Executive Summary (This is a document excerpt)

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 performing well and, better still, delivering business value. The fastest shortcut — copying someone else's metrics — is fraught with danger because no two AR teams work for vendors that face the same business challenges or opportunities. But we can use such examples to see how AR managers derive a measurement regime from a vendor's business goals and to see what flexibility exists to accommodate any methodologies imposed from above.

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