A vendor briefing is a research tool for industry analysts, and an opportunity for providers and vendors to present its products, services and business strategies with analysts that cover the vendor specifically or a related technology or market. During a vendor briefing, the flow of information predominates from vendor to analysts and is not meant to be interactive.
Analysts may ask questions of clarification during a briefing session. However, analyst feedback is not the focus and should not play a part or role within any vendor briefing session. HFS analysts schedule briefings at their discretion based purely on an interest in the vendor, its technologies and its marketplace, not because of any fee or contractual relationship.
Within two business day of submitting your completed application, your request is assigned to a specialist. To gauge analyst’s interest, the specialist will disseminate your request to the relevant analysts, who will typically respond to the specialist with Yes or No to your request within 2-3 business days.
Lead times for scheduling analyst accepted briefings are dependent upon analyst responsiveness and availability and are typically scheduled 2-3 weeks out. The lead time significantly increases for requests exceeding two analysts or when an HFS or industry event is taking place.
The best approach is to provide the analysts with a concise story that clearly presents all your major points in approximately 10 minutes.
Competition and Go-to-market
Vendor briefings are typically 40-60 minutes in length with 1-2 analysts and are conducted via phone using HFS’s web conferencing platform. Typically the briefing part takes 30 minutes, after which a short feedback and/or discussion can take place.
Dialling instructions are distributed upon analyst confirmation. Audio briefings are recorded and accessible by HFS analysts after the call. Face-to-face briefings are infrequent and are scheduled at the analyst’s discretion and based upon analyst travel requirements.