Need to Build Analyst Lists, But Don’t Know Where to Start?
This blog post provides a quick summary of the webinar delivered by Schylr Greggs of Tenable Network Security and Crystal Golightly, Director of Client Development of ARInsights. If you would like to download a copy of the slides presented, please click here. If you would like to listen to the webinar recording, please see the video below. Creating and maintaining analyst target lists is literally...
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...
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....
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...
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...
How Huawei Instantly Taps into Analyst Feedback at Events
Read how Huawei uses ARchitect to track, synthesize and report on analyst feedback across channels. This was especially useful at the company’s global analyst summit – giving executives visibility into analyst perception and helping them tailor future analyst interactions.