Why Read This
Industry analyst relations (AR) teams struggle to create and demonstrate their value to sales. Forrester has distilled AR best practices for support of a vendor's direct sales processes and developed a methodology for reviewing and improving the main success factors. This report of the industry analyst relations playbook lays out that methodology and provides a self-assessment tool that you can use to benchmark your current AR-and-sales program, analyze weaknesses, and identify what you need to change if your program is to enter the top class. This report and the associated tool are updates of previously published materials. Forrester reviews and updates content periodically for continued relevance and accuracy; we revised this edition to factor in new data.