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Kevin Lucas, Senior Analyst
Kevin serves Analyst Relations professionals. He is a leading expert on analyst relations (AR) and has designed Forrester's research program and the Forrester Industry Analyst Relations (FIAR) model that underpins it. The program addresses AR's strategic . . .
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For Analyst Relations Professionals
Case Study: Callidus Software Drives Sales Through Analyst Relations
by Kevin Lucas, April 9, 2008
Callidus Software's industry analyst relations (AR) manager generates quantifiable sales benefits in the form of sales leads and procurement recommendations from analysts. AR generates approximately 10% of the company's leads, while 40% to 50% of sales . . .
For Analyst Relations Professionals
Case Study: Lawson Software Drives Sales Through Analyst Relations
by Kevin Lucas, April 4, 2008
Lawson Software's analyst relations (AR) team is succeeding where most teams fail; it's delivering quantifiable, direct sales benefits. With two-thirds of its sales cycles affected by industry analysts, it's vital for Lawson to know which analysts are . . .
For Technology Product Management & Marketing Professionals
The State Of Enterprise Software Adoption In Europe
Business Technographics Europe
by Kevin Lucas, January 29, 2007
In 2007, European enterprises will significantly increase spending on new software initiatives and projects. Top priority will be improving inter-application integration (26%), then upgrading security environments (21%) and adopting service-oriented architecture . . .
