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It’s the first day back to work for most of us after at least a few days off, and while I’m sure many of you are raring to get back into action, some of you in an analyst-renewal period face a number of added cycles thanks to the recent Gartner and AMR dealings. I know of more than one provider who is trying to rationalize signing two separate agreements — which are really just one now, for more money, considering the acquisition closed at the end of December — to work with both Gartner and AMR Research analysts separately. I’ve spent quite a bit of time examining this issue (not to mention running AR budgets), and have a few quick words of advice that should be especially relevant for vendors and service providers making renewal decisions in the procurement, supply chain, and ERP sectors.
First, as a guide to making the best possible decision, it’s important to remember the reason you work with analysts in the first place: to get in front of them as much as possible, and hopefully influence their research and thinking (not to mention recommendations). If Gartner and AMR have been valuable to you separately in this regard and you can quantify leads, partnerships, and other commercial benefits the firms have brought you, then the decision should be a simple one, provided both firms agree to maintain staff and coverage of the area…
