Posted on January 30, 2009 by sagecircle
One of the biggest ongoing mistakes that AR professionals make is not using a rigorous methodology for managing their analyst lists. This often leads to too many analysts on their lists and too many analysts designated as “Tier 1.” This state of affairs leads to inefficiency and ineffectiveness as AR teams are spread too thin to effectively influence the most relevant analysts. Another problem is a list that is missing relevant analysts, which can lead to uninformed analysts negatively impacting your sales cycles. While bad enough in good economic times this mistake can be fatal in recessions when all corporate functions are being scrutinized for efficiency as well as contribution to revenues and corporate/business unit objectives. The quality of your analyst list brings up a number of key issues for AR:
- Do you have a formal analyst list management process that can withstand executive scrutiny?
- Are your list management processes efficient enough to permit quick changes to reflect the changing company priorities or upheavals in the analyst community like layoffs?
- Do you have the content to educate your stakeholders about how analyst lists are managed and the importance of prioritizing the analysts?
- Are you prepared for the analysts to “go around” you and interact directly with your executives to get their “tier” upgraded?
- Do you have the tools to efficiently manage and share your lists?
To help out AR professionals and teams take a strategic approach to creating and maintaining analyst lists, SageCircle is announcing a new public webinar focused on the methodology for creating an airtight analyst list.
In this SageCircle AR Webinar, we will provide you with succinct and actionable information that will help you develop a solid and efficient analyst list management process. The agenda for the 90-minute session includes: Continue reading
Filed under: SageCircle news, Training | Tagged: analyst list, analyst relations, AR, ranking, tiering | 4 Comments »
Posted on January 21, 2009 by sagecircle
Due to popular demand, SageCircle is expanding our seminars beyond the Silicon Valley. The first location is Bellevue, strategically placed between Seattle and Redmond. In addition, for those of you in Portland, it is only a three-hour drive (faster and much less expensive than flying) up lovely Interstate 5.
Seminars are held from 12:30 pm to 5:30 pm on day one and 8 am to 11:30 am on day two. This approach has two benefits. First, out-of-town attendees can use the morning of day one to travel to the conference site and then return home the afternoon of day two. Second, full day seminars can be like drinking from a fire hose with fatigue settling in the middle of the afternoon. Our approach gives attendees a chance to absorb the first half of the content and then start the second half refreshed and armed with questions about the content from session one.
The afternoon-morning approach also gives us a chance to schedule a happy hour for networking.
You can sign up for either (or both) seminars by visiting www.SageCircle.com and clicking on the appropriate link on the right side of the page. Call 503-636-1500 or e-mail “info [at] sagecircle.com” to schedule a call about how SageCircle can help take your career and your AR program to the next level.
Please spread the word and let’s see if we can get a great turnout in the Pacific Northwest.
Filed under: SageCircle news, Training | Tagged: analyst relations, AR, seminars | Comments Off
Posted on January 6, 2009 by sagecircle
A regular part of SageCircle’s AR seminar is the happy hour after the first day’s afternoon session. This gives seminar participants and strategists an opportunity to chat over adult beverages and finger food about the topics covered, applying them to specific situations, and discuss other issues about the analyst ecosystem (… or restaurants… or current events… or anything else). It has proven to be a nice relaxing networking opportunity.
As an experiment, we are opening up the happy hour to all AR professionals and analysts that would like to drop by to network and chat. We won’t be using this as a sales opportunity for SageCircle and there will not be any formal presentations. Nor is this a meeting of SPAR or IIAR. Rather the purpose is to promote the community around the analysts.
As a further experiment, we are also inviting analysts and research managers to drop by as well. Even end-user clients of the analysts might want to drop by to chat with AR professionals about the information vendors provide the analysts. This could help the end users be more effective research consumers.
The gathering will be in at the Cupertino Inn (De Anza exit off 280) in the heart of the Silicon Valley. It will start at approximately 5:45 to 6 pm PT and goes to who knows when at least to 7:30 pm or later. So drop by after work.
If you think you might be showing up for this booze-and-schmooze, please let us know so that we can arrange for an appropriate meeting area and enough booze (you will be supplying the schmooze). Contact us at 503-636-1500 or info [at] sagecircle.com.
Please spread the word to AR, analysts and IT managers. If this works next week, we might make it a regular feature of our monthly seminars.
Filed under: SageCircle news | Tagged: analyst relations, AR | 1 Comment »
Posted on January 5, 2009 by sagecircle
Analyst Relations (AR) programs often get caught in the downdraft of a recession experiencing budget cuts, headcount freezes or reductions, and less analyst interaction support from executives and domain experts. If AR is to avoid being the target of budget and headcount cuts is it critical to ensure that it is aligned with corporate priorities and is demonstrating positive economic contributions. While this seems obvious, too many AR programs are so caught up in reactive mode or simply doing normal day-to-day tasks that they don’t see the danger forming. As a consequence, these programs have a greater likelihood of getting cut than those AR managers and teams that proactively or preemptively move to change their focus.
When AR programs are considering what has to change during a recession they often focus only on cutting spending. However, this is not enough. AR professionals should remember to both work as well as spend differently. Only doing one is not enough.
In this SageCircle Webinar (see agenda below), our strategists – who have experienced recessions both as AR professionals and as a top Gartner analyst – will provide succinct and practical advice on how AR programs need to work and spend differently in this recession. Participants will come out of the webinar with best practices and tools that will help them survive the current recession and thus provide their employers with a competitive advantage by continuing to influence the industry analysts. Key issues that will be addressed include:
- How should AR conduct a zero-based rethink of its priorities and activities?
- What is the impact of the recession on the AR measurement and reporting program?
- Does the recession change the priority given to an AR-Sales partnership program?
- What AR spending cuts should be considered and how will analyst contract reductions impact relationships?
- Should AR shamelessly market its contributions to its executive sponsors?
There will be plenty of time for your observations and questions. See below for the agenda
The cost of this information-packed session is only $95. You can register by Continue reading
Filed under: recession, SageCircle news, Training | Tagged: analyst relations, AR | Comments Off
Posted on December 21, 2008 by sagecircle
The advanced AR seminar has been finalized!
“STRATEGIC ISSUES: Challenges for the AR Team” is the newest addition to SageCircle’s AR training portfolio. Thanks to all of you who participated in the survey on what topics should be included in the seminar. This seminar is designed for experienced AR staff and managers who need to move beyond the fundamentals. Spread over two half-day sessions it includes information, checklists, and templates to create actionable AR programs that can demonstrate true business value. The seminar will be January 13-14 in Cupertino and you can register on our website. Here is a sneak peek at the agenda (click here for the brochure with full agenda):
- Planning – Creating a strategic plan that moves the team into proactive activities, promotes AR with executives and colleagues, and incorporates new methods of dealing with analysts.
- Strategic Projects – Five key groups of AR activities that build the AR program. These include strategic messaging, influencing Magic Quadrant positioning, Customer case study programs, merger and acquisition projects, and new category creation.
- Innovative Analyst Interactions – Breaking away from the traditional to deal with difficult analysts, create a plan to influence major analyst events, or alternatives to consulting days.
- Measurement – Creating a cohesive metrics plan that tracks performance and AR impact.
- Sales – Planning an AR-Sales partnership program that demonstrates AR ROI
For more information call us at 503-636-1500 or send an email to info [at] sagecircle dot com.
Filed under: SageCircle news, Training | Tagged: analyst relations, AR | Comments Off
Posted on December 7, 2008 by sagecircle
The analyst landscape and AR trends are volatile
All aspects of the communications and IT industries are in a state of flux. The industry analysts are not immune to the change, which drags AR along. Issues like what is the impact of social media on AR, are the analysts still influential, what is the Fog of Influence, how does analyst firm consolidation change the game and others bedevil AR teams.
SageCircle’s free Trends Presentation
The Trends Presentation is a 30 to 60 minute discussion of top trends facing AR professionals. It is offered free one time to non-clients and unlimited times to Annual Advisory Service clients. AR managers pick the trends that would be of most interest to their teams and SageCircle strategists construct a slide deck and talk track that will get everybody involved.
If you would like a Strategist to share what we see in our crystal ball, call 503-636-1500 or send an e-mail to info [at] sagecircle dot com. Click here for a PDF brochure.
Filed under: SageCircle news | Tagged: analyst landscape, analyst relations, AR | Comments Off
Posted on September 22, 2008 by sagecircle
SageCircle is working on our newest reference page, the AR Contractors Directory. We are looking for names and contact information for people to add to this directory.
Definition: An AR contractor is an individual who will conduct day-to-day analyst relations tasks (e.g., set up and execute analyst briefings, monitor analyst opinion) in a non-employee relationship. AR contractors could bill by the hour or project. While PR firms do this type of work, they are not included in this category. This market category is focused on independent individuals or small specialized boutiques.
Directories can be found in the Pages box at the top of the left navigation menu.
Bottom Line: If you do contact work or have contact information for AR contractors you know, please send it to “info [at] sagecircle.com”
Question: AR managers – Why do you use – or not use – AR contractors?
Filed under: AR management, SageCircle news | Tagged: analyst relations, AR, contractors | 2 Comments »
Posted on August 29, 2008 by sagecircle
Posted on August 18, 2008 by sagecircle
That primal scream of frustration from the throats of many AR professionals often comes as a reaction to something that a “problem analyst” has said or done. Be it the killing of a promising sales deal or an uninformed but highly visible press quote, problem analysts can wreck havoc on the AR team’s plans and standing within their own companies. How should AR professionals react when they are confronted by the wrath of an executive screaming? What activities should a team plan to turn around negative analysts?
An approach that rarely works is for the AR manager to turnaround and scream, whether at the analyst or the analyst’s boss. What does work is for the AR manager to step back, take a deep breath and calmly analyze the situation.
One issue that AR has is determining whether or not it even makes sense to invest any effort into turning around or countering a problem analyst. Frankly, many problem analysts are not worth the effort because they have little influence. The next issue is to determine the type of problem analyst you are confronting (e.g., pragmatist, know it all, budget vampire, well-known press hound, rock star, among others) because different types of problem analysts require different approaches.
The critical step – if the decision is to turn the analyst around – is creating a plan to address the situation. Oh, don’t forget to equip your sales force with information and tools to mitigate negative commentary in the meantime. Of course AR has to do this while your executives are breathing fire down your neck.
Announcing the SageCircle “Dealing with Problem Analysts” Webinar
Our SageCircle AR Webinar will provide you with succinct and actionable information that will help you analyze your situation and determine Continue reading
Filed under: AR best practices, SageCircle news, Training | Tagged: analyst relations, AR, dealing with problem analysts, problem analysts, SageCircle Webinar, webinar | 4 Comments »
Posted on August 4, 2008 by sagecircle
PRWeek is holding an interesting competition to have readers select their favorite blog. We are honored that SageCircle’s blog was nominated to be one of the 32 blogs. Yes, SageCircle concentrates on the analyst ecosystem and analyst relations (AR). However, the IT and telcomms analysts are an important resource for the technology and business press, helping reporters make sense of complex technology issues and providing pithy sound bites.
SageCircle has long advocated that AR and PR collaborate to ensure that the IT and telecoms analysts are used effectively, both as advisors to PR and other marketers, and by the press. Here is a roundup of some of the relevant PR/AR posts:
The voting is being done by brackets. The first eight blogs have Continue reading
Filed under: SageCircle news | Tagged: analyst relations, AR, Blog Competition, PRWeek | Comments Off
Posted on July 21, 2008 by sagecircle
First off, yes we changed the name of the SageCircle Wiki for AR to the Online SageContentTM Library. When we came up with the original name, we committed the classic mistake of focusing on the hip, cool technology instead of what it did. After talking with a number of prospective subscribers, it became clear that what they were focusing on was the time they would save. Our initial clients saw the value of not re-inventing the wheel because there is an online library of tools, templates, checklists, best practices and such that they can just simply download and use.
The regular annual subscription price is $495. However, until August 1st, the Charter Member pricing gives you a $100 discount. For more information and to order click here.
Filed under: SageCircle news | Tagged: analyst relations, AR, AR Wiki, Online SageContent Library | Comments Off
Posted on July 20, 2008 by sagecircle
We use the WordPress blogging platform and it’s having some problems displaying images. You might see some blank squares with little x’s where one of our images normally reside. Kind of annoying as SageCircle is a heavy user of graphics to add value to our posts. Here is a notice from WordPress:
“Notice: Because of an issue with Amazon’s S3 service, some images maybe unavailable for viewing after upload. We are working on resolving this issue and will update the following forum thread with more information as it is available.”
Filed under: SageCircle news | Tagged: analyst relations, AR | Comments Off
Posted on July 15, 2008 by sagecircle
Tip o’ the hat to Susan Pullin, VP of Industry Analyst Relations at CSC, for the tip about CSC’s Innoventure 2009.
Don’t forget to submit your analyst summit or conference for a free posting on the Vendor Analyst Event calendar. You can find the calendar in the “Pages” box at the top of the left navigation bar.
Filed under: Analyst industry, SageCircle news | Tagged: analyst relations, AR, CSC, Innoventure 2009, Susan Pullin, vendor analyst event | Comments Off
Posted on June 24, 2008 by sagecircle
Tip o’ the hat to Rachel for her tip about the Avaya Analyst Conference. Another tip o’ the hat to Shelley for the tip about Iron Mountain’ analyst event. A double tip o’ of the hat to Daniel for the two-fer tip about Deloitte’s Americas and EMEA AR Summits.
Remember, there is no charge to have your event listed. The goal of the calendar is to help vendors avoid splitting analyst attendance at analyst summits or conferences, which can occur if vendor events are scheduled too close together. As Shelley said:
“The AR event calendar is a great idea and I hope all of ‘us vendors’ will share that info with you.”
Filed under: AR best practices, SageCircle news | Tagged: analyst conference, analyst day, analyst relations, analyst summit, AR, industry analysts, IT analysts | Comments Off
Posted on June 18, 2008 by sagecircle
Twice in the last couple of weeks, we have received requests – one from an analyst and one from a vendor – that SageCircle put together an online calendar to track vendors’ major analyst events. The idea is not new as it has popped up a number of times over the last few years as AR professionals express their frustration on trying schedule major events. Too often a vendor would find that its event was scheduled too close to another vendor in the same market so that both vendors ended up splitting the potential analyst audience.
Today SageCircle is launching a new “Page” (see left hand navigation menu) called Vendor Analyst Events. It is a simple listing by month. Please send us the dates and location of your events and we will post them for free. The events we are interested in are major events like summits and conferences (see definition below).
Why would a vendor share the date of their analyst event? Wouldn’t that just be giving Continue reading
Filed under: AR management, SageCircle news | Tagged: analyst conference, analyst relations, analyst summit, AR, industry analyst, IT analyst | 4 Comments »
Posted on June 17, 2008 by sagecircle
There are still seats available for the SageCircle AR Effectiveness Seminar that starts on Monday, June 23rd. The price includes the 155+ page binder. To learn more, click on the graphic to the right to download the brochure in PDF.
Click here to register for the seminar. Cost is $995. Annual Advisory clients received one seminar ticket with their subscription, so please check to see if you have used the ticket yet.
Looking forward to seeing you in Cupertino.
Filed under: SageCircle news, Training | Tagged: analyst relations, AR, AR Effectiveness Seminar, AR seminar, SageCircle seminar, seminar | Comments Off
Posted on June 13, 2008 by sagecircle
There are two exciting events for analyst relations (AR) professionals – did I actually use “exciting” and “AR” in the same sentence? – events next week:
Monday, June 16th, at 8:30 am US Pacific Time – “Does it make sense to set up an AR-Sales Partnership program?” This free session is part of SageCircle’s Coffee Talk series. Coffee Talks have only a few minutes of presentation as their primary purpose is go get members of the AR community talking and asking questions. Click here to register.
Wednesday, June 18th at 8:30 am and 4:30 pm US Pacific Time – “Spokesperson Best Practices for Analyst Interactions” This webinar costs only $95 and provides actionable, practical best practices in a short and succinct manner. There is ample time for questions and answers to complement the presentation. Click here to register using a credit card.
Filed under: SageCircle news, Training | Tagged: analyst relations, AR, seminar, spokespeople best practices | Comments Off