Best Practice Report

Industry Analyst Relations And Sales Support

March 14th, 2018
With contributors:
Matthew Flug , Caroline Robertson , Miriam ElKorchi , Kara Hartig

Summary

Industry analyst relations (AR) teams struggle to create value and demonstrate that value to sales. Forrester has distilled AR best practices to support a vendor’s direct sales processes and developed a methodology for reviewing and improving the main success factors. This report 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 to take your program to the head of the class.

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