• Recent Posts: Influencer Relations

    Why KCG’s analyst relations awards beat the IIAR’s

    Why KCG’s analyst relations awards beat the IIAR’s

    We used 18,777 data points from the Analyst Attitude Survey to compare the two leading awards for analyst relations teams. Although we found that KCG‘s awards are more useful than the IIAR‘s, both primarily reflect corporate performance rather than that of the AR teams. As a result, there’s very little that AR teams can do better or worse in these […]

    Netscout continues unwise Gartner suit

    Netscout continues unwise Gartner suit

    Netscout and Gartner have scheduled their trial for next July. The case stands little chance of improving Netscout’s value. It does, however, risk harming the reputation of both analyst firms and analyst relations professionals. Over the last weeks, pressure has mounted on Netscout’s lawyers. Netscout claims Gartner’s Magic Quadrant harmed its enterprise sales and that the truth of Gartner’s statements […]

    Is this how the Quadrant lost its Magic?

    Is this how the Quadrant lost its Magic?

    Gartner’s Magic Quadrant is the most influential non-financial business research document. In the late 1980s, it was a quick and dirty stalking horse to provoke discussions. Today it is an extensive and yet highly limited process, based on the quantification of opinions which are highly qualitative. The early evolution of the MQ tells us a lot about the challenge of industry […]

    Saying farewell to David Bradshaw

    Saying farewell to David Bradshaw

    A funeral and celebration for David Bradshaw (shown left in this 2000 Ovum awayday photo, arm raised, with me and other colleagues) is to take place at West Norwood Crematorium, London SE27 at 2.45pm on Tuesday 23rd August and after at the Amba Hotel above London’s Charing Cross Station, on the Strand. David considered that that Ovum in that incarnation was […]

    David Bradshaw 1953-2016

    David Bradshaw 1953-2016

    David Bradshaw, one of the colleagues I worked with during my time as an analyst at Ovum, died on August 11. He led Cloud research in Europe for IDC, whose statement is below. David played a unique role at Ovum, bridging its telecoms and IT groups in the late 1990s by looking at computer-telecoms integration areas like CRM, which I […]

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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