• Recent Posts: Influencer Relations

    IDC could flourish after IDG’s sale to Chinese consortium

    IDC could flourish after IDG’s sale to Chinese consortium

    As we predicted in our April Fool’s Joke last year, IDC has been sold as part of a Chinese-led purchase that leaves CEO Kirk Campbell at the helm. IDG Capital will take control of the IDG Ventures; China Oceanwide will control IDG and most of IDC, and an independent trustee will take control of IDC’s High Performance Computing (HPC) practice, […]

    Kea Company acquires UK analyst relations consultancy Active Influence

    Kea Company acquires UK analyst relations consultancy Active Influence

    Merger consolidates Kea Company’s position as world’s largest analyst relations consultancy January 19, 2017. London — Kea Company, the world’s largest analyst relations consultancy, today completed its acquisition of Active Influence. Founded in 2010, Active Influence has helped many of the world’s largest technology companies to gain measurable business benefit from their relationships with analyst firms. Founder Richard East has become […]

    Top ten global analysts: 2016’s outstanding research

    Top ten global analysts: 2016’s outstanding research

    2016 produced some outstanding analyst research. We’ve picked the best articles from each of the world’s ten leading analysts firms, as ranked in the 2017 Analyst Firm Awards. Together they show how diverse analysts’ most compelling content can be, including deep quantitative research into mature markets, like cellphones; pointed competitive insight into corporate changes, like Dell’s integration of EMC, and […]

    IDC overtakes HfS in 2017 global Analyst Firm Awards

    IDC overtakes HfS in 2017 global Analyst Firm Awards

    Gartner and Forrester’s leadership is no surprise, but this year IDC has won back third place in our annual Analyst Firm Awards, pushing HfS Research into a still-impressive fourth place. PAC and Ovum have also risen substantially this year, rounding out the top six. In last year’s awards, we saw that firms that could create business leads for their clients […]

    Analyst Value Survey shows deeper frustration with industry analysts

    Analyst Value Survey shows deeper frustration with industry analysts

    I’ve been in New York this week discussing the Analyst Value Survey with both Kea clients and industry analysts. The 2017 report will be available early in January, but the responses show that many users of analysts’ services are reaching out to more firms than before, and are gathering quite uneven value. Firstly, the good news is that many users […]

Invite your IT analysts to listen to investor conferences

Public companies frequently have their executives speak at investor conferences (e.g., Gartner at Goldman Sachs Communacopia XVI Conference-Replay). While the IT industry analysts are typically not interested in the same information as financial analysts, the presentations at these conferences can actually be useful for IT analysts. That is because your company’s executives will almost always give a succinct presentation of the company or business division strategy. For analysts that have not heard the strategy recently, listening to the replay of an investor conference presentation can provide a useful refresh. It is especially useful for product-centric analysts who often pass up formal briefings on the business group or corporate strategy.

For large IT vendors that have “watchers” or “lead analysts” (senior analysts that are tasked with getting the big picture about a vendor), suggesting that the watcher listen to a business group EVP present their strategy at an investor conference is a quick way for the analyst to get exposure to a division they might not cover without a formal briefing. What makes this even more appealing is that the analyst can multi-task while listening.
 
SageCircle Technique:  Check with your Tier 1 analysts to see if they would be interested in getting notices about your company’s investor conferences. Determine which topics would be of most interest to avoid spamming the analysts. For Tier 2 and Tier 3 analysts, include notes about upcoming or recently completed investor conferences in your newsletter or blog. Note in your e-mails, newsletters or blogs the amount of time commitment (e.g., “VP Smith’s presentation of strategy is the first 13 minutes and next 31 minutes is Q&A with investors”) and why it would be useful for the analyst.
 
Bottom Line: Analysts often don’t think they need exposure to a broader range of information. By making it convenient for them to hear strategy presentations, AR can do the analysts a service without expending a lot of effort or burdening the analysts.
 
Question: Do you send IT analysts notices about your executives speaking at investor conferences? If no, why not? If yes, how do the analysts respond?
 

One Response

  1. […]  BTW, I also suggest that vendors that are public companies alert their IT industry analysts to listen in (see Invite your IT analysts to listen to investor conferences).  […]

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