Industry Analyst Dirty Pool (Recognize It, Then Get Over It)

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  Industry Analysts

  As CEO of an industry analyst firm (covering the sales training and performance improvement space), I agree with much of what Travis said. In too many cases, money does drive analyst coverage. There is no question that when you are both a vendor that is covered and a client of an analyst firm, the analyst will spend more time with you than non-vendor members. That generally results in more coverage. Whether it is artificially positive is another issue.
  
  There is something else to consider. Many executives (especially of small and midsize companies) don't see analyst relations as a function that should be funded and managed strategically. For example, they assign junior, inexperienced people to work with the analysts.
  
  When you don't manage the analyst firm like the strategic account that they are, you'll rarely enjoy the benefits that a mutually benefical relationship will yield.