Forrester’s New Wave speeds up new category creation

Forrester’s New Wave has so quickly become part of the analyst relations furniture: it’s easy to understand what a difference it makes. The New Wave is best thought of as

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Analyst Firm Awards to be announced on November 20th

The Annual Analyst Firm awards will be announced in Boston on November 20th. The awards reflect responses by several hundred users of analyst firms to the Analyst Value Survey (AVS)

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2019 Analyst Value Survey now open

Now in its 19th year, the Analyst Value Survey is a unique resource for the tech and telecoms industry. The Analyst Observatory at the University of Edinburgh is conducting the

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Training and tools are central to sales enablement

Sales enablement has to include bringing in salespeople, who are either new salespeople, or veteran sales reps who have not brought our solutions forward in the same way. In this

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Cherry-picking and lemon-squeezing takes time

Generally, tech industry analysts tend to ‘cherry-pick’ their recommended options more than they warn people off picking a lemon. As a result, I’ve been thinking about Hardie and MacKenzie’s paper

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It’s better for analysts to mention you than not

A common question for analyst relations people is: should we keep on responding to influential analysts if we know they won’t put our solution in the most favourable position? The

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Story sharing helps vendors & analysts co-create business futures

Analysts, vendors and investors need to improve the way they shape stories about the future. That’s the message I was sharing in three talks to an international audience of eminent

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Retail tech: The pitfalls of not knowing what you need, but thinking that you do

In this guest post, retail industry consultant Vijay Modha on what CEO panic-buying tells us about how to influence retail technology buyers

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