As I celebrate another birthday, I’m struck by how this past year has crystallised around a central theme: the power of structured, customer-focused storytelling in creating genuine business value. Whether
At CxO2025 in Munich, I facilitated a candid workshop about the realities of analyst relations, particularly for organizations without enterprise-level budgets. The conversation revealed both challenges and opportunities that resonated
Still time to register for the hybrid 2025 Analyst Relations Forum, both online and at the University of Edinburgh Business School. The keynote speakers Robin Schaffer, Chris Holscher and Ian
As someone who’s spent decades in the analyst relations field, I’ve observed a growing disconnect between how analyst services operate and what today’s technology buyers actually need. This was the
After back-to-back briefings with analysts here at Mobile World Congress, I’m hearing that many analysts find themselves caught in a familiar tension: focus on the technical facts or emphasize business
Recently, I’ve been planning a business story development workshop that builds on insights from my 2022 paper in Organization Studies, with Neil Pollock and Luciana D’Adderio,”Extending entrepreneurial storytelling to new
Extensive research (See this article) from Lancaster University Management School has highlighted a concerning disconnect in the analyst relations world: Industry analysts producing extensive content that technology vendors consume, but
Recent analysis of analyst briefing records reveals a clear pattern: the most successful vendor briefings feature significantly more two-way dialogue than presentation-style meetings. The data challenges some common assumptions about
