Steven Casey

Principal Analyst

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First Forrester New Wave™ On B2B CDPs Sets The Bar For An Emerging Market

Steven Casey June 17, 2019
Woohoo! We just published “The Forrester New Wave™: B2B Customer Data Platforms, Q2 2019” report, which profiles the 13 most significant vendors in this market: Arm Treasure Data, BlueVenn, CaliberMind, Celebrus, Dun & Bradstreet, Evergage, FirstHive, Lattice Engines, Leadspace, Lytics, Radius Intelligence, Tealium, and Zylotech. Based on our comprehensive criteria, Forrester’s take is that Lattice […]
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Dun & Bradstreet Moves Up The Value Chain With Intent To Acquire Lattice Engines

Steven Casey June 14, 2019
Yesterday, Dun & Bradstreet (D&B) announced its intent to acquire Lattice Engines. Both of us have covered these companies from a number of different perspectives, and we agree that the move makes sense for two primary reasons. First, adding advanced analytics and data management capabilities from Lattice accelerates D&B’s evolution into a comprehensive data platform […]
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Follow The ABM Road Map To Recruit The Right Channel Partners

Steven Casey May 23, 2019
As the artificial distinction between account-based marketing (ABM) programs and everything else we do in B2B continues to dissolve, more firms are realizing that they can leverage the same account-centric strategies, tactics, and technologies to improve the performance of every aspect of their businesses. That includes partner marketing programs, which face two significant challenges today. […]
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ABM: Flash In The Pan Or Here To Stay?

Steven Casey April 22, 2019
At the SiriusDecisions 2019 Summit on May 5–8 in Austin, Texas, I will join two of my new colleagues from SiriusDecisions, Service Director Matt Senatore and Senior Research Director Bob Peterson, in presenting our POV on the future of account-based marketing (ABM). I have to say that, prior to Forrester’s acquisition of Sirius, I was […]
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Use Direct Mail To Get The Attention Of Your Digital-First B2B Buyers

Steven Casey March 25, 2019
When was the last time you answered a phone call from a phone number you didn’t recognize or opened an email from an unfamiliar sender? Like, never? Same here. The sad truth about most modern marketing tactics is that they’re too cheap and too easy. When anyone can do it, everyone will — which also […]
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DiscoverOrg Shakes Up B2B Data Provider Market With Acquisition Of ZoomInfo

Steven Casey February 5, 2019
B2B marketing data provider DiscoverOrg announced on February 4 that the company is buying ZoomInfo. Our snap analysis is this is a smart move that shakes up the market and bolsters DiscoverOrg’s position in it. ZoomInfo has successfully leveraged its traditional strength as contact data specialist to build out a comprehensive data-as-a-service platform that now […]
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First Forrester New Wave™ On ABM Platforms Sets The Bar For A Dynamic And Growing Market

Steven Casey June 1, 2018
Well, that was interesting! We just published our “The Forrester New Wave™: ABM Platforms, Q2 2018” report, which profiles the 14 most significant vendors in this market: 6sense, Demandbase, Engagio, Jabmo (formerly Azalead), Lattice Engines, Madison Logic, MRP, Radius, RollWorks, TechTarget, Terminus, Triblio, True Influence, and ZenIQ. Based on our comprehensive criteria, Forrester’s take is […]
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Personality And Empathy Are The Keys To Success With Bots And Virtual Assistants In B2B Marketing And Sales

Steven Casey March 11, 2018
Chatbots and virtual assistants (VAs) may be built on artificial intelligence and create customer experiences through digital personas, but the success you realize from them will depend in large part on your ability to account for the real and human aspects of their deployment, intra-organizational impact, and customer orientation. Start by treating your bots and […]
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It’s Time B2B Marketing Hits The Restart On Social Media

Steven Casey October 2, 2017
After a promising start a decade ago, social media has long been stuck in a rut of diminished expectations and attention. Social was originally expected to function as the omnipresent lens through which companies could understand and engage their buyers. But, instead — during an age of increasingly revenue-obsessed marketers – social media became regarded as […]
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VR and AR Offer Innovative Solutions For Real B2B Marketing Problems

Steven Casey September 20, 2017
If you’ve ever encountered virtual or augmented reality in the business world it was likely at an event or tradeshow where a company had an AR/VR demo at their booth to draw in “traffic.” While this is certainly a valid marketing use case, it’s not all this technology has to offer B2B marketers. Although related, […]
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The Road To Customer Obsession Is Paved With Good (Data) Intentions: New Report And Webinar

Steven Casey July 24, 2017
Everyone knows they need good data: marketers, sellers, even analysts evangelizing about customer obsession.  But for too many B2B marketers, bad data is a sad fact of life. In a recent survey, just 12% of B2B marketers told us they have “high confidence” in the accuracy of their customer data. Trying to bridge that gap […]
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Bypass Branding No More: Why It Matters More Than Ever For Today’s Customer-Centric B2B Marketer

Steven Casey June 28, 2017
Have you heard anything like this recently? Maybe you’ve even said it, or it just sounds familiar: “I know I need to do branding, but how will it help me fill the funnel?” “I can measure my conversion rates to three places to the right of the decimal point. How am I supposed to measure […]
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Get Started With Programmatic Advertising To Optimize Your Outbound/ABM Targeting

Steven Casey March 2, 2017
The economics of digital advertising have never been a great fit for business-to-business (B2B) marketers. Unlike our peers in business-to-consumer (B2C) markets, we rely more on targeted and lead-based communications than mass reach. But — as a recent report that I coauthored with Samantha Merlivat has shown — two trends are changing that dynamic: Account-based marketing (ABM) […]
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Speed Dating In Miami — Or What I Learned At The Forrester B2B Marketing Forum

Steven Casey October 24, 2016
Now that I’m back from Forrester's B2B Marketing Forum in Miami last week, I thought I’d share a few observations. This was my second Forrester event as an analyst, but my first at a B2B Marketing Forum.  It’s worth noting that my perspective as an analyst is completely different from that of an attendee, because […]
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B2B Marketers Should Gate Later And Less To Improve Engagement And Success

Steven Casey September 1, 2016
Today’s business marketers and their prospects are engaged in a frustrating content “dating” game. To get the content they want – and avoid the inevitable follow-up sales call or nurturing emails – more and more buyers are populating your gating forms with false, incomplete, or non-business information. They get the whitepaper, but all you get […]
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Start Making Sense: The 17 Most Important Technologies For B2B Marketers

Steven Casey August 8, 2016
We’ve all seen the ubiquitous martech slides: Thousands of company logos crammed into a single graphic that is both useless and illuminating. Useless as any sort of planning or evaluation tool — but also illuminating because it shows what we all know to be true from first-hand experience: The B2B marketing tech landscape is confusing […]
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Your B2B Prospects Don’t Want You To Call Them

Steven Casey May 13, 2016
So this makes it official: the rite of passage for every new analyst. My first research report, How Self-Service Research Changes B2B Marketing, has just been published. I covered the premise of this report in my first blog post — but I’ll summarize it here again: multiple Forrester surveys have shown that B2B buyers strongly […]
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A Practical Approach To B2B Buyer Journey Mapping

Steven Casey April 15, 2016
After a conversation with my colleague Lori Wizdo the other day about buyer journey mapping, she followed up by sharing the following cartoon – which I thought was perfect: Perfect because it captured both our perspectives on the topic: Lori’s that buyer journeys are by their very nature hypothetical; and mine that you can never […]
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How Self-Service Research Will Change B2B Marketing

Steven Casey February 10, 2016
Greetings! This is week three in my journey as a Forrester analyst serving you, B2B marketing professionals, after nearly as many decades as a practitioner like you. I'd like to start our conversation by sharing an idea I had the opportunity to explore during the interview process for this position. It was a process I […]
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