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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The Analyst Relations Job Description
Because industry analysts can potentially influence a company’s revenues, analyst relations (AR) managers should possess corporate marketing experience and excellent communications skills. Successful AR managers have a firm grasp of the target market and understand corporate positioning and product messaging. Advice Most executives have an enlightening perspective on the corporate strategy and can establish great rapport with industry analysts. However, they do not have the...
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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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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...
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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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Tracking Analyst Opinions | HUAWEI
Background: Huawei held its global analyst summit in Shenzhen, China in April 2014. The event was attended by over 400 analysts, press and world-class companies such as BT, Intel and Volvo. Challenges: AR was tasked with tracking analyst feedback and reporting back to management in a timely manner. As soon as the event started, the AR team realized that there were some very big unknowns...
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