Some firms get significant business via analysts (such as Gartner & Forrester), while many simply do not. Why is that? And where are you on the scale? Every 2 years, The Skills Connection conduct a study looking specifically at how technology providers’ engage with analysts, and what results they get back in terms of real business impact. In this webinar, we'll share our findings and give 5 best practices you can implements straight away.
Are you mystified why you got the Critical Capabilities score in a recent assessment? Do you find Gartner’s Critical Capabilities unclear, complicated, frustrating and annoying? Find out the 10 things you should be doing and not doing for this important assessment.
Getting key analysts to have sufficient confidence (in your business, products and services) to recommend you to their clients is difficult. It takes concerted effort, appropriate preparation and relevant executive engagement if you are to get it right and get the right result. But the reality is most companies get it wrong and get truly disappointing results.
Here is a little secret. Over two-thirds of companies, who are in MQ and Waves, do not see assessment definitions as being a match to where their business fits into the market! You are not alone. So what can you do about it? This webinar will share the elements needed for a successful campaign.
This webinar will enable you to understand why dots get placed where they do, plan what you need to do overall to change analyst perception of where you should be positioned (before you get a bad draft placement) and respond effectively to a bad draft placement if it does occur.
Increasingly Gartner and others are requiring recorded briefings and product demo submissions. Delivering these is a different skill than their live equivalents – are you ready for this new model? Revisit how you prepare and tell your story. Striking the right balance between content and production is essential. We will help you plan your time, define and create your content, including tools that will help do it quickly and easily.
Gartner Peer Insights is one of the most significant shifts to the way vendor performance is measured and assessed. With over 2.3 million product comparisons conducted on the platform in 2020, an increase of 15% over the previous year, its significance is on the rise. Gartner analysts now depend wholly on Peer Insights as a primary source of customer insight when carrying out assessments, and buyers themselves increasingly turn to Peer Insights when making informed decisions.
Pretty much every day we have a conversation with a company about whether, and how, to best work with analysts like Gartner, Forrester etc to help establish a new category in the market. Can it be done? And if so, what is the right approach to follow?
Recent changes at Gartner have increased the importance of proactive Peer Insights activity for vendors; Gartner has replaced Magic Quadrant reference surveys with information sourced from Peer Insights, and Gartner has developed new document types that summarize Peer Insights reviews and perspectives for end-user customers. This is a new muscle that technology vendors and service providers must learn to exercise regularly – you ignore it at your peril.
Vendors often complain that analysts come to an evaluation with outcomes pre-determined and that nothing the vendor says or does will change the analyst’s mind. Are you really facing a Sisyphean task? We don’t think so. Find out what you CAN do.
In the webinar we cover the serious risks and potential rewards that kick-off on Publication Day. We identify all the stakeholders you need to communicate with and highlight the different collateral each stakeholder will require and when.
What Gartner and other analyst firms think about you matters… much more than you can ever imagine. This is because analysts have incredible reach, touching thousands of your prospects each year. Analysts inform your buyers throughout your sales cycle, advising them on what to do, who to do it with and even how much to pay.
2020 has been a year like no other, and 2021 will start in much the same way. Traditional marketing activities like conferences, user events and seminars have evaporated. Buyers meantime have significantly upped their use of analysts as a way of researching markets, with buyer inquiries to analysts up by as much as 50%. Analysts are talking to your prospects about their needs, outlining the market of possible solutions and sharing their opinion of who to consider. The question is how can you make this unique channel part of your go-to-market program for 2021 and what would it cost?
Getting into a Gartner Magic Quadrant (MQ) or a Forrester Wave is a big deal for many companies, the actions that vendors need to take differ depending on the circumstance. If you are a new vendor trying to be recognized in a market, if you are established in one market and trying to expand into others, or if the inclusion criteria for your MQ or Wave seem to change regularly, there are proactive steps you can take to ensure that your company and products are represented in the best possible light.
In business, you can often walk away from a bad deal, a shocking provider and an awful customer. But if it's your Gartner (or name your most important advisory research firm here) lead analyst who irks you, there are compelling reasons to hold your nerve and stick around.
If you believe that research is a pay-for-play game, our Managing Director, Simon Levin discusses in this insight article why this isn't the case and you can still get results if your analyst engagement is effective.
In these days of online peer reviews and social media, increasingly enterprise IT review sites like TrustRadius & G2 are changing how buyers research vendors. So, do the analysts still influence where the money goes?
In this webinar, we present our 2020 primary research findings aimed at understanding technology providers’ attitudes to participating in assessments such as Gartner’s Magic Quadrant (MQ) or Forrester’s Wave.
When an MQ or Wave is retired, the interest in that category does not suddenly evaporate. Clients are no less interested in understanding about the players in the market and how they compare. The key difference is that now they cannot simply refer to a document – the MQ or Wave report. Now, they need to speak with the analyst. Your task is to make sure that the analyst still conceptually positions you at least as well as before (and ideally better) to ensure you get a good pipeline of referred business.
This white paper highlights how leading firms leverage analyst engagement to grow their sales pipeline. We cover the best practices for developing genuine relationships with analysts for mutual benefit.
In 2018, The Skills Connection conducted its second primary research project. A follow up on the original study, aimed at investigating people’s understanding of today’s analyst assessment processes and discovering what works, what effort and resources are required and what value can be derived from these assessments.
During this webinar you will learn how to transform your RFI/RFP methodology by following the practices that we have seen deliver real success for customers. You’ll find it’s more efficient, and it truly will enable you to increase your conversion rate.
In this webinar we look at the influence IT solution peer review portals like Gartner Peer Insights, G2 Crowd and IT Central Station have on your business and how to have an effective plan in place to maximise opportunities and manage risk.
Responding to the long and complex RFI requirements of Magic Quadrants and Waves is generally a daunting prospect for any company, but with some of the “curve balls” we have seen recently it has increasingly become a worst nightmare. Being prepared is always the key and so in this webinar we will share five recent cases and what was required to beat each curve ball.
This webinar will focus on how to build the story you want to communicate to the analysts, how to make the plot exciting and compelling, and how to optimise the touch points so that they are waiting for the next instalment.
In the webinar we discuss the relative roles of advocates and references, why these clients are becoming increasingly critical to your assessments (e.g. Magic Quadrant, Wave) results and how to best plan for success.