While it is illegal for analyst relations (AR) teams to wiretap the analysts, it is possible to eavesdrop on their conversations with enterprise IT managers and other technology and telecommunications buyers. Well, sort of.
The “Big Two” advisory firms have services, Forrester Client Advantage and Gartner Customer Insights, which are databases of the questions clients ask when scheduling a client inquiry. The insights available in these simple databases can be incredibly useful for vendors who invest the time and budget in data mining.
The information that can be extracted is of use to multiple constituencies within a vendor including AR (of course), market research, messaging, product management, sales and others. There are many more uses of the insights than there are audiences. For instance, for AR the questions illustrate the type of information that the analysts need… which Continue reading