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"Forrester Research" Posts

Just In Time, The SAST Market Has Embraced The Developer

SAST tooling has evolved to allow developers to respond to SAST functions in their IDEs, ticketing tools, build tools or code repositories.

road ahead

Emerging Company Leaders: Are You Prepared for Exit?

Only one in 10 emerging companies survive past the 10-year mark. You must take a proven, prescriptive business approach to survive.

AI and the Sales Rep: Where Does the Machine Stop and the Human Begin?

What AI functions can replace the sales rep, and what functions should reps continue to perform, influence or oversee?

Sales Compensation Plans: Six Example Components

A successful sales compensation plan involves the compensation charter, plan design, target setting, deployment, management & governance, Forrester Research asserts.

Why Automation Will Become a Business Imperative in 2021

Automation is no longer a nice-to-have, but a matter of survival for businesses. Forrester’s Craig Le Clair looks ahead to 2021.

5G is Here … Kind Of. Now What?

5G is slowly trickling into consumers’ consciousness. What will it take to accelerate acceptance and adoption?

5 Tips to Get 2021 Channel Sales Off to a Fast Start

Channel sales leaders must act now to hit the ground running on day one of 2021. Forrester’s Stephanie Sissler explains how.

How to Build a Successful Sales Enablement Team

When you’re building a sales enablement team, know the what, when, and why, but Forrester’s Jennifer Bullock says focus on the who.

How to Create a 2021 Technology Sales Plan

Sales leaders must consider three key priorities to create a viable plan for 2021. Forrester Research explains.

How to Set Achievable Sales Goals for 2021

The key to achievable 2021 sales goals is third-party data to justify the outlook and a planning process with buy-in from key stakeholders.