Yesterday

On innovation, foundations, scaffolding and Portakabins

Given that I’m reframing my work here as ‘maker of tools for change’, it seems worthwhile to republish from my now long-defunct Sidewise blog this 2010 post on some on the realities of change that must be acknowledged and addressed if

2 days ago

Make Each Route The Best Path For Buyers

Is your organization considering how to holistically optimize all of its routes-to-market? Curious how other firms are thinking about their direct and indirect selling channels in 2017 and beyond? Forrester’s B2B marketing, sales, and channel analysts have conducted new research that will prove invaluable in the quest to modernize your company’s selling systems and deliver […]

3 days ago

Blockchain Fever: The Potential And Challenges Of Blockchain Technology 

In last week’s episode of Forrester’s What It Means podcast, Principal Analyst Martha Bennett disentangles the hype from the reality of blockchain technology — and provides a passionate perspective on blockchain’s potential as an economic engine. Podcast transcript Victor Milligan: Hi, I’m Victor Milligan. Jennifer Isabella: And I’m Jennifer Isabella. Victor Milligan: Your co-hosts for Forrester’s podcast, What It Means, where we explore the […]

3 days ago

Brand 2020: Act 3. Redemption

A MANIFESTO IN THREE ACTS Summer is a good time for reflection. At this time of the year, many take a week or two away from the crush of meetings and deadlines to spend time with friends, family, and to dwell in the clarity beyond the grind. I spent some of this time thinking about […]

3 days ago

Customer Trust And Loyalty Determine Success On The Dark Web, Too

  This is a guest post by Salvatore Schiano a researcher serving Security & Risk Management professionals The dark web is an underground marketplace for drugs, stolen credentials, stolen financial and medical records, and other illicit products and services.  Cybercriminals use it to monetize breached data but they also use it to buy and sell exploits […]

3 days ago

The Ways And Means Of B2B Buyer Journey Maps: We’re Going Deep at Forrester’s B2B Forum

A very, very long time ago, a sales training instructor told me, “It’s the job of the sales person to teach the buyer how to buy.”  And that was essentially true for a very, very long time — until the emergence of the digitally empowered buyer. Today’s business buyers are increasingly self-directed: 60% prefer not […]

6 days ago

You Deserve What You Tolerate…

After reading through some other blogs and strategy papers over the weekend, (Don’t judge me. To some of us, this activity constitutes a good time…Yes, lame…I know.) I saw what appeared to be an underlying theme across the narratives I’d read: Security tolerates failure. It’s understandable that it happens, but I think, if we are […]

6 days ago

CEAN: Cooperation vs Competition

This is part of the primer on strategy  https://drive.google.com/open?id=0B91hUBf4y2-gV3VMX1dyS21OdVk     Related Post The emotional architect Engineering versus Management thinking CEAN: Basic BA – Sales 3 On Stupidity – Outcome Driven Application Ar…