• 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 […]

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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