Posts by Forrester Research

Moneyball For B2B Sales: The Insights-Driven Sales System

Sales organizations must change how they earn, retain, and grow customers in order to adapt to new B2B buyer preferences.

Cloud Highway Lanes Lights

Planning Your Return To Office Requires Calculating Readiness

Leaders in some geographies are busy planning their firms’ return-to-office strategies. But what that looks like is hotly debated.

Five Productivity Obstacles Sales Organizations Need To Overcome

Understanding some of the key productivity challenges that today’s sales teams face can help them become truly productive.

Have You Heard About the Five ‘Ps’ of Sales?

Welcome to the future, where the B2B landscape will be defined by the 5 Ps: purpose-driven, precise, personalized, productive and profitable.

XDR Defined: Giving Meaning To Extended Detection And Response

What exactly is XDR (eXtended Detection and Response), and what are the implications for cybersecurity? Forrester Research offers perspectives.

Think Local to Stay Ahead of the Competition

More organizations are realizing the benefits to an approach that shifts the balance to more local-specific services and delivery.

Three Simple Guidelines for Goal Setting

Keep your goals simple, understandable, actionable and limited in number, with clear linkage to the overall purpose.

Measure Three Types of Customer Experience Metrics

An effective CX measurement program can determine whether your organization is delivering experiences that drive business results.

Zero Trust Is Not A Security Solution, It’s A Strategy

Zero Trust is not a product, it’s a security framework built around the concept of “never trust, always verify” and “assuming breach.”

Customer Service Technologies Are Variably Effective: Know Your Options

The COVID-19 pandemic underscored the importance and the shortcomings of customer service technologies and showed how automation can help.