SageCircle promotes the use of inquiry and we have offered suggestions on various topics for both Enterprise IT research consumers and Communications and IT vendors. In general, vendors spend far less time doing inquires than they should. This both decreases the business value they are receiving from the analyst contract and misses some important soft dollar benefits that are hard to achieve in other ways. Not getting value from the inquiry contract also contributes to the perception of some vendor executives that advisory analysts like Gartner and Forrester are “pay for play,” otherwise why spend the money on the annual contract. In this post we will look less at the techniques and more at the realized benefits of a program of regular analyst inquiry.
Gaining real information
The stated purpose for inquires is to gain greater depth and understanding of an analyst’s research and opinions. As always, you should review the currently published materials before scheduling a briefing. However, inquiry can provide insights into an analysts’ work-in-progress and allow you to […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.