On February 29th, Ian Scott and I outline five key #analystrelations bottlenecks identified in the Analyst Advocacy Study. If you’d like to attend, book at seat at https://lnkd.in/ggdMdpzb or email Jasmine. In a nutshell, these bottlenecks are like hurdles. If you fail at one, you’ll struggle at the next ones.
- – Awareness. If the analysts don’t hear from you much, especially if they hear from your competitors much more, they might not really have front-of-mind awareness of you.
- – Responsiveness. Analysts don’t only want you to be reactive in the short term to requests, they also want AR teams to remember what the analyst has said and use that knowledge to act helofully.
- – Market leadership. Leadership has many forms: thought leadership, leading in market share, leading in execution, driving customer success, and more. However, you’re only a leader if you have followers. If the analysts see your direction as one that clients and competitors know and want to follow, then you can grow your leadership.
- – Trust. Generally, analysts just AR teams more than they just SMEs and spokespeople. Hype has both bad and good sides: too much, as you lose your legitimacy. Analysts know that vendors must paint a picture of the future and act as expert witnesses to their clients’ current success. However, mistrust is hard to shift.
- – What customers say. Analysts hear from and about your customers in different ways. If your customers are frustrated, then the analysts will have trouble recommending you.
