Dr. Mallach's book was the first guide to corporate programs for influencing consultants and analysts, in 1987, and the twentieth-anniversay edition of this landmark book is a unique step-by-step guide to what really works in analyst relations. Reading this book is an excellent development opportunity for managers that have AR experience but who would benefit from developing a solid methodology for optimising the effectiveness of their analyst relations. Win Them Over will show you how to make your company easy for industry analysts and consultants to work with - so they'll recommend you, not a competitor This 300 page book covers these topics: * 1] The impact of analysts. Who analysts and consultants are. It shows exactly how advisors influence sales. You'll learn how industry analysts and consultants impact your sales. * 2] What analysts and consultants want. This book shows the relationship between the goals and means of an analyst/consultant relations program and the information content that consultants and analysts require. You'll learn what their "hot buttons" are as well as their emotional "red flags" - so you don't accidentally hit one when you do something that might perfect for a different public - but might antagonize advisors. * 3] Information channels for reaching analysts. This book discusses attitude factors with analysts, the inbound value of analysts to your firm and the growing importance of the "consultant difference." * 4] Planning and alignment. Internally focused analyst relations activities are the foundation for putting your analyst/consultant relations program in place. This book shows how analyst/consultant relations in your organization relies on showing howvaluable your analyst/consultant relations program is -- and shows you how to prove it. * 5] Executing AR outreach. Professor Mallach goes through everything involved in working with analysts and consultants: planning a program, publicizing it, running it, auditing its effectiveness. This book helps you to assess your program resource requirements and gives you the tools you need to firm up your program timetable. This session also involves a review of real analyst/consultant relations programs.

Most information systems textbooks overwhelm business students with overly technical information they may not need in their careers. This textbook takes a new approach to the required information systems course for business majors. For each topic covered, the text highlights key "Take-Aways" that alert students to material they will need to remember during their careers. Sections titled "Where You Fit In" and "Why This Chapter Matters" explain how the topics being covered will impact students on the job. Review questions, discussion questions, and summaries are also included. This second edition is updated to include new technology, along with a new running case study.

Key features:

Single-mindedly for business students who are not technical specialists

Doesn’t try to prepare IS professionals; other courses will do that

Stresses the enabling technologies and application areas that matter the most today

Based on the author’s real-world experience

Up to date regarding technology and tomorrow’s business needs

This is the book the author—and, more importantly, his students—wishes he had when he started teaching. Dr. Mallach holds degrees in engineering from Princeton and MIT, and in business from Boston University. He worked in the computer industry for two decades, as Director of Strategic Planning for a major computer firm and as co-founder/CEO of a computer marketing consulting firm. He taught information systems in the University of Massachusetts (Lowell and Dartmouth) business schools for 18 years, then at Rhode Island College following his retirement. He consults in industry and serves as Webmaster for his community, in between hiking and travel with his wife.

Table of Contents

Table of Contents

Why Information Systems Matter in Business

Role of Information Systems in Business

information Systems Hardware

Information Systems Software

Data, Databases, and Database Management

Information Networks

Integrating the Organization

Connecting with Customers and Suppliers

Making Better Decisions

Planning and Selecting Information Systems

Developing Information Systems

Managing Information Systems

Index

Most information systems textbooks overwhelm business students with overly technical information they may not need in their careers. This textbook takes a new approach to the required information systems course for business majors. For each topic covered, the text highlights key "Take-Aways" that alert students to material they will need to remember during their careers. Sections titled "Where You Fit In" and "Why This Chapter Matters" explain how the topics being covered will impact students on the job. Review questions, discussion questions, and summaries are also included. This second edition is updated to include new technology, along with a new running case study. Key features: Single-mindedly for business students who are not technical specialists Doesn't try to prepare IS professionals; other courses will do that Stresses the enabling technologies and application areas that matter the most today Based on the author's real-world experience Up to date regarding technology and tomorrow's business needs This is the book the author-and, more importantly, his students-wishes he had when he started teaching. Dr. Mallach holds degrees in engineering from Princeton and MIT, and in business from Boston University. He worked in the computer industry for two decades, as Director of Strategic Planning for a major computer firm and as co-founder/CEO of a computer marketing consulting firm. He taught information systems in the University of Massachusetts (Lowell and Dartmouth) business schools for 18 years, then at Rhode Island College following his retirement. He consults in industry and serves as Webmaster for his community, in between hiking and travel with his wife.

WIN THEM OVER was the first guide to corporate programs for influencing consultants and analysts, in 1987. Now in its third edition, Dr Mallach's landmark book is a unique, step-by-step guide to what really works in building relationships with analysts, consultants and other influential advisors. This book is a practical guide that gives experienced relationship managers a solid methodology for optimizing effective communications. Win Them Over shows how to make your company easy for analysts and consultants to work with so they'll recommend you, not a competitor This 272 page book covers these topics: 1. THE IMPACT OF ADVISORS. The impact of advisors. Who analysts and consultants are. It shows exactly how advisors influence sales. You'll learn how industry analysts and consultants impact your sales. 2. WHAT ANALYSTS AND CONSULTANTS WANT. This book shows the relationship between the goals and means of an analyst/consultant relations program and the information content that consultants and analysts require. You'll learn what their "hot buttons" are as well as their emotional "red flags" - so you don't accidentally hit one when you do something that might perfect for a different public - but might antagonize advisors. 3. INFORMATION CHANNELS FOR REACHING ADVISORS. This book discusses attitude factors with advisors, the inbound value of industry analysts to your firm and the growing importance of the "consultant difference." 4. PLANNING AND ALIGNMENT. Internally-focused influencer relations activities are the foundation for putting your analyst/consultant relations program in place. This book shows how influencer relations in your organization relies on showing how valuable your program is - and shows you how to prove it. 5. EXECUTING OUTREACH. Professor Mallach goes through everything involved in working with analysts and consultants: planning a program, publicizing it, running it, auditing its effectiveness. This book helps you to assess your program resource requirements and gives you the tools you need to firm up your program timetable. This section also involves a review of real analyst/consultant relations programs.