• Recent Posts: Influencer Relations

    IDC could flourish after IDG’s sale to Chinese consortium

    IDC could flourish after IDG’s sale to Chinese consortium

    As we predicted in our April Fool’s Joke last year, IDC has been sold as part of a Chinese-led purchase that leaves CEO Kirk Campbell at the helm. IDG Capital will take control of the IDG Ventures; China Oceanwide will control IDG and most of IDC, and an independent trustee will take control of IDC’s High Performance Computing (HPC) practice, […]

    Kea Company acquires UK analyst relations consultancy Active Influence

    Kea Company acquires UK analyst relations consultancy Active Influence

    Merger consolidates Kea Company’s position as world’s largest analyst relations consultancy January 19, 2017. London — Kea Company, the world’s largest analyst relations consultancy, today completed its acquisition of Active Influence. Founded in 2010, Active Influence has helped many of the world’s largest technology companies to gain measurable business benefit from their relationships with analyst firms. Founder Richard East has become […]

    Top ten global analysts: 2016’s outstanding research

    Top ten global analysts: 2016’s outstanding research

    2016 produced some outstanding analyst research. We’ve picked the best articles from each of the world’s ten leading analysts firms, as ranked in the 2017 Analyst Firm Awards. Together they show how diverse analysts’ most compelling content can be, including deep quantitative research into mature markets, like cellphones; pointed competitive insight into corporate changes, like Dell’s integration of EMC, and […]

    IDC overtakes HfS in 2017 global Analyst Firm Awards

    IDC overtakes HfS in 2017 global Analyst Firm Awards

    Gartner and Forrester’s leadership is no surprise, but this year IDC has won back third place in our annual Analyst Firm Awards, pushing HfS Research into a still-impressive fourth place. PAC and Ovum have also risen substantially this year, rounding out the top six. In last year’s awards, we saw that firms that could create business leads for their clients […]

    Analyst Value Survey shows deeper frustration with industry analysts

    Analyst Value Survey shows deeper frustration with industry analysts

    I’ve been in New York this week discussing the Analyst Value Survey with both Kea clients and industry analysts. The 2017 report will be available early in January, but the responses show that many users of analysts’ services are reaching out to more firms than before, and are gathering quite uneven value. Firstly, the good news is that many users […]

Getting started with an AR-Sales Partnership is as simple as 1-2-3

icon-dollar-euro.jpgany analyst relations (AR) managers perceive that an AR-Sales Partnership is a complex and time consuming endeavor which they simply do not have time to initiate. While a full scale AR-Sales program for a large vendor does take significant resources, getting started does not have to require a lot of work. Rather, AR can conduct a feasibility pilot for a modest investment.

SageCircle Technique:

  1. Understand your options
    1. Educate yourself about the concept and the issues
    2. Involve stakeholders, both your management and Sales
    3. Make a Go/No Go decision on whether it is practical to proceed to step 2
  2. Determine required investments
    1. Develop a plan
    2. Identify investments required to for a pilot project and estimated requirements for a full rollout
    3. Make a Go/No Go decision on whether to launch a pilot project
  3. Launch a pilot project
    1. Train pilot sales team
    2. Deliver information and tools
    3. Assist on sales deals
    4. Collect data and insights
    5. Make a Go/No decision on whether to move to the next phase of limited production

Bottom Line: Getting started with an AR-Sales Partnership does not require significant effort as it mainly education, including a modest pilot project.

Question: AR – Have you tried to launch an AR-Sales program? If no, why not?

Get Up to Speed Quickly on AR-Sales Partnership issues by eliminating the “Re-invention of the Wheel”

To help AR executives and teams decide when and how to support sales, SageCircle has a public half-day workshop focused on how to incorporate an AR-Sales Partnership Program into the AR portfolio. 

Key Issues to be addressed in this workshop include: 

  • What are the characteristics of a great AR-Sales partnership plan that provides the necessary detail without taking too much work?
  • How can AR market the AR-Sales program to its management and Sales management?
  • Should AR work with the existing sales infrastructure or develop its own capabilities?
  • What is the right balance of information and tools that will make sales reps more effective without taking up too much of their time?
  • What are the risks that AR should be aware of when it comes to launching an AR-Sales Partnership?

The next session of the Launching an AR Sales Partnership workshop is on Tuesday, June 16th, from 8 am to 12 pm PT in the Silicon Valley. The cost is only $495. Click here to learn more about the workshop, including the agenda, and to register

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