• Recent Posts: Influencer Relations

    Webinar: Survey shows new risks for analyst relations

    Webinar: Survey shows new risks for analyst relations

    A first glance at the Analyst Value Survey shows new risks emerging for analyst relations professionals. We’re hosting a webinar on November 30 to hear how leading AR professionals are responding to them, and what the best practice is for your analyst relations program. Three risks stand out massively. First, there a big gap between the firms that vendors think […]

    Vendors’ five key thoughts about analyst firms

    Vendors’ five key thoughts about analyst firms

    Five things stand out from vendors’ responses to a survey we conducted after our Analyst Relations roundtable at the English Speaking Union. Analysts (including analysts who call themselves consultants or advisors) are often thought to have bias, especially if most of their revenue comes from vendors. Sometimes the effort put into staying informed makes analysts seem very process-driven but less […]

    Join us for the Forum in San José on November 17

    Join us for the Forum in San José on November 17

    Should someone you know be at the year’s most important discussion on analyst relations? We’ll be at the free ARchitect User Forum 2016 in San José, CA, on November 17. Professionals from industry leaders will introduce the sessions: Lopez Research, Digital transformation; IBM, AR in large organizations; Cognizant, Managing analyst events;  Capgemini, AR knowledge management; Wipro, Intelligence-driven relationships; and ARinsights, AR […]

    Take the 2016/17 Analyst Value Survey

    Take the 2016/17 Analyst Value Survey

    The Analyst Value Survey is open! Each year several hundred users of analyst research tell us which analyst firms they use, and which are most valuable. In exchange, they get access to our results webinar, where they discover which firms are delivering the most value in key market segments. You can take part too. Go to AnalystValueSurvey.com and click on […]

    Guess Who’s Looking for Top Talent in Analyst Relations?

    Guess Who’s Looking for Top Talent in Analyst Relations?

    Looking for a new direction in your Analyst Relations career? October is a time when new opportunities pop up in the field. From IBM to Google, we gathered the top US Analyst Relations firms with vacancies needing to be filled. If you’d like to learn more about the opportunity and to schedule an interview, contact these firms directly. However, if […]

Launching the AR-Sales Partnership: It’s Not About Pushing Out Research Reprints

icon-dollar-euro.jpgThe more awareness sales reps have about the role analysts play in enterprise buying decisions, the more leverage they will have in closing deals.  AR can play a pivotal role in this process by providing Sales with the right information and services, in the right amounts, at the right times during the buying cycle.  With this approach, AR can help drive top line growth and transition from a cost center to a strategic profit center. 

It’s Not About Pushing Out Research Reprints

Quite often the success or failure of the sales representative hangs on how well he or she overcomes a hurdle created by analyst recommendations.  Unfortunately, the typical vendor sales team has not been educated about who the analysts are, what they do, and how to overcome negative commentary.  As a consequence, salespeople experience high levels of frustration as deals go to competitors, sales cycles lengthen, and contract negotiations go in favor of the buyer.

In order to exploit positive research or to mitigate negative analyst comments sales executives need to work with AR to prepare tools and train their sales teams on certain basics about the analysts’ role in the IT industry.  What needs to be avoided is the temptation to overwhelm the sales force with too much training, too many tools, and too much raw information.  The goal of the AR-Sales Partnership is to equip the sales force with the minimal tools and knowledge needed to deal with the analysts and how to get help when the situation moves beyond the training.

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 sell 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?

Get Up to Speed Quickly by Eliminating the “Re-invention of the Wheel”

In this SageCircle AR Workshop, we provide AR professionals with information, tools and insights to make sense of the various options for supporting sales.  The goal is to help you get up-to-speed on the implications of supporting sales so you can make the important decision whether and how to add this innovative activity to your team’s objectives. We have the practical experience of implementing an AR-Sales Partnership in addition to doing research on the issue. By distilling our research and experience into succinct, actionable recommendations and tools we can help you launch the appropriate AR-Sales strategy efficiently and effectively.

Agenda. High level, please click here for more agenda detail

  • Key Concepts
  • Selling The Concept To Executives & Sales
  • Policy Implications
  • Adding AR-Sales Activities To The AR Plan
  • Measurement, Metrics And Reporting
  • Program Element – Training
  • Program Element – Information
  • Program Element – Tools
  • Program Element – “Customer Service”
  • What’s Next – Trends And Directions

Who Should Attend

The “Launching the AR-Sales Partnership” Workshop is an appropriate education opportunity for the full range of AR programs from single person shops to the largest AR teams.  It can provide insights to AR staff members at any level of experience from those new to AR to the most knowledgeable veterans.

Workshops vs. Seminars vs. Webinars

Based on requests from clients, SageCircle has launched a new type of training event, the half-day workshop. It focuses on a single topic to provide depth versus the breadth of a seminar. By being a half day it can go into more detail with expanded content, policy examples, tools, plan outlines and exercises.

Launching the AR-Sales Partnership: A SageCircle Workshop

  • When: Thursday, October 8th, from 8 am to 12 pm US Pacific Time
  • Where: Cupertino, CA in the Silicon Valley
  • How: Click here for more information and to register
  • Price: $495 for this information- and tools-packed half-day learning event

If you have any questions about the workshop or wish to arrange a private session for your company, please call SageCircle at 503-636-1500 or send an email to “info [at] sagecircle.com” 

Bottom Line: AR program scan help their Sales teams leverage the influence of the analysts in order to drive top line revenue growth.

One Response

  1. […] best option is “train sales,” but that really requires an AR-Sales Partnership Program to be in place, in part to manage the risk associated with AR working with the much larger sales […]

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