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 video, Professor Deva Rangarajan explains that the average business sale includes 6.8 people. Selling means understanding the different benefits that those different stakeholders want to…
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 on lemon-squeezing (https://lnkd.in/dzhapJm). In a nutshell, the effort taken to evaluate things gets more complex over time. Even when it’s numerical data being calculated, it…
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 answer is yes. There are many benefits from helping analysts with their research. If you contribute this time, then they will ask you next time….
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 researchers at SASE19 in New York last week. During the week my University of Edinburgh colleague, and co-author, Teea Palo and I had the chance…
In this guest post, retail industry consultant Vijay Modha on what CEO panic-buying tells us about how to influence retail technology buyers
18 JULY 2019BRIEFING Analyst Launchpad Series: Analyst Relations to Enable SalesTIME: 15:00 – 17:00Hear from experts on how to utilise analyst relations for increasing sales and growing business In partnership with the Analyst Observatory at the University of Edinburgh Business School (UEBS), techUK is delighted to launch another free session of the Analyst Launchpad. The seminar…
How to respond to the year’s biggest shakeup Late yesterday we heard the biggest analyst industry news in years. By rolling up four notable analyst firms, and many other businesses, Informa Tech will be as large as Forrester Research.One of the largest US-headquartered analyst organizations, IHS Markit Technology, is joining Ovum, Heavy Reading and Tractica to…
Informa (INF.L) has acquired IHS Markit’s (INFO) TMT business. Informa Tech, which includes Ovum, will have revenues similar to Forrester’s $350m. It represents a dramatic shift in the analyst landscape. Inform announced the transaction on 22 May as part of an exchange of Informa’s agribusiness service for IHS Markit’s TMT portfolio, including the OTT and media teams. Read my take…