I came across this while sorting out some stuff recently.
It’s a wonderful summary of what analyst relations is and comes from John Mihalec, who was head of IBM analyst relations. It dates back to 2005 but seems as relevant and useful as it ever did.
“…in the computer business there are all these research firms who write about the industry and provide advice to customers about what to buy, at the same time they also provide advice to the computer vendors about how to sell… it’s our job in Analyst Relations to make sure these research firms understand IBM’s products and strategies, and become convinced that IBM is doing the right things for customers. It’s also our job to listen to what the analysts are saying about us, and to make sure IBM harnesses the wisdom in those assessments.”