September 9, 2020

The Case for Insights-Driven Analyst Relations

If you’ve felt a measurable increase in the amount of pressure placed by the C-suite on AR teams to prove channel worth, you are not alone. We’ve seen and felt it, too. In response to ...

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On the Spot

October 6, 2020

Serge’s view from the AR frontlines

Serge Stines is a Client Partner at Spotlight, which means he’s front and center to all of the analyst relations activities happening with his clients. Earlier this year, I put Serge on the spot to ...

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Case studies,Insights-Driven AR

September 30, 2020

Case study: Using insights to drive (and change) strategy

The insights-driven approach to AR has many benefits like providing more realistic AR metrics, offering competitive intel back to the business, and making analysts feel heard and valued. But sometimes other benefits of this approach ...

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Best practices,Insights-Driven AR

September 16, 2020

Using insights to support product management

As an AR professional, I feel so privileged to listen to the heads of product for some of the most visionary and successful companies talk with industry experts about capabilities and strategies in a number ...

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Insights-Driven AR

September 3, 2020

How AR can cross-functionally collaborate from top to bottom

Activating AR throughout your organization is one of the key components for our channel to be seen as a strategic, invaluable function. AR pros are front and center to a wealth of analyst intel, insights, ...

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On the Spot

August 26, 2020

Caroline’s commentary on Spotlight’s AR football team vs the MQ

When we recorded this video, 2020 seemed like it was going to be a typical year. As of now, the 2020 football season is still on the table, but the offseason certainly came with its ...

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Case studies,Insights-Driven AR

August 20, 2020

Case study: Creating initiatives and metrics from the Forrester Wave insights

When the evaluation report in your category publishes – especially if the dot placement was less than ideal – it can be really tempting to immediately update the analyst on all the things you think they ...

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Insights-Driven AR

August 13, 2020

Insights-driven analyst relations metrics you can control

Too often, the AR channel gets the perception of just being in charge of the company’s dot placement on the next Magic Quadrant or Forrester Wave. When in reality, AR pros do so much strategic ...

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Insights-Driven AR

August 5, 2020

Measuring analyst relations through analyst insights

Insights-Driven AR is an approach to analyst relations that has benefits for everyone in AR as well as the broader business. Personally, one of my favorite aspects of this approach is how it empowers the ...

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Best practices,Insights-Driven AR

July 28, 2020

Annual analyst relations planning: why it’s critical

Why create an annual AR plan? Annual planning is the backbone of a mature AR program as it enables a thoughtful, coordinated foundation for activities throughout the year. Annual AR plans are intended to ensure ...

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