Do you require an email address or more before giving out collateral or ROI tools?

Peter O'Neill

I've recently had several interesting discussions about one of the assessment criteria in the Forrester Vendor Positioning Review (VPR). A new VPR on IT Management Software Vendors should be out this time next week (it's been stuck in our Editing dept. for several weeks now.)

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Computacenter

Peter O'Neill

I noticed the press release about Computacenter assuming the role of vendor management for BP ( http://www.realwire.com/release_detail.asp?ReleaseID=14672) just before Christmas, but its impact eluded me at the time (too busy shopping for presents). But I was interviewing and researching Computacenter specifically this month for another reason and now I’ve spent more time to understand the true significance of the announcement.

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Will Field Marketers Use Social Media??

Peter O'Neill

This is my first blog in 2010 but I cannot help reflecting about something that happened to me in 2009 - it left me thoughtful for most of the Christmas holiday which, for me as a European is over 2 weeks. In December I was discussing social media with 60-odd field marketing managers from around EMEA and we discussed customer reference programs and lead management among other things. While they clearly understood much of what I was saying to them, they equally clearly resented this one slide which is entitled: “The day in the life of modern marketer”.

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Sales Enablement Stone Age Edition: You Can’t Make Stuff Like This Up

Ellen Carney

Yesterday, Brad Holmes blogged about 2010 being the year where sales enablement moves from concept to reality. Yep, it's tempting to think that tech firms and their marketers have all been madly working to enable the sales organizations with fabulous sales-enabling digital media like video customer testimonials, blogs, tweets, Facebook pages, and, of course, the company Web site. But once in a while, you get reminded that some companies have a long way to go just to cover the basics, never mind get to what Brad called a "breakthrough."

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SaaS: Vendors Separated By A Common Language

Peter O'Neill

Software-as-a-Service (SaaS) is rapidly becoming “Everything-as-a-Service” (or, as a client said to me last week, “All-as-a-Service”).  I’ve been reporting the impact of SaaS on IT management software for nearly two years now and I keep saying that SaaS is really a phenomenon of new market entrants with compelling arguments against incumbent suppliers. Operators like ServiceNow.com, ManageEngine, Splunk, and SpiceWorks are leading a charge to replace HP, BMC Software, and CA installations. So it’s NOT really a trend impacting small and medium businesses only: many enterprises, even large ones, now also prefer a SaaS solution for their systems monitoring, IT asset management, service desk, or even discovery and CMDB management.

In the last weeks there has been a series of SaaS announcements by the megavendors. But the inquiries coming in from Forrester clients imply that things are not all that clear on these announcements. So here is a quick summary. As you will see, while riding the SaaS wave, they each interpret it differently.

CA now has a Service Desk On Demand offering based on their Service Desk r12 product. It’s run on dedicated installation in their data center or as a multi-tenant instance in one of CA’s partners installations also hosted there. CA clearly wants to limit the service to their target enterprise market.  They will control this by requiring a minimum 1 year contract (with financial incentives for signing for 2 or even 3 years), a minimum of 50 service desk analysts (you pay per analyst per month) and, most importantly, you cannot just sign up for the service on the web, you have to be approved by CA first.

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Getting Ready For My Teleconference On Field Marketing

Peter O'Neill

By Peter O'Neill

I like I like to be prepared. Next Monday I give (present? perform?
recite?) my first Forrester Teleconference about field marketing. See http://www.forrester.com/rb/teleconference/field_marketing_professionals_must_adapt_to_new/q/id/6065/t/1

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It's Been A While, Why — And What's Going On With Sales Enablement These Days?

Scott Santucci

It’s been a long time since I’ve updated this blog, and it’s been brought to my attention by many of you as we discuss the sales enablement topic at: conferences, meetings, over peaking duck Peking duck (wow, this is what happens when you trust Word too much in your edits and try to get something out too quickly over the voices of children who want you to go downstairs and play Wii with them), or during inquires.   (NOTE: guys, if you add comments, I know you are reading!!)

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Should you believe everything you read in a blog?

Peter O'Neill

By Peter O'Neill

Or ...Opalis NOT Acquired By Microsoft


We analysts always tend to want to be the first on the stage with impending news and blogs are a perfect medium for getting information out as quickly as possible. In fact, blogs can even sometimes be just a little ahead of the news it is predicting, and are sometimes held responsible for the said event. That is why financial analysts, when they blog, always disclose their portfolios in relation to the companies mentioned in the blog.

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New VPR for IT Management Software - Call For Submittals

Peter O'Neill

By Peter O'Neill

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Hello Everybody - Can I be of interest?

Peter O'Neill

By Peter O'Neill

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