Before the first call
Not on the shortlist.
Buyers consult analysts and research before contacting vendors. Kea maps the relevant influence and builds sustained engagement around evidence your market can test.
For sales and GTM leaders
Your next deal may be decided before the first call.
Analyst research can shape a shortlist, define the category and influence what a buyer considers credible. Kea helps your business earn a fair place in that conversation.
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The issue
The shortlist is often taking shape without sales in the room.
Enterprise buyers use analysts alongside customer references, peer reviews and their own research. When your company is misunderstood, missing from relevant research or compared with the wrong alternatives, your sales team inherits the problem. Kea works on the market understanding and evidence behind those conversations—not a promise of leads or rankings.
You may recognise this
- A buyer asks why your company is missing from a report—or why an analyst places you in the wrong category.
- Your team has strong product claims but limited independent evidence it can use responsibly in a deal.
- A competitor influences buyer criteria before your account team enters the conversation.
The commercial reality
Three moments when market perception enters a deal.
These are not abstract AR metrics. They are situations that sales teams meet in real buying conversations.
During evaluation
The wrong comparison.
The buyer sees you through the wrong category or competitor set. Kea works with your team on a credible market argument, backed by product reality and customer proof.
At the buying table
Where is the evidence?
A customer asks about third-party research. Kea helps your teams interpret it correctly and respond with substantiated evidence, respecting research usage rights.
In practice · Cloudsmith
Credibility is built before it is needed.
Cloudsmith's sustained analyst engagement helped explain its enterprise capabilities, build research visibility and strengthen its position in buyer conversations. The work was a programme, not a one-off push for coverage.
Read the Cloudsmith customer storyWhere Kea fits
Choose the help your organisation needs.
Ongoing programme
AR-as-a-Service
Build and sustain analyst understanding with a managed global programme.
Explore the programme → Alignment firstAR Workshops
Bring sales, product and marketing together to sharpen the market story and agree what needs proving.
Explore workshops → Existing AR teamAR Support
Add experienced capacity for critical briefings, research evaluations and follow-through.
Explore AR support →Not your decision?
Send it to the person who owns it.
Often that is your CMO, CEO, product marketing lead or AR owner. Share this page with one click—your email client opens a ready-written note. You choose the recipient, review the message and decide whether to send.
A useful internal introduction
“This looks relevant to how analysts and buyers understand our market position. Worth discussing whether we should do more here?”
Open a ready-to-send email No address collected. Nothing is sent by Kea.Your next step
Bring us the buyer objection you keep hearing.
If buyers question your market position, cite research you are missing from or compare you with the wrong alternatives, tell us. We will help assess whether AR can address the problem.
Talk to Kea