I’m not sure who started this discussion, either James Governer or ARmadgeddon, likely it was David Rossiter on who is responsible for providing information about a subject. Is the analyst offloading work or is it the company’s responsibility to provide proper information.
All have valid points. The analyst should do some research to find out what the company/subject matter, paper is about. The company should provide sufficient information before the briefing/paper and after in followup. While not a holistic symbiotic relationship, they should work hand in hand to help each other.
Now I’m going to take the A/R side of the discussion. If it is a briefing, the above states the issue. If it is a vendor or industry report, MQ, WAVE, other….the A/R person is in competition with the other companies to put their company in the best light. This means doing everything you can to make the analyst’s job more efficient when dealing with you. We have the responsibility for giving the proper information in a timely manner that presents our offering fairly.
I could have used the word easier, perhapse used other descriptors but the fact is I feel the responsibility to get as much correct information in the hands of the analyst via their form or our presentation to put us in the best possible position. So, if this requires me to fill out the forms, so be it. I’m guessing the analyst has a pretty good idea what the companies are about, but the devil IS in the details. They can know about our programs, products offerings, etc. but we have to have explain why it matters and what are the differentiators.
Maybe I’m Pollyanna here, but time and time again, I’ve heard that our preparation and thoroughness have made it both easier and better to deal with us (some of the time
). I’m guessing that we might be a place up in the final results of a vendor rating because of our extra effort. I won’t claim that this is the way to win a report, but one must be helpful in a process. For example, 20 vendors and 15 pages of information, that’s a lot of research for any analyst to get done.
In the end, it’s the least we can do. The analysts are our constituency and it is our obligation to do our job. i didn’t say do their job for them, but do ours and try to do above an beyond.
My 2 cents.

