If you are in AR and you don’t know (or don’t care) what motivates advisory sales people – and what they have the authority provide -- you are missing out on a lot of value
Excellent blog post -thanks for sharing. Some aspects are now harder to execute in particular with Gartner, such as POCs but the general advice that analyst firms should prove the value they deliver before signing the contract remains true.
Excellent blog post -thanks for sharing. Some aspects are now harder to execute in particular with Gartner, such as POCs but the general advice that analyst firms should prove the value they deliver before signing the contract remains true.