• Recent Posts: Influencer Relations

    Why KCG’s analyst relations awards beat the IIAR’s

    Why KCG’s analyst relations awards beat the IIAR’s

    We used 18,777 data points from the Analyst Attitude Survey to compare the two leading awards for analyst relations teams. Although we found that KCG‘s awards are more useful than the IIAR‘s, both primarily reflect corporate performance rather than that of the AR teams. As a result, there’s very little that AR teams can do better or worse in these […]

    Netscout continues unwise Gartner suit

    Netscout continues unwise Gartner suit

    Netscout and Gartner have scheduled their trial for next July. The case stands little chance of improving Netscout’s value. It does, however, risk harming the reputation of both analyst firms and analyst relations professionals. Over the last weeks, pressure has mounted on Netscout’s lawyers. Netscout claims Gartner’s Magic Quadrant harmed its enterprise sales and that the truth of Gartner’s statements […]

    Is this how the Quadrant lost its Magic?

    Is this how the Quadrant lost its Magic?

    Gartner’s Magic Quadrant is the most influential non-financial business research document. In the late 1980s, it was a quick and dirty stalking horse to provoke discussions. Today it is an extensive and yet highly limited process, based on the quantification of opinions which are highly qualitative. The early evolution of the MQ tells us a lot about the challenge of industry […]

    Saying farewell to David Bradshaw

    Saying farewell to David Bradshaw

    A funeral and celebration for David Bradshaw (shown left in this 2000 Ovum awayday photo, arm raised, with me and other colleagues) is to take place at West Norwood Crematorium, London SE27 at 2.45pm on Tuesday 23rd August and after at the Amba Hotel above London’s Charing Cross Station, on the Strand. David considered that that Ovum in that incarnation was […]

    David Bradshaw 1953-2016

    David Bradshaw 1953-2016

    David Bradshaw, one of the colleagues I worked with during my time as an analyst at Ovum, died on August 11. He led Cloud research in Europe for IDC, whose statement is below. David played a unique role at Ovum, bridging its telecoms and IT groups in the late 1990s by looking at computer-telecoms integration areas like CRM, which I […]

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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