Case Study: Lawson Software Drives Sales Through Analyst Relations
April 4, 2008
Why Read This Report
Lawson Software's analyst relations (AR) team is succeeding where most teams fail; it's delivering quantifiable, direct sales benefits. With two-thirds of its sales cycles affected by industry analysts, it's vital for Lawson to know which analysts are influencing each prospect and for it to have repeatable sales support mechanisms in place to influence deal outcomes. Lawson's AR generates new sales opportunities, as well, and it achieves all this in spite of changing business priorities that alter AR's focus each year.
Already a Client?
Log in to read this document.
Become a Forrester Client
Timely and relevant, Forrester's RoleView research aligns to 13 leadership roles across business and technology management. Our expertise in customer experience, mobile, digital business, and big data will help your teams win in the age of the customer. Contact us to learn more.
This report is available for individual purchase ($499 USD).Purchase
Also in Collection: AR Sales Case Studies
Case Study: Callidus Software Drives Sales Through Analyst Relations
April 9, 2008 | Kevin Lucas
Case Study: Exstream Software Drives Sales Through Analyst Relations
May 12, 2008 | Kevin Lucas
Table of Contents
- Situation: AR Team Rewarded On Company Performance And Sales Contribution
- Best Practice: AR Provides Extensive Sales Support
- Best Practice: AR Responds To Analysts Very Swiftly
- Best Practice: Prioritization Via Perceptions, Recommendations, And Metrics
- Best Practice Results: Lead Generation Is Achievable But Fragile
- Best Practice Results: Reports Generate Leads When The Timing Is Right
- How To Apply Lawson Software's Best Practices
- Related Research Documents
Testing Emerging Media: A B2B Framework
September 21, 2010 | Michael Greene
Case Study: Sapient Drives Sales Through Analyst Relations
April 5, 2011 | Kevin Lucas
Maximize Business And Career Value From Industry Analyst Relations
July 15, 2016 | Kevin Lucas