Guest Post: How to Pay Analyst Firms for Better Coverage

You’re thinking it, aren’t you? You wonder if paying analyst firms will improve your placement in comparative reports, get you included in other reports, get you mentioned in speeches, and

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Efrem Mallach: Win-Loss Analysis must be separate from sales management

Professor Efrem Mallach, Kea Company’s research director, has managed Win-Loss Analysis for many vendors. After a recent Gartner blog post, I asked for his thoughts. Best practice win-loss At the

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Gartner’s Cool Vendors says winning boosts sales

What have Box, Dropbox, Nest, Evernote, Cloudera, Palantir and Instagram in common? They were all designated a Cool Vendor by Gartner. So, what happened to the Cool Vendors? We identified

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Apple’s AR failures are typical for B2B2C firms

Apple is a classic example of the firms whose weak analyst relations is most costly: companies that supply the consumer retail channel. One of our advisory board members, Vijay Modha,

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The Analyst Sales Impact Matrix is one of the most-requested custom analyses produced by our Analyst Value Survey. Over the years, the AVS has gathered the opinions of thousands of users of

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How to use the Analyst Sales Impact Matrix

The Analyst Sales Impact Matrix is one of the most-requested custom analyses produced by our Analyst Value Survey. Over the years, the AVS has gathered the opinions of thousands of users

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Sales Enablement Webinar: Step by Step Planning

Over the course of 2014 we hosted a series of webinars on the topic of Sales Enablement. In the video below, Robin Schaffer and Andrew Reed discuss how to get

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Equipping Sales for the MQ Effect: the Magic Quadrant and Tech Vendors (Part Seven)

Gartner’s Magic Quadrant can have a powerful impact on IT vendor sales cycles – anointing some vendors as a prime candidate for a sales opportunity while denying other vendors even

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