Trends Report

Direct Industry Analyst Relations Toward Achievable Objectives

Supporting Sales Is The Hardest Challenge For AR

September 29th, 2023
With contributors:
Amy Hayes , Shelby Muschler , Luca Lo Scavo , Ellen Lind , Demi Starks


A bewildering array of options besets industry analyst relations (AR) as it tries to identify the value it can bring to a high-tech supplier. A Forrester trends survey shows that AR teams usually achieve activity-based objectives, are weaker when they express their objectives as benefits, and perform poorly against the sales objectives that we assessed. AR should augment its understanding of relevant and important objectives by recognizing which are achievable and which carry a high risk of failure.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.