Why analyst relations needs to be part of your MWC plans

“Is MWC worth it?” 

Every year, I’ll hear some companies asking this question. It’s certainly a big financial and time investment, particularly if you want to truly maximise it from a sales, networking, and visibility standpoint. It’s a given that companies attending will use it as an opportunity to showcase new technologies and ideas to customers and prospects. But some will miss the opportunity to engage industry influencers who can also have a significant impact on their business.

Some of the most important influencers attending MWC are, of course, the media. But if you take a look at the list of media attendees from MWC 2025, you can see why it’s becoming increasingly difficult to secure time with them. Some of the world's most well-regarded telecom publications - Light Reading, Fierce Wireless, etc. - only send a few journalists, with some journalists understandably focused exclusively on paid opportunities. And with a shrinking pool of publications, it can be hard to secure their attention, let alone land coverage. That’s not to say you don’t make media engagement part of your MWC plan (it’s something Babel specialises in), but consider the stock you want to put into it.

On the other hand, analysts offer a broader and more accessible opportunity. The big analyst houses like Omdia, IDC, and Analysys Mason each send a significant number of analysts - between 10 and 25 - while the smaller houses also go in mob-handed. They use the event to connect with a wide variety of companies, from established players to start-ups, to understand the trends and shifts in the market. It means that regardless of the size of your company, with a relevant and timely pitch (more on this later), you should be able to generate interest at the show. 

Why invest the time in analyst relations?

One of the challenges many companies face when it comes to analyst relations at events like MWC is convincing leadership of its value. With the focus often on customer meetings and sales opportunities, it can be hard to justify dedicating time to briefing analysts. However, analysts play a crucial role in influencing purchasing decisions for operators and vendors. Their reports provide valuable market insights but also help shape the narrative around products, companies, and technologies, which in turn can influence media coverage, investor perception, and industry trends.

Analyst meetings should be viewed as two-way conversations, where you can not only update analysts on your company but also gain valuable insights. Analysts are often willing to provide feedback that can help refine your product development, improve your competitive positioning, and better target your customer base. They have a deep understanding of market dynamics, competitive forces, and emerging trends, which can provide you with actionable intelligence to fine-tune your strategy.

Booking in meetings

To secure analyst briefings at events like MWC, it’s crucial to start outreach early, with many analysts we speak to - including Peter Jarich from GSMA Intelligence and Matthew Bloxham from Bloomberg Intelligence - historically booking meetings in from December. So don’t wait for diaries to fill up and get ahead of the pack!

Contact analysts by email, LinkedIn, and don’t be afraid to pick up the phone to those analysts you have a relationship with, providing a clear agenda for the meeting and the context of how the company fits into current industry developments. You should also consider how your company aligns with their focus areas (what they have written about recently and what they have plans to write about - something you can ask if you speak with them on the phone). Be flexible and also consider that a briefing directly before or after MWC is an option if finding time at the show proves challenging. 

Maximising event briefings

When it comes to briefing analysts at the show, it’s important to present your company’s innovations within the context of broader industry trends. You should clearly link your product, announcement, or solution to the big-picture themes shaping the industry, whether that’s 5G, 6G, AI, cloud computing, or sustainability. Be brave in your opinions, talk about the competitive landscape, and your vision for the sector. 

To improve your chances of being featured in reports, support your discussions with data and real-world examples, such as performance metrics and customer success stories. Analysts value concrete evidence, which makes your innovations more credible. Also, ensure your spokespeople are well-briefed on company goals, product features, etc. 

Analysts are also very open to off-the-record discussions (make sure you signpost this during the discussion), which can allow you to have more in-depth discussions and demonstrate your company's roadmap. You can be transparent and open about the challenges you’ve faced or lessons learned, which adds depth to your company’s story and helps build trust. 

Don’t forget to follow up after the show and find out what analysts are writing and when, so you can determine when’s the most appropriate time to engage them again. 

Now’s the time to make an impact

At Babel, we’re experts at connecting companies with the right analysts and media at MWC - we will typically be managing over 100 media and analyst briefings across our client portfolio. But we don’t just secure meetings, we can help create the messaging and talking points for your spokespeople at MWC (and we’ll be on site in Barcelona to staff the meetings), provide media/analyst training if required, which will help you build long-term relationships. Let's talk about making your MWC investment a lasting strategic opportunity, with the right analyst connections.

‍