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10 valuable tips for altering outcomes at the 11th hour We've all seen it happen — in the FIFA World Cup, Super Bowl, or the US Open. Sports stars are headed for failure. But, late on, they turn it around [...]
At their annual forum Gartner recently stated that “building an effective customer reference cultivation program” is vital for analyst engagement success. At The Skills Connection, we have worked successfully with many companies to help them improve their reference results and we will be sharing key advice in this free webinar.
We all need credible third parties to talk on our behalf about the success and business value they have achieved using our products. A strong reference base of credible customers is a competitive advantage. But not all customers bring the [...]
Preparing for your analyst assessment is like preparing to win a new customer. When you’re approaching a sales prospect, you start by thinking about the company’s buying cycle, as it relates to your products and services. Analyst assessments are no [...]
Whether you like it or not, inclusion and coverage within a Gartner Magic Quadrant (or, to a lesser extent, a Forrester Wave) can be hugely important to your business. As one client told me recently “We ask every prospect what [...]
As we often cite in our various articles and videos, survey after survey shows that analysts are influential in over half of all enterprise IT decisions. For most technology firms this quite simply means the analysts can help make or [...]
It doesn’t matter which Magic Quadrant or Wave assessment you are in, the fact is that the references you provide have a profound effect on your result. Weak references will sabotage all your other efforts every time. So why is it then that the vast majority of companies find their references let them down? Somehow it appears they say one thing to you but something different when they engage the analysts. As it turns out there are some very simple reasons for this and some pretty simple actions to take to start to change the result. In this webinar we will share the secrets behind great references and what are the best practices you can follow to get the right results from them.
There’s one sad story I hear pretty much every week. It goes like this: “We meet the analysts regularly at events, brief them and feel we have a good relationship… and yet our MQ (or Wave) results simply don’t match [...]
Our most common activity is helping clients to put together analyst briefings that get the analysts’ attention and lead to improved understanding of, and appreciation for, our clients’ products and services. Do it right, and the analyst is engaged, looking [...]