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ARchitect User Forum 2015 Highlights

ARchitect User Forum 2015 Highlights

The ARchitect User Form 2015 was a resounding success. The top-notch presentations really impressed us — the ARInsights team — as well as our largest ever crowd of users and prospective customers. We have collected the slides from the presentations and welcome you to download them all. Read insightful presentations from Oracle, SAP and Telefonica about their experience with ARchitect. Learn about the “Future of...

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Roles & Responsibilities During an Analyst Briefing

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...

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

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....

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

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...

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Analyst Relations: Growing Relationships and Increasing Profits

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...

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