Andy Hoar

Vice President, Principal Analyst

Andy Hoar

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New Forrester Wave Finds That Midmarket Companies Want Enterprise Features At A Small Business Price

Andy Hoar August 31, 2017
I’m pleased to announce the release of “The Forrester Wave: B2B Commerce Suites For Midsize Organizations, Q3 2017.”  A first for Forrester, this Wave dives into the world of B2B companies with $50 million to $500 million in total revenue that are looking for commerce solutions to both shift and lift revenue. Midmarket companies are […]
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It’s Here…The Forrester Wave: B2B Commerce Suites, Q2 2015

Andy Hoar July 1, 2015
I’m pleased to announce the release of "The Forrester Wave: B2B Commerce Suites, Q2 2015." Peter Sheldon and I last took a deep dive into the space in 2013, and since then we've seen B2B grow both in size and importance.   However, today's B2B environment is more complex, crowded, and competitive than it was in 2013. B2B […]
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Death of a (B2B) Salesman

Andy Hoar April 14, 2015
Forrester forecasts that 1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. B2B buyers now favor do-it-yourself online options for researching and buying products and services, and they are demanding that B2B sellers fully enable those digital paths to purchase. Yet too many of today’s B2B companies still […]
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US B2B eCommerce To Reach $1.1 Trillion By 2020

Andy Hoar April 2, 2015
I’m pleased to announce the release of Forrester’s US B2B eCommerce Forecast: 2015 to 2020.  In this first-of-its-kind report, Forrester forecasts that US B2B eCommerce will grow from $780 billion in 2015 to $1.13 trillion in 2020 – at which time it will constitute 12.1% of the total $9.39 trillion US B2B commerce market. What’s […]
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The Rapidly Changing Role Of B2B Salespeople In A Digital-First Environment

Andy Hoar February 2, 2015
With B2B buyers rapidly shifting their behavior from researching and buying offline to researching and buying both offline and online, B2B companies are radically reshaping their channel sales strategies. Most notably, B2B sellers are shifting resources and capabilities online as well as fundamentally redefining the role of their salespeople. Join us for the Forrester Sales Enablement […]
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Benchmarking B2B eCommerce

Andy Hoar March 18, 2014
Forrester recently partnered with Internet Retailer magazine to survey business-to-business (B2B) eCommerce professionals and produce first-of-its-kind sell-side B2B eCommerce benchmarks. The joint survey developed detailed insights related to B2B budget/spending plans, customer experience comparisons with business-to-consumer (B2C) retailers, feature/function/site component priorities, site measurement/metrics, and mobile and tablet plans. Today, I’m pleased to announce the release […]
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The New And Emerging World Of B2B Commerce

Andy Hoar February 13, 2014
Consider this. The iPad is not yet four years old…and 69% of B2B companies expect to stop publishing print catalogs entirely within the next three to five years.  In a world driven by such profound change, one cannot help but ask, “What will B2B eCommerce look like in the years to come?” Today, I’m pleased […]
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A First-Of-Its-Kind Piece Of Research: The Forrester Wave: B2B Commerce Suites, Q4 2013

Andy Hoar October 7, 2013
For years, customers have asked Forrester to publish a Forrester Wave evaluation specific to B2B commerce solutions. Well, that day has finally arrived! Today, I’m pleased to announce the release of our very first Forrester Wave dedicated exclusively to B2B commerce suites. In “The Forrester Wave™: B2B Commerce Suites, Q4 2013,” we found that IBM, […]
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What Gets Measured Gets Managed

Andy Hoar July 22, 2013
Management guru Peter Drucker famously said, “What gets measured gets managed.” So whether you’re a B2B company just starting to sell online, or a world-class B2B eCommerce website managing billions of dollars in sales, you need to know which metrics to track and how to benchmark your efforts against your competitors. Your business depends on it. Last […]
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B2B eCommerce Has Arrived

Andy Hoar July 12, 2013
Last month, IRCE hosted its first-ever B2B eCommerce content track at its big show in Chicago.   500+ attended my keynote session in the morning…and Grainger’s VP of eCommerce, Paul Miller, saw similar turnout for his presentation later in the day.  All in all, impressive numbers for an inaugural session series. In 2012, Oracle hosted the […]
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The Art and Science of Building a World-Class B2B eCommerce Business

Andy Hoar January 14, 2013
B2B eCommerce executives today don’t lack for data. What they’re screaming for is insight. With our new playbooks framework, busy executives can go to one place to dip their toes in a subject matter, or fully immerse themselves for deeper insight. Either way, they can move up to speed quickly and smartly about a specific […]
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US B2B eCommerce Sales To Reach $559 Billion By The End Of 2013

Andy Hoar October 18, 2012
Today Forrester is releasing a report entitled “Key Trends in B2B eCommerce for 2013” that, for the first time in over 10 years, sizes the US business-to-business (B2B) eCommerce market in the US.  Forrester estimates that by the end of 2013, customer-facing front-end B2B eCommerce will reach $559 billion.  This figure includes transactions placed online […]
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15 Minutes Into The Future

Andy Hoar August 29, 2012
I often tell audiences that if you want to see the future of B2B eCommerce, look to the present and recent past of B2C eCommerce. Be it personalization, robust search, or targeted pricing, B2B eBusiness and channel strategy professionals today are closely studying B2C eCommerce for proven opportunities to drive more business online.    On October […]
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Lessons Learned: What B2C eCommerce Can Teach B2B

Andy Hoar May 2, 2012
In our new report, B2B eCommerce: Going from Surviving to Thriving By Adopting Proven B2C Principles, we assess the current state of B2B eCommerce, what impact B2C has had on customers’ expectations for B2B eCommerce, and how B2B eCommerce professionals are leveraging lessons learned from B2C to drive more business online.  We conclude that B2B […]
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AmazonSupply . . . Amazon’s Camel’s Nose Under The B2B eCommerce Tent?

Andy Hoar April 30, 2012
For years the cognoscenti have speculated that Amazon would make an official move into B2B eCommerce. Well . . . they’re finally right. Just a few days ago, Amazon launched their first purpose-built B2B eCommerce site called AmazonSupply. And yes . . . the entrenched and established e-distributers in the B2B space should be worried.  […]
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Ways Manufacturers Can Drive Higher Conversion Rates Through The Online Retail Channel

Andy Hoar February 1, 2012
In a keyword-driven Web world, brand manufacturers get more than their fair share of Web shopping traffic.  But because most manufacturers maintain a relatively small direct-to-consumer business, they largely rely on online retail partners to convert leads that originate on their websites.  Disintermediated from the final sale, manufacturers often know little about how to optimize […]
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Optimizing the Affiliate Channel for Deal-Driven Customers

Andy Hoar December 16, 2011
With consumers increasingly looking for discounts online and flocking to horizontal coupon sites (e.g. ShopatHome and RetailMeNot), vertical coupon sites (e.g. TechBargains), and cashback sites (e.g. Ebates), eBusiness professionals face a new “coupon-driven” shopping normal. As a result, eBusiness professionals are increasingly considering, and reconsidering, the affiliate deal space as a channel for both acquiring […]
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“Cyber Friday”

Andy Hoar December 11, 2011
When we think about the Thanksgiving weekend and online sales, we’re conditioned to think "Cyber Monday."  But now there’s another online sales story to report — Black Friday. While Cyber Monday saw a record $1.25B in online sales this year, a somewhat underreported story was that Black Friday also set a record by bringing in $816MM– […]
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The Unemployment Rate Fell On Friday . . . But Don’t Brace For A Surge In Holiday Spending

Andy Hoar December 5, 2011
The US unemployment rate fell on Friday to its lowest level since March 2009 (http://www.bls.gov/news.release/empsit.nr0.htm). And on paper…that’s a very good thing.  But before we get too excited about what that could mean for 2011 holiday spending, consider this: The reason the unemployment rate dropped from 9.0% to 8.6% in the household survey was as […]
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The New Normal – Light Spending, Heavy Coupon Usage

Andy Hoar November 21, 2011
A few days ago, online coupon site Retailmenot.com released results from its inaugural holiday edition Shoppers Trend Report. A combination of consumer trend data pulled from activity on Retailmenot.com and a survey by Ipsos regarding near-term consumer sentiments, the report corroborates much of what Forrester recently predicted for this year’s holiday shopping season: Growth in overall […]
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