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, [...]
Three Yankee Group vice-presidents and two independent European analysts are the first members of the firm’s affiliate network. As Lighthouse clients heard in July, the firm’s restructuring produced numerous rumours, including the departure of SVP Zeus Kerravala and VPs Jennifer [...]
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 [...]
Now we’re into the second half of the year, many teams use the summer slow-down to re-plan and structure for the rest of year. By the firms have their mid-year summits and analyst days behind them, and they start to [...]
The Institute of Industry Analyst Relations has invited Duncan Chapple (Managing Director, Lighthouse AR) to join Phil Fersht (CEO & Head of Research, HfS Research) to discuss ‘A Crisis in AR’ on its next teleconference on Wednesday 13th July, 4-5pm [...]
