• Recent Posts: Influencer Relations

    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 […]

    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 […]

For IT managers – It’s “Praise Your Vendor” Inquiry Day

icon-phone-headset.jpgNow for something completely different… offering the analysts a vendor compliment in lieu of a complaint. Advisory analysts at major firms build their opinions based more on client feedback than on research evaluations. They generally do not do lab analysis or specific competitive research.  That means that the perceptions they have of the products may be more highly colored by negative customer comments heard during client phone-based inquiries than reality would suggest. 

SageCircle Technique:  My suggestion to IT managers is that you schedule an inquiry with your key analysts to discuss your current implementations from your key vendors.  You can ask the analysts their perception and provide real-world data on the strengths as well as the weaknesses of the vendors and products you use.

Sample discussion might include:

  • What is your perception of this product (vendor) and on what do you base that opinion?
  • How do my experiences with these products (vendors) compare to what you are hearing from others?
  • What about your colleagues, do they hear the same comments?
  • How would you rate the competitors?

Using inquiry to ask analysts about their opinion is commonplace for the firm clients, but offering your opinion with supporting data is something analysts rarely hear.  This can lead to a strong relationship with the analyst that can pay off later when you are looking for purchasing information.

Related Articles:

How to break analysts out of auto-pilot inquiry responses

Best practices for client inquiry execution

Bottom Line: As a client of the analyst firm you have inquiry privileges that can be used to gain opinions even when you are not ready to purchase.  Providing analysts customer data can build the relationship for future inquiry use.

Question: IT Managers – Have you ever called an analyst to provide positive feedback? Analysts – How do you ensure a balance of customer feedback that includes positive commentary?
 
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.

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