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  • Workshop The Fundamentals of Highly Effective Analyst Relations

    A Workshop For Analyst Relations Professionals
    December 16, 2019 | Cambridge, MA | Kevin Lucas

    Industry analysts influence vendor markets, specific sales deals, product development, and even market capitalization. So no vendor dare let analysts do this unchaperoned. Instead, many vendors opt...

  • Workshop The Fundamentals of Highly Effective Analyst Relations

    A Workshop For Analyst Relations Professionals
    December 12, 2019 | San Francisco, CA | Kevin Lucas

    Industry analysts influence vendor markets, specific sales deals, product development, and even market capitalization. So no vendor dare let analysts do this unchaperoned. Instead, many vendors opt...

  • Workshop The Fundamentals of Highly Effective Analyst Relations

    A Workshop For Analyst Relations Professionals
    December 4, 2019 | London | Kevin Lucas

    Industry analysts influence vendor markets, specific sales deals, product development, and even market capitalization. So no vendor dare let analysts do this unchaperoned. Instead, many vendors opt...

  • Workshop Value-Driven AR Program Creation with FIAR

    A Workshop For Analyst Relations Professionals
    September 18, 2019 | London | Kevin Lucas

    Analyst relations (AR) managers constantly ask us how to prove the value of their AR programs. Unfortunately, many struggle because they didn't build their AR plans to deliver business value in the...

  • Workshop Value-Driven AR Program Creation With FIAR

    A Workshop For Analyst Relations Professionals
    September 9, 2019 | Cambridge, MA | Kevin Lucas

    Analyst relations (AR) managers constantly ask us how to prove the value of their AR programs. Unfortunately, many struggle because they didn't build their AR plans to deliver business value in the...

  • Workshop Value-Driven AR Program Creation with FIAR

    A Workshop For Analyst Relations Professionals
    September 5, 2019 | San Francisco, CA | Kevin Lucas

    Analyst relations (AR) managers constantly ask us how to prove the value of their AR programs. Unfortunately, many struggle because they didn't build their AR plans to deliver business value in the...

  • Workshop Raise Your Game in Waves, MQs, And Other Major Evaluations

    A Workshop For Analyst Relations Professionals
    June 26, 2019 | London | Kevin Lucas

    Major comparative evaluations of technology or service sellers, like the Wave and the MQ, play a central part in the analyst relations (AR) programs of included vendors. Leadership placements can...

  • Workshop Raise Your Game in Waves, MQs, and Other Major Evaluations

    A Workshop For Analyst Relations Professionals
    June 18, 2019 | Cambridge, MA | Kevin Lucas

    Major comparative evaluations of technology or service sellers, like the Wave and the MQ, play a central part in the analyst relations (AR) programs of included vendors. Leadership placements can...

  • Workshop The Fundamentals of Highly Effective Analyst Relations

    A Workshop For Analyst Relations Professionals
    June 17, 2019 | Cambridge, MA | Kevin Lucas

    Industry analysts influence vendor markets, specific sales deals, product development, and even market capitalization. So no vendor dare let analysts do this unchaperoned. Instead, many vendors opt...

  • Workshop Raise Your Game in Waves, MQs, and Other Major Evaluations

    A Workshop For Analyst Relations Professionals
    June 13, 2019 | San Francisco, CA | Kevin Lucas

    Major comparative evaluations of technology or service sellers, like the Wave and the MQ, play a central part in the analyst relations (AR) programs of included vendors. Leadership placements can...

  • Workshop The Fundamentals of Highly Effective Analyst Relations

    A Workshop For Analyst Relations Professionals
    June 12, 2019 | San Francisco, CA | Kevin Lucas

    Industry analysts influence vendor markets, specific sales deals, product development, and even market capitalization. So no vendor dare let analysts do this unchaperoned. Instead, many vendors opt...

  • Workshop Maximize Briefing Impact

    A Workshop for Analyst Relations Professionals
    March 26, 2019 | London | Kevin Lucas

    At one end of the briefings spectrum lies a vendor imparting information which the analyst is unlikely to use and in practice forgets within days. At the other lies a vendor engineering its way...

  • Workshop Maximize Briefing Impact

    A Workshop For Analyst Relations Professionals
    March 18, 2019 | Cambridge, MA | Kevin Lucas

    At one end of the briefings spectrum lies a vendor imparting information which the analyst is unlikely to use and in practice forgets within days. At the other lies a vendor engineering its way...

  • Workshop Maximize Briefing Impact

    A Workshop For Analyst Relations Professionals
    March 14, 2019 | San Francisco, CA | Kevin Lucas, Trisha Mirel

    At one end of the briefings spectrum lies a vendor imparting information which the analyst is unlikely to use and in practice forgets within days. At the other lies a vendor engineering its way...

  • Report Choose The Optimal Type Of AR Program To Drive Your Firm's Business Results

    Business Case: The Industry Analyst Relations Playbook
    December 6, 2018 | Kevin Lucas

    Analyst relations (AR) novices think that there's a one-size-fits-all AR program that they can copy. For example, if they're short on money, staff, and knowledge, churning out a briefing program to...

  • Report Understand AR's Beneficiary Landscape

    Landscape: The Industry Analyst Relations Playbook
    December 6, 2018 | Kevin Lucas

    Analyst relations (AR) can help a vendor win, serve, and retain customers. But whether the AR team is supporting its traditional beneficiaries or not, it typically guesses at the detail of their...

  • Report Industry Analyst Relations And Influence

    Influence: The Industry Analyst Relations Playbook
    December 6, 2018 | Kevin Lucas

    Most industry analyst relations (AR) relies on analysts influencing buyers, partners, journalists, investors, etc. So AR must manage two forms of success: influence by vendors over analysts and...

  • Report Envision Professional Industry Analyst Relations

    Vision: The Industry Analyst Relations Playbook
    December 5, 2018 | Kevin Lucas

    What are the attributes of a first-class industry analyst relations (AR) professional running a first-class AR program? In this report, we visualize the peak of your profession by showing how...

  • Report Blaze A New Path To Successful AR

    Road Map: The Industry Analyst Relations Playbook
    December 5, 2018 | Kevin Lucas

    It's one thing to know how to plan an analyst relations (AR) program, but it's another to do so in an unfamiliar company with unfamiliar colleagues, all of whom may have different expectations of...

  • Report Build Analyst Relations Programs On Buyer Priorities For Analyst Interaction And Insight

    Understand What Information Buyers Want From Analysts And The Interaction Types That Buyers Use To Obtain It
    October 31, 2018 | Kevin Lucas

    When vendors know how buyers interact with analysts, analyst relations (AR) programs can prime analysts to give buyers the most productive information. But different buyer groups use analysts...

  • Report Pragmatic Examples Of KPI Construction Within Industry Analyst Relations

    August 16, 2018 | Kevin Lucas

    Analyst relations (AR) managers have neither time nor inclination to learn departmental performance methodologies. But they must still prove to executives that they're performing well and...

  • Report Target Industry Analyst Relations With Achievable Metrics

    Benchmarks: The Industry Analyst Relations Playbook
    May 21, 2018 | Kevin Lucas

    Myriad options puzzle industry analyst relations (AR) as it tries to measure the value it brings to high-tech vendors and to deliver consistently against related targets. A Forrester trends survey...

  • Report Direct Industry Analyst Relations Toward Achievable Objectives

    Supporting Sales Is The Hardest Challenge For AR
    May 21, 2018 | Kevin Lucas

    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...

  • Report Forrester's Scorecard For AR And Direct Sales

    March 14, 2018 | Kevin Lucas

    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...

  • Report Industry Analyst Relations And Sales Support

    Sales Support: The Industry Analyst Relations Playbook
    March 14, 2018 | Kevin Lucas

    Industry analyst relations (AR) teams struggle to create and demonstrate their value to sales. Forrester has distilled AR best practices for support of a vendor's direct sales processes and...

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