The ultimate goal of Analyst Relations is to drive revenues for your company. Analysts influence revenues in a variety of ways that may impact your sales team and how they interact with current or prospective customers. An effective AR program recognizes that there needs to be a high level of cooperation between Sales and AR. The basis of this cooperation is mutual assistance, collaboration, and communication. This does not happen by accident, and should be part of your overall AR plan.
Obviously you have to develop your program in conjunction with the needs of your particular sales team needs, but some basic concepts apply to all AR teams.
#5 – Feed analyst research to Sales that can be used as collateral.
How you distribute analyst research will depend on the analyst firm and your contracts. However, summary reports, abstracts, and public information can always be passed to the sales team. This is often done well by creating a “silver bullet” memo that puts the research in context and positions it clearly for […]
Since 2000, SageCircle has helped analyst relations teams to focus on business value by encouraging innovative thinking that leverages insights and drives revenue.