The answer is that influencers get their influence from each other. It’s impossible to influence in isolation. Influence is always being tested by decision-makers, and they sometimes play influencers off against each other. They’ll quote an academic research paper to a consultant, cite a user group resolution to a regulator and arrange a meeting with an analyst
at an influential event. Decision-makers want to see that they are, in fact, influential. So influencers depend on being known by other influencers.