UP and to the RIGHT: Strategy and Tactics of Analyst Influence

UP and to the RIGHT is already generating top ratings from reviewers who describe it as a must-read book for marketers and analyst relations professionals. It describes how to use the Influence Pyramid to scope out an MQ plan and how to influence each layer of the pyramid in order to optimize a vendor's position in the Gartner Magic Quadrant.
The book is an entertaining and informative guide to all types of analyst influence. Chapters are devoted to the nitty-gritty aspects of analyst briefings, inquiries, events and most importantly the response to the MQ Questionnaire.

The chapter on using social media to influence analysts reveals for the first time the techniques the author used to become the most followed analyst in his space on Twitter.

There is a chapter devoted to guerrilla influence techniques never before published and a chapter on some of the most damaging things not to do when dealing with analysts.

The author was VP Research at Gartner and CMO of a major network security appliance vendor. He has lived and breathed the Magic Quadrants from both sides of the gulf that separates analysts from marketers.