Save or Share this Report

For Analyst Relations Professionals

Industry Analyst Relations And Sales Support

Sales Support: The Industry Analyst Relations Playbook

March 14, 2018

Primary author headshot


Playbook icon

This is the Sales Support report in The Industry Analyst Relations Playbook For 2019.

Why Read This Report

Industry analyst relations (AR) teams struggle to create and demonstrate their value to sales. Forrester has distilled AR best practices for support of a vendor's direct sales processes and developed a methodology for reviewing and improving the main success factors. This report in the industry analyst relations playbook lays out that methodology and provides a self-assessment tool that you can use to benchmark your current AR-and-sales program, analyze weaknesses, and identify what you need to change if your program is to enter the top of the class. This report and the associated tool are updates of previously published materials. Forrester reviews and updates content periodically for continued relevance and accuracy.

Get Access

Already a Client?

Log in to read this document.

Become a Forrester Client

Customers are the new market-makers, reshaping industries and changing how businesses compete and win. Success depends on how well and how fast you respond. Forrester Research gives you insights and frameworks aligned to your role to shorten the time between a great idea and a great outcome, helping your teams win in the age of the customer. Contact us to learn more.

Purchase Report

This report is available for individual purchase ($499 USD).


Table of Contents

  • There Is Confusion Around The Value That AR Can Bring To Sales
  • Great AR-And-Sales Programs Tackle Nine Success Factors
  • Don't Commit Beyond Your Control
  • Recommendations

  • Use Forrester's AR-And-Sales Scorecard For A Self-Examination
  • Supplemental Material
  • Related Research Documents

Recommended Research