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…
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…
What have Box, Dropbox, Nest, Evernote, Cloudera, Palantir and Instagram in common? They were all designated a Cool Vendor by Gartner. So, what happened…
Apple is a classic example of the firms whose weak analyst relations is most costly: companies that supply the consumer retail channel. One of…
IT megavendors should see their loss of the ‘Powerhouse’ label as a more than a shift in rhetoric. Many analysts think the emergence of cloud…
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…
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…
Over the course of 2014 we hosted a series of webinars on the topic of Sales Enablement. In the video below, Robin Schaffer and…
Gartner’s Magic Quadrant can have a powerful impact on IT vendor sales cycles – anointing some vendors as a prime candidate for a sales…