AR’s Graveyard: Unmet Sales Commitments

October 25th, 2023

PJ Carter Senior Analyst

Kevin Lucas Principal Analyst

With contributors:

Amy Hayes , Shelby Muschler , Luca Lo Scavo , Arianne Burnette

Summary

The proportion of industry analyst relations (AR) people who commit to supporting sales among all AR people whom we survey has barely reached 50% since 2007. And AR’s not improving enough either — it’s performed poorly since 2007 too. AR teams, especially those without experienced AR managers, should understand the failure risks and their ability to overcome them before deciding whether to focus on supporting sales.

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