• 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 […]

Notes on managing your budget in a recession — SageCircle’s Coffee Talk

icon-budget-cuts-105w.jpgOn Tuesday April 1 SageCircle conducted a web-based Coffee Talk around the potential impacts of budget cuts and how AR teams can best handle them.  We began with a few slides to review the techniques for managing a budget and then opened the session to questions from the participants.

Often when resources are trimmed certain areas experience across-the-board and significant cuts.  While some of these areas can be quick to recover in the future analyst relations is generally not one of them.  Developing relationships that can truly provide a positive revenue impact takes sustained effort over time.  Once your program begins to slip the effort required to get it back on target can be very large and long.  We have seen programs take years to recover, if at all.

A quick poll showed that about half of the people had already seen some budget restrictions or were expecting them.  Our introduction suggested ways to proactive deal with budget issues rather than accepting an across-the-board cut.

Focus and Innovate

  • Review charter, mission, objectives and current spending patterns to see if you are spending on the right activities or are being charged for things that rightly belong to other departments.
  • Find ways to reduce costs for events while improving the impact
  • Shift sponsorships to the lead generation group

Analyst Contracts

  • Review services and cut underutilized activities
  • Use boutiques or less expensive firms where appropriate
  • Shift to less expensive services such as using inquiry in place of some analyst consulting days
  • Shift “pet” analysts to sponsoring executives

The participant questions included:

  • What do you mean by refining the charter, objectives and priorities?
  • How do we prove the ROI of AR?
  • What do you mean by “deep dive?”
  • Won’t the analysts think less of us if we do not hold our annual analyst conference at a nice resort?
  • Won’t the analysts get angry if we cut our spending with them?
  • Won’t we annoy the analysts if we transfer analyst conference sponsorships to the field marketing people who decide not to sponsor a conference?
  • How can inquiry substitute for SAS?

Bottom Line: Budget restrictions can be an opportunity to review your current programs and find different and perhaps better ways of meeting your goals. 

Question: AR Teams: Are you facing budget restrictions?  How much control do you have in allocation those resources?

Our next Coffee Talk will be May 7.  See the link on the website for more information and to register.

Want more information on budget planning? SageCircle can:

  • Review your AR goals and objectives
  • Assist in creating a balanced scorecard for metrics and ROI
  • Provide advice on more efficient ways to conduct analyst events and briefings

SageCircle AR Diagnostic Mini-WorkshopA SageCircle Strategist can conduct a free SageCircle AR Diagnostic and provide you with a concise analysis of your program.

Click here or on grahic for SageCircle’s AR Diagnostic Mini-Workshop brochureIt’s free, it’s fast and it’s easy. 

Contact us at info [at] sagecircle dot com or 650-274-8309 for more information about how SageCircle can help take your AR program to the next level.

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