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[Guest Post] Humpty Gartner’s Logic

Blog courtesy of: Simon Levin (IIAR Board Member), Managing Director at The Skills Connection

A client of mine was talking to a Gartner analyst recently and learned, to his delight, that the analyst had given a particular prospect a clear steer in his direction.

“They’re a mid-sized company and they asked for my advice on relevant vendors, so I told them you guys were definitely relevant for small and mid-sized enterprises,” the analyst said.

But nothing happened. Our client didn’t hear from the prospect. And it was only later that we discovered our client had even been removed from a previously compiled consideration list as a direct result of this brief conversation.

The client was mortified. The analyst was baffled. The prospect, of course, missed the opportunity of acquiring what may well have been the best possible solution for his particular set of requirements. Continue Reading →

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