Advanced AR techniques,Best practices

September 23, 2019

How to quickly deliver meaning and inform strategy after analyst interactions

Too often, we don’t stop and fully unpack what happened in analyst interactions. We internalize feelings, maybe share a few external comments, but move on to executing our next task that our busy schedules demand ...

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Advanced AR techniques,Best practices

June 11, 2019

What’s your relationship status? An overview of Spotlight’s Maturity Model

When it comes to analyst prioritization and segmentation, there are many ways to divvy up the landscape. Some models we love are organizing analysts by core and opportunistic to our objectives, tiering by levels of ...

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Advanced AR techniques

January 22, 2019

The best way to create like-mindedness with analysts

Tell me if this sounds like something you’ve dealt with – you and your team feel something about your platform or services is more important than an analyst does. While I’m sure this is rare ...

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Advanced AR techniques

January 16, 2019

Do you know where you stand with analysts?

A Forrester Wave or Magic Quadrant just published. You sigh in relief and pat yourself on the back for another job accomplished. But if you’re like us, it’s not too long before the question starts ...

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Advanced AR techniques,Case studies

December 1, 2018

Case study: Reprioritizing AR efforts to accommodate new products

We all know prioritization is a key tenet of analyst relations. Since budget, time, and personnel are all limited in AR, what do you do when your company wants to launch a new product into ...

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Advanced AR techniques

November 27, 2018

Customer reference selection – so much more than finding your raving fans

In a perfect world, we would have an unlimited roster of raving fans who are available at the drop of the hat to give us a glowing review. Ah, utopia. In reality, we know customer ...

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Advanced AR techniques

November 14, 2018

Three ways to make analysts your advocates

“On a scale of 1-10, how likely is it that you would recommend [brand] to a friend or colleague?” Ah, the Net Promoter Score question. While this evaluation question itself is remarkably simple, the factors that impact ...

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Advanced AR techniques,Case studies

September 17, 2018

Evaluation research… to participate or not to participate? That is the (very good) question

“Is it better to be in a Wave or Magic Quadrant even if we don’t show well? Or are we better off declining participation?” I often get asked this question from my clients, and the ...

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Advanced AR techniques

September 5, 2018

Four ways to discover where you stand with analysts

Uncovering an analyst’s perception of your business can feel a bit like searching for hidden treasure. You know their real beliefs are there, but they may not be obvious to you. Your executives and product ...

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Advanced AR techniques

August 7, 2018

How to determine what analysts actually perceive of you

Consider this scenario: While prepping your executive team for a Wave briefing, your CEO asks, “Where exactly do we stand with this analyst? It seems like she’s skeptical of our strategy.” What do you say? ...

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