TechValidate Research on The Skills Connection

54 Case Studies – Page 1 of 2


The Skills Connection Case Study

Small Business Computer Software Company

Introduction

This case study of a small business computer software company is based on an August 2019 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“We engaged The Skills Connection (TSC) to help us with our Magic Quadrant (MQ) submission.

TSC provided us with a comprehensive end-to-end service with intellectual rigor, spot-on advice and contribution – easily becoming an extension of our team.

We would certainly recommend them as they were able to synthesize the MQ submission process into an actionable process, and create internal alignment with our various stakeholders who otherwise would have had difficulty executing efficiently.

The work has further enabled us to align our future product development, marketing, and sales with the MQ looking forwards."

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business
    • Were concerned that coverage of their product / services by analysts would negatively impact their business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Help them enter an assessment, such as an MQ/Wave/Marketscape, for the first time
    • Focus just on what was needed, and avoid wasting time on anything else
    • Create an internal learning environment so that their team can be more effective in the future
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Made the most effective use of their internal resources
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the co-ordination of activities across their internal response team: strongly agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: strongly agree
    • Best practice focused: strongly agree

The Skills Connection Case Study

Medium Enterprise Computer Services Company

Introduction

This case study of a medium enterprise computer services company is based on a March 2020 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The Skills Connection has assisted us in analyst relations and, particularly, specific assessment reports, such as the Gartner Magic Quadrant and Forrester Wave.

Utilising their skills and knowledge, we were able to deliver an outstanding result for the Gartner Magic Quadrant we appear in. Compared to what we had been doing previously, this result was a substantial improvement and we were really satisfied with the final outcome.

We found them to be a very professional, competent and friendly team who delivered results above our expectations. We rate them ten out of ten.

In addition, we also found that this process forced our whole team to work through a really useful exercise of identifying what the real value is that we deliver to our customers, and where we, as a company, want to be in the mid to long term.
"

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Did not have the in-house expertise to effectively engage with analysts
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
  • Agrees with the following statements:
    • met their internal schedules and deadlines: strongly agree
    • ensured they met schedules and deadlines for the analysts: strongly agree
    • facilitated the co-ordination of activities across their internal response team: strongly agree
    • acted as an extension of staff: agree
    • enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • collaborative: strongly agree
    • knowledgeable: strongly agree
    • service-oriented: strongly agree
    • value for money: strongly agree
    • best practice focused: strongly agree

The Skills Connection Case Study

Small Business Computer Software Company

Introduction

This case study of a small business computer software company is based on a December 2019 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

Excellent and personal service that is always available.

Consistently practical and good advice led to the desired improvement in our Magic Quadrant ranking

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Provide the tools and best practices needed to build a strong case for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product/service
    • The skills needed to communicate with analysts in the future
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
  • Agrees with the following statements:
    • met their internal schedules and deadlines: strongly agree
    • ensured they met schedules and deadlines for the analysts: strongly agree
    • facilitated the coordination of activities across their internal response team: strongly agree
    • acted as an extension of staff: strongly agree
    • enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • collaborative: strongly agree
    • knowledgeable: strongly agree
    • service-oriented: strongly agree
    • value for money: strongly agree
    • best practice focused: strongly agree

The Skills Connection Case Study

Small Business Computer Software Company

Introduction

This case study of a small business computer software company is based on a December 2019 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“I would certainly recommend the Skills Connection. Our goal was to get recognized by Gartner as a Cool Vendor and we achieved that. We were able to leverage their professionalism and knowledge. Our consultant was proactive in bringing ideas. She led the process and made sure we made the right progress. She clearly cared about making this engagement a success, which it was.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • We worked with Anne to win the Gartner Cool Vendor

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them enter an assessment, such as an MQ/Wave/Marketscape, for the first time
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product/service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Effectively communicates the unique value of their products/services
  • Agrees with the following statements:
    • met their internal schedules and deadlines: strongly agree
    • ensured they met schedules and deadlines for the analysts: strongly agree
    • facilitated the coordination of activities across their internal response team: agree
    • acted as an extension of staff: agree
    • enabled them to focus on what was needed and avoid wasting time on anything else: agree
  • Agrees with the following statements:
    • collaborative: agree
    • knowledgeable: agree
    • service-oriented: agree
    • value for money: strongly agree
    • best practice focused: agree

The Skills Connection Case Study

Medium Enterprise Computer Software Company

Introduction

This case study of a medium enterprise computer software company is based on a January 2020 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The Skills Connection (TSC) has been an integral part of our business from the beginning.

TSC has touched every analyst interaction we’ve had. From assessments to business update briefings, TSC has been both part of the team and an invaluable outside voice with a different perspective to ensure that we are being honest with ourselves and our target analysts.

Initially, TSC was able to help us achieve inclusion in a Gartner Cool Vendor report in 2014, and the relationship grew from there. TSC was instrumental in helping our company to craft and communicate a unique, differentiated story about our core product which ultimately led to a Leader position in the inaugural Magic Quadrant (MQ) for this category in 2017 (a position that the company has continued to hold in every subsequent MQ).

Outside of assisting the team with any assessments that we are included in, TSC has instrumented a culture of AR best practices at our business. The entire team, from the CEO on down, understands the value and benefits of a targeted, engaged AR program.

I would wholeheartedly recommend TSC. Every organization, from 10-person start-ups to large enterprises, can benefit from a relationship with TSC. They are client-focused, proactive and diligent in helping organizations initiate and/or improve their AR strategy. Our company owes a lot of our success to TSC and our TSC consultant.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Did not have the in-house expertise to effectively engage with analysts
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Help them enter an assessment, such as an MQ/Wave/Marketscape, for the first time
    • Focus just on what was needed, and avoid wasting time on anything else
    • Create an internal learning environment so that their team can be more effective in the future
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Made the most effective use of their internal resources
    • Generated new business by improving the clarity of their market story
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • met their internal schedules and deadlines: strongly agree
    • ensured they met schedules and deadlines for the analysts: strongly agree
    • facilitated the co-ordination of activities across their internal response team: strongly agree
    • acted as an extension of staff: strongly agree
    • enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • collaborative: strongly agree
    • knowledgeable: strongly agree
    • service-oriented: strongly agree
    • value for money: strongly agree
    • best practice focused: strongly agree

The Skills Connection Case Study

Medium Enterprise Computer Software Company

Introduction

This case study of a medium enterprise computer software company is based on a February 2020 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“We invested in The Skills Connection to support our efforts to set realistic goals for our first Magic Quadrant (MQ).

The money we spent with them proved to be a great investment. We entered our first MQ as a vendor, and The Skills Connection played a critical role empowering us to set expectations with our executives and achieve realistic goals. They helped us maximize our position in our first MQ with great momentum for our second MQ. Our position was strong enough to call out key differentiators in our MQ reprints that we delivered to our prospects and customers. In addition, the MQ results were strong enough to make a positive impression with our investors.

The Skills Connection educated us on how to effectively communicate our value propositions and key differentiators in a way that would resonate with the analysts. They reviewed and provided feedback for all our content including questionnaire responses. They have established themselves as a highly valued source of coaching, support and insight for business-critical initiatives with large industry analyst firms.

The real-world experience of The Skills Connection team provides a level of credibility and insight that can’t be matched by any other consultant or expert. Setting realistic internal expectations is half the battle when participating in MQs, and there isn’t a more credible source to educate participants about the facts regarding process, methodology and scoring for MQs. Not only did our Skills Connection consultant help us build and deliver content effectively, but he also made himself available to join calls that were convenient for our team, but not convenient for him with respect to his time zone. We were very impressed with the level of expertise, professionalism and availability that was delivered by the The Skills Connection.

The Skills Connection team have real-world expertise based on hands-on work experience. Not only does that contribute to producing results, but it also empowers the client to set realistic expectations by debunking misconceptions about competitive evaluation processes and methodologies. Setting realistic expectations internally is half the battle."

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • It was our first MQ, so we needed to set realistic goals and expectations.

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Help them enter an assessment, such as an MQ/Wave/Marketscape, for the first time
    • Create compelling evidence-based cases for analysts
    • Be prepared to manage potential vendor escalations.

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
    • Helped us set and achieve realistic goals in our first MQ.
  • Agrees with the following statements:
    • met their internal schedules and deadlines: strongly agree
    • ensured they met schedules and deadlines for the analysts: strongly agree
    • facilitated the co-ordination of activities across their internal response team: agree
    • acted as an extension of staff: strongly agree
    • enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • collaborative: strongly agree
    • knowledgeable: strongly agree
    • service-oriented: strongly agree
    • value for money: strongly agree
    • best practice focused: strongly agree

The Skills Connection Case Study

Small Business Professional Services Company

Introduction

This case study of a small business professional services company is based on a July 2019 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The Skills Connection have really been instrumental in helping us navigate the Gartner Magic Quadrant (MQ) process, and more broadly, effectively engage the Gartner analysts covering our space. They have provided insights that I doubt we would have discovered on our own and given us candidate feedback that’s helped us improve our ratings (and essentially our product). As a result, We’ve been creeping our way up the MQ, and along the way, we’ve been developing great relationships with the Gartner analysts. Not only would I recommend The Skills Connection, I actively do!”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Did not have the in-house expertise to effectively engage with analysts
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the co-ordination of activities across their internal response team: strongly agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: strongly agree
    • Best practice focused: strongly agree

The Skills Connection Case Study

Medium Enterprise Computer Software Company

Introduction

This case study of a medium enterprise computer software company is based on a July 2019 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“We use The Skills Connection to review our AR programs, and also our value proposition reviews. They have been outstanding in the quality of advice provided for our analyst-related programs.”

“I strongly recommend The Skills Connection for software vendors, especially in an emerging category because they can make a big impact. But also, for mature categories, as highly experienced former Gartner analysts they provide a better understanding of how your target analysts may be thinking, which may help you improve your company positioning significantly. In our case, it helped us hone the skills, methodology and actual responses for Gartner Magic Quadrants. With a highly innovative product and an outstanding PM team, we have been able to position as a Leader six times in the past 3 years across 2 markets. It is rare that any vendor performs so well so fast, and I can attest that The Skills Connection contributed to this success as I led the teams managing all these deliveries.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The skills needed to communicate with analysts in the future
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the co-ordination of activities across their internal response team: strongly agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: agree
    • Best practice focused: strongly agree

The Skills Connection Case Study

Medium Enterprise Computer Services Company

Introduction

This case study of a medium enterprise computer services company is based on a June 2019 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

We would recommend The Skills Connection without hesitation, they did a truly outstanding job and it was great value for the money.

We used The Skills Connection to assist us in the preparation of our responses to the Magic Quadrant. Our score improved over the prior year as we went from the Challenger’s Quadrant to the Leaders Quadrant and we attribute much of that improvement directly to their efforts. That is what we hired them to do and they were successful. They can think like the analysts which is invaluable in terms of ensuring that responses hit the mark. They were also very flexible with their time and willing to work around our schedules which we greatly appreciated. We will use them again.

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts
    • Did an excellent job analyzing their prior MQ responses to see where they fell short

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
    • Helped them effectively frame our MQ responses in the ways that would best resonate with the analysts
    • Helped them to understand what the analyst wanted to hear rather than what they thought they should say
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Effectively communicates the unique value of their products / services
    • They did a great job of helping them distill their responses on the MQ to the elements that would most likely hit home with the analysts
    • Their objective review of their work led to many improvements they would not otherwise have achieved
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the co-ordination of activities across their internal response team: strongly agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: strongly agree
    • Best practice focused: strongly agree

The Skills Connection Case Study

Medium Enterprise Computer Software Company

Introduction

This case study of a Medium Enterprise Computer Software Company is based on a November 2018 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“We all know that having a great product alone will not necessarily get you a spot in the Leader’s Quadrant of the Gartner Magic Quadrant (MQ). You have to execute at a high-level on the 3 phases of the MQ: customer references, questionnaire, and demo.

The Skills Connection guided our team and enabled us to successfully execute on a strategic process for each phase of the MQ with the result that we are a Leader for the 2nd year in a row.

I could not imagine going through this process without The Skills Connection team at our side. They act as a true extension of our team and are instrumental in ensuring we put our best foot forward at every phase."

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Many of us have had experience working with analysts and have worked through Gartner MQ processes in the past, but we wanted to bring in an expert that would take our efforts to the next level.

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Help them enter an assessment, such as an MQ/Wave/Marketscape, for the first time
    • Focus just on what was needed, and avoid wasting time on anything else
    • Create an internal learning environment so that their team can be more effective in the future
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Made the most effective use of their internal resources
    • Generated new business by improving the clarity of their market story
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the coordination of activities across their internal response team: strongly agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • Collaborative: Strongly agree
    • Knowledgeable: Strongly agree
    • Service-oriented: Strongly agree
    • Value for money: Strongly agree
    • Best practice focused: Strongly agree

The Skills Connection Case Study

Small Business Computer Services Company

Introduction

This case study of a small business computer services company is based on a July 2018 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The money we spent with The Skills Connection proved to be a great investment. Our target analysts have a much sharper understanding of the value we deliver, and now give their clients a stronger endorsement of our solutions.”

“This is the second time I have worked with The Skills Connection, and once again I was very impressed with the quality of the advice and the thoroughness of the work.”

“We saw a big improvement in our standing in the Gartner Magic Quadrant versus our standing in a similar evaluation from Forrester one year ago. The Skills Connection team brings a lot of expertise as it relates to Gartner and helps guide vendors on how to best package their story and provide enough evidence to make it compelling for the analysts. It’s very evident to us that the counsel we received helped us present ourselves in a much stronger way with Gartner than we did with Forrester. They were a tremendous partner throughout the project and always offered very helpful advice. I would absolutely work with them again in the future.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Were concerned that coverage of their product / services by analysts would negatively impact their business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them enter an assessment, such as an MQ/Wave/Marketscape, for the first time
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the co-ordination of activities across their internal response team: strongly agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: strongly agree
    • Best practice focused: strongly agree

The Skills Connection Case Study

Amazing results, time and again

Introduction

This case study of a small business computer software company is based on a February 2018 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

We have seen that a significantly better Magic Quadrant position, and momentum year-on-year, increases deal volume significantly.

The money we spent with The Skills Connection proved to be a great investment as they have helped us to aggressively improve our Gartner Magic Quadrant (MQ) position in a very crowded space. They have outstanding insight into Gartner and provide invaluable advice and great guidance.

We would certainly recommend The Skills Connection as they have delivered amazing results for us, time and again.

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • The ability to create a strong evidence-based case to analysts covering their product/service
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Made the most effective use of their internal resources
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: Strongly agree
    • Ensured they met schedules and deadlines for the analysts: Strongly agree
    • Facilitated the coordination of activities across their internal response team: Agree
    • Acted as an extension of staff: Strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: Agree
  • Agrees with the following statements:
    • Collaborative: Strongly agree
    • Knowledgeable: Strongly agree
    • Service-oriented: Strongly agree
    • Value for money: Agree
    • Best practice focused: Agree

The Skills Connection Case Study

Medium Enterprise Professional Services Company

Introduction

This case study of a medium enterprise professional services company is based on a June 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“We were definitely able to up our game working with The Skills Connection. Their help was definitely a difference maker for us. The provided great insight into how Gartner analysts view the market and information provided by vendors.”

“Our Skills Connection analyst provided a great evaluation of our previous year’s submissions to Gartner and provided concrete suggestions on how we could improve it. She was also a key member of the team that developed our strategy on how to best craft our submission this year.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the co-ordination of activities across their internal response team: agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: strongly agree
    • Best practice focused: strongly agree

The Skills Connection Case Study

Medium Enterprise Telecommunications Equipment Company

Introduction

This case study of a medium enterprise telecommunications equipment company is based on an October 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“Yes, I absolutely recommend The Skills Connection. We have succeeded in moving our position from a ‘Niche Player’ in a Gartner Magic Quadrant to being recognised as one of the ‘Visionaries’ which is very important for us to be able to compete with other larger players in our industry.

“By working with The Skills Connection we gained an ‘inside view’ of what industry analysts want to hear and a deep understanding of how they will interpret the information they receive. This helped us to tailor our messaging to ensure we pushed the right buttons, all backed-up by the necessary evidence to convince the analysts of our capabilities.”

“The MQ has only just been published, however, we are confident this will result in new business opportunities for us moving forward. Money (and time) well spent.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reason:
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Focus just on what was needed, and avoid wasting time on anything else
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the co-ordination of activities across their internal response team: strongly agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: strongly agree
    • Best practice focused: strongly agree

The Skills Connection Case Study

Medium Enterprise Consumer Services Company

Introduction

This case study of a medium enterprise consumer services company is based on a November 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“I credit The Skills Connection with conveying the art and science of mastering analyst relations, particularly as related to the Gartner Magic Quadrant research process. We rely on a strong performance in the MQ report to maximize awareness, drive market differentiation, and accelerate sales cycles, in addition to improving all of the processes giving shape to our service. The Skills Connection helped us manage certain risks and uncertainties to attain the top spot in the Gartner annual Magic Quadrant report.”

“I have found their guidance to be instrumental in making the best use of our time and resources for influencing Gartner analysts of the vision and execution behind our services. Excellent service, excellent insights across the process. Unsurpassed professionalism balanced with a cheerful yet challenging camaraderie.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business
    • Were concerned that coverage of their product / services by analysts would negatively impact their business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Focus just on what was needed, and avoid wasting time on anything else
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Made the most effective use of their internal resources
    • Generated new business by improving the clarity of their market story
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the co-ordination of activities across their internal response team: strongly agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: strongly agree
    • Best practice focused: strongly agree

The Skills Connection Case Study

Medium Enterprise Computer Software Company

Introduction

This case study of a medium enterprise computer software company is based on a May 2017 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“I strongly agree that The Skills Connection provide value for money. We got to our first Gartner Magic Quadrant (MQ) Leader position ever, as well as two Leader positions in Forrester Waves, which I put down to the enablement we had The Skills Connection. Not only did they guide us through the MQ process, but they really helped us in nailing the message, the differentiators, the right proof points, and communication of our strategy.”

“The analyst we worked with, from The Skills Connection, has been fundamental in continuously challenging and helping us work on all aspects of our analyst engagement, specifically on the end-to-end MQ processes. The ability to understand our product and strategy, and ask the right questions that lead us to find better answers has been fundamental to our results in this area.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Did not have the in-house expertise to effectively engage with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Focus just on what was needed, and avoid wasting time on anything else
    • Create an internal learning environment so that their team can be more effective in the future
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the co-ordination of activities across their internal response team: agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: strongly agree
    • Best practice focused: strongly agree

The Skills Connection Case Study

Medium Enterprise Computer Software Company

Introduction

This case study of a medium enterprise computer software company is based on a May 2017 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The Skills Connection offer value for money. Their obsession with ‘results-driven’ work, with reasoned and sound arguments, often led us to move from correct answers to effective answers.”

“Analyst reports and the way they represent our company are a major influence on our business opportunities. The Skills Connection enabled us to communicate our value prop much more effectively to the target analysts. I rate them ten out of ten.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Focus just on what was needed, and avoid wasting time on anything else
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: agree
    • Facilitated the co-ordination of activities across their internal response team: disagree
    • Acted as an extension of staff: agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: agree
    • Best practice focused: strongly agree

The Skills Connection Case Study

Medium Enterprise Computer Software Company

Introduction

This case study of a medium enterprise computer software company is based on a May 2017 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“I would certainly recommend The Skills Connection. In our experience, and from my perspective, they had a very important influence in the outcome of our interactions with analysts, both in inquiries and reports. Their contribution was essential in the review process with analysts. It was insightful and actionable, leading us to a great result, positively shifting our position in several analyst reports.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Focus just on what was needed, and avoid wasting time on anything else

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: agree
    • Ensured they met schedules and deadlines for the analysts: agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: agree
    • Value for money: agree
    • Best practice focused: agree

The Skills Connection Case Study

Medium Enterprise Computer Software Company

Introduction

This case study of a medium enterprise computer software company is based on a May 2017 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“For us, The Skills Connection are a 5-star company. We achieved our goal to be Magic Quadrant (MQ) Leaders with the quality of coaching they provided. In just two years we moved first to Visionaries and now Leaders. Their understanding of the Gartner analysts and MQ process is outstanding. They guided our preparation for MQs, reviewed the answers, and coached the product managers.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Provide the tools and best practices needed to build a strong case for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the co-ordination of activities across their internal response team: agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: agree
    • Best practice focused: strongly agree

The Skills Connection Case Study

Large Enterprise Computer Services Company

Introduction

This case study of a large enterprise computer services company is based on a May 2017 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“We were able to identify the right resources and information that describes our business strength and capabilities appropriately. Our Skills Connection analyst worked as an extended team member, guiding, supporting and helping us dig out the right facts, structure them in the most impressive way and ensure our RFI was well documented.”

“We score them 10/10 due to their thorough knowledge, expertise, and the ease of working with them.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
  • Benefits from working with The Skills Connection:
    • Made the most effective use of their internal resources
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the co-ordination of activities across their internal response team: strongly agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: strongly agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: strongly agree
    • Best practice focused: strongly agree

The Skills Connection Case Study

Medium Enterprise Financial Services Company

Introduction

This case study of a medium enterprise financial services company is based on an April 2017 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The Skills Connection understand the influencer business and are incredibly supportive. They helped focus our team throughout a complex vendor evaluation process and helped to manage the expectations of our management team.”

“They are very professional, consistently honoring all commitments, and they quickly became an integral part of our team. What impressed me most, however, was the way they rallied to our support when we faced a difficult negotiation. You can count on The Skills Connection to provide good guidance and to stand by you no matter what.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reason:
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

“The briefing presentation and product demos that we developed for this evaluation were much stronger than they would have been without their guidance. We learned from that process and will be able to apply that knowledge in future evaluations.”

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
  • Benefit from working with The Skills Connection:
    • Provided their internal team the tools and skills to effectively engage with analysts
  • Agrees with the following statements:
    • Met their internal schedules and deadlines: strongly agree
    • Ensured they met schedules and deadlines for the analysts: strongly agree
    • Facilitated the co-ordination of activities across their internal response team: agree
    • Acted as an extension of staff: strongly agree
    • Enabled them to focus on what was needed and avoid wasting time on anything else: agree
  • Agrees with the following statements:
    • Collaborative: strongly agree
    • Knowledgeable: strongly agree
    • Service-oriented: strongly agree
    • Value for money: agree
    • Best practice focused: strongly agree
  • Rates The Skills Connection as 5 out of 5 stars.

The Skills Connection Case Study

Medium Enterprise Computer Software Company

Introduction

This case study of a medium enterprise computer software company is based on a March 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The money we spent with The Skills Connection proved to be a great investment. Our target analysts have a much sharper understanding of the value we deliver, and now give their clients a stronger endorsement of our solutions, which has led to a tangible increase in new business opportunities.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Did not have the in-house expertise to effectively engage with analysts
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Create an internal learning environment so that their team can be more effective in the future
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
  • Benefits from working with The Skills Connection:
    • Made the most effective use of their internal resources
    • Generated new business by improving the clarity of their market story
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Rates The Skills Connection 5 out of 5 stars.

The Skills Connection Case Study

Small Business Computer Hardware Company

Introduction

This case study of a small business computer hardware company is based on a June 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The Skills Connection is extremely good at what they do. Through strategic counseling and hands-on editing, they helped us create a concrete, memorable, and credible submission to maximize our ability to move up and right in the Magic Quadrant and score well in the Critical Capabilities report.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Made the most effective use of their internal resources
    • Generated new business by improving the clarity of their market story
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Rates The Skills Connection 5 out of 5 stars.

The Skills Connection Case Study

Small Business Computer Services Company

Introduction

This case study of a small business computer services company is based on a June 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The Skills Connection provided valuable counsel to us through the journey of building our value proposition for a new SaaS product, identifying and sharpening appropriate use cases, and collecting the evidence to support our suggested product positioning.”

“The money we spent with The Skills Connection proved to be a great investment. Our target analysts have a much sharper understanding of the value we deliver, and now give their clients a stronger endorsement of our solutions, which has led to a tangible increase in new business opportunities.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Did not have the in-house expertise to effectively engage with analysts
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them enter an assessment, such as an MQ/Wave/Marketscape, for the first time
    • Focus just on what was needed, and avoid wasting time on anything else
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
  • Benefits from working with The Skills Connection:
    • Generated new business by improving the clarity of their market story
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Rates The Skills Connection 5 out of 5 stars.

The Skills Connection Case Study

Small Business Computer Hardware Company

Introduction

This case study of a small business computer hardware company is based on a June 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“Helping us move up and to the right on the Magic Quadrant is something we fully expect to see as a real business result from this engagement. Our submission this year was 100 times better than last years because of their assistance. We developed collateral and materials and marketing messaging we will continue to utilize throughout the year as well.”

“They were extremely knowledgeable about the Gartner process and their expectations. They went above and beyond working around our schedules to help make our response much better than we would have put together on our own. They helped us put all the information Gartner would want to see in a format they would want to see it in, hitting the points Gartner would care about. Their engagement was extremely valuable to help us for honing in on our essential story to help shape our marketing message, as well to help with customer endeavors.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Did not have the in-house expertise to effectively engage with analysts
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Help them enter an assessment, such as an MQ/Wave/Marketscape, for the first time
    • Focus just on what was needed, and avoid wasting time on anything else
    • Create an internal learning environment so that their team can be more effective in the future
    • Provide the tools and best practices needed to build a strong case for analysts
    • Create compelling evidence-based cases for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Made the most effective use of their internal resources
    • Generated new business by improving the clarity of their market story
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
  • Rates The Skills Connection 5 out of 5 stars.

The Skills Connection Case Study

Medium Enterprise Telecommunications Equipment Company

Introduction

This case study of a medium enterprise telecommunications equipment company is based on a June 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The team at The Skills Connection is first-class. They are easy to work with, have an incredible knowledge of the industry, are quick to react, and really want to make an impact for your company. I would recommend them to anyone.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select The Skills Connection:

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

The key features and functionalities of The Skills Connection that the surveyed company uses:

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Focus just on what was needed, and avoid wasting time on anything else
    • Provide the tools and best practices needed to build a strong case for analysts

Results

The surveyed company achieved the following results with The Skills Connection:

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The skills needed to communicate with analysts in the future
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Made the most effective use of their internal resources
    • Received better results than when they had engaged with analysts
    • Effectively communicates the unique value of their products / services
  • Rates The Skills Connection 5 out of 5 stars.

Case Study: Small Business Computer Software Company

Introduction

This case study of a small business computer software company is based on a March 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“We used The Skills Connection to prepare a Gartner Magic Quadrant (MQ) briefing deck with the aim of moving our dot. We also utilized them to discuss messaging with the analysts when we had a CEO change and an impending lawsuit with an industry giant and one of our technology partners mid-way through the MQ process.”

“We thought we were going to just have a great briefing deck. What surprised us and also exceeded our expectations was the breadth of service and process around the preparation of the inclusion package, right down to how the document should be presented/formatted, the references and the Critical Capabilities report. All of those components made a significant difference.”

“Yes, I would recommend them. The insight and experience they bring to the table about the inner-workings at an analyst firm are extremely valuable to ensuring we put the right information forward, in the right format at the right time. Without them we likely would have repeated the same mistakes made the prior year and quite honestly, I’m convinced without them we likely could have risked even lowering our position instead of improving it.”

Challenges

  • Engaged with The Skills Connection for the following reasons:
    • Did not have the in-house expertise to effectively engage with analysts
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business
    • Were concerned that coverage of their product / services by analysts would negatively impact their business

Use Case

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Create compelling evidence-based cases for analysts

Results

  • Experience gained with The Skills Connection:
    • The ability to create a strong evidence-based case to analysts covering their product / service
  • Benefits from working with The Skills Connection:
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Provided their internal team the tools and skills to effectively engage with analysts
    • Effectively communicates the unique value of their products / services
    • Gave us insight into what analysts were looking for..ie. they want evidence on how they can refer you to a client
  • Rates The Skills Connection 5 out of 5 stars.

Case Study: Large Enterprise Computer Services Company

Introduction

This case study of a large enterprise computer services company is based on a March 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“We use The Skills Connection to develop Gartner Magic Quadrant (MQ) responses. The Skills Connection do an excellent job by helping us understand our strengths and weaknesses in the context of an MQ. This understanding is then used to help us develop plans and materials to capitalise on the strengths and constructively address the weaknesses found.”

“We have seen improvements in our Gartner Magic Quadrant positions in several areas which have attracted positive comments from our customers.”

“The Skills Connection understand the process, the analysts and the client very well. I am particularly impressed by how they quickly familiarise themselves with the clients business and use this knowledge to suggest improvements and the means to address analyst perceived weaknesses.”

“I would strongly recommend The Skills Connection. Not only do they understand and communicate what the analysts are looking for, they actively engage with us and push us, politely but firmly, to think deeply about how we can best portray ourselves. The interactive, enquiring nature of the engagement gets the best from us. The excellent results speak for themselves.”

Challenges

  • Engaged with The Skills Connection for the following reasons:
    • Did not have the in-house expertise to effectively engage with analysts
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business
    • Were concerned that coverage of their product / services by analysts would negatively impact their business

Use Case

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to gather the right information for analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Focus just on what was needed, and avoid wasting time on anything else
    • Create compelling evidence-based cases for analysts

Results

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • Unique insights about their solution that were instrumental in winning over analysts
  • Benefits from working with The Skills Connection:
    • Generated new business by improving the clarity of their market story
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Effectively communicates the unique value of their products / services
  • Rates The Skills Connection 5 out of 5 stars.

Case Study: Small Business Security Products & Services Company

Introduction

This case study of a small business security products & services company is based on a March 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The Skills Connection support us during the Gartner Magic Quadrant (MQ) process, the preparation and execution of analyst briefings and analyst relations planning in general.”

“As a result of their work, we have developed a clearer understanding of our strengths, weaknesses and value that we provide and were able to improve our position in the Gartner Magic Quadrant.”

“I would reccomend them as they bring in a valuable outside view and challenge the team to produce better results. What you see/read is what you get with The Skills Connection.”

Challenges

  • Engaged with The Skills Connection for the following reasons:
    • Did not have the in-house expertise to effectively engage with analysts
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

  • Uses The Skills Connection to:
    • Show them how to gather the right information for analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Create an internal learning environment so that their team can be more effective in the future
    • Provide the tools and best practices needed to build a strong case for analysts

Results

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
  • Benefits from working with The Skills Connection:
    • Made the most effective use of their internal resources
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Provided their internal team the tools and skills to effectively engage with analysts
  • Rates The Skills Connection 4 out of 5 stars.

Case Study: Medium Enterprise Computer Software Company

Introduction

This case study of a medium enterprise computer software company is based on a March 2016 survey of The Skills Connection customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“The Skills Connection helps drive our analyst relations program and enriches our analyst content to support our success. They have particularly helped us to optimally position our company to the Tier 1 analysts.”

“I would recommend The Skills Connection to anyone who has a great product and needs analyst relations expertise to move it forward in the market. Our consultant clearly knows his stuff, and has been very responsive. This helps us ensure that we’re working on the things that will make the biggest impact for our organization.”

Challenges

  • Engaged with The Skills Connection for the following reasons:
    • Wanted to learn how to effectively differentiate themselves from their competitors when talking with analysts
    • Wanted to change their position in the MQ/Wave/Marketscape to generate new business

Use Case

  • Uses The Skills Connection to:
    • Provide the necessary expertise to effectively engage analysts
    • Show them how to effectively communicate their story to analysts
    • Help them improve their position in an MQ/Wave/Marketscape
    • Focus just on what was needed, and avoid wasting time on anything else

Results

  • Experiences gained with The Skills Connection:
    • Confidence communicating the unique value of their solution to analysts
    • The ability to create a strong evidence-based case to analysts covering their product / service
    • The skills needed to communicate with analysts in the future
  • Benefits from working with The Skills Connection:
    • Generated new business by improving the clarity of their market story
    • Positively shifted their position in the MQ/Wave/Marketscape
    • Received better results than when they had engaged with analysts
    • Provided their internal team the tools and skills to effectively engage with analysts
  • Rates The Skills Connection 4.5 out of 5 stars.



More Research on The Skills Connection