IIAR> members here is your opportunity to participate in a discussion about how analyst relations (AR) can support vendor sales teams. This discussion Group will be led by the IIAR> Editorial Committee who has started digging into the complex issue of how industry analyst and AR can help drive vendor sales through not only influence but also by enabling field teams via analyst insights.
How to support technology vendor sales is a subject that is always on the radar of AR professionals over the but it’s a complex issue and one of the biggest challenges and opportunities facing AR pros.
What is the impact of Analyst Relations (AR) on sales?
The IIAR> Best Practice Paper: AR compass describes the impact of AR on sales as follows:
Sales Enablement focuses on collaborating with the sales organization to utilise analyst endorsements, insights, and validation to support the sales cycle and help advance deal cycles.
Here are the primary subjects that will be examined in detail during this IIAR> Discussion Group Discussion on analyst relations for sale enablement:
- How to insert analysts across the purchasing journey –from identification through close– to boost win probability?
- How do you identify analysts who influence deals, and how do you work with them?
- How do you develop a go-to-market strategy and coach sales on tactics per account?
- How to Activate referrals formally and informally from analysts to customers
- How to Assist win/loss debriefs to sharpen future positioning
This IIAR> Discussion Group is a virtual event via Zoom and will be hosted by:
- Robin Schaffer / IIAR>Member and Principal, Schaffer AR (LinkedIn)
- Chris Germann / IIAR>Member and Global head of AR, Spryker (LinkedIn)
- Noelle Shipley / IIAR>Member and Independent AR professional (LinkedIn)
Date> Thursday 20th June 2024
Time> 0800 PDT / 1100 EDT / 1600 BST / 2030 IST (other time zones)
Previous IIAR> Best Practice Papers
- IIAR> Best Practices Webinar: Sales Enablement + 30/60/90 days AR Plan, (06/25)
- IIAR> Best Practices Webinar: AR Compass, 2nd May
- IIAR> Best Practice Webinar: Getting the Most out of Analyst Advisory Sessions, 4th April
- IIAR> Best Practice Paper: Engage the right audience, using analyst tiering
- IIAR> Discussion Group: managing analyst advisory days
- IIAR> Best Practices Paper: running and leveraging analyst inquiries
- IIAR> Best Practices Paper: Delivering AR Programmatically with Campaigns
- IIAR> Primer: Why should startups and scale-ups have an analyst relations strategy?
- IIAR> Best Practices Paper: Running an industry analyst briefing
- IIAR> Webinar recap: What is analyst & influencer relations (AR)?
Discover more from The IIAR> Institute of Influencer & Analyst Relations
Subscribe to get the latest posts sent to your email.