Eric Zines

Oct 4, 2024 | forrester.com | Matthew Selheimer |Eric Zines |Alyson Clarke

In the competitive B2B landscape, above-average growth is a common ambition, yet many businesses fail to achieve this objective. According to Forrester’s State Of Customer Obsession Survey, 2024, 83% of B2B decision-makers set meeting commercial growth targets as a top priority. However, only 24% are outpacing their industry’s average growth. The underlying issue? A misalignment in growth strategies that are too often aspirational, internally focused, and not attuned to customer needs.

Oct 1, 2024 | forrester.com | Andre Kindness |Cody Scott |Eric Zines

Well, sort of. Customers still want choice, and networking vendors claim to offer it. But this isn’t my first rodeo. When I see “choice” claims from vendors, I see it as just marketing’s way of saying that it’s a messy product portfolio. I’m not innocent. When I worked at Cisco and HP ProCurve, I mentioned “choice” during briefings and presentations countless times.

Sep 30, 2024 | forrester.com | Eric Zines |Paul Ferron |Seth Marrs

For the first time, Forrester has published an evaluation of the combined space comprising sales content management and sales readiness (learning and development) capabilities. We call this new category “revenue enablement platforms,” or REPs. Content and readiness have been on a convergence course since the flurry of acquisitions in 2021.

Sep 24, 2024 | forrester.com | Dan Bieler |Eric Zines

So you’ve tried agile, but it didn’t deliver what you hoped for. Maybe you faced resistance from employees, or you weren’t able to increase the speed of innovation efforts, or the cost savings that you hoped for did not materialize. Whatever the underlying issues, you are not alone. “Going agile” is not easy. Agile does not deliver guaranteed results, but agile will play an important role in the transformation of your organization — like it or not.

Sep 11, 2024 | forrester.com | Eric Zines |Peter Ostrow |Diego Giudice

I have the pleasure of helping revenue enablement professionals with strategic initiatives such as enhancing seller competency, improving sales onboarding, and choosing a sales methodology, among many others. However, one common request I get from clients goes something like,” We implemented x but no one is using it, so we’re thinking of replacing x with y.”  In response to these inquiries, I conduct discovery regarding why the initiative failed. Was it an issue with the platform/technology?