• Recent Posts: Influencer Relations

    Your pitch to analysts isn’t just about your solution

    Your pitch to analysts isn’t just about your solution

    In pitches to analysts, there are many conversations going on. At one level, there’s a communication about the business solution. There’s also a conversation about the wider market and about the personal credibility of the participants. Sometimes the slides used in pitches are just excuses for the interaction. The slides are used to assess both the market vision of the firm and the […]

    KPMG pushes out 451 in 2017 Strategy Analyst Firm Awards

    KPMG pushes out 451 in 2017 Strategy Analyst Firm Awards

    For the strategic heavy lifting, executives are reaching out to a very wide range of advisors. Gartner heads up the list when we look at the Analyst Value Survey data to find the analyst firms most valued by people who work on strategy. It creates almost 19% of all the value being produced by analyst services around strategy (If CEB, […]

    Save the date for our Analyst Firm Awards

    Save the date for our Analyst Firm Awards

    This year we’re publishing our analyst firm awards more or less monthly. Please put the dates in your diary. If you’re a subscriber to the Analyst Firm Awards, you can also access a webinar for each of these events, held on the final Thursday or each month. January – Global January 18 – Outstanding reports February 17 – Strategy March 15 – Internet […]

    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 […]

Why technology buyers use the IT industry analysts

Sometimes IT and telecommunications vendors express frustration at the very existence of IT advisory analysts and their influence with the technology buyers (aka end users or IT managers). Often the vendors accuse the IT buyers of being lazy or stupid because they use the analysts instead of doing the research themselves. Bloggers are equally amazed at why end users would spend money on analyst contracts when there is so much information available for free on the Internet.

The reality is that the advisory analysts provide valuable services to technology buyers and have earned the trust of those buyers over the years. When they don’t understand the true reasons why the advisory analysts are widely used, vendor executives will miss opportunities to invest in analyst relations efforts.  This is also true for the sales force who need to understand the motivations for using the analysts,  Training is critical for preparing sales reps to handle lucrative deals that are impacted by IT analysts.

There are a number of reasons why IT advisory analysts exist and are an influence in technology purchasing decisions.  Certainly any enterprise could expend enough time and energy to research their purchase, but analysts quickly solve problems such as

  • Resource constraints within most enterprises
    • Bandwidth constraints
    • Skill constraints
    • Calendar constraints
  • Needed expertise on different or new technologies
  • Broad market perspective on technologies and vendors
  • Objective perspective with no hidden agenda
  • Risk management
  • A negotiation tool
  • Organizational politics (including having a handy scapegoat if something goes wrong)
  • Skills and processes building
  • Too much stuff on the ‘Net of dubious quality and relevance

In many cases, end users are simply outsourcing tasks – tech product research and IT management technique development – just like their companies outsource payroll processing, IT tech support and janitorial services. In other cases, end users conduct parallel research but want an outsider’s fresh perspective just like when an in-house legal department works with an outside law firm for advice and specialized knowledge.

SageCircle Technique:

  • Commission a study of your company’s customers to determine motivations for using analysts
  • Train your direct sales force to gather intelligence from prospects on motivations
  • Incorporate insights into AR strategic and tactical plans
  • Be sure your executives understand the analyst impact

Bottom Line: Knowing why IT and telecommunications buyers use IT advisory analysts is important for understanding the relevance of the IT advisory analysts and the type of information IT advisory analysts require. In addition, understanding the motivation of technology buyers can provide important insight into how vendor sales representatives need to react to analyst influence in sales deals.

Question: What other motivations might end users have for using the IT analysts?

Do you need to develop a deeper understanding of tech buyer motivations for using analysts and the implications for your company and AR program? SageCircle can help – Strategists can: 

  • Provide additional written research on each bullet point
  • Provide a list of vendors that can conduct studies of your customer base (SageCircle does not offer survey services)
  • Assist you in developing your customer questionnaire
  • Train your sales force, lead management team and win-loss team on how to ask prospects and customers about the role of the analysts in deals and why analysts are being used

For more information, please contact us at 650-274-8309 or info [at] sagecircle dot com.

Advertisements

4 Responses

  1. […] vendor executives still wonder why enterprise IT managers still use the analysts (they need to read Why technology buyers use the IT industry analysts) and hope that they influence will diminish (they should check out Influence is not a zero-sum game […]

  2. […] are much more clear cut. Even though enterprises use analysts for a variety of purposes (see Why technology buyers use the IT industry analysts), these purposes basically fall into either strategic and tactical decision support. Thus, spending […]

  3. […] Related post: Why technology buyers use the IT industry analysts […]

  4. […] Why technology buyers use the IT industry analysts […]

Comments are closed.

%d bloggers like this: