experience for all of us. Barcelona is a beautiful city.
  • MODERN MARKETING  |  THURSDAY, NOVEMBER 10, 2016
    [Forrester] Think Beyond Mobile-First and Consider Mobile Experiences Like These Brands
    Micro Moments In 2014, Julie Ask wrote "Micro-Moments Are the Next Frontier for Mobile" and coined the phrase "Mobile Micro-Moments” in a Forrester report : “Simple triggers spur consumers to take action, both on devices and in the real world. A few years ago, mobile was viewed by digital marketers as a side channel; a sort of “diet-digital” that was marginalized because of smaller screen sizes and a less mature marketing ecosystem.
  • VIDYARD  |  FRIDAY, APRIL 28, 2017
    [Forrester] 3 Things Customers Expect from Your Videos for Customer Support
    On-boarding is the key to retaining successful, long-term customers and videos are the best way to do it: According to Forrester , a one-minute video is worth as many as 1.8 When’s the last time you actually read a “read-me” document or browsed a manual before using a product? For most of us, it’s rare.
  • MARKETING INSIDER GROUP  |  TUESDAY, JANUARY 29, 2013
    [Forrester] The Most Important Marketing Metrics
    Recently, Lattice Engines and former Eloqua and Forrester CMO, Brian Kardin posted on this site about his own real-time marketing dashboard. What marketing metrics do you use to run your business? Are they the same as the metrics you report to your CEO? Long-gone are the days when the only thing marketing discussed with the CEO was the color of the logo and the size of the advertising budget. It is not the creatives who will delivering reports to the C-Suite.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, APRIL 25, 2013
    [Forrester] The Social-Shake-Up: A New Breed of Marketer is Coming
    In this new Age of the Customer (credit to Forrester for naming this one), how well a company uses the readily available information about their customer will determine how successful they are in the marketplace. Posted in Innovation Interactive Marketing Strategy.
  • ACT-ON  |  TUESDAY, APRIL 5, 2016
    [Forrester] Why You Should Consider Using Twitter for B2B Leads
    Forrester , 2013. Every day there are new B2B opportunities waiting for you on Twitter, LinkedIn and the other social media channels. Whether you turn these moments of opportunity into high-quality leads is up to you. Many marketers recognize Twitter’s usefulness for engagement and brand awareness.
  • CRIMSON MARKETING  |  MONDAY, MARCH 16, 2015
    [Forrester] How To Compete In An Omni-Channel World
    Online shopping, predicted by Forrester to exceed $370 billion by 2017, will still account for just 10% of all USA retail sales. With Amazon alone gaining 65 billion dollars in market value over the past five years, it isn’t news that retail leads the way in a historic disruption of the relationship between buyers and sellers.
  • BIZNOLOGY  |  MONDAY, APRIL 29, 2013
    [Forrester] B2B Marketers Should Take Another Look at E-Commerce
    Ease of use is the competitive watchword today, according to Forrester’s recent study “Thrive by Adopting Proven B2C Principles.”. Photo credit: Wikipedia. E-commerce opportunity is evolving fast, but only 25% of B2B marketers are taking advantage of it, according to a 2012 Oracle study. Time for another look. The typical B2B company selling online is the classic catalogers like Edmund Optics and Seton , which were fast to supplement their print catalogs with e-commerce.
  • SALESFUSION  |  FRIDAY, MARCH 28, 2014
    [Forrester] The Sales Department’s Guide to Lead Generation
    Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. one_half_last]. divider style="simple"].
  • MARKETING INSIDER GROUP  |  THURSDAY, DECEMBER 20, 2012
    [Forrester] Marketing In Real-Time – The New Trading Room Floor
    Before Eloqua, Brian was Chief Strategy and Marketing Officer at Forrester Research, where he helped turn the brand into a leader in the technology research sector. By Brian Kardon - CMO, Lattice Engines. I vividly remember a lunch with my friend, David Meerman Scott – author, digital, speaker extraordinaire and recovering CMO. At the time, David was working out some ideas for his soon-to-be best-seller Real-Time Marketing & PR and I was chief marketing officer at Eloqua.
  • VIDYARD  |  TUESDAY, DECEMBER 19, 2017
    [Forrester] Create Your B2B Video Marketing Strategy in 4 Easy Steps
    “Millennials Show A Strong Preference For Short Videos, Compared With Other Generations Of Workers” – A Blueprint For Successful B2B Video Marketing -Forrester. So to help, Forrester pulled together four steps you can take to embrace video as a strategic part of your B2B video marketing and demand gen strategy; Step One → Surface the Hidden. ” – A Blueprint For Successful B2B Video Marketing -Forrester.
  • KOMARKETING ASSOCIATES  |  MONDAY, MARCH 3, 2014
    [Forrester] The LinkedIn Publishing Platform Puts Power in the Hands of the B2B Buyer
    As detailed in Forrester’s 2012 post on B2B buyer behavior , B2B buyers are anywhere between two-thirds to 90% of the way through their journey BEFORE they reach out to the vendor. This past month LinkedIn announced they will be opening up the ability for every user to publish their own content on LinkedIn, through individual profiles.
  • MARKETING ACTION  |  FRIDAY, DECEMBER 13, 2013
    [Forrester] B2B Webinar: Why Customer Retention Matters More Than Acquisition
    According to Forrester Research VP and principal analyst, Laura Ramos, the answer is “not enough” and it’s the focus of a new on-demand webinar hosted by our own CMO, Atri Chatterjee: Marketing Automation – Beyond Customer Acquisition. According to Laura and Forrester, B2B marketers are in a unique position to create a new paradigm: a closed-loop cycle where customers are given new opportunities to discover (and rediscover) ways to engage with your brand, products, and services.
  • WEBBIQUITY  |  TUESDAY, MARCH 15, 2016
    [Forrester] 16 Enigmatic Business Blogging and Other Marketing Stats
    But, seemingly in support of Kundera’s quote above, Forrester Research says marketers are the ““sole source of sustainable competitive advantage.”. As winter comes to an end, so too does the Winter Wonderland of Marketing Stats series that’s been running here over the past few months. This final installment covers some fascinating though sometimes contradictory and confusing stats about business blogging and the value of marketing.
  • THE ROI GUY  |  WEDNESDAY, JANUARY 5, 2011
    [Forrester] Sales Enablement and The Economic-Buyer
    3) Differentiate Your Value - According to analyst Scott Santucci of Forrester, “We are in the middle of a major transformation in the B2B sales model. We are conducting a webinar with James Ninivaggi from SiriusDecisions on this important topic: [link] Learn more about potential value-based sales tool solutions at: [link] Sources: IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010 Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc.,
  • CONTENTLY  |  MONDAY, APRIL 10, 2017
    [Forrester] Why Performance Data Isn’t Enough
    Today, marketing technology can essentially be mapped to five key functions: governance, planning, production, utilization, and activation, as established by Forrester’s 2017 Wave Report. When insight into one of Forrester’s core functions is missing, it tends to drag down the other four.
  • HUBSPOT  |  THURSDAY, FEBRUARY 2, 2017
    [Forrester] How Artificial Intelligence Will Impact Productivity, Hiring Practices, Collaboration & More [Live Discussion]
    An analysis from Oxford researchers reported than 47% of jobs are at risk , while a more recent Forrester report predicts that 7% of jobs may be eliminated by 2025. The field of artificial intelligence (AI) is dominating both headlines and the attention of businesses -- and for good reason. In 2016 alone, at least 40 AI companies were acquired. The increasing sophistication of AI is also predicted to change the work force.
  • MARKETING INSIDER GROUP  |  TUESDAY, JANUARY 14, 2014
    [Forrester] Insights Drive Better Customer Experience
    During this time, Forrester found that those companies who performed poorest in the Customer Experience Index also performed poorest in terms of stock performance. We recently launched an e-book on slideshare covering The Future of Customer Experience. The e-book is a compilation of interviews we conducted with 19 experts on #custexp.
  • SALESFUSION  |  WEDNESDAY, JANUARY 15, 2014
    [Forrester] The Necessity of Nurturing
    one_half] [one_half_last valign="middle"] [frame style="none"] [/frame] [/one_half_last] [divider style="simple"] Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"] Partner Portal. Why Partner With SalesFUSION. [/one_half]
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 1, 2015
    [Forrester] 5 Myths of Social Media Marketing
    A 2014 report from Forrester found that 26 out of 30 B2B companies failed to create compelling content that engaged their audiences , losing sales and buyers to competitors in the process. Not so, says that Forrester report. Have you tied your social media efforts to a positive ROI? Or, have you heard claims that social media marketing just isn’t worth the effort for B2B companies?
  • OPENTOPIC  |  MONDAY, OCTOBER 24, 2016
    [Forrester] Is Predictive Marketing Now Mainstream?
    At the time there wasn’t a term for these components, but in Gartner’s recent report on the Hype Cycle for Customer Analytic Applications and Forrester’s TechRadar on B2B Marketing Technologies, the. In 2013, I wrote an article about the “CRM of the Future” which included three key components: (1) Out-of-the-box Lead Recommendations, (2) True Canonical Leads and (3) Pipeline Transparency.
  • THE ROI GUY  |  THURSDAY, JUNE 3, 2010
    [Forrester] ROI conversations at the wrong time will get you nowhere
    In a recent blog post, Scott Santucci, a Forrester analyst who serves Technology Sales Enablement Professionals, highlights how B2B solution providers are investing heaviliy in tools to connect more personaly with buyers, but with a decided lack of process and coordination, these investments are not reaping the promised rewards. TCO Calculator Forrester Executive Assessment Tools Pisello Alinean ROI Calculator
  • KEO MARKETING  |  TUESDAY, MAY 17, 2016
    [Forrester] The Advanced Guide to Content Marketing for 2016
    Research by Forrester shows that 4.8 With the explosion of content marketing, businesses have been publishing white papers, e-books, and blog posts in order to get their customers’ attention. But now it is almost too much. Prospects are buried by the enormous amount of content and they are ignoring most it. In order to stand out from all the other content that has already been published, you need to utilize new tactics that will help you stand out from the all the clutter.
  • SALESFUSION  |  MONDAY, FEBRUARY 3, 2014
    [Forrester] Seven Tips to Make Your Marketing Automation Stick
    one_half] [one_half_last valign="middle"] [frame style="none"] [/frame] [/one_half_last] [divider style="simple"] Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"] Partner Portal. Why Partner With SalesFUSION. [/one_half]
  • RADIUS  |  WEDNESDAY, JULY 12, 2017
    [Forrester] Driving Strategy, Implementation and Execution for Einstein ABM
    Source – Q&A: 10 ABM FAQs — And Five More That B2B Marketers Should Ask More Often, March 2017, Forrester. Q&A: 10 ABM FAQs – And Five More That B2B Marketers Should Ask More Often, March 2017, Forrester. According to Forrester, ABM is still a greenfield market as 64% of B2B marketers have yet to initiate account-based activities. Account-based marketing (ABM) is a popular and much-hyped movement in today’s B2B marketing strategy space.
  • G2M SOLUTIONS  |  WEDNESDAY, OCTOBER 25, 2017
    [Forrester] How to win at B2B sales in 2018
    Death of the B2B salesperson: 93% of buyers say they prefer buying online rather than from a salesperson" - Forrester. "57% If you are a B2B salesperson you might be rather worried about some of the research data that's being widely quoted by "the experts." Here is a selection: "Customers rate the salesperson as the least influential interaction in the buying process" - Gartner.
  • SALESFUSION  |  TUESDAY, DECEMBER 1, 2015
    [Forrester] 3 Steps for Gaining Executive Buy-In for Marketing Automation
    B2B marketers who implement marketing automation increase their sales pipeline contributions by 10% (Forrester Research). How many of you watch Shark Tank? For those who are unfamiliar with the show, it gives entrepreneurs a chance to pitch their businesses to five moguls (aka sharks) in the hopes that one or more will bite and become an investor.
  • MARKETING INSIDER GROUP  |  TUESDAY, JUNE 4, 2013
    [Forrester] The Expanding Role Of B2B Marketing
    Kathy joined Forrester VP-Principal Analyst Laura Ramos in presenting the results of their latest survey of more than a hundred senior B2B Marketers. Two years ago I wrote that Change is Coming To B2B Marketing. I predicted that changes brought on by digital, social and mobile technologies had placed the customer firmly at the center of marketing strategy. And it was straining traditional marketing strategy.
  • SALES ENGINE  |  TUESDAY, MAY 24, 2016
    [Forrester] How Content Becomes a Sales Conversation
    Unfortunately, this approach is not efficient or scalable, and according to Forrester, is less than 20% of sellers are even capable of it. In fact, when 418 executive buyers were surveyed by Forrester Research , they gave failing grades across the board for sales reps’ knowledge of their specific business, their role within it, and their unique business needs.
  • THE FORWARD OBSERVER  |  TUESDAY, MAY 2, 2017
    [Forrester] Social Selling: Aligning Your Sales and Marketing For The Modern Buyer
    Forrester) • 75% of B2B buyers use social media to research vendors. Are you wondering what social selling is and if it works? It's not a replacement for your sales process - it's additive. And studies show it's very effective. Ask any salesperson and they’ll tell you that selling is becoming even more challenging than just two years ago.
  • CONTENTLY  |  TUESDAY, APRIL 19, 2016
    [Forrester] The Customer Service Arms Race
    New research from Forrester shows that 73 percent of adults say valuing their time is the most important thing a company can do to provide good online customer service. The Forrester study also showed that, for the second consecutive year, more people turned to self-service web and mobile tools than customer call centers. The other day I had several questions about Olark, a San Francisco-based software company. So I went to the company’s website to find answers.
  • CINTELL  |  WEDNESDAY, JANUARY 27, 2016
    [Forrester] 29 Ways to Use Your Personas
    Laura Ramos of Forrester says it best, “To win in the age of the customer, B2B marketers need to drive customer intelligence into all areas of the business.”. You Built Personas, Now What? Creating buyer personas is only half the battle. If your personas are wasting away at the bottom of a desk drawer, gathering dust up on the wall of your office, or sitting ignored on the company intranet, it’s time to reimagine their potential.
  • MODERN MARKETING  |  WEDNESDAY, JULY 29, 2015
    [Forrester] 8 Tips to Jump Start Your Account-based Marketing
    Before Eloqua, Brian was Chief Strategy and Marketing Officer at Forrester Research, where he helped turn the brand into a leader in the technology research sector. Account-based Marketing (ABM) has descended on the marketing industry like that hot new restaurant that opens in town – everyone wants to check it out and see if it lives up to all the hype. Some people are okay reading the reviews and making a decision. Others need to have that first-hand experience.
  • WEBBIQUITY  |  WEDNESDAY, DECEMBER 11, 2013
    [Forrester] 18 of the Best Content Marketing Strategy Guides of 2013
    Noting that “The old adage — build it and they will come — doesn’t work for content marketing,” Laurie Sullivan reports on Forrester Research guidance on building a content distribution strategy to overcome the glut on content online. Content marketing is a hot topic, primarily in the B2B world but increasingly in consumer marketing as well. The number of Google searches for the phrase have increased 400% since January 2011.
  • BIZIBLE  |  FRIDAY, NOVEMBER 6, 2015
    [Forrester] B2B Marketing Ops And Marketing Attribution, A Simultaneous Ascendence
    But now, customers are completing two-thirds to 90 percent of the purchase decision before contact (according to Forrester). The advances in marketing technology are happening so frantically, many would say it’s headache inducing. For many B2B companies, however, it’s been a huge boon, and the rise of marketing ops is to thank for that.
  • WEBBIQUITY  |  MONDAY, JANUARY 28, 2013
    [Forrester] 11 (of the) Best SEO Tools and Keyword Research Guides of 2012
    Aaron Wall interviews Duane Forrester of Bing about the search engine’s new SEO tools and product roadmap. With its progression of benignly named yet ferocious algorithm updates (Farmer, Panda, Penguin), Google continues, in its efforts to battle webspam, to confound and make life more difficult for legitimate SEO professionals and their clients as well.
  • SALESFUSION  |  THURSDAY, MARCH 20, 2014
    [Forrester] Salesfusion-Sponsored Study Points to Pain in B2B Lead Generation
    Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. one_half_last]. divider style="simple"].
  • SALESFUSION  |  MONDAY, MARCH 3, 2014
    [Forrester] Inbound Marketing Software
    one_half] [one_half_last valign="middle"] [frame style="none"] [/frame] [/one_half_last] [divider style="simple"] Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"] Partner Portal. Why Partner With SalesFUSION. [/one_half]
  • SALESFUSION  |  TUESDAY, JANUARY 14, 2014
    [Forrester] How to Write like a Writer
    one_half] [one_half_last valign="middle"] [frame style="none"] [/frame] [/one_half_last] [divider style="simple"] Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"] Partner Portal. Why Partner With SalesFUSION. [/one_half]
  • SALESFUSION  |  MONDAY, NOVEMBER 25, 2013
    [Forrester] Nine Things Sales is Thankful For
    one_half] [one_half_last valign="middle"] [frame style="none"] [/frame] [/one_half_last] [divider style="simple"] Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"] Partner Portal. Why Partner With SalesFUSION. [/one_half]
  • BULLDOG SOLUTIONS  |  WEDNESDAY, MARCH 30, 2016
    [Forrester] Who Survives and Thrives in the Age of the Customer? – Part 1
    So, in August of 2015, we partnered with Forrester Research to learn more about the role B2B marketing plays in propelling businesses to drive success and thrive. Forrester surveyed 300 North American B2B marketers, and, voila, we learned a lot more about how organizations can thrive in the age of the customer. Forrester, “Marketing-Led Organizations Survive & Thrive in The Age of The Customer,” October 2015.
  • CHRIS KOCH  |  FRIDAY, APRIL 22, 2011
    [Forrester] Marketing’s golden opportunity in innovation
    In a blog post this week entitled What CEOs Want from Their CMOs, Forrester’s CEO, George Colony, discusses the mandate for the CMO to keep an eye out for what’s ahead. Innovation is becoming more external to companies and more social.
  • THE ROI GUY  |  THURSDAY, SEPTEMBER 10, 2015
    [Forrester] Growing Value: The Value Selling and Realization Summit
    Featured analysts include: Jim Ninivaggi (SiriusDecisions), Joe Galvin (CSO Insights / MHI Global), Scott Santucci (Alexander Group / Forrester), Bill Kirwin (Gartner / Father of TCO), Randy Perry (IDC) and our own Tom Pisello (the ROI Guy / ex-Gartner). Did you know …. Over 95% of B2B buyers demand proof that you’ll deliver value, demanding financial justification / ROI quantification prior to purchase approval. Yet, only 7% of buyers say your content and sales reps as value-focused.
  • THE ROI GUY  |  WEDNESDAY, JULY 7, 2010
    [Forrester] How to Break Free of the Pack? Differentiate for Success
    According to a recent Forrester technology sales enablement study, executives showed the best course was for vendors: 1) To match the right combination of capabilities to their given situation 2) Align offerings to help them realize a business result These two differentiators accounted for 53% response, more significant than any other differentiating attribute, including the vendors products and services, their branding, or their customer services.
  • VIDYARD  |  THURSDAY, MARCH 16, 2017
    [Forrester] 50+ Video Marketing Stats that Prove You’re Doing it Right
    Adding video to your site increases your chance of a front-page Google result by 50x – Forrester ( Tweet This ). Video may be all the rage, but for data-driven businesses, it’s hard to justify spending resources on a new content type without… well… data, right? And if this was five or ten years ago, you wouldn’t find much to support online video. But it’s 2017, and the times, they are a’ changing!
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, MARCH 23, 2010
    [Forrester] It pays to provide Support with Social Media
    In a recent Forrester Report on “ Customer Experience Pays Off as Social Media reduces Obstacles for Real Change ” they have really nailed down the argument I have been making over the last year about why Support is the single best place to build your business case for Social Media. But in a recent survey by Forrester customers in every major industry preferred good customer service to price.
  • MARKETING ACTION  |  WEDNESDAY, MARCH 25, 2015
    [Forrester] Lead Nurturing Basics: How to Nurture the B2B Buyer’s Journey in 5 Steps
    In fact, according to Forrester Research, prospects wait until they are 65% to 90% of the way through their journey before approaching a vendor. These days, many B2B marketers are getting superior results by using short- and long-term nurturing programs: Forrester Research found that companies excelling at lead nurturing generate 50% more sales-ready leads , at a 33% lower cost. B2B buyers are becoming more like B2C consumers in the way they shop and buy products and solutions.
  • TYPE A COMMUNICATIONS  |  TUESDAY, SEPTEMBER 30, 2014
    [Forrester] Performance Anxiety and the Modern Marketer
    The Business Marketing Association (BMA) and Forrester Research released their findings about the expanding role of marketing in B2B organizations. Tie this back to the report findings from BMA and Forrester: if marketers don’t know what to do and feel insecure, how can we find and recruit top talent to join our teams? September 30, 2014. For all the change that’s taken place in how buyers buy, it’s no wonder that marketers feel uncertain.
  • ANNUITAS  |  THURSDAY, DECEMBER 11, 2014
    [Forrester] Four Keys Areas Where the CMO Must Lead
    Forrester released a report this year that showed that 96% of CMOs either agree or strongly agree that “the breadth of skills needed to succeed in marketing has increased dramatically”. I have been to many conferences and read many marketing articles about having marketing get a seat at the table.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, DECEMBER 14, 2010
    [Forrester] The More B2B Marketing Changes, the More It Stays the Same
    Here's a good recap about the Cisco Velocity event by Peter O'Neill at Forrester, " Cisco Continues To Accelerate Its Partners’ Marketing I’m back from presenting at the Cisco Partner Velocity Conference in Barcelona; the experience was every bit as meaningful and memorable as I thought it would be. You see, I turned 40 there and brought my family along to celebrate. It was a great experience for all of us. Barcelona is a beautiful city.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 10, 2013
    [Forrester] Revenue Acceleration Through Content Marketing Is A New Opportunity For Marketing Service Providers
    In a Forrester report last year on content marketing being the new differentiation, I described the new interaction model of need-match-engage, where the buyers now initiate the interaction and spend a major part of their buyer journey doing their own research before calling in potential suppliers. Did you know that B2B buyers say that 70% of the content they read and study before making a purchase decision is actually found by – well, themselves?
  • MODERN MARKETING  |  WEDNESDAY, OCTOBER 19, 2011
    [Forrester] 5 Reasons Thought Leadership Marketing Matters
    And of those people delivering a big picture talk will be Jeff Ernst , principal analyst at Forrester Research. by Jesse Noyes | Tweet this The more than 1,000 sales and marketing pros heading to Eloqua Experience tomorrow are in for an insightful mix of best practices and big picture strategies. Ernst delivers counsel to CMOs and top marketers. He’s popped up on our blog before to explain why storytelling matters for B2B marketing. He’s shown how social marketing can go big.
  • MODERN MARKETING  |  MONDAY, JULY 14, 2014
    [Forrester] The Global State of the Mobile App and Push Notification Markets
    Co-presented by Joe Pezzillo, Senior Director, Push Operations & Adoption, Oracle Responsys and Thomas Husson, VP & Principal Analyst, Forrester Research, Inc, it was broken into three topics. by Kaila Garrison | Tweet this On May 28, the webinar entitled Push Your Mobile Marketing Strategy Forward was held.
  • THE ROI GUY  |  THURSDAY, OCTOBER 29, 2009
    [Forrester] Sales Success rests on building Strategic Roadmap with Customers
    But a recent blog entry by Scott Santucci, Senior Analyst for Forrester caught my eye, positing that sales enablement spends too much time trying to get sales professionals to better respond to customer needs late in the sales cycle, and not enough time engaging with the customer on creating a shared vision. As Forrester outlines, there are three important elements to vision success: 1) Authentic — it has to be real, well-researched, and obtainable.
  • THE ROI GUY  |  THURSDAY, NOVEMBER 12, 2009
    [Forrester] IT Services require ROI Justification More Than Ever
    According to the latest Enterprise IT Services Survey by Forrester Research, buyers of IT services are taking a variety of measures to get more value for the money spent on IT services. According to John McCarthy, VP and principal analyst at Forrester, "The data shows no quick turnaround - it's going to be a tough year for services firms as clients increasingly ask them to justify the ROI for IT projects and provide more value for a lower price." IT services Forrester Alinean
  • THE ROI GUY  |  FRIDAY, SEPTEMBER 3, 2010
    [Forrester] Sales Enablement Effectiveness?
    According to Forrester, companies are spending worldwide, on average, 19% of their SG&A costs, some $135,262 per quota-carrying salesperson, in sales support-related activities. 08, 2010 3) IDC Executive Tele Briefing on Sales & Marketing Strategies for 2010 4) Uncovering The Hidden Costs Of Sales Support, Forrester Research, Inc., TCO Tools Sales Enablement Forrester IDC Executive Assessment Tools ROI tools Pisello Alinean Frugalnomics
  • CINTELL  |  TUESDAY, FEBRUARY 9, 2016
    [Forrester] 17 Things High-Performing Companies Do to Optimize Their Buyer Personas
    Or maybe you knew that already, because organizations from SiriusDecisions to Aberdeen Group to Forrester have all studied, at length, the impact and importance of buyer personas to fostering and achieving customer-centricity in marketing organizations.).
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 21, 2013
    [Forrester] 4 New Marketing Fundamentals Impacting the B2B SEO Professional
    In Forrester Senior Analyst Anthony Mullen’s new report, “ Emerging Touchpoints Require A Marketing Mind Shift “, he identifies four fundamentals marketers must realize, in order to succeed in today’s technology and information-rich environment. Citing additional Forrester research, Mullen indicates that more than half of US online adults are already annoyed by the amount of advertising they see, and 37% would rather not be contacted by brands at all.
  • THE ROI GUY  |  TUESDAY, JUNE 16, 2009
    [Forrester] IT Sales and Marketing - Recovery On its Way
    ROI Forrester TCO Sales ToolsAs we track the pundits opinions on IT spending levels and trends, and come to our own conclusions from our research and engagements, we have been preaching for some time how the current downturn has been steep, but that we believe the downturn won't last long, and the recovery will be strong.
  • HUBSPOT  |  THURSDAY, AUGUST 28, 2014
    [Forrester] Your Leads Are Annoyed With You: Here's Why [Data]
    Source: Forrester Research ). When your job is to generate and nurture new leads like it is for pretty much every marketer and salesperson, it can be all too easy to think of every new lead as just another number on a waterfall report or just another name on a call list. But never forget that behind every ebook download form and every demo request, there are real human beings. Human beings with mood swings, families, insecurities, personal and company goals.
  • TONY ZAMBITO  |  SUNDAY, APRIL 17, 2016
    [Forrester] Overcoming The Content Personalization Challenge With Buyer Persona Research
    Recent surveys of marketing professionals by Rapt Media , Forrester , Seismic, SAP , IBM , and others all indicate that content personalization remains the biggest challenge for marketers this year and for the foreseeable future. by icon 54. It is clear that one of the top challenges facing marketing, especially B2B marketing, is the ability to connect with potential buyers on a personal level.
  • SALESFUSION  |  MONDAY, MARCH 24, 2014
    [Forrester] Salesfusion Leaps into the World of Dynamics CRM
    Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. one_half_last]. divider style="simple"].
  • MARKETING ACTION  |  THURSDAY, FEBRUARY 7, 2013
    [Forrester] The Case For Digital Integrated Marketing
    David Cooperstein , leader of Forrester’s CMO & Marketing Leadership practice put a number to all this when he wrote in Forbes : “ If (your digital marketing team) spends more than 30% of their time amassing data in spreadsheets, and subsequently trying to act on it, you are leaving money on the table.”.
  • THE POINT  |  TUESDAY, APRIL 23, 2013
    [Forrester] 2 Email Campaigns Show How (and How Not) to “Sell” Content
    Note the sub-head (“Forrester Research, Inc. Two email campaigns that arrived in my inbox recently serve as useful illustrations of how best to promote informational content. One, a white paper offer from sales tax automation company Avalara , is a plodding recitation of facts that does little to grab the reader. The other, from email marketing software provider ExactTarget , drives action by communicating the value of the content in concise, compelling language.
  • MARKETING INSIDER GROUP  |  THURSDAY, DECEMBER 22, 2011
    [Forrester] 40 Awesome Marketing Tweets From 2011
    RT @ billrobbSAP @ forrester Study of Social Network Use by Age Group [link] | some kids still read newspapers? Here is Forrester B2B Technographic link [link] from @ bengrossman #smplus. “These are a few of my favorite things…” Now that you have that song in your head, let me tell you a little bit about how I come up with some of my blog content.
  • SALESFUSION  |  THURSDAY, DECEMBER 5, 2013
    [Forrester] Email Tourism
    one_half] [one_half_last valign="middle"] [frame style="none"] [/frame] [/one_half_last] [divider style="simple"] Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"] Partner Portal. Why Partner With SalesFUSION. [/one_half]
  • HUBSPOT  |  FRIDAY, MAY 23, 2014
    [Forrester] Need Some B2B Blogging Inspiration? Check Out These 10 Companies
    5) Forrester. As one might imagine, market research company Forrester Research excels at gathering and delivering data. In content marketing, there may be no more desirable medium than the blog. Blogs are timely, informative, and interactive. They''re the kingpin of customer communication, and the cornerstone of B2B campaigns.
  • ANNUITAS  |  THURSDAY, JULY 16, 2015
    [Forrester] Put The Phone Down – I’m Not Ready
    According to a 2015 blog post by Forrester analyst, Lori Wizdo , B2B Buyer Journey Mapping Basics , 74% of buyers report conducting half of their research online before buying offline. No wonder we hate to pick up the phone these days. It’s always a sales call. Seriously. I love technology, marketing automation, CRMs — I couldn’t do my job without them. However, sales teams, please use them wisely or their power will backfire on you.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 24, 2015
    [Forrester] 48 Phenomenal SEO Guides, Tips & Tactics
    5 Keys to Improving Search Rankings with Duane Forrester of Bing by Stone Temple Consulting. Eric Enge talks to Bing’s Duane Forrester about the keys to improving SEO rank on Bing. Link building is somewhat surprisingly at #4 of Forrester’s five top areas. As Geddy Lee of Rush sang in the band’s 1981 hit Tom Sawyer , “changes aren’t permanent. But change is.”
  • MODERN MARKETING  |  THURSDAY, MAY 5, 2016
    [Forrester] Marketing Automation Technology and What Marketers Need to Look For
    Forrester. Since marketers love a good stat, let's start this post off with one: 2567%. That percentage represents the increase in the number of martech vendors from 2011 to today. It comes courtesy of Scott Brinker, the guru of the infamous martech landscape chart and speaks to the warp speed growth the martech vendor space has seen over a very short period of time.
  • MODERN MARKETING  |  WEDNESDAY, OCTOBER 19, 2016
    [Forrester] The 5 Fundamentals of Account-Based Marketing You Need to Know
    According to Forrester Research, fewer than one percent of leads turn into revenue-generating customers. Yes, you read that right: fewer than one percent. With that kind of lackluster return, B2B marketers, in particular, are increasingly searching for new tactics that will help them reach the right prospects at the right time with the right messaging.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, DECEMBER 27, 2010
    [Forrester] Ranking B2B Marketing Automation Vendors: How I Built My Scores (part 1)
    These are conceptually quite different from the dimensions used in the Gartner and Forrester reports* , which are designed to illustrate competitive position. I'll describe how I handled this in tomorrow's post. _ * “ability to execute” and “completeness of vision” for Gartner, “current offering”, “market presence” and “strategy” for Forrester. Summary: The first of three posts describing my new scoring system for B2B marketing automation vendors.
  • BIZIBLE  |  MONDAY, JULY 17, 2017
    [Forrester] How Marketing Can Move The Dial On Down-Funnel Metrics
    On average, 1% of leads eventually become customers (according to Forrester), so the math, simply, looks like this: 1,000 leads → 10 customers; 2,000 leads → 20 customers. Conventional B2B marketing is all about lead generation—filling the top of the funnel and allowing the numbers game to play out. Lead-centric organizations primarily grow their business by expanding the top of the funnel—the amount of leads generated.
  • SALESFUSION  |  TUESDAY, MARCH 11, 2014
    [Forrester] The New Kid in Town
    Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. one_half_last]. divider style="simple"].
  • HUBSPOT  |  FRIDAY, DECEMBER 13, 2013
    [Forrester] 47 Stats to Supercharge Your Holiday Marketing [SlideShare]
    With that being said, we’ve compiled a list of some of the best holiday marketing statistics from our friends at Forrester Research, the National Retail Federation, and Deloitte (among others). It’s official: We’re finally in the midst of the holiday season.
  • THE ROI GUY  |  WEDNESDAY, JANUARY 13, 2010
    [Forrester] Discretionary Spending Increase in 2010 - Drives Value Based Sales / Marketing Tool Needs
    Forrester however thinks these estimates are low and is indicating that 6.6% In sentiment, Forrester indicates that formal IT budgets do not point the way to the upward revision in growth estimates. ROI Forrester IT Budgets TCO AlineanAll major analyst firms are predicting better times ahead for technology vendors in 2010, with many estimating a modest 3% growth. growth for US tech market, and 8.2% growth for global tech market should be expected.
  • THE ROI GUY  |  MONDAY, FEBRUARY 14, 2011
    [Forrester] Alinean Research Reveals Best Practices to Fight Frugalnomics
    A press release announcing the participation at the Forrester Sales Enablement forum: [link] A recording of webinar presenting the research and results, and a download of the PPT is available at: [link]. TCO Tools Sales Enablement Forrester Executive Assessment Tools ROI tools Diagnostic Selling Pisello Alinean Value Selling Frugalnomics
  • MODERN MARKETING  |  MONDAY, NOVEMBER 9, 2015
    [Forrester] Why Lead Nurturing is Now Marketing’s Domain
    Forrester Research says that as much as 90 percent of the buyer’s journey may be complete before a prospect reaches out to a salesperson. Here are some numbers that show the value of lead nurturing for marketers: • Forrester Research says that businesses that are effective lead nurturers produce 50 percent more sales-ready leads at a 33 percent lower cost. Once upon a time, B2B lead nurturing was strictly the domain of the sales team.
  • TERMINUS  |  WEDNESDAY, MAY 24, 2017
    [Forrester] The Buck Stops at the CEO for Account-Based Marketing
    But alas, Forrester found that less than 1% of leads generated ever turn into customers. If leadership says, “I want the marketing team to generate leads” and they are sticking to the MQL, SAL, SQL, metrics, then share that Forrester stat. When it comes to generating leads vs. account-based marketing, the buck stop at the CEO. Period.
  • VIDYARD  |  MONDAY, AUGUST 28, 2017
    [Forrester] The Top 3 Trends in Customer Service
    Forrester finds that only 23 percent of B2B companies claim to have a customer-centric approach and Salesforce finds that only 17 percent of brands have integrated their customer data across their organizations. Customer expectations are higher than ever and still rising—buyers in both B2B and B2C want e-commerce-level convenience and they want it instantly, everywhere. To keep up, modern customer support teams are turning to social media, video, and service design for answers.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, DECEMBER 15, 2008
    [Forrester] Brands that Tweet
    BearingPoint - twitter.com/BearingPoint DunkinDonuts - twitter.com/DunkinDonuts Forrester - twitter.com/forrester GM - twitter.com/GMblogs Southwest - twitter.com/southwest Comcast - twitter.com/Comcast Jetblue - twitter.com/JetBlue Zappos - twitter.com/zappos Kodak - twitter.com/kodakCB Dell - twitter.com/dell H&R Block - twitter.com/HRBlock Whole Foods - twitter.com/wholefoods Rubbermaid - twitter.com/Rubbermaid Hubspot – twitter.com/grader
  • MODERN MARKETING  |  TUESDAY, AUGUST 11, 2015
    [Forrester] 5 Statistics That Show it's Time for Marketers to Get Real – Lessons from #eTailEast Day 1
    Forrester. – Forrester. According to UrbanDictionary.com "When someone tells you to get real, they want you to get a reality check and to stop behaving as though you're living in a fantasy world." " The phrase "get real" is incredibly apropos given the five stats I will share with you below. The stats were part of a presentation my colleague, Group VP Pat Galvin made yesterday during day 1 of the eTailEast conference in Boston.
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [Forrester] 70 New (Really) Marketing Automation Stats
    You can find it in the Q2 2011 Forrester Wave™ report.). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Forrester Research, Gauging Your Progress and Success , Dec 2013). Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Forrester Research, Gauging Your Progress and Success , Dec 2013). They’re getting old.
  • MODERN MARKETING  |  WEDNESDAY, AUGUST 8, 2012
    [Forrester] How to Hit Your Sales Target Every Time (The Ready, Aim, Fire Method)
    Only 15% are well prepared to engage them , according to Forrester Research. by Shawn Cook | Tweet this With the 2012 Olympics in full force, and because The Hunger Games is still lingering in my mind, I’ve been hooked on archery. The archery competition proved to be a hot competition at the Olympics. Italy won its first gold medal in the sport, winning by a single point. At that point, I started thinking about how similar archery is to sales.
  • HUBSPOT  |  TUESDAY, MARCH 15, 2016
    [Forrester] 7 Amazingly Effective Lead Nurturing Tactics
    Research conducted by Forrester has shown that marketers see an average 20% increase in sales opportunities from nurtured vs non-nurtured leads. Furthermore, the research also reveals that companies that excel at lead nurturing generate 50% more sales at a 33% lower cost (Source: Forrester, 2014 ). Last year Forrester Research reported that 33% of B2B marketers cite “targeted delivery of content” (i.e.,
  • BUZZ MARKETING FOR TECHNOLOGY  |  FRIDAY, OCTOBER 25, 2013
    [Forrester] Can CMOs Master The Customer Experience For Hispanic Shoppers?
    As Walgreens CMO Graham Atkinson stated so profoundly at the Forrester Customer Experience Forum East in New York City last month: “Omni-channel is an experience strategy, not a fulfillment strategy.” Related posts: It’s Time For CMOs To Tap Into The Power Of Personalization According to Forrester Research, U.S. Posted in Advertising Behavioral Targeting Communities Mobile Personalization Testing Web Design.
  • WEBBIQUITY  |  MONDAY, JANUARY 9, 2012
    [Forrester] Best Twitter Tips, Tools and Tactics of 2011
    Laurie Sullivan summarizes a report from Forrester Research outlining the challenges and opportunities marketers face in using Twitter effectively. One key finding: “Forrester analysts believe it’s not only the 1 billion tweets that matter, but rather the 6.2%
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, FEBRUARY 9, 2011
    [Forrester] Monitoring vs Analytics [Infographic]
    I found a graphic created by Zach Hofer-Shall from Forrester that was similar in concept so I adapted it for this report. They are the “Leaders in Social Intelligence&# – according to Forrester.
  • BUZZ MARKETING FOR TECHNOLOGY  |  MONDAY, MAY 22, 2006
    [Forrester] Blogger: Redirecting
    Push-Button Publishing You're about to be redirected The blog that used to be here is now at [link] Do you wish to be redirected? This blog is not hosted by Blogger and has not been checked for spam, viruses and other forms of malware. Yes No Home | Features | About | Buzz | Help | Discuss | Language | Developers | Gear Terms of Service | Privacy | Content Policy | Copyright © 1999 – 2010 Google
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 7, 2012
    [Forrester] Best Social Media and Digital Marketing Research and Statistics of 2011, Part 2
    SEO Underused, Forrester Report Suggests by MediaPost Search Blog. Laurie Sullivan reports Forrester research discovering that three-quarters of technology vendors have embraced SEO; less than 10% don’t use search optimization at all. Reports, surveys, studies and infographics are among the most popular content posted and shared across social networks. We’re all hungry for data. Marketers, we’re told, need to think like publishers.
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