For Analyst Relations Professionals

Case Study: Callidus Software Drives Sales Through Analyst Relations

by Kevin Lucas, April 9, 2008

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 10% of the company's leads, while 40% to 50% of sales . . .

For Analyst Relations Professionals

AR's Graveyard: Unmet Sales Commitments

by Kevin Lucas, September 26, 2007

More than half of the industry analyst relations (AR) teams that we surveyed in April 2007 say that they commit to objectives that help the sales function. But poor sales results threaten to undermine AR's corporate contribution and its reputation. AR . . .

For Analyst Relations Professionals

Planning Great Analyst Days

A Planning Tool For Events Attended By Industry Analysts

by Kevin Lucas, March 5, 2007

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 relations (AR) skills that they demand. AR must nonetheless . . .

For Analyst Relations Professionals

Topic Overview: Customer Relationship Management

by William Band, Chip Gliedman, October 5, 2006

Customer relationship management (CRM) addresses how companies get new customers, keep existing customers, and increase customer value. Forrester's CRM research provides advice on how to plan, justify, evaluate, implement, and manage critical customer-facing . . .