Executive Summary (This is a document excerpt)

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 best practices for sales-cycle support and developed a methodology for assessing and improving the main success factors. This report lays out that methodology and provides a self-assessment tool that you can use to benchmark your current program, analyze weaknesses, and identify what you need to change if your program is to join the best. Given how few of these there are, you can then reasonably claim that such a program is among the crème de la crème of AR.

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