Analyst Relations Best Practices


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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