• Recent Posts: Influencer Relations

    Webinar: Survey shows new risks for analyst relations

    Webinar: Survey shows new risks for analyst relations

    A first glance at the Analyst Value Survey shows new risks emerging for analyst relations professionals. We’re hosting a webinar on November 30 to hear how leading AR professionals are responding to them, and what the best practice is for your analyst relations program. Three risks stand out massively. First, there a big gap between the firms that vendors think […]

    Vendors’ five key thoughts about analyst firms

    Vendors’ five key thoughts about analyst firms

    Five things stand out from vendors’ responses to a survey we conducted after our Analyst Relations roundtable at the English Speaking Union. Analysts (including analysts who call themselves consultants or advisors) are often thought to have bias, especially if most of their revenue comes from vendors. Sometimes the effort put into staying informed makes analysts seem very process-driven but less […]

    Join us for the Forum in San José on November 17

    Join us for the Forum in San José on November 17

    Should someone you know be at the year’s most important discussion on analyst relations? We’ll be at the free ARchitect User Forum 2016 in San José, CA, on November 17. Professionals from industry leaders will introduce the sessions: Lopez Research, Digital transformation; IBM, AR in large organizations; Cognizant, Managing analyst events;  Capgemini, AR knowledge management; Wipro, Intelligence-driven relationships; and ARinsights, AR […]

    Take the 2016/17 Analyst Value Survey

    Take the 2016/17 Analyst Value Survey

    The Analyst Value Survey is open! Each year several hundred users of analyst research tell us which analyst firms they use, and which are most valuable. In exchange, they get access to our results webinar, where they discover which firms are delivering the most value in key market segments. You can take part too. Go to AnalystValueSurvey.com and click on […]

    Guess Who’s Looking for Top Talent in Analyst Relations?

    Guess Who’s Looking for Top Talent in Analyst Relations?

    Looking for a new direction in your Analyst Relations career? October is a time when new opportunities pop up in the field. From IBM to Google, we gathered the top US Analyst Relations firms with vacancies needing to be filled. If you’d like to learn more about the opportunity and to schedule an interview, contact these firms directly. However, if […]

How to break analysts out of auto-pilot inquiry responses

icon-phone-headset.jpgAnalysts who cover really popular topics can answer the same question over-and-over to the point where they go on auto-pilot. This means delivering basically the same information and advice regardless of the client’s situation. This is especially true for end-user or IT manager inquiries. Back when I was a Gartner VP & Research Fellow covering CRM, I once counted up 300 inquiries in a short time all asking me to compare and contrast the same three leading vendors. My eyes would glaze over as soon as the appointment reminder popped up for yet the next inquiry on the three amigos. So how do you ensure that the analyst is not on auto-pilot? Provide background on your situation and ask drill down questions. 
 
It’s not that the analysts want to be a human playback device of a generic, standard response to your question, but it is human nature to fall into a rut. The easiest way to shake the analysts out of their rut is to truly engage them in conversation. Feel free to interrupt them – politely – in the middle of their spiel and ask drill down questions. Always bring the conversation back to “what are your other clients in my situation doing?” Frankly, analysts appreciate stimulating inquiries and really want to engage so they won’t be annoyed by your probing questions.
 
A great way to get the conversation heading in the right direction at the outset is to provide background on your company and situation. Then ask the analyst “Have you talked to other IT managers in my industry facing the same situation? How many? What were they asking you?” This will cause the analyst to pause and think about past inquiries, focusing them on your industry and situation.
 
Bottom Line: Take charge of inquiries to ensure you get real insights and valuable information. Don’t let analysts fall into auto-pilot mode.
 
Question: Have you ever suspected that the analyst was giving you a standard response and not tailoring it to your situation?

Are you getting the most from your analyst contracts? SageCircle can help. Our strategists can:

  • Evaluate the usage of your contracted analyst services and suggest ways to maximize business value from your investment
  • Train your colleagues with analysts seats (e.g., Gartner Advisory and Forrester Roleview) through efficient and effective distance learning via webinar or teleconference
  • Critique your upcoming analyst contracts to ensure you are getting the right services from the right firms to meet your business needs
  • Save you time, money and aggravation

To learn more contact us at info [at] sagecircle dot com or 650-274-8309.

3 Responses

  1. […] How to break analysts out of auto-pilot inquiry responses […]

  2. […] How to break analysts out of auto-pilot inquiry responses […]

  3. […] Engage your mind in the inquiry by gathering background on the client’s specific situation rather relying solely on notes made by the firms’ client service representative […]

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