The Value of Customer Case Studies for Analysts

One of the most successful analyst relations strategies for a vendor is to use a customer case study or "success story". When you talk to an analyst you can suggest the possibility but be very sure that your customer has been fully briefed before and will deliver the success story to the analyst. Jonny quotes one of my favorite analysts at Gartner, Massimo Pezzini on this with his post on : Customer Evidence and the Source of Credibility.