Cloud Radio · 2023-08-17 · 37 min
Our Guest: Elena Hutchison , formerly an Executive Vice President and Chief Strategy Officer at Medallia , is now the Founder of Up/Right Analyst Relations . The firm offers coaching, consulting, and fractional analyst relations services, specifically designed to enhance companies' engagement with Gartner, Forrester, and other industry leaders. Episode Topics: Understanding the analyst relations function beyond quadrants + how analyst firms serve their own customers Elena’s insights on the accuracy of Gartner’s Magic Quadrants and Forrester’s Wave Elena expands on her “ Most Important Sales Cycle of the Year ” post Should companies always participate in an analyst Request for Information (RFI)? How can early + mid-stage companies best work with analyst firms? How analysts evaluate emerging vendors within categories + significance of vendor financial stability The value of customer stories around ROI when collaborating with analysts How to gain buy-in for an analyst relations program? Understanding the timeline for tangible, positive results from an analyst relations program. Elena’s insights on the differences between the largest analyst firms and niche analyst firms.
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