Data Overview Report

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 19th, 2021
Kevin Lucas, Principal Analyst
Kevin Lucas Principal Analyst
With contributors:
Caroline Robertson , Matthew Flug , Miriam ElKorchi , Jennifer Zhang , David Morrison , Kara Hartig

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 AR managers should tune AR programs to the differences among buyers from different countries in their preferred styles of analyst use. This report shows which buyer attributes do — and don’t — drive analyst usage, how to tune AR programs to drive maximum influence by analysts over different buyer groups, and where such tuning is wasted.

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