The Annual Analyst Firm awards will be announced in Boston on November 20th. The awards reflect responses by several hundred users of analyst firms to the Analyst Value Survey (AVS) conducted by the University of Edinburgh Business School’s Analyst Observatory. This year’s awards will be given in the following categories. Global AI & Analytics Cybersecurity…
Now in its 19th year, the Analyst Value Survey is a unique resource for the tech and telecoms industry. The Analyst Observatory at the University of Edinburgh is conducting the survey, which spotlights the analyst and advisory firms with the most influence, and which deliver the most value for money. The responses also determine the…
Sales enablement has to include bringing in salespeople, who are either new salespeople, or veteran sales reps who have not brought our solutions forward in the same way. In this video, Professor Deva Rangarajan explains that the average business sale includes 6.8 people. Selling means understanding the different benefits that those different stakeholders want to…
Generally, tech industry analysts tend to ‘cherry-pick’ their recommended options more than they warn people off picking a lemon. As a result, I’ve been thinking about Hardie and MacKenzie’s paper on lemon-squeezing (https://lnkd.in/dzhapJm). In a nutshell, the effort taken to evaluate things gets more complex over time. Even when it’s numerical data being calculated, it…
A common question for analyst relations people is: should we keep on responding to influential analysts if we know they won’t put our solution in the most favourable position? The answer is yes. There are many benefits from helping analysts with their research. If you contribute this time, then they will ask you next time….
Analysts, vendors and investors need to improve the way they shape stories about the future. That’s the message I was sharing in three talks to an international audience of eminent researchers at SASE19 in New York last week. During the week my University of Edinburgh colleague, and co-author, Teea Palo and I had the chance…
In the third part of Duncan Chapple’s interview, Dave Eckert explains winning sponsors and creating sales enablement success. Earlier installments are on getting started and on providing value to sales. After getting sales enablement basics in place, we want to win some sponsorship. The first thing we need to do is to find somebody in…
In the first part of my three-part interview with Dave Eckert, he outlined the foundations for the sales enablement of analyst relations. In this article, he outlines what AR must and must not do, as well as brutal truths about how to gain the resources needed. What analyst relations must provide to sales We’re going…