Posted on October 9, 2009 by sagecircle
Analyst relations teams need to gather operational metrics to manage their program – measurements of the activities they do. But your executive sponsors want to see performance metrics – measurements of what you have accomplished. These include such concepts as change in analyst perception, lead generation and short list placements, and positive analyst impact on sales. While these are harder to obtain they are far more meaningful and demonstrate AR’s strategic value. To help analyst relations teams focus their measurement program on strategic data, SageCircle is announcing a new public webinar focused on providing the best practices and insights needed to efficiently collect, analyze and report performance metrics.
In this webinar we review various types of performance metrics, the processes needed to obtain the data, and methods for weighting and reporting these using various techniques such as a balanced scorecard.
Key Issues to be addressed in this webinar include:
- How are performance metrics different from operational metrics?
- What are the performance metrics needed to demonstrate AR’s strategic contribution to the company?
- What are the best practices for collecting performance metrics?
- What are the approaches for reporting on performance (aka outcomes or accomplishments), either as standalone reports or as part of a broader reporting structure?
In this SageCircle Webinar, our strategists will provide a succinct analysis of the options surrounding Continue reading
Filed under: Measurement, Training | Tagged: analyst relations, AR, performance metrics | 2 Comments »
Posted on June 28, 2009 by sagecircle
There are two types of AR metrics – operational and performance. Operational metrics are useful for the AR team only. Proving the value of AR requires data on the performance of the AR program rather than simple counts of analyst mentions or briefings held.
Join us to chat about what make good performance metrics that demonstrate the strategic value of AR.
August 4 at 8 AM Pacific – Free – Click here to register
August 13 at 10 AM Pacific – Free – Click here to register
AR Coffee Talks
Networking and chatting with peers is a great way to expand your knowledgebase. Unfortunately, we do not always have the time to Continue reading
Filed under: Measurement, SageCircle news, Training | Tagged: analyst relations, AR, Coffee Talk, performance metrics | Comments Off
Posted on December 22, 2008 by sagecircle
We are continuing our commentary on analyst relations (AR) and the implications of the recession (see recession category for all posts). SageCircle suggests you think about how metrics need to change during a recession as you are refocusing and placing emphasis on something different. In this case, it is important to be capturing and reporting metrics that demonstrate AR’s outcomes and ability to impact revenues.
In typical times, most AR programs emphasize operational metrics and simple mention counts (e.g., the number of times analysts mention the vendor in published research and press quotes). This is never the best approach even in the best of times, as we state in moving beyond operational metrics. However, during a recession it can be fatal as it sends the message that AR is a boring tactical function whose headcount and budget can be cut without much downside. Instead, AR needs to shift all metrics reporting to performance metrics that position AR as something more akin to a strategic profit center.
Of course, this shift is a non-trivial effort as it is much easier to capture data for operational metrics than performance metrics. For example, capturing sales impact data requires establishing a working partnership with the Sales organization. Showing success shaping analyst perception requires performing Spoken Word Audits and measuring tonality not just mentions in published research.
Filed under: AR management, recession | Tagged: analyst relations, AR, operational metrics, performance metrics, Spoken Word Audit | 2 Comments »