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How analysts & Analyst Relations can drive growth in times of turmoil
Technology markets are in turmoil, and industry analysts are a vital part of the fabric needed to prevent vendors from tearing the industry apart. Many vendors are decelerating sales and marketing more aggressively than their customers are decelerating purchasing. That produces a huge competitive advantage for analyst firms who can help service providers and vendors to better explain the value of technologies. In this webinar, tech industry veterans will share their insights on why analyst relations can play a key role in helping analysts, vendors and buyers more clearly understand the value of technology investments.

- Solutions providers: Vendors, service providers and distributors often misunderstand their realistic growth options. Although Market Development Funds (MDFs) should support universally available solutions, many tech providers struggle to make the sales teams and solution delivery where the demand is.. Universal vendors often fail to provide intelligent pricing, which forestalls arbitrage opportunities.

- Buyers: Buyers don't always accept that analysts can teach them about their business. Aspirational buyers are a global phenomenon, meaning buyers self-serve to get information and involve vendors later in the buying cycle. However, buyers often do not know the right criteria for picking a vendor. Although many buyers of manufacturing technologies over-extend their dependency on China, others are following analysts’ guidance for global manufacturing to diversify from China and the US.

- Analyst firms: Analysts generally have weak vertical knowledge, because of limited buyers and end-user interactions. That’s reflected in different ways. Forecasts so often come out just before the end of the quarter, making it harder for vendors to plan strategically. It’s also hard for analyst firms to sell, especially as they move outside their domestic market. The bigger the buyer, the harder it is for an analyst firm to penetrate that organization.


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Ashwin Venkatchari
- Venkatchari Rangachari (Ashwin) is a research leader focussing on the IT and consumer electronics markets. Ashwin worked for leading distributors in the EMEA market until taking up research director roles at IDC in 2013 and Futuresource in 2019. He holds an MBA from the École des Ponts, one of the oldest and most prestigious of the French Grandes Écoles.
Duncan Chapple
- Duncan Chapple is head of analyst relations at CCgroup, a B2B tech PR and marketing agency headquartered in London. Over the last 20 years, hundreds of technology and solution providers have worked with Duncan Chapple to develop insight and advocacy from industry analysts. Since working as an analyst and consultant at Ovum, then Europe’s largest analyst firm, he has led analyst relations teams.
Rob Petrucelli
- Rob is an experienced VP with a demonstrated history of leading Global Analyst Relations in the artificial intelligence, information technology and services industry, at firms including Capgemini, Amelia, Tata Consultancy Services and Accenture. Throughout his career, rob has been a trusted advisor to Senior Management and the CEO directly and has driven strategic marketing programs to make a direct impact on business growth. He is skilled in Marketing Management, Customer Relationship Management (CRM), Go-to-market Strategy, Analyst Relations, and Market Research. A driven marketing leader, Rob has proven results building and managing large teams with tangible results.