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For Analyst Relations Professionals

Build Analyst Relations Programs On Buyer Priorities For Analyst Interaction And Insight

Understand What Information Buyers Want From Analysts And The Interaction Types That Buyers Use To Obtain It

October 31, 2018

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Why Read This Report

When vendors know how buyers interact with analysts, analyst relations (AR) programs can prime analysts to give buyers the most productive information. But different buyer groups use analysts differently, so this report shows which buyer attributes do — and don't — drive analyst usage. It then shows how to tune AR programs to drive maximum influence by analysts over different buyer groups and where such tuning is wasted. This is an update of a previously published report. Forrester reviews and updates it periodically for continued relevance and accuracy.

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Table of Contents

  • AR Needs To Know How Buyers Use Analysts
  • Analysts Influence Market Size And Share Via The Customer Life Cycle
  • Buyers Prioritize Technical Trends
  • Buyer Preferences For Engagement Actions Show AR Where To Focus
  • Buyer Use Of Analysts Differs By Country But By Little Else
  • Recommendations

  • Tune Your AR Program To National Buyer Profiles
  • What It Means

  • Natural Analyst Influence Points Toward Extended Analyst Influence
  • Supplemental Material
  • Related Research Documents

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