Analyst Relations Strategy


Analyst Relations
Best Practices

The Analyst Relations Library contains both time-tested Analyst Relations
best practices and is also updated regularly to provide you
with the latest in Analyst Relations information.

INFOGRAPHIC: AR Salaries in 2021

One measure of the strategic importance of AR (and the specialized skill set it requires) is AR compensation.  Given the weighty role analysts play in impacting purchase decisions, companies want talented, experienced professionals at the helm of their AR programs. Over the last decade, as AR has become more integral to corporate marketing, communications and strategy, AR salaries have increased significantly too – reflecting the…

Read More

How Gartner Peer Insights — and Other Peer Review Sites — Intersect with AR

At ARInsights, we host “open sessions” for our clients on a quarterly basis. During those sessions, we all come together virtually to discuss trending topics in the analyst relations (AR) community – whatever is on clients’ minds! It’s an opportunity to ask questions of other professionals in the field, swap stories and discuss what’s making your program “tick,” all in an informal (and unrecorded) setting….

Read More

The Analyst Relations Job Description

So you’re looking to hire an analyst relations (AR) professional. The goal: increase awareness and knowledge-sharing between your company and a vital audience – industry analysts.  Why is the information exchange important? Industry analysts influence buyers’ decision-making, purchases and technology stacks. In fact, data shows that more than 9 in 10 B2B buyers (92%) say analyst reviews and reports impact their purchase decisions; of those,…

Read More

Roles & Responsibilities During an Analyst Briefing

To enhance your team’s effectiveness during analyst briefings, AR managers should formalize roles and responsibilities for each individual attending the meeting. Key roles include presenter, color commentator, scribe, questioner, and geek. Having defined roles ensures that your message is communicated effectively and that the value received from the briefing meeting can be communicated to executives at home. This SageNote offers advice on how to prepare…

Read More

Negotiating with the Analysts: A Roadmap for Getting the Right Services from the Right Firms at the Right Price

Over $100 million is wasted annually by IT vendors buying the wrong services at the wrong price from IT analyst firms. Buying the right IT industry analyst services is easier said than done. With the right process, you can ensure the best value for your money, and avoid costly mistakes. In this SageNote we outline a step-by-step process to follow when buying IT analyst services….

Read More

Styles of Analyst Relations: Don’t Be Stuck in Reactive Mode and Lose Sales

Of the four styles of AR (i.e., firefighting, reactive, proactive and pre-emptive) most organizations dwell in reactive, or worse, firefighting. Both of these modes can have a negative impact on sales and revenues. IT vendors should focus on developing a proactive AR style at a minimum, with an eventual goal of moving into a pre-emptive style. Advice Vendors of high technology products and services have…

Read More

Tiering the Analyst Briefing List for Better Resource Allocation

As the number and influence of industry analysts explode, many Analyst Relations (AR) programs are confronted with too many analysts and too little time and resources. AR managers need to tier the analysts on their briefing list in order to prioritize the time and resources they devote to the analyst relationships that can directly impact corporate goals. Research Topic Analyst Relations Best Practices Advice In…

Read More

Analyst Relations: Growing Relationships and Increasing Profits

Because of their relationships with the buyers of technology, IT industry analysts like Gartner, Forrester and IDC hold tremendous power over the vendors of IT products and services. While a vendor’s analyst relations program should be a strategic business tool, in most cases it is not, thus ceding power to the analysts. To smooth the power imbalance between analysts and vendors, the vendor community needs to…

Read More