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For Analyst Relations Professionals

Industry Analyst Relations And Sales Support

December 18, 2015

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This is the Sales Support report in The Industry Analyst Relations Playbook For 2016.

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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 of 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 class. This report and the associated tool are updates of previously published materials. Forrester reviews and updates content periodically for continued relevance and accuracy; we revised this edition to factor in new data.

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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

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