Because analysts are under more pressure to deliver insights that correspond closely to end-users’ needs, solution providers have a huge advantage when spokespeople are able to develop influential conversations focussed on the analysts’ clients’ needs. Sadly, spokespeople are badly selected, [...]
AR professionals can build sales by focussing on analysts who influence sales, and by turning the conversation to the impact of market changes on customers. Market analysts, quite understandably, look at the whole market and will welcome informed conversation with [...]
Non-disclosure agreements (NDAs) are a continual bone of contention between vendors and the analyst industry. Lighthouse feels that their impact is almost universally negative, especially in relation to briefings and analyst events. This post aims to outline the four main [...]
AR managers need to quit whining about Forrester’s role based research. To make progress, start speaking about the success imperatives its role-based research is founded on. It’s been more than two years since Forrester started the series of focus groups [...]
Merv Adrian’s posting reminded me how being given vendors’ Powerpoint after a briefing was really useful for me when I was an analyst. You can go into the outline view and cut and paste the heading into Word, then type [...]
