Who Really Decides the Winners in Enterprise Software?

For decades, analyst firms like Gartner, Forrester, and IDC have played a critical role in enterprise technology decisions. But as software becomes easier to build, test, and deploy, an important question is emerging:Are analysts still the main signal of credibility in enterprise tech?In this episode of The War Room, Elena Georgieva speaks with Elena Hutchison, former Chief Strategy Officer at Medallia, about the evolving role of analyst relations and how companies should think about analysts in a rapidly changing technology landscape.They explore difficult and often uncomfortable questions, including:• How analyst relations influences enterprise strategy, M&A, and product development• Whether proofs of concept and product-led growth are changing how software is evaluated• Why some innovative companies may never appear in traditional analyst reports• How AI could reshape the role of analyst relations professionals• When analysts provide real strategic insight — and when companies may need other signalsThis conversation takes a thoughtful look at how enterprise technology markets are evolving and how organisations can navigate credibility, innovation, and market intelligence in the years ahead.