Use Text Analytics Technologies To Handle Mountains Of Unstructured Data
Enterprises are sitting on mountains of unstructured data — 61% have more than 100 terabytes, and 12% have more than five petabytes! Luckily, there are mature technologies out there that can help. First, enterprise information architects should consider general-purpose text analytics platforms. These are capable of handling most, if not all, text analytics use cases, both […]
Another Mobile Feature Banks Should Offer: Subscription Management
[this blog post was co-authored by Michael Chirokas] A year ago, Forrester published a report that listed Eleven Mobile Features That More Banks Should Offer. Unsurprisingly, our ongoing research continues to uncover new mobile services that belong on banks’ road maps. Recently, we came across another feature that several startups offer but that we haven’t seen […]
Why firms are interested in insights centers of excellence now – and what matters more
Over the past few months, following publication of my "Customer Insights Center of Excellence" report , there’s been a significant uptick in questions by insights and analytics teams who want to talk to us about CoEs. That’s a positive sign that firms are feeling the crunch to get more value from their insights functions. What’s […]
The Customer Insights Center of Excellence: Know Your Options!
“Excellence always sells.” –Earl Nightingale The questions below may sound familiar to you. I hear them from leaders of business insights teams of all kinds, from quant to qual, digital analytics to database marketing, customer analytics to voice of customer, market research to competitive intelligence, campaigns to customer service, behaviorial to predictive, B2C to B2B, […]
Content Marketing Fortnight VII: The Pains And Joys Of Going Mainstream
What’s happening (that’s important) in the world of content marketing? This is your fortnightly round-up of the best of the best stuff online for marketers who think about content; for the previous “Fortnights”, go to the bottom of the post. (And for more information about what the Content Marketing Fortnight is, see my intro from the […]
Where BI Falls Short: Taking A Singular Point Of View
There is a reason the phrase, “beauty is in the eye of the beholder,” has held significance and power in our society for so many generations. And in that phrase is a lesson for all of us about business analysis. The power of different points of view examining a given set of inputs is key […]
Is your data working for you?
Every company generates data that would be of significant value to its customers, partners and potential partners; information that could be combined with insights from this ecosystem, public data and other sources to generate significant new discoveries, products and business values. But making our data available, easily consumable and getting payback for sharing it […]
Overhauling Battle Cards (And Transforming Other Sales Tools)
As part of Forrester’s research into sales enablement, I recently took a journey to “plumb the depths” of sales battle cards. Why? Sales reps at technology companies tell Forrester that they must understand their competitors if so that they can outmaneuver them during the sales cycle; but, these same sales professionals tell Forrester that, despite […]
Your Company Will Be Disrupted. What’s Your Plan?
Maybe you’re working for a software company that suddenly faces a free cloud-based solution (funded by advertising). Or perhaps you’re in a clothing retail chain whose market share is under attack from an offshore company using webcams to offer virtual fitting rooms and cut-to-order clothing. If you are employed by a brick-and-mortar retailer of DVD […]
What's Happening With Forrester's Battle Card Standards?
For those of you following Forrester’s project to create industry standards for battle cards, I want to give you a glimpse into the group’s progress and remind you about Forrester’s public webinar on September 7, where I’ll touch on battle card standards in more depth. Each member of the standards group has success stories with […]
Join Me On September 7th For A Discussion On Building Better Battle Cards
For months, I’ve blogged about the reasons why battle cards are important, ways to evaluate battle cards, and most recently, the need for standards to tighten their value and give battle card creators and users common ground. In an upcoming webinar, that is open to the public and free of charge. I will tie this […]
Why Standards For Battle Cards Are A Good Idea
During the first week in August, Forrester launched the Battle Card Standards Group to address head on the challenges and opportunities that they face in creating competitive battle cards for sales teams. This group is meeting weekly to outline industry standards to help sales enablement professionals bridge the gap between what a myriad of groups […]
Join Me In Creating Standards For Competitive Sales Battle Cards!
Forrester’s sales enablement team is launching a collaborative effort with our clients and other experts to establish standards for competitive battle cards and I invite you to participate – send me an email to join. If you are on the receiving end of battle cards today, you know the big challenge intimately because I hear you […]
Establishing Standards To Manage Battle Cards
During my daily conversations with technology vendors about battle cards, I am encountering leaders that are taking a different approach. Sales leaders are taking responsibility for the portfolio of battle cards – some larger vendors have hundreds – and assigning someone to “fix the problem.” Individuals who get assigned to fix “the battle card problem” […]
Can You Hear Us? Where Are You?
So, I just got back from Forrester’s Customer Experience Forum in New York. This year, it was at the Marriott Marquis, right in the heart of Times Square. Now, if you’re like me and have lived in a rural (ok, backwoods) town for the past 10 years, Times Square can be pretty overwhelming. You feel like […]
Questions From Forrester’s Sales Enablement Teleconference, May 17, 2011
Earlier this week, our Sales Enablement team hosted a teleconference about building battle cards that better line up with sales reps’ needs. If you missed the teleconference, you can download the slides and recording; we wrapped up with the following questions asked by CMI professionals: Question No. 1: What's the best way of collecting intelligence […]
Redefining Sales-Ready Battle Cards
A theme that frequently shows up in survey data and during interviews with purchasing executives is that customers care more about how tech vendors sell than what they sell. Tech customers now put more emphasis on the behavior and skill of your sales reps than on your products or prices (see “Do Your Value Propositions […]
What's The Value Of Battle Cards?
During the past few months, our sales enablement team has researched and written about battle cards. We've spoken with more than 40 companies, including CMI leaders and sales professionals, to understand how sales reps use battle cards, what role a battle card plays in fueling customer conversations, and what CMI organizations can do to build more value […]
From Market Research To Market Insights
As this is my first blog post, let me begin with a quick introduction. I’m Richard Evensen, the new senior analyst with the Market Insights (MI) group at Forrester. I’ve been working in market and media research for over 15 years. During this time, I’ve done M&A and joint venture assessments, multi-lingual media analyses, competitive […]
How Your Battle Cards Will Become Even More Important To Sales!
I hear you! My earlier post about battle cards, and my title in particular, confused some readers. By outlining some of the problems with battle cards that have surfaced in our current research on the topic without providing a clear context of where battle cards are headed, I did not play out my cards effectively. […]