With many sources offering information and advice it has become increasingly difficult for companies to decide on what data to rely. Industry analysts are among the few remaining sources that are considered to be impartial and therefore valued as a trusted advisors. They play a critical part in the market by evaluating markets and vendors and by educating and advising the buyers. In this role the analysts have major influence on how a technology company and its products are perceived in the market.
- Analyst Relations = Powerful Sales
Selling complex technology to complex organisations is a recipe for a lengthy, expensive sales process. What if you could be introduced into more sales opportunities, shorten the sales process and stand a higher chance of success at the end of it - all with one programme?
Your buyers are heavily influenced by research and analysts. Subject to respecting analyst independence and objectivity, you can indeed control analyst influence - "influence the influencers" - by exploiting the opportunities to share the information you want to convey. Analyst influence could mean a recommendation for your offerings, or coverage of your company in research read by your prospects. This is the potential of a successful analyst relations programme. It's little wonder that many technology vendors are bringing new resources to bear in this important area.
Analyst Relations = Increased influence on buying behaviour
Industry analyst groups such as Gartner, Forrester, IDC and Ovum influence between 40% and 60% of commercial technology sales, according to Kensington Group researchers. This means that being mentioned by analysts - either in written research or in 1:1 inquiries - will open up indirect access to many potential customers.
Analyst Relations = Gaining superior Market Intelligence
Critical business decisions, about product strategy, positioning and messaging, capitalisation, market segmentation, international expansion and so on, follow one another at an unprecedented rate. Better insight, of course, creates better decisions, but the availability of insight needs to be timely, preferably 'on demand'. Kea Company helps you leverage market intelligence into actionable insight.
Analyst Relations = Kea Company Analyst Relations Services
Whether you are a well established firm with the need to strengthen your Analyst Relations efforts, or you need to build from the ground on up, Kea Company offers three Analyst Relations Services in order to accommodate different types of Analyst Relations needs. We have developed these services in accordance with our 'next practice philosophy'. If your business faces the challenges associated with Analyst Relations and you need to build a capability, Kea Company is simply your best place to start.
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