Efrem Mallach: Win-Loss Analysis must be separate from sales management
byProfessor 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…
5. Leverage Reputation
Gartner’s Cool Vendors says winning boosts sales
byWhat have Box, Dropbox, Nest, Evernote, Cloudera, Palantir and Instagram in common? They were all designated a Cool Vendor by Gartner. So, what happened…
Apple’s AR failures are typical for B2B2C firms
byApple is a classic example of the firms whose weak analyst relations is most costly: companies that supply the consumer retail channel. One of…
Will the “Powerhouse” vendors survive?
byIT megavendors should see their loss of the ‘Powerhouse’ label as a more than a shift in rhetoric. Many analysts think the emergence of cloud…
How To Use The Analyst Sales Impact Matrix
byThe 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…
How to use the Analyst Sales Impact Matrix
byThe 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…
Sales Enablement Webinar: Step by Step Planning
byOver the course of 2014 we hosted a series of webinars on the topic of Sales Enablement. In the video below, Robin Schaffer and…
Equipping Sales for the MQ Effect: the Magic Quadrant and Tech Vendors (Part Seven)
byGartner’s Magic Quadrant can have a powerful impact on IT vendor sales cycles – anointing some vendors as a prime candidate for a sales…