AR winners share 3 strategies: here’s 3 ways to catch up

The gap is widening between the most effective analyst relations programmes, at firms like Ericsson and AWS, and the ‘best practice’ firms that are carefully aligning with the majority of AR teams rather than engaging in next practice.

So you don’t need to read the long post about this, I’ve summarised the key trends in a helpful table.

StrategyWinners…You should…
Increased the number of analysts contacts.Are seen more as industry leaders when they are contacting more analysts.Find ways to use one-to-many communications to expand communications, especially with the colleagues of your target analysts.
Give analysts more visibility of customer success.Work to give analysts more insights into customer success.Use more customer success stories and ensure that your Peer Insights dashboard is being monitored for all the markets Gartner puts you in, or which you want to be in.
Improved the “customer experience” that analysts have from AR teams.Became more reactive without being less proactive.Ideally improve responsiveness; certainly avoid rapid deceleration in communication volumes.

Duncan Chapple

Duncan Chapple is the preeminent consultant on optimising international analyst relations and the value created by analyst firms. As the head of CCgroup's analyst relations team, Chapple directs programs that increase the value of relationships with industry analysts and sourcing advisors.