As a result of doing some research on International AR practices and gaining input during the January IIAR forum in London, the following paper on “Why do International Analyst Relations matter?” (subscribers only) is now available to all IIAR members.
As AR professionals, we all are familiar with the value and sales influence of industry analysts. It can sometimes be a hard sell internally, because for ethical reasons analysts do not speak about their end-user client engagements. But anecdotal evidence shows that IT analysts influence most, if not all, large deals
But can you articulate the value and business drivers of International AR?
How many of us can rattle off the main business benefits for complementing corporate AR with an International AR program? Do we know the most important business drivers for regional and country level AR? Do we all have visibility on the multiple ways in which analysts in Germany, India, Singapore, Brazil, and China are impacting vendor sales, marketing and strategy daily, not to mention the ways in which they influencing end user procurement decisions?
And most importantly, are our stakeholders aware of the potential negative impact on the sales pipeline by not having any global AR outreach?
What do you think?
Tell us what your experience of international AR is if you’re analyst or an AR professional. Would this fit into your company model and culture? Have you similar ideas you would like to share?
For comments and input, please contact ewarner -at- analystrelations -dot- org.
Methodology and industry best practices for International AR is covered in a separate white paper, I’ll blog about this soon.