• 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 […]

Analysts don’t know? Ask them to ask around. [Inquiry]

icon-phone-headset.jpgDespite Myth #1 (The analysts know everything), there are times when clients, end users or vendors, can stump the analysts with a question. While some analysts will use a great question as a trigger to do research and come up with an answer, others distracted by deadlines or travel won’t think to pursue your issue. Obviously if the question is very company specific you might need to commission special research.  However, if the issue is of general enough concern to multiple vendors, other clients, or the market in general it is up to you to make sure that the analysts dig into your issue to come up with actionable insights. Because analysts are constantly talking with players in the industry — IT managers, vendors, press, their analyst colleagues — the analysts can quickly gather some informal data points that will generate useful “ah ha”s.

SageCircle Technique:

  • If during an inquiry, the analyst indicates that they don’t have data or an opinion about your issue then the client, end user or vendor, should ask the analyst to investigate by asking people they talk to in the next week or two.
  • Indicate that you will schedule a follow up inquiry and ask how much time you should give the analyst to accomplish some informal research.
  • Schedule the inquiry using the normal client service process

Bottom Line: The analysts can be a valuable resource, but as a client you have to be an aggressive consumer to ensure that you are getting your money’s worth for the analyst services. Sometimes a client will have to pointedly ask their analysts to ask around to gather relevant data points on their issues.

Question: Clients – Have you ever had an analyst refuse a request like this? Analysts – Do you appreciate when a client is being a good consumer and asking you to dig into an issue? When would you prefer end users or vendors not use this technique?

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.

One Response

  1. […] when we suggested that you should push analysts for information they might not currently have (see this post) and always complement the use of written research with inquiry (do’s and don’ts).  If […]

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