Posted on September 18, 2009 by sagecircle
The largest analyst contract commitments by enterprises, vendors and PR agencies often go to the Big Two advisory analyst firms: Forrester Research and Gartner. Unfortunately even during this recession, the two firms are not displaying any flexibility in contract negotiations – even though vendor clients are experiencing budget cuts.
To help analyst contract managers (e.g., AR, market research and procurement managers) take a strategic approach to dealing with the need to manage spending with Forrester and Gartner, SageCircle has a public webinar focused on providing the tools and intelligence needed to make the best decisions and deal with the firms’ sales representatives.
In this SageCircle Webinar we provide insights and actionable advice on how to manage what you spend with Forrester and Gartner to ensure that you have the access you need without spending more than necessary. Key Issues to be addressed in this webinar include:
- Is it possible to negotiate discounts with Forrester and Gartner?
- What are the best practices for identifying expenditures that can be safely cut?
- What are the repercussions with analysts at the Big Two if contracts are cut or even eliminated?
- What are the best practices for handling angry and even threatening analyst firm sales representatives?
In this SageCircle Webinar, our strategists will provide a succinct analysis of why the Big Two are not being flexible and how vendors need to respond. Participants will come out of the webinar with best practices and tools that will help them manage their expenditures without adversely impacting their ability to (more…)
Filed under: Analyst industry, AR management, SageCircle news | Tagged: analyst relations, AR, contracts, Forrester, Gartner, saving money, spending, webinar | Comments Off
Posted on February 10, 2009 by sagecircle
The worldwide economic downturn is impacting analyst firms that only a few months ago thought they would see slowing of their revenues, but not much more. In the last month, eight analyst firms – including Forrester and Gartner – have announced layoffs. More are surely to come.
And it is not just the analysts who are caught up in this recession. 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.
To help AR professionals and teams take a strategic approach to dealing with the rapidly changing environment, SageCircle is announcing a new public webinar focused on the recession’s impact on the analyst ecosystem and the actions AR needs to take.
Key Issues to be addressed in this webinar include:
- How is the analyst ecosystem impacted by recessions?
- Will the “Big 2″ advisory firms see their influence impacted by the recession?
- What are the immediate steps that AR should take when analysts are laid off?
- How will the recession cause AR to work differently and spend differently?
In this SageCircle Webinar, our strategists – who have experienced recessions both (more…)
Filed under: SageCircle news, Training | Tagged: analyst relations, AR, Forrester, Gartner, layoffs, recession, webinar | 3 Comments »
Posted on January 31, 2009 by sagecircle
Frequently we hear from AR professionals wanting to attend one of our seminars, webinars or Coffee Talks saying they could not attend the scheduled session. In the very next sentence is usually “when will the session be scheduled again or do you have a replay?” To answer the request for additional scheduling options, we are happy to announce that we are greatly expanding the times we schedule webinars and Coffee Talks. Every month we will have two sessions for the Coffee Talk, two sessions for the new webinar and two repeats. In addition, most months will have public seminars scheduled as well.
To help you keep track of all these options, we are launching a new page on the SageCircle blog called, not surprising, Calendar to graphically display all the scheduled training for a number of months (see below for an example). You can find new page in the left-hand navigation menu in the “Pages” section. Currently we have February, March and April posted and will be adding additional months soon. If you to know about an AR training event in the May through July timeframe, please send us an email (info [at] sagecirle.com) and we’ll happily send you the information.
If you are a regular reader of the SageCircle blog, especially for breaking news in the analyst ecosystem ( e.g., news around the six firms that have laid off analysts in the last three weeks), a great way to show your support for this free service is by signing up for one of our events. Thanks.
We look forward to seeing you at one of our events.
Filed under: SageCircle news, Training | Tagged: analyst relations, AR, Coffee Talks, seminar, seminars, Training, webinar, webinars | Comments Off
Posted on September 24, 2008 by sagecircle
A “problem analyst” is in the eye of the beholder. There are analysts whom vendors think are problems, but are really only doing their jobs in an effective manner. However, there are truly analysts who cause problems for vendors with technology buyers and the press. The two SageCircle webinars on “Dealing with Problems Analysts” were lively with questions and discussion as AR professionals grabbled with how to identify and deal with various types of analysts. Here are answers to some of the questions we received during the webinar.
Shameless Marketing – If you missed the webinar, you can schedule a SageCircle “AR Briefing” on the topic for you and your colleagues. Click here for a brochure or contact us at 650-274-8309 for more information.
Q: What do you do at analyst events (50+ analysts) where you have a blending of problem analysts – to avoid “public problems”?
A: First off, you should always invite a problem analyst to an analyst event they would logically participate in. The analyst would hear about the summit or conference and become ever more of a problem if they decided in their mind that they were disrespected.
Analyst events can actually be good opportunities to turn around a problem analyst, depending on the type of problem of course. There are some planning steps you have to take to ensure they don’t disrupt the event. These include (more…)
Filed under: AR best practices | Tagged: analyst relations, AR, problem analysts, webinar | 1 Comment »
Posted on September 10, 2008 by sagecircle
For the most part, IT and communications industry analysts are a hard working, diligent group. They do their homework, make sure that they are up-to-date and act in an ethical manner. Unfortunately, this description does not cover all analysts.
While the analyst community can rightly say that there are problem AR teams, the reality is that there are problem analysts as well. However, there is no single type of problem analyst. Rather there are a variety of types each with their own characteristics. AR professionals need to identify the type of problem analyst they are confronted with and develop a plan that addresses his or her specific characteristics. The types of problem analysts that SageCircle has identified are:
- Budget Vampire
- Know it All (more…)
Filed under: Analyst industry, AR best practices | Tagged: analyst relations, AR, dealing with problem analysts, problem analyst, SageCircle Webinar, webinar | 8 Comments »
Posted on September 9, 2008 by sagecircle
One of the essential skills for all analyst relations (AR) professionals is knowing the different types of research methodologies used by analysts and the implications for vendors.
For example, advisory analysts* are very well positioned to spot a vendor’s message inconsistencies. That is because advisory analysts are talking to a wide variety of people that interact with that vendor in addition to the analysts’ direct interactions which are arranged by the vendor (click on graphic to enlarge). Advisory analysts hear from their end-user clients during inquiries what the vendor sales representatives are saying to the end user. The analyst is then in position to compare what the sales rep is saying to prospects/customers versus what AR and executives are directly telling the analyst. Advisory analysts are also talking to financial analysts and the press, which provides additional opportunity to compare what AR is saying to the analyst in contrast to what the vendor is saying to these other communities.
This is a critical insight for AR teams that (more…)
Filed under: AR best practices, AR career tips, Research methodology | Tagged: analyst relations, AR, essential skills, job requirements, seminar, Training, webinar | 2 Comments »
Posted on September 8, 2008 by sagecircle
After promoting the Dealing with Problem Analysts webinar (September 17th at 8:30 am PT and 4 pm PT) on Twitter, I got the following tweet from Martin Atherton (profile, Twitter handle) of Freeform Dynamics:
The tweet was good for a chuckle, but it got me thinking. Martin has great points, but what he brought up were just AR best practices* not true problems. However, it sparked a thought that vendors could “manufacture” a problem analyst. Here are some “worst practices” that AR should consider avoiding:
- Complaining about perceived bias without offering measureable proof
- Demanding changes to draft or published research without (more…)
Filed under: AR best practices, AR management | Tagged: analyst relations, AR, dealing with problem analysts, Online SageContent Library, problem analyst, seminar, Twitter, webinar | 7 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 (more…)
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 May 25, 2008 by sagecircle
I’m sure this is an announcement that all of our faithful readers have been eagerly waiting to see. [drum roll please] We are pleased to announce that we have updated our brochures and services pages. Excited? Oh, you have not exactly been sitting on the edge of seats waiting for this? Oh, well.
Seriously, the tabs and pages (1/ Advisory, 2/ AR Wiki, 3/ Training, 4/ AR-Sales Partnership) that contain background information on SageCircle services are some of the most visited pages on the blog. This is just a heads up that we have refreshed the (more…)
Filed under: SageCircle news | Tagged: analyst relations, Analyst Relations seminar, AR, AR advice, AR best practices, AR seminar, AR Wiki, AR-Sales Partnership, seminar, Training, webinar | Comments Off