Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
Other Sellers on Amazon
+ $3.99 shipping
+ Free Shipping
+ Free Shipping
UP and to the RIGHT: Strategy and Tactics of Analyst Influence: A complete guide to analyst influence Paperback – May 1, 2012
|New from||Used from|
The Amazon Book Review
Author interviews, book reviews, editors picks, and more. Read it now
Frequently bought together
Customers who viewed this item also viewed
Customers who bought this item also bought
About the Author
Richard Stiennon was a VP Research at Gartner. He is a widely quoted and followed independent analyst that covers the IT security industry. He is the author of Surviving Cyberwar (Rowman&Littlefield, 2010). He was Chief Marketing Officer for Fortinet, and has held positions at Webroot Software and PricewaterhouseCoopers. He has presented in 26 countries on six continents. He writes the Cyber Domain blog for Forbes.com. He was named one of the “50 Most Powerful People in Networking” by Network World Magazine and was given Gartner’s Thought Leadership Award in 2003. His experience on both sides of the analyst influence equation has led to the publication of this guide to influencing analysts.
If you buy a new print edition of this book (or purchased one in the past), you can buy the Kindle Edition for FREE. Print edition purchase must be sold by Amazon. Learn more.
For thousands of qualifying books, your past, present, and future print-edition purchases now lets you buy the Kindle edition for $2.99 or less. (Textbooks available for $9.99 or less.)
Top customer reviews
There was a problem filtering reviews right now. Please try again later.
But keep in mind that these firms all have other publications, and so Richard's tips for influencing the analysts have broad applicability to a wide range of reports, as well as analyst interactions with clients through inquiry, "consults," one-on-ones or other exchanges with end-users and the buyers of technology products and services.
At the end of the day, the vendor focused research is the equivalent of a Consumers' Report on technology. Playing the game well is the advice Richard's book provides, and it does that comprehensively and admirably.
BTW, my ulcers healed sometime after Richard (and I) left the company. I feel much better now, but miss him and am glad to see him "around" at various conferences and et cetera.
Victor S. Wheatman, former Managing Vice President at Gartner; Currently Senior Director: Security, Fraud and Risk, Javelin Strategy & Research
Stiennon systematically describes the different vendor/analysts engagements (briefings, advisory and inquiry meetings, summits, and symposiums) and suggests how to best leverage and time those engagements to influence the analyst to award the best positioning in the Magic Quadrant. Stiennon also breaks down these tasks and recommends the best way to leverage leadership, sales, and analyst relations teams for a cohesive analyst relations front. Not constrained by direct exposure, the author also recommends how to gain an analyst's attention beyond paid engagements.
The Gartner Analyst / Vendor relationship is a courtship that is best choreographed when you understand your partner's moves. Recommended for anyone who wants to get inside the heads of analysts, who want to understand their processes, parameters and challenges and how to turn that insight into a effective and effiecient analyst relationship.