• Recent Posts: Influencer Relations

    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 […]

    AR managers are failing with consulting firms

    AR managers are failing with consulting firms

    Reflecting the paradoxical position of many clients, Kea’s Analyst Attitude Survey also goes to a wide range of consultants who play similar roles to analysts and are often employed by analyst firms. The responses to the current survey show that consultants are generally much less happy with their relationships with AR teams than analysts are. The paradox is that as […]

    Fersht: some IIAR award-winners “just tick the boxes”

    Fersht: some IIAR award-winners “just tick the boxes”

    Some of the firms mentioned by the IIAR’s analyst team awards fall short of excellence. That’s the verdict of several hundred analysts who took our Analyst Attitude Survey, and of the CEO of one of the top analyst firms. Phil Fersht left the comment below on our criticism of the IIAR awards. We thought we’d reprint it together with the […]

    Do the IIAR awards simply reward large firms?

    Do the IIAR awards simply reward large firms?

    The 2016 Institute for Industry Analyst Relations’ awards seem to be rewarding firms for the scale of their analyst relations, rather than their quality. In a blog post on July 6th, the IIAR awarded IBM the status of best analyst relations teams, with Cisco, Dell and HP as runners-up. Together with Microsoft, which outsources much of its analyst relations to […]

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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