Beyond the essentials of your offering, the analyst will be interested in who you are trying to help and in what circumstances (industries, company sizes, roles, scenarios, use cases, etc). This is because they know that success is often dependent on alignment between the supplier and customer view of the world, e.g. how they define the problem or opportunity. Beware that our point of reference here is what we hear directly from technology buyers, not the prevailing ‘industry narrative’ propagated by larger analyst firms (which is often different).

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