Case Study: Exstream Software Drives Sales Through Analyst Relations

Exstream Software's industry analyst relations (AR) manager is generating direct sales benefits by consistently creating leads and providing strong sales cycle support that includes deployment of analysts who impact purchase decisions. While beating its sales contribution targets by 25% for each of the past two years, Exstream has discovered that different types of analysts play different roles in the sales cycle and that it must build deep confidence in all of them. It has also realized how fragile these successes will be unless it continually cultivates newly productive analysts.