direct-to-consumer (DTC)

Direct-to-consumer (DTC) companies have transformed the relationship between brands and customers. To compete, marketers at non-DTC companies must take a hard look at their strategies and double down on customer experience.

Discover how Forrester supports customer experience leaders.

Insights

Blog

All Brands Must Build Value From Direct-To-Consumer

Michelle Beeson November 18, 2021
The value of a brand’s direct-to-consumer (DTC) digital presence goes beyond direct sales. Brands that still rely heavily on retail partners for digital sales can still drive value from direct customer engagement. Of course, DTC consumer purchases benefit brands with better margins, since they avoid fees or commission charges from partners. The benefits go beyond […]
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Lemonade’s Acquisition Of Metromile: Start Your Engines! The Race For Digital Insurance Supremacy Just Took A New Turn

Jeffery Williams November 10, 2021
Talk about timing. Last week, Lemonade revealed Lemonade Car, its entry into auto insurance. This week, it announced the acquisition of Metromile, one of the largest usage-based auto insurers in the world. Insurance technology (insurtech) M&A has been strong, but admittedly, I didn’t expect to see a transaction like this so soon. But I suppose […]

Predictions 2022 Live

Chart a bold path to success in 2022. Hear our predictions for the year ahead.

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Supply Chains Evolve To Become Collaborative Supply Networks

George Lawrie October 28, 2021
Align Finance, Sales, And Marketing For Supply Chain Success Thanks to all of you who helped with the research for The Forrester Tech Tide™: Smart Supply Chain, Q4 2021, our latest report about the maturity and business value of supply chain applications. Our survey told us that integrated business planning (IBP) is eclipsing sales and […]
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Predictions 2022: Retailers Will Compete On “Pre-Loved,” Returns — And New Partners

Sucharita Kodali October 27, 2021
The biggest retail trends of 2022 will involving tapping into the circular economy and using returns to retain customers. Learn more.
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Brands: Gauge The Size Of Your Digital Commerce Prize

Michelle Beeson April 16, 2021
All brands need to be selling to and engaging with consumers online. The experiences of the 2020 pandemic have only accelerated consumers’ shift to digital touchpoints. When it comes to brands’ digital commerce opportunity, it’s not “one size fits all.” So, where should brands focus their digital direct-to-consumer (DTC) efforts, and what will each yield […]
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Forrester’s Digital Go-To-Market Review: Consumer Electronics Edition

Sucharita Kodali February 3, 2021
Our latest update to our Digital Go-To-Market Review series for brands looks at the consumer electronics sector. Electronics store sales peaked in 2007, and since then, an ever-growing proportion of consumer electronics sales has moved online.* In 2020, 64% of US online adults said that they made a consumer electronics purchase online on a computer, […]
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The Future Of Commerce Technology Is On FIRE — And It’s A Good Thing

Emily Pfeiffer January 5, 2021
I can explain the evolution of commerce technology using plate tectonics — really! Now imagine me telling you that commerce is no longer the nucleus of the commerce technology atom (… and that I could even mix a metaphor about Gremlins into this conversation). It’s true — the commerce core is shrinking away. We already […]

European Predictions 2022

Visit our resource hub to discover the key trends impacting European businesses in 2022.

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Insurtech Funding Roundup, Q3 2020: Digital Insurers Drive Another Strong Quarter Of Funding

Jeffery Williams November 5, 2020
This year of the pandemic will forever be known for its effect on the way we work and interact. Although our “new normal” will be temporary, the digital transformation it brought about will prove lasting. Amid the chaos, insurtechs, with their digital-first business models, have benefited as their funding has continued to improve. In Q3, […]
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Give Customers The Gift Of Convenience This Holiday Season

Ryan Skinner November 4, 2020
This holiday season, many consumers will be forgoing big family dinners and exotic holiday markets and instead playing host to unwelcome guests like worry (for their health) and anxiety (for their finances). This holiday season, everyone just needs a break. Marketers can help consumers make the best of their holidays by making their lives a […]
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What Do Your Customers Want For The Holidays? Confidence

Andrew Hogan October 29, 2020
Now’s the time to make sure your customers understand whether they’ve found the right product on your site or app, know when they’ll receive their item in time, and know how to easily return the item if it isn’t quite right.
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Predictions 2021: Retailers, Brand Manufacturers, And Mall Operators

Sucharita Kodali October 20, 2020
In the wake of the pandemic's deluge of disruption, retailers, brand manufacturers, and ecosystem players such as mall operators are entirely rethinking their businesses, heralding much change ahead. Read what we predict for retail in 2021.
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Introducing Forrester’s Digital Go-To-Market Review: Home Goods Edition

Sucharita Kodali October 6, 2020
In a rapidly evolving retail environment, brand manufacturers that have traditionally sold through wholesale channels now need to think very differently about distribution. Some traditional wholesale partners are shrinking — meaning those (often long-standing) distribution partnerships simply can’t generate the sales and growth for brands that they did for decades. By contrast, online marketplaces are growing — and fast. Marketplaces promise access to vast swaths of new customers — but potentially also arm’s-length relationships with those customers and less control around placement, plus proximity to […]

See the future and gain a competitive advantage for 2022

Discover 12 trends our research reveals will matter most next year. Download our Predictions 2022 Guide.

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Three Consumer Changes Will Define The Future Of How We Buy

Anjali Lai September 15, 2020
The pace of consumer behavior change has clicked into another gear this year as a result of the COVID-19 pandemic. Learn how three of these trends will transform buying for the foreseeable future.
Research Collection

Learn From Direct-To-Consumer Disruption

Ryan Skinner September 9, 2020
Direct-to-consumer (DTC) brands are fueling disruption by radically reorienting consumer expectations. As a result of the COVID-19 pandemic, brands of all kinds are looking to shore up their own DTC efforts as more consumers seek authentic and engaging brand relationships in increasingly digital spaces. As they craft their own brand’s DTC journey, B2C marketers and […]
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COVID-19 Accelerates Digital Adoption For European Consumers And Businesses

Martin Gill May 5, 2020
Six things B2C marketing leaders in Europe should build into their pandemic response strategies.
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Cloud Players And Research Groups Join The Fight Against COVID-19 With High-Performance Computing

Tracy Woo April 2, 2020
A unique public/private consortium organized by IBM and the Department of Energy is bringing high-performance computing to the COVID-19 fight. Analyst Tracy Woo provides details.
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What The CEO Of Every CPG Brand Needs To Do Tomorrow

Sucharita Kodali March 31, 2020
The single biggest transformation in the retail industry in the last decade has been the emergence of third-party marketplaces (often online bazaars subject to few restrictions) where sellers and buyers meet. Some sellers on online marketplaces, however, traffic in the business of outright fake products. Others may procure merchandise through legitimate channels but engage in […]
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Future Of Retail 2020: Retail B2C Marketers Manage Influencers, Marketing Partnerships, And DTC Acquisitions

Fiona Swerdlow March 17, 2020
Principal Analyst Jim Nail and Senior Analyst Tina Moffett weigh in on what's ahead for retail marketers and how retail companies can position themselves for success.
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Legacy Brands, Take Note: The FTC Won’t Protect You From DTC Competition

Jim Nail February 24, 2020
The Federal Trade Commission (FTC) recently sued to block Edgewell’s acquisition of shaving direct-to-consumer (DTC) company Harry’s, fearing industry consolidation since Edgewell owns the Schick and Wilkinson blade brands. It’s a disappointment to Harry’s founders and VC investors, to be sure, and perhaps even a deterrent to further VC investment in DTC disruptor companies. But […]
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Healthcare And Pharma Startups Chase Empowered Patients

Ryan Skinner January 22, 2020
Amazon is not the only D2C brand shaking up the healthcare industry. In fact, Forrester has identified more than 50 firms bringing D2C models to healthcare and pharma. Learn the primary drivers behind this market shift.
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