In this episode of Share of Voice, Jennifer Tanner chats with Ajay Khanna, three-time CMO and current marketing leader at Yugabyte, about the critical (and often misunderstood) role analyst relations play. Ajay shares insights gained over two decades of experience navigating industry analysts, from Gartner and Forrester to indie influencers. He offers a nuanced, tactical perspective on how marketers can build lasting, valuable relationships with analysts. Whether you're just starting your AR journey or looking to refresh your strategy, this episode is packed with practical advice and hard-won wisdom.
Ajay Khanna and Jennifer discuss:
01:10 The Role of Analyst Relations in B2B Tech Marketing
03:36 Best Practices for Engaging with Analysts
05:48 Understanding Inquiries vs. Briefings
08:15: The Role of Money in Analyst Relations
11:06 When a Company Should Begin Analyst Relations
12:58 Analyst Relations Challenges
15:03 Ajay’s Biggest Analyst Relations Wins
16:45 Tips for Finding the Right Analyst
18:05 Why Your Account Manager Will Be Your Best Friend
21:01 Ajay’s Big Analyst Relations Takeaway: Understand Your Goals
Connect with Ajay Khanna
Connect with Look Left Marketing
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