Using psychology to make the right impression in analyst-vendor briefings


Would you like to make sure that you and your colleagues are making the right impression in analyst-vendor briefings? We’ve just completed a scientific research process and found the answer. On Thursday 16 April, we’re running a special webinar to share our insight.

Over the last decade, there’s been a total turnaround in the way that vendors brief analysts. Three things have driven those changes

  1. Analyst briefings have changed from being a nice-to-have into an essential rite of passage for any new or upgraded solution.
  2. Solutions themselves change become more complex, more vertical and less tangible. As a result, the impact that spokespeople make when briefing analysts has grown in importance.
  3. Most analysts prefer face to face briefings, even if they also say that online presentations are more time efficient. Most spokespeople are not well prepared for the shift to mostly online briefings.

Over the last month, I’ve been working with Christian Hampel, a business psychology researcher at Gutenberg University’s Institute of Psychology. We have spoken to dozens of analysts and vendor-side professionals about what is working  well, and not so well, when spokespeople are pitching to analysts. For the first time, we’ve brought together leading-edge psychological theory to see how you can make the most of analyst-vendor briefings.
To book your seat, please register online. Participants in our research project and Kea clients get a free seat, so let me know if you’d like to volunteer to be interviewed in the next stage of our research.

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