Ellen Carney

Principal Analyst

Forrester Bio

Ellen Carney

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Life Post-Meltdown: Insurance eBiz Pros Are Evolving Their Strategies (And They’re Asking Questions Of Forrester)

Ellen Carney July 20, 2010
I recently sorted through just shy of 2,000 inquiries that Forrester analysts completed from insurance industry clients, from a grim Q1 2009 through the cautious optimism at the end of Q1 2010. Along with the insurance inquiries, I also looked at what was on the minds of bankers and the Global 500 segment during the same period.  […]
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Outsourced AR Isn’t Making The Connection To Their Sales Enablement Value

Ellen Carney March 12, 2010
A lot of emerging companies think they've "arrived" when they've launched their first analyst briefing "tour." Oftentimes, these start-ups have very small to no marketing function internally, instead turning to outside agencies for public relations, marketing communications, and of course, the debut to the analyst influencers. These small firms feel confident that once they've placed themselves […]
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Clients Ask The Darndest Things (About Their Big Business Issues)

Ellen Carney February 24, 2010
I’m going to admit something here. . . most of my fellow analysts here chuckle when I profess my love for the insurance industry. Why do I like it so much? Well, one reason is because when I do my "Carney. . . like Art" spiel when someone asks how to spell my last name, […]
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How To Lose Sales Without Even Trying

Ellen Carney February 10, 2010
There's one sure way to amp up the tension between bag-carrying sales folks and the sales enablement teams that support them, and that's when a sales exec misses the opportunity to get a meeting with a buyer.   Last summer, we talked to about 40 sales execs or managers and no surprise, when it came to […]
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Sales Enablement Stone Age Edition: You Can’t Make Stuff Like This Up

Ellen Carney January 7, 2010
Yesterday, Brad Holmes blogged about 2010 being the year where sales enablement moves from concept to reality. Yep, it's tempting to think that tech firms and their marketers have all been madly working to enable the sales organizations with fabulous sales-enabling digital media like video customer testimonials, blogs, tweets, Facebook pages, and, of course, the […]
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The Great Escape: Role Model For Enabling The Great Sale

Ellen Carney October 2, 2009
Last month, the Wall Street Journal featured an article about America’s obsession with the latest style icon, the long-dead movie actor, Steve McQueen. Apparently, he's become the latest fashion icon, thanks to his ". . . stint as a U.S. Marine, rugged athleticism, less-is-more acting style and real-life love of car racing and motorcycles." The […]
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Who’s Your Real Customer? The Answer Might Surprise You

Ellen Carney August 27, 2009
[Posted by Ellen Carney]   Every once in a while, I come across one of those situations where the answer seems so obvious that I have to wonder if they already know the answer, but just want to know what you’re going to say. You know, like Perry Mason asking the question, but he already knows […]
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What Do Swedish Putty And Product Demos Have In Common?,

Ellen Carney August 13, 2009
[Posted by Ellen Carney] About 10 years ago, my husband and I moved into an old house located in a charming seaside town in Massachusetts. Not long after we moved in, we were watching a rerun of the PBS series, “This Old House”, and the show we happened to catch covered the exterior painting of an […]
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Re-Engineer The Relationship Between Insurance Tech Buyers And Sellers

Ellen Carney July 15, 2009
[Posted by Ellen Carney] Insurance IT buyers have distinct preferences when it comes to how they learn about new technology.  Tech vendors think IT buyers learn about the hottest technology because of the bright, shiny stuff that their marketing organizations spend all kinds of time and money producing. Wrong. Like most other industries, insurance IT […]
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