Mary Shea is a principal analyst serving Forrester’s B2B Marketing Professionals. In this role, she writes for and advises clients on routes-to-market strategies in the age of the customer. Mary’s research specifically focuses on the evolving B2B buyer and how business
leaders must adapt, organize, and enable their marketers, sellers, and channel partners to succeed with empowered B2B buyers both today and in the future.
Mary has significant operational experience, having held general management, commercial leadership, business development, and marketing positions at companies ranging from high-growth startups to publicly traded firms. She has an exciting track record of building, developing, and leading teams and driving profitable growth through direct and indirect channels across both domestic and international markets.
An accomplished public speaker, Mary speaks regularly on a variety of business topics. She is an adjunct professor of marketing at the University of Chicago’s Booth School of Business where she teaches a course she created called Building Effective Go-to-Market Organizations, designed to arm the next generation of business leaders with the knowledge, strategies, and tools to succeed in an increasingly dynamic marketplace.
Before rejoining Forrester, Mary founded The RevvEx Group, a consulting firm focused on helping companies increase sales and marketing effectiveness. Prior to founding The RevvEx Group, Mary was chief commercial officer at InContext Solutions and Frontier Strategy Group. Mary previously worked at Forrester from 1996 to 2002, where she was a member of the sales organization, starting out as an inside sales executive and rising through the ranks and holding progressive leadership positions at a time of immense growth for the company.
Mary holds a Ph.D. from Kent State University.
B2B Buyers Mandate A New Charter For Marketing And Sales Accelerate Alignment Or Get Left Behind The world has changed for B2B sales people. There are more stakeholders involved in the evaluation process than ever before, resulting in longer, more complex sales cycles. Combined with the desensitization of buyers due to message overload, the increased […]