Why Read This
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 prowess. AR teams struggle to cover the broad range of fields in which their companies often deliver, and analysts in turn find it harder to categorize them. Nevertheless, AR teams' performance across all the services companies we surveyed indicated that they're achieving their objectives and performance targets at a comparable level to their counterparts at other technology suppliers. Their big weakness lies in winning leadership of enough major analyst evaluations. As there are significantly fewer of these available to services companies than to software product companies, AR teams must allow for this when agreeing related targets.