SE Forum 2013

This is the Don't Miss The Forum edition of my running effort to connect you to all the value, ideas, analysts, and happenings from my team at Forrester. As we ring in 2013, I want to share the key date above all others in Q1 you won't want to miss.

That is our once-a-year major forum on March 4th-5th in Scottsdale, Arizona. The theme, "Accelerating Revenue In A Changed Economy". You can explore the agenda, speakers, theme, and register to attend at this link.

I am often asked about that theme and what we will focus on at the event.  So here are those answers.

The theme reflects a simple reality we see across B2B businesses and the leaders we support.  These companies are experiencing a gap between their strategic goals and in-the-trenches execution. Be that rolling out a new product and services capability, entering a new segment, or expanding in existing accounts.  And it's not getting easier given the do-more-with-less reset of the economy. What does that fee like?  The executive sposnsors of major programs at your prospects, to whom you aspire to sell, bring a "how can you help me and my busienss succeed" lens to their side of the conversation. When they don't hear that, they disengage. Making the shift from pushing products to solving problems is at the core of the change your buyers seek today.   

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Marketing Mondays: January 7th, 2013

This is the Don't Miss The Forum edition of my running effort to connect you to all the value, ideas, analysts, and happenings from my team at Forrester.  As we ring in 2013, I want to share the key date above all others in Q1 you won't want to miss.

That is our once-a-year major forum on March 4th-5th in Scottsdale, Arizona. The theme, "Accelerating Revenue In A Changed Economy".  You can explore the agenda, speakers, theme, and register to attend at this link.

I am often asked about that theme and what we will focus on at the event.  So here are those answers.

The theme reflects a simple reality we see across B2B businesses and the leaders we support. These companies are experiencing a gap between their strategic goals and in-the-trenches execution. Be that rolling out a new product and services capability, entering a new segment, or expanding in existing accounts. And it's not getting easier given the do-more-with-less reset of the economy. What does that feel like?  The executive sposnsors of major programs at your prospects, to whom you aspire to sell, bring a "how can you help me and my busienss succeed" lens to their side of the conversation. When they don't hear that, they disengage. Making the shift from pushing products to solving problems is at the core of the change your buyers seek today.   

Read more