Best Practice Report

Showcasing Analyst Relations’ Business Value Through Six-Cell Solutions

Deploy Beneficiary-Centric AR Business Value Descriptions

November 7th, 2019
Kevin Lucas, Principal Analyst
Kevin Lucas Principal Analyst
With contributors:
Caroline Robertson , Meredith Cain , Jacob Basseches , Kara Hartig

Summary

Analyst relations (AR) leaders struggle to articulate business value to its beneficiaries. Their day job focuses so much on reaching an intermediate waypoint — influence over analysts — that they clutter their descriptions of AR’s business value with this detail as well. This report shows a structured way to think about AR’s business value, such as delivering insight to vendor personnel or influencing marketplace players like buyers, without focusing on the details of engaging with and influencing analysts first.

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