Forrester

For Analyst Relations Professionals

Report:Assess The Core Of Your Industry Analyst Relations Program

Assessment: The Industry Analyst Relations Playbook

Analyst relations (AR) managers get very little time to assess their AR programs because they're so busy executing on the next apparent priority. To help, Forrester has distilled AR best practices...

• Downloads: 990

For Analyst Relations Professionals

Report:Forge Valuable AR Programs With FIAR

Strategic Plan: The Industry Analyst Relations Playbook

Analyst relations (AR) managers constantly ask us how to prove the value of their AR programs. Worryingly, so do some of their bosses. Unfortunately, many struggle because they didn't build plans to...

• Downloads: 832
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For Analyst Relations Professionals

Report:Mastering The First Analyst Briefing Tour

Seven Things Industry Analysts Want To Hear From You

Most emerging companies, as well as a lot of established ones, are in hot pursuit of analyst "ink and influence," so they schedule analyst briefings to tout all the fine stuff that they do. But few...

• Downloads: 696

For Analyst Relations Professionals

Report:Pragmatic Examples Of KPI Construction Within Industry Analyst Relations

Analyst relations (AR) managers have neither the time nor the inclination to grasp the finer points of departmental performance methodologies; yet, they still have to prove to executives that they're...

• Downloads: 489
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For Analyst Relations Professionals

Report:Case Study: Callidus Software Drives Sales Through Analyst Relations

Callidus Software's industry analyst relations (AR) manager generates quantifiable sales benefits in the form of sales leads and procurement recommendations from analysts. AR generates approximately...

• Downloads: 443

For Analyst Relations Professionals

Report:Creating, Keeping, And Losing Industry Analyst Mindshare

Analyst mindshare sounds like a great advantage to a vendor, but many industry analyst relations (AR) teams are uncertain what it means, how to create it, how to maintain it, or even what might steal...

• Downloads: 512

For Analyst Relations Professionals

Report:What Really Happens In Industry Analyst Briefings?

Introducing A Tool To Visualize And Improve Briefing Dynamics

While briefings are a staple of industry analyst relations (AR) programs, most vendors focus on the agenda and collateral without sufficient regard for the preparation and controls needed to manage...

• Downloads: 495

For Analyst Relations Professionals

Report:Cost-Effective AR: An Optimization Approach

Analyst relations (AR) managers need optimally efficient plans because their teams are generally smaller than they feel they need. Analyst subscriptions take a relatively large proportion of AR's...

• Downloads: 349

For Analyst Relations Professionals

Report:Case Study: Lawson Software Drives Sales Through Analyst Relations

Lawson Software's analyst relations (AR) team is succeeding where most teams fail; it's delivering quantifiable, direct sales benefits. With two-thirds of its sales cycles affected by industry...

• Downloads: 426

For Analyst Relations Professionals

Report:AR And Social Media, Part 1: How To Create A Social AR Strategy

Analyst relations (AR) people are weighing the opportunities and threats posed by social media, but many take a backward approach to developing a social AR strategy and begin with technology-driven...

• Downloads: 447
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For Analyst Relations Professionals

Report:Understand Why There's No One-Size-Fits-All AR Program

Business Impact: The Industry Analyst Relations Playbook

It's understandable that AR newcomers think — or maybe just hope — that there's a one-size-fits-all AR program that they can apply to their companies. After all, they're short on money,...

• Downloads: 452

For Analyst Relations Professionals

Report:How To Make Briefing Content Stick

Introducing The Ebbinghaus Briefing Model

Vendors need analysts to remember key facts about their companies, products, services, customer value, and more, but the format of today's briefings and the contexts in which they take place cast...

• Downloads: 494

For Analyst Relations Professionals

Report:Introducing Forrester's Scorecard For AR And Sales

Ten Success Factors Impact Delivery Of Value To Sales Teams

Industry analyst relations (AR) teams struggle to inject value into the sales process. To help them assess whether their own companies are ready to buck this trend, Forrester has distilled down AR...

• Downloads: 383

For Analyst Relations Professionals

Report:Planning Great Analyst Days

A Planning Tool For Events Attended By Industry Analysts

While analyst days may be a great way to inform, impress, and obtain feedback from industry analysts, they can be a nightmare to arrange given the unusual combination of event management and analyst...

• Downloads: 392

For Analyst Relations Professionals

Report:Corporate Communications And The CMO Offer AR The Greatest Chance To Succeed

AR's Circumstances And Successes Through The Lens Of Reporting Line

Although most analyst relations (AR) teams report through corporate communications or the chief marketing officer (CMO), many drift aimlessly before they get there. Along the way, other bosses exert...

• Downloads: 305

For Analyst Relations Professionals

Report:Best Practices For Major Analyst Evaluations, Part 1: Preparing To Participate

Branded vendor comparisons from well-known research firms hold a very special place in analyst relations (AR) programs. Excluded vendors want to be included in them, and those already there jockey...

• Downloads: 396

For Analyst Relations Professionals

Report:Case Study: Sapient Drives Sales Through Analyst Relations

Sapient's industry analyst relations (AR) team is producing direct sales benefits by generating leads from analysts and their publications and by getting involved in sales cycles in person,...

• Downloads: 376

For Analyst Relations Professionals

Report:What AR Can Learn From Customer Reference Managers

Customer reference management is so important to AR programs at B2B vendors that Forrester includes it as one of the 11 foundational processes within the Forrester Industry Analyst Relations model...

• Downloads: 338

For Analyst Relations Professionals

Report:Focus Industry Analyst Relations On Achievable Metrics

AR's Measurement And Achievement Of Sales Contribution Is Improving

Myriad options puzzle industry analyst relations (AR) professionals as they try to measure the value they bring to high-tech vendors and to deliver consistently against related targets. A Forrester...

• Downloads: 366

For Analyst Relations Professionals

Report:Whose Job Is AR Doing?

AR Professionals Need To Put Limits On What They Do For Others In The Organization And Make Their Own Mission A Priority

Analyst relations (AR) is just one of a number of vendor professions that uses analyst research; if poorly positioned, however, AR winds up helping others fulfill their research needs while...

• Downloads: 260

For Analyst Relations Professionals

Report:Power AR Program Design With A FIAR Tool

Use the FIAR process encapsulated in this Excel tool to design, refine and optimize an AR program that will generate unique business value in support of your company's prevailing business goals.

• Downloads: 3
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For Analyst Relations Professionals

Report:Major Analyst Evaluations Are The Weakness Of AR Teams At Services Vendors

AR's Circumstances And Successes Through The Lens Of Vendor Type

Industry analyst relations (AR) teams have a tough job at services vendors. They find fewer analysts evaluating services than products, which means there are fewer potential champions of services...

• Downloads: 219

For Analyst Relations Professionals

Report:AR Must Reduce Time-To-Influence (TTI)

Many newcomers to industry analyst relations believe that analyst influence begins with the first briefing. But analyst influence depends on many more prerequisites than just turning up and saying...

• Downloads: 330

For Analyst Relations Professionals

Report:Improve Services Briefings To Industry Analysts With Three Additional P's Of Services Marketing

Building People, Process, And Physical Evidence Into The Message

Many services firms give weak initial briefings when they try to describe their extensive portfolios to industry analysts. The relatively intangible nature of services, as compared with hardware,...

• Downloads: 310
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For Analyst Relations Professionals

Report:It's Time To Engineer AR

On the surface, the primary aim of industry analyst relations (AR) — to influence analysts — is unachievable. The analysts say vendors can't influence them, AR can't buy desired influence...

• Downloads: 317
• Comments: 1