apresentação do powerpoint · phase 1 – establishing – tiering – initial inquiries –...
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Analyst Relations como ferramenta de internacionalização
Noxbe Consulting
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Quem Somos?
Noxbe Consulting
2002
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Global Mindset
Strategy
Analyst Relations
Funding
Innovation
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Analyst Relations for the Global Mindset
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Mas……………………………………….. o que é Analyst Relations?
E o mais importante…………….. Qual o impacto
para a sua
empresa?
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Por que AR?
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O dia a dia do Analista
ADVISORY
VENDORS
RESEARCH
BRIEFINGS
INQUIRIES
SPEECHES
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Investment in time
Phase 1
Phase 2
Phase 3
Phase 4
Investment in time
Influencing
Partnering
Engaging
Establishing
Degre
e o
f tr
ust
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Phase 1 – Establishing
– Tiering
– Initial inquiries
– Initial briefings
Phase 4 – Partnering
– New product planning
– White papers & thought leadership
– Research agenda collaboration
– Board-level presentations
• Phase 3 – Influencing
– Speaking opportunities
– Strategy days
– Product launches
– Deal response teams
– Executive one-on-ones
– Press release quotes
– Award judging
• Phase 2 – Engaging
– Analyst-arranged event one-on-one
– Periodic briefings
– Analyst days
– Customer and partner events
– Customer references
– Customer advisory boards
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Other
vendors
Users
Other
vendors
Users Press
Investors
Analysts
Learn Earn
AR business processes
AR management
Corporate strategy
Marketing
Product management
Sales
Partner
Vendor
Analysts
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Vendor Briefings:
“Why are we here today?”
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• Strategic Approach
• Executive Clout
• Strong Communications
• Professionalism
• Research Methodology & Process Knowledge
Based on a surveys of Top Gartner Analysts
Analyst 5 Most Valued Elements:
Analyst-Facing AR Program Essential Elements
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Prepare yourself
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Analyst
Analyst
Relations
Market Intelligence
Marketing
Sales Product Development
Executives
Mudança Cultural
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What Noxbe does on AR
Create value with Analyst
Relations for Global approach
Plan Build Act Manage
Estratégia Customizada
- Identificar os objetivos do negócio
- Indentificar os objetivos do AR alinhados com os objetivos definidos pelo negócio
- Foco na meta de posicionamento global
- Processos internos de relacionamento alinhados com KPI´s da empresa e meta de
expansão
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Desenvolvimento de processos alinhado ao
plano estratégico
- Estrutura de custos, escolha e estrutura do time, habilidades específicas
- Sistemas e Infraestrutura
- Construção da mensagem
- Escolha de analistas
- Interlocução com Marketing e Comunicação
- Gerenciar e escolher referencias e cases de clientes
- Gerenciamento das campanhas de AR para expansão doméstica e global
- Briefings
- Participar em relatórios dos analistas
- Research access e planejamento de otimização de informação e seu uso
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SOFTEX.BR
@SOFTEX_NAC
/SOFTEXNACIONAL
/SOFTEX_3
Thank you!