Decision Tool

Forrester’s Scorecard For AR And Direct Sales

March 14th, 2018
With contributor:
Miriam ElKorchi


This self-assessment tool helps you review your current ability to support your company’s direct sales operation via your industry analyst relations (AR) program, analyze its weaknesses, and identify what you need to change if your program is to join the best. You should read the tool and the introduction to it, Industry Analyst Relations And Sales Support, first. We have augmented this tool to take full account of more recent Forrester research on AR support to direct sales, and we have refined the statements of best practice.

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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.