Analyst Relations: What’s in it for vendors?

While some technology executives are skeptical of analyst firms because of their hefty price tags, analyst relations is a critical element of most technology vendors’ thought leadership and PR programs. Tech industry analysts ranging from Gartner to Forrester to Aberdeen and even smaller niche industry players provide significant value to vendors and enterprises, and almost all industry analysts will offer an annual briefing to vendors without charging a fee.

Tech vendors that brief industry analysts benefit from the opportunity to share their solutions and strategy with analysts who oftentimes recommend these solutions to enterprises and provide third-party vendor assessments to the overall marketplace. If you ask the right questions and pay close attention to their answers, many analysts also offer valuable insights/feedback on the competitive market in the briefings. Not to mention the chance to get on their radar for inclusion in future industry reports. For analysts, it is key for them to understand the whole market that they are advising and that includes a solid understanding of all provider offerings, differentiators, business models and case studies (PR note: include all these items in your next analyst briefing).

If there seems to be a good fit during the briefing, consider the value of a paid relationship as both parties – vendor and analyst – will have the opportunity to gain greater in-depth market knowledge. As a vendor you will get access to analyst reports (which range in a la carte pricing from several hundred to a few thousand dollars) and more interaction with analysts for one-off inquiries, advisory services and support for other vendor-driven marketing and public relations activities.

So before you turn down an analyst meeting—thinking they are just trying to sell you on a subscription/membership—remember the benefits you may be missing out on.


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