Posted on November 23, 2008 by sagecircle
Background: When building AR measurement programs, AR practitioners must distinguish between performance and operational metrics. Performance metrics help AR teams measure progress against strategic goals while operational metrics measure utilization and productivity against plan.
Performance metrics measure AR’s progress against strategic results. They primarily are externally focused and typically fall into one of three categories: 1) Shape (more…)
Filed under: Glossary, Measurement | Tagged: analyst relations, AR, metrics, operational, performance | 4 Comments »
Posted on November 20, 2008 by sagecircle
In the past few months, SageCircle has seen increased interest in how AR can support sales and set up an effective measurement program that focuses on outcomes (e.g., impact on revenues) rather than activities (e.g., number of briefings in a month). The convergence of interest in measurement and in supporting sales makes sense given that AR programs that have accomplished their first strategic AR objective – “Shape Market Perception to Generate Leads” – are now focusing on “Arming Sales to Close Business.” Supporting sales and tracking analyst revenue impact is the process that elevates AR from a cost center to something approaching a profit center.
How can AR best support sales in a practical fashion given constrained resources and also measure its impact on the company’s revenues? While there are no easy answers to these (more…)
Filed under: AR management, AR-Sales Partnership, Measurement | Tagged: analyst relations, AR | 2 Comments »
Posted on October 3, 2008 by sagecircle
Last week, following the Forrester Technology Leadership Forum in Orlando, ARInsights held their second ARchitectTM Users Group meeting. ARchitect is the leading Analyst Relationship Management (ARM) system with a significant number of client companies using it. It was nice to see some of those companies represented at the meeting and the dinner that followed. Of course, there was a lot of good informal information exchange during the reception, aka the booze and schmooze.
Rick Shuri, ARInsights’ Chief Technology Officer, outlined some of the new features recently implemented as well as plans for the upcoming year. The development schedule is strongly influenced by customer requests and some discussion of what the group felt was important gave an indication of where the product is likely to be expanded. It has been our experience managing an actual ARchitect deployment that ARInsights is very responsive when it comes to listening to customer and prospect suggestions.
Sunder Sarangan of Infosys shared his perspective on why it is (more…)
Filed under: AR best practices, Measurement, Tools | Tagged: analyst relations, analyst relationship management, AR, ARchitect, arinsights, ARM, metrics | 1 Comment »
Posted on September 11, 2008 by sagecircle
There is much speculation about the role of telecommunications and IT analysts in the enterprise tech purchasing decision, especially in the context of the rise of social media. There is also great angst among AR professionals about whether they need to start adding bloggers to their portfolio. Unfortunately there is more speculation than hard data in all of these discussions. So what should AR teams do? It’s simple:
Ask tech buyers, especially your customers,
about the role of influencers in purchasing.
As we have said multiple times in multiple ways, it is very important for AR teams to survey their customers on the role industry analysts and others (e.g., management consultants, press, bloggers and so on) play in providing information and advice for purchasing decisions. Alas, if it was only as easy to execute this suggestion as to say it. Well, there might be a way to get this information with relative little (more…)
Filed under: Analyst industry, Measurement, News | Tagged: 2008, analyst relations, Analyst Strategy Group, AR, ASG, tech buyer's study | Comments Off
Posted on December 21, 2007 by sagecircle
As part of the ongoing struggle to convince their management about the value of analyst relations, AR professionals often prove the effectiveness of their AR programs by showing written research with mentions about the vendor. This type of metric is often shortsighted because it does not take into account the verbal delivery of research via informal conversations over the phone and at analyst conferences.Because the IT industry analysts that focus on advising IT managers (e.g., AMR, Forrester and Gartner) are on the phone every day with their clients, the payback for a briefing can be nearly instantaneous. (more…)
Filed under: AR best practices, AR management, Measurement | Comments Off