Analysts are consulted in over 80% of all enterprise IT buying decisions. Getting it right can make the difference between a strong referral pipeline and a dustbowl of wasted opportunities. To make the most of your interaction with the analyst community, you need all your spokespeople to know the game and know what they’re doing. They need to understand the crucial differences between talking to analysts and dealing with prospects or journalists. They need to know what information the analysts need and how they can get them on side. Subject knowledge and a passing familiarity with industry analysts will not be enough.