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As the world’s leading analyst relations (AR) firm, Spotlight has the privilege of working with the best AR leaders in the business. Our industry continues to evolve – from the ever-changing analyst and influencer landscape to growing competition, emerging technologies, and an increasingly complex B2B buying environment, putting mounting pressure on AR leaders to deliver higher impact, often with fewer resources and/or tightening budgets.
At Spotlight, we help our clients elevate the practice of analyst relations—maximizing its value. A key part of that success is building strong internal partnerships, driving change management, and being a strategic steward of company resources to fuel a high-impact AR program. To further support AR leaders, we’re excited to partner with Clare Henry to offer AR leadership coaching services and models for continuous improvement that go beyond traditional AR strategies.
We sat down with Clare to discuss her experience, the biggest challenges facing AR leaders today, and how they can maximize their business impact.
Q: You’ve had an impressive career in analyst relations, including leadership roles at Microsoft and SAP. What are the top 2-3 takeaways from your time leading analyst relations teams? Have those evolved over time?
Being an AR leader is an honor. You have the unique opportunity to listen and learn from the smartest industry experts, including the analysts and your company’s leaders. That constant exchange of ideas helps shape not only how the market perceives your company, but also how your company advances its own strategy.
One key lesson is that every perspective matters. Listening to different viewpoints – from analysts, customers and internal stakeholders – expands your understanding by exposing you to new ideas, challenging assumptions, and revealing blind spots. You gain a more complete picture of opportunities, and develop a richer, more nuanced view of your customer’s concerns.
Another key takeaway is that AR is hard, but the view is worth the climb. Analysts provide tough love, research budgets are shrinking, your competition is strong, AI has the opportunity to change everything, and you want to have a quality life balance. These challenges are why AR leadership is more valuable to organizations than ever before – offering insight that helps companies sharpen their strategy and make smarter decisions.
Q: Many AR leaders today find themselves navigating increasing executive scrutiny with higher expectations. What are some of the biggest challenges they face today, and how can executive coaching help?
AR leadership coaching bridges the gap between where you are and where you want to be, focusing on solutions rather than just examining problems. I blend my AR experience with my coaching certification to help you clarify your goals, navigate best practices, and provide quick wins when needed. Ultimately, my greatest satisfaction comes from seeing you thrive and grow.
Q: You’ve worked with some of the best in the business—what qualities or habits set top-performing AR professionals apart from the rest?
Thank you, I have had the opportunity to work with amazing AR talent. Top-performing AR professionals share a few qualities that consistently set them apart. First, they have a desire to understand and be a part of the company’s strategy. They stay focused on the long-term vision while identifying the required interim wins. They also know how to look beyond the transactional. It’s not about ticking boxes or simply managing activities — it’s about delivering outcomes. The best AR professionals prioritize results, think outside the box, while always keeping their eyes on how their work impacts the bigger picture. Finally, they approach their work with a growth mindset. They believe in their team, their company, and the analysts they engage with. They invest in learning from others, seek feedback, and take a collaborative approach that helps everyone succeed.
Q: What excites you most about partnering with Spotlight?
Spotlight brings the tools, talent, and dedication to AR that can help every AR team and individual reach new heights. What excites me most is our shared commitment to strengthening AR capabilities across the industry – not just for today, but for the future.
Our first initiative is developing an AR Capability Framework designed to help teams measure their effectiveness and identify knowing-doing gaps. The tool is built on industry-standard assessment methodologies proven in IT and starts by defining what effective performance looks like. From there, it guides teams through an analysis of their internal assets, helping pinpoint gaps between what they know and what they consistently put into practice.
Our goal is to help AR teams foster a culture of continuous improvement — equipping them with the assets and tools they need to accelerate their capabilities and expand their impact. The assessment model will be available as both a self-administered tool or consultant-led experience, offering flexibility based on each team’s unique needs and resources.
Lastly, the Spotlight team is a blend of good vibes, laughter, and genuine care – they make work feel like a fun adventure!. And, of course, who doesn’t want to go to Kansas City for barbecue?
The role of an AR leader is more demanding—and more impactful—than ever before. With the right strategies, mindset, and support, you can elevate your influence, drive meaningful business outcomes, and future-proof your AR program.
That’s why we’re excited to partner with Clare Henry to bring executive coaching and industry-leading assessment tools to AR professionals like you. Whether you’re looking to refine your strategy, strengthen executive alignment, or navigate AR’s evolving landscape with confidence, we’re here to help.
Reach out to our team today to get started.