B2B CX

Customer success programs have thus far gained limited traction among B2Bs. Yet those companies that have embraced CX have seen improved customer relationships and retention. Read our best practices for strengthening B2B CX.

Insights

Blog

What’s The ROI Of CX Transformation?

Maxie Schmidt January 28, 2021
Do the benefits of CX transformation outweigh the costs and result in a positive ROI? How can you determine that for your company? Our newly updated report “The ROI Of CX Transformation” helps you answer these questions. The report includes: New proof points about the benefits of investing in CX from our large-scale Customer Experience […]
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Blog

What I See Coming For The Channel: 2021

Jay McBain January 21, 2021
  Last year ended up being a tale of two cities for the channel. On one hand, customers and governments recognized partners as an essential service and central to their ability to rapidly respond to a worsening pandemic early in the year. With catlike reflexes, the IT channel emptied the laptop supply chain and became […]
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B2B Summit North America

Join us for the year’s premier event for B2B marketing, sales, and product leaders. Get expert insights and analysis to define your vision and accelerate growth.

Blog

It’s Time Chatbots And Virtual Assistants Play A Bigger Role In The B2B Buyer Journey

Steven Casey December 11, 2020
With collective commute times down to zero and face-to-face meetings all but impossible, we’ve seen the B2B buyer journey become an almost exclusively digital experience. It’s time for B2B marketers to close the gaps in their customers’ digital experiences with the assistance of automated conversations created by chatbots and virtual assistants (VAs). These solutions are already popular in B2C and B2B markets, creating experiences that: Meet modern buyers’ expectations of immediacy. Help marketers chase the leads sellers never get to (or the ones you never get […]
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Podcast

Lessons From The Pandemic For B2B Sales And Marketing Leaders

What It Means September 17, 2020
By disrupting familiar ways of working, the pandemic has forced B2B sales and marketing leaders to reprioritize and reflect. In this discussion of key priorities for European sales and marketing leaders, Vice Presidents Isabel Montesdeoca, Phil Harrell, and Meta Karagianni explain the lessons that can be learned from this period.
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Podcast

How To Successfully Pivot To Virtual Events

What It Means September 10, 2020
The pandemic has forced companies (including Forrester) to take planned in-person events virtual. What’s needed to make virtual events a success, and are they here to stay? Vice President and Global Head of Events Lisa Riley and Principal Analyst Jessie Johnson weigh in on this week’s What It Means.
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Blog

“Roads? Where We’re Going, We Don’t Need Roads”

Mary Shea August 13, 2020
Doc Brown might have been five years off, but he was completely right. 2020 is here, and we don’t need roads or planes — all we need is a steady internet connection. The tale of the road warrior has a different ending now. There’s no going back to the future that once was — the future is here, and it’s very different from how we left it. […]
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Blog

FORRward: A Weekly Read For Tech And Marketing Execs

Emily Collins August 10, 2020
Mobile Advertising Comes Under Scrutiny Most data deprecation discussions center on cookies and web browsers. But two recent moves broaden the aperture to include mobile environments, too. First, Apple announced iOS 14, which will prompt users on whether they want to let an app track them or “ask app not to track.” If a user picks the latter, the app can’t […]
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Predictions 2021 Online Event

Dive deep into the dynamics that will generate obstacles and opportunities in 2021.

Blog

One Hand To Shake Beats One Throat To Choke

Glenn O'Donnell August 7, 2020
The days of technology buyers treating their tech providers as "vendors" are gone. Learn the mutual benefits of treating your technology providers as partners.
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Blog

Virtual Event Momentum Will Move Strategy And Tech Forward Rapidly

Laura Ramos August 4, 2020
B2B marketers are turning to virtual event solutions as an alternative to physical conferences and meetings during the coronavirus pandemic. Successful marketers start with strategy and define the customer experience they want their online events to deliver. Technology supports this but is ineffective without a solid strategy and set of customer experience goals.
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Blog

FORRward: A Weekly Read For Tech And Marketing Execs

Emily Collins July 27, 2020
Even If You’re Reopening Your Offices, You Need To Plan For A Remote-Work Future This week, Google extended its remote-work plans for all 200,000 full-time and contract employees through summer 2021. Alphabet Chief Executive Officer Sundar Pichai said in a company memo, “I hope this will offer the flexibility you need to balance work with taking care of yourselves […]
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Blog

FORRward: A Weekly Read For Tech And Marketing Execs

Emily Collins July 20, 2020
The EU-US Privacy Shield Was Just Invalidated: What To Do Now This week, the Court of Justice of the European Union handed down its ruling in the case popularly known as “Schrems II.” Why should you care about an obscure EU case? Because the ruling invalidated the EU-US Privacy Shield, the mechanism by which American companies could […]
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Blog

Does CX Matter To The Enterprise Cloud? Absolutely!

Dave Bartoletti June 23, 2020
Customer experience is just as important for internal customers as external. Learn more about the value of CX in your IT planning.
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What You Can Do Right Now To Create A Better Customer Experience

Understand how changing B2B buying habits are modifying post-sale expectations and review five actions from high-performing organizations for improved customer engagement.

Blog

Today’s Business Buyers Crave Digital Interactions And Human Connections

Mary Shea June 16, 2020
Despite a growing reliance on digital tools and routes, B2B buyers long for empathetic, highly tailored human interactions. Learn how sellers can deliver.
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Blog

Build An Effective Customer Advocacy Program By Knowing The Four Advocate Types

Laura Ramos June 11, 2020
By understanding what customer advocates value, you can invite them to participate in the ways that are most meaningful to them, and to you.
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Blog

Toward Convergence — Brand And Experience Themes At CX North America

Dipanjan Chatterjee June 7, 2020
My research theme for CX North America 2020 — the convergence of experience The peripatetic nature of analyst life, especially for someone not moored to a corporate office, means that I rarely get to see most of the folks I work with, which is why, every year, I look forward to the summer days of […]
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Blog

Two Questions To Ask Yourself About Your COVID-19 Messaging

Laura Ramos June 5, 2020
As B2B analysts, we’ve been asking ourselves whether organizations have been responding to this health crisis in a way that is truly helpful to their customers. Our recently published report, “Messaging In The Time Of COVID-19,” which details our findings after reviewing 60 B2B websites and social accounts across 12 industries, seeks to answer that […]
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Blog

I consumatori italiani si sono concentrati sul digitale. Ora tocca alle aziende.

Enza Iannopollo May 26, 2020
La pandemia sta cambiando rapidamente le abitudini dei consumatori Italiani. Alcune di queste abitudini passeranno con il passare dell’emergenza, ma altre rimaranno. Per saperne di più, abbiamo appena completato una ricerca su un vasto campione di consumatori in Italia. I nostri dati suggeriscono che i consumatori italiani continuano ad essere preoccupati, ma non solo dal […]
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The Future Of B2B Buying And How Sales Organizations Should Adapt

B2B buying habits are evolving. Sales leaders who understand these changes and adapt quickly to delight the buyer will come out ahead. 

Blog

B2B Leaders Will Find CX North America Literally And Virtually Stimulating

Caroline Robertson May 20, 2020
Learn how we'll help firms master B2B customer experience at the CX North America live virtual experience on June 16-18, 2020.
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Blog

Credible, Customer-Centered Content Helps Sellers Be More Human And Relevant

Laura Ramos May 4, 2020
B2B buyers will engage more with empathetic sellers who understand their industry, business, and pain points. Marketing content creators must partner with sales to develop content that truly resonates.
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Blog

Steps Companies Are Taking Now To Help Their Customers Through The Crisis

Judy Weader April 21, 2020
The COVID-19 pandemic is straining economies and individuals alike. Companies must take advantage of this opportunity to think creatively about how they operate. Forrester looked at how more than 20 companies changed their policies and procedures in response to COVID-19. Three key themes emerged as firms: Reduced sources of stress. Financial services firms, including Bank […]
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