Case Study

Case Study: Callidus Software Drives Sales Through Analyst Relations

April 9th, 2008
Kevin Lucas, Principal Analyst
Kevin Lucas Principal Analyst
With contributors:
Eric Brown , Robert Muhlhausen

Summary

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 cycles use analysts or their research at some point. Ultimately, Callidus attributes 10% to 15% of its revenue to AR — yet all of this is achieved with a part-time AR function.

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