Multiple MQs, inconsistent appearances
A global technology vendor with a well-established Gartner relationship had inconsistent positions across three Magic Quadrants — in one it featured as a leader, in another a challenger and in a third it did not appear at all. With the business expanding rapidly through acquisition, the company wanted to advance its positions on the relevant grids, and to improve analyst engagement generally in order to increase its brand equity, increase the referrals pipeline and resulting customer wins.
Annual plan to improve engagement
The Skills Connection developed an annual analyst engagement plan for each of the markets and made specific recommendations after extensive analysis of previous engagement details and the company’s strategy and plans. We were closely involved in each of the relevant MQ submissions and the follow up review calls alongside the in house AR function.
“Best, most valuable ever” briefings
As a result, the company improved its position in each of the relevant grids, achieving two leadership positions and one challenger position where the company appeared on the grid for the first time. Overall, analyst engagement has improved significantly and briefings have been described by one of the analysts involved as “the best, most valuable ever.”