We Operationalize Influence

Most companies can feel it — there's an unlocked layer of third-party influence shaping how buyers decide, in rooms you are not in.

Analysts. Customers. Peers. LLMs. These voices are consulted before your sales team ever enters the picture.

Few know how to get into those rooms. We walk through the front door.

We reverse engineered
how influence actually works

Influence Orchestration is the integrated discipline that shapes the third-party signals driving the buyer journey.

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Who we are

We're a team of over 200 consultants, marketers, and operations professionals helping B2B tech + services companies shape the layer of influence that drives how buyers buy.

Meet our leadership

Who we work with

We're honored to work with mid-market and enterprise clients across B2B technology and services.

How we got here

Analyst relations is how we started.
Influence Orchestration is who we've become.

2012
Spotlight founded as an analyst relations agency.
2021
Adds fully managed peer review capabilities. Spotlight doubles in size
2022
Forms strategic partnership with G2.
The AI Era
Early 2025
Discovers Profound — analysts & reviews drive AI answers.
Mid 2025
Officially partners with Profound.
Oct 2025
Introduces Influence Orchestration concept.
Feb 2026
Acquires Captivate Collective & Onalytica.
Today
April 2026
#1 Certified Profound Agency in the world

Years ago in a former role, I lost the biggest deal of my life because an analyst hadn’t recommended our company to the buyer. I didn’t want that to happen to anyone else. We founded Spotlight to help our clients build influence among the sources buyers trust: analysts, customers, influencers, and answer engines.

—Rick NashCEO, Spotlight