One of the most interesting discoveries of the Analyst Value Survey was that some demand-side firms have a very different idea from supply-side firms about which analyst firms are driving business growth. We asked users of analyst services to name the five firms that most drove business growth, Generally there was agreement about the top…
Marketing is by far the most complex organization within a business. The same individuals tasked with building brand standards and designing websites are also architects of intricate demand generation programs to drive lead flow to the sales team. Often these left-brained / right-brained activities are at odds with one another, which eventually leads to specialization…
It is quite easy to talk about the qualitative aspects of analyst relations, but when it comes down to the numbers, things tend to get more confusing. Measuring has become a holy grail of business operations and a lot of times things that can’t be measured in terms of ROI get discarded quite quickly.
One of Europe’s best-known analysts will switch firms next month. Experton Group director and lead advisor Andreas Zilch has joined PAC, the services and software firm which CXP Group recently bought. As a cloud computing specialist, Zilch as advised many of Europe’s biggest businesses and has been the key watcher of Fujitsu. Zilch is a…
Repositioning your ‘dot’ on a Gartner Magic Quadrant does not happen just because you have a great product or service. It takes information, a plan, Analyst Relations execution and avoiding mistakes.
Over the course of 2014 we hosted a series of webinars on the topic of Sales Enablement. In this edition, Bram Weerts and SageCircle co-founder Dave Eckert go in-depth on why Analyst Relations professionals should put in the effort to set up a Sales Enablement programme.
On Saturday, my comments about CEO pay were reported in The Independent, one of Britain’s major national dailies. As Merv Adrian’s article shows, industry analysts also recognise that CEO pay is now of the broad range of reputational issues that tech firms need to pay attention to anticipating. The Independent’s article was geared around salaries at…
Of course they do. Didn’t we just manage to convince the first 50 customers to buy our solution? Yes, you did. But now ask yourself what the reasons for closing those deals were. What were the parameters involved in getting your customers to evaluate the products in the first place?