Analyst Relations Resolutions for 2006

Presented below is some food for thought in making AR resolutions for 2006: Stress flexibility and agility of our company’s execution over dominating power. Even for Microsoft this is more critical than ever. Strengths at flexibility and agility as evidenced by user references across targeted vertical markets and your software’s ability to fit into how Read more about Analyst Relations Resolutions for 2006[…]

Why Analysts Excel At Navigating Red Oceans

Professors W. Chan Kim and Renee Mauborgne of INSEAD, a well-known business school in Fontainebleau, France, whose book Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant by Harvard Business School Press, 2005 has become required reading in many international business courses, delivers useful market constructs to align analyst expectations by. Read more about Why Analysts Excel At Navigating Red Oceans[…]

Trusted Advisors Outsell Merchants of Fear

The discussions around how analysts spend their time remind me of just how big of a percentage of time analysts spend supporting new client and renewal sales cycles, and further, how some sales people waste analysts’ time trying to sell using fear versus promoting insight. For example, AMR Research still has a very entrepreneurial intensity Read more about Trusted Advisors Outsell Merchants of Fear[…]