Now Available: Forrester’s First Wave™ Evaluation Of Lead-To-Revenue Platform Providers

We recently wrapped up our first ever evaluation on lead-to-revenue management (L2RM) platforms.  In this 75-criteria evaluation, we identified the nine most significant solution providers in the category, and researched, analyzed, and scored them.  I want to extend my sincere thanks to each vendor in the report — Act-On, Adobe, CallidusCloud, IBM, Marketo, Oracle, salesforce.com, Salesfusion, and Silverpop — for committing to and participating in the often grueling Forrester Wave™ evaluation process.  

In the analysis, the Forrester team looked in detail at how the vendors support traditional business-to-business (B2B) lead management capabilities — lead capture, lead nurturing, lead scoring, and lead promotion — as well as meet the emerging needs of B2B marketers in cross-channel execution, social campaigns, and real-time, contextual triggers, optimization, and analytics.   

Forrester clients can read the full report here.

The Forrester Wave process is extensive. Here are some of my key takeaways after having scored 675 criteria, reviewed the transcripts of 30 interviews, watched 18 hours of vendor demos, topped off with 9-plus hours of vendor strategy presentations:
 

The L2RM Platform Buyer Needs To Exercise Deep Due Diligence When Making A Platform Selection

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Announcing The Forrester Wave: Governance, Risk, And Compliance Platforms, Q1 2014

It’s once again time to tear open the GRC platform market and uncover all its amazing technical innovations, vendor successes, and impact on customer organizations. This afternoon, we published our latest iteration of the Forrester Wave: Governance, Risk, And Compliance Platforms.

My esteemed colleagues Renee Murphy and Nick Hayes joined me in a fully collaborative, marathon evaluation of 19 of the most relevant GRC platform vendors; we diligently pored through vendor briefings, online demos, customer reference surveys and interviews, access to our own demo environment of each vendor’s product, and as per Forrester policy, multiple rounds of fact checking and review. The sheer amount of data we collected is incredible.

No Longer Two Separate Waves

Many of you may remember that we published two Forrester Waves last time around: one for Enterprise GRC platforms and one for IT GRC platforms. As discussed in previous research, the lines between these distinct submarkets have been eroding for some time, and now it’s no longer worth separating the two.

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