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October 2012 Analyst Relations Newsletter

Jeff Golterman
GVP, Gartner High-Tech Telecom Programs
 

Dear Colleague:

More months than we would have liked have passed between our last AR Newsletter and this one, so it is with delight that we reconnect again. We have several key topics on which to update you.

A Focused Approach to Analyst Briefings Dane Andersen, Managing VP, Gartner Research, shares his perspectives on the key elements when rethinking your approach to analyst briefings. Dane's years of experience enables him to remind us of the essential elements that will help make your briefings with Gartner analysts that much more successful.

Analyst Relations Program at Gartner Symposium/ITxpo® Many of you are readying to attend at least one of the Gartner Symposium/ITxpo events around the world. In addition to bringing you the annual Analyst Relations Forum, where you will hear from Gartner CEO Gene Hall and Peter Sondergaard, senior vice president, Gartner Research, we will host a panel of your AR colleagues and Gartner staff to foster a lively discussion on key issues of importance to AR. We also bring you Josh Reynolds, Global High Tech and AR Practice Leader from Hill & Knowlton, who will share H&K's 2012 findings on "The 2012 Analyst Relations Influence Study."

Communicating With Gartner Analysts Many AR professionals ask "How do analysts like to receive communications from AR/vendor clients?" One sure way to not get through is for your email to be blocked as spam, so Nancy Erskine, Gartner Ombudsman, provides some helpful hints on how to make sure analysts actually get them.

Sales-Enabling AR Strategies While many of us have been working smarter in many ways to keep our companies ahead of a slowed economy worldwide, we have seen a stronger focus by many AR professionals on "sales-focused AR." Our article will detail several key ways our analysts have been working with our clients' AR teams on a sales-driven approach. We'll discuss how AR has leveraged their analyst relationships and investments to apply Gartner analyst insights within areas such as sales strategy, deal pursuit, sales help desks, and sales education and training. 

New Analyst Arrivals Gartner continues to bring on board new additions to the worldwide analyst ranks across key topic and market areas. Since our last Newsletter, 39 new members have joined the Gartner Research team. We’re always excited about our newest Research team members and urge you to reach out to them where their coverage is relevant to your customers, competitors, markets, technologies and initiatives.
We're always excited about our newest Research team members and urge you to reach out to them where their coverage is relevant to your customers, competitors, markets, technologies and initiatives.

As always, let us know if you have any questions at arcommunity@gartner.com, and we wish you much continued success with your Analyst Relations efforts for the remainder of 2012.

Regards,

Jeff Golterman
Gartner GVP, High Tech Programs
Gartner AR Community Lead