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Elena Hutchison - Analyst Relations Explained
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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.
Resources:
https://www.uprightar.com/blog/your-analyst-evaluation-is-the-most-important-sales-cycle-of-the-year
https://www.uprightar.com/blog/debunking-five-myths-of-analyst-relations-for-startup-ceos
https://www.saasboost.io/outsourced-sales-blog/top-saas-directory-and-review-sites-complete-guide-2023
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