For Analyst Relations Professionals

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	July 24, 2009 Introducing Forrester's Scorecard For AR And Sales Ten Success Factors Impact Delivery Of Value To Sales Teams by Kevin Lucas with Eric G. Brown, Robert Muhlhausen	Average: 7  (2 ratings)

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Executive Summary

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.

TABLE OF CONTENTS

• There Is Confusion Around The Value That AR Can Bring To Sales
• Great AR-And-Sales Programs Tackle 10 Success Factors
• Don't Commit To Things Beyond Your Control

RECOMMENDATIONS

• Use Forrester's AR-And-Sales Scorecard For A Self-Examination
• Supplemental Material
• Related Research Documents

This is an excerpt

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