• Recent Posts: Influencer Relations

    Webinar: Survey shows new risks for analyst relations

    Webinar: Survey shows new risks for analyst relations

    A first glance at the Analyst Value Survey shows new risks emerging for analyst relations professionals. We’re hosting a webinar on November 30 to hear how leading AR professionals are responding to them, and what the best practice is for your analyst relations program. Three risks stand out massively. First, there a big gap between the firms that vendors think […]

    Vendors’ five key thoughts about analyst firms

    Vendors’ five key thoughts about analyst firms

    Five things stand out from vendors’ responses to a survey we conducted after our Analyst Relations roundtable at the English Speaking Union. Analysts (including analysts who call themselves consultants or advisors) are often thought to have bias, especially if most of their revenue comes from vendors. Sometimes the effort put into staying informed makes analysts seem very process-driven but less […]

    Join us for the Forum in San José on November 17

    Join us for the Forum in San José on November 17

    Should someone you know be at the year’s most important discussion on analyst relations? We’ll be at the free ARchitect User Forum 2016 in San José, CA, on November 17. Professionals from industry leaders will introduce the sessions: Lopez Research, Digital transformation; IBM, AR in large organizations; Cognizant, Managing analyst events;  Capgemini, AR knowledge management; Wipro, Intelligence-driven relationships; and ARinsights, AR […]

    Take the 2016/17 Analyst Value Survey

    Take the 2016/17 Analyst Value Survey

    The Analyst Value Survey is open! Each year several hundred users of analyst research tell us which analyst firms they use, and which are most valuable. In exchange, they get access to our results webinar, where they discover which firms are delivering the most value in key market segments. You can take part too. Go to AnalystValueSurvey.com and click on […]

    Guess Who’s Looking for Top Talent in Analyst Relations?

    Guess Who’s Looking for Top Talent in Analyst Relations?

    Looking for a new direction in your Analyst Relations career? October is a time when new opportunities pop up in the field. From IBM to Google, we gathered the top US Analyst Relations firms with vacancies needing to be filled. If you’d like to learn more about the opportunity and to schedule an interview, contact these firms directly. However, if […]

Yankee Group reorganizes and lays off approximately 10% of analysts

SageCircle has learned that Yankee Group has initiated a round of analyst layoffs. At this time the exact number of staff and coverage is not known, but we have heard that 10% might be the size of the action. AR teams need to hope for the best for their favorite Yankee analysts, but plan for the worst.

Of course, layoffs impact real people with families and obligations. Often AR people are genuinely friendly with the analysts they work with and this sort of news can be a shock. Unfortunately for AR professionals, analyst firm layoffs also raise important issues that need to be addressed ASAP no matter how much sympathy they feel for the analysts caught in the layoffs.

The stark reality is that an analyst firm will not admit that they have pushed critical intellectual property out the door. Because none of the major analyst firms – including Yankee – have knowledge management systems or collaboration platforms in place, almost all IP is stored between the ears of analysts. When an analyst leaves, critical information and context leaves as well. For vendors that means that reporters or end users that call the firm with a question may be given access to analysts that might have had only peripheral contact with the market space, your company, your products and services, and your competition.  Until they are educated in this new area there is a chance they could give out incorrect information or recommendations.

As a consequence, AR teams need to be proactive. 

Sign up for the free SageCircle Coffee Talk “What to do when an analyst is laid off” on Tuesday, September 2nd, at 8:30 am US Pacific time. Register at http://www.sagecircle.com/pages/Coffee_talk.   

SageCircle Technique:

  • Ascertain whether any of your primary analysts are being affected
  • Identify or guess which analyst(s) might take over inquiry responsibility
  • Insist that you be given the opportunity to brief the interim analyst(s) quickly
  • Generate an analyst education plan to get the interim analysts up-to-speed on your products and how they fit into the overall marketplace
  • Determine if any of the affected analysts were scheduled to do an analyst consulting day for your company (e.g., on-site strategy review session or marketing speech). If so, decide whether there is an acceptable substitute. If the answer is no, cancel the session or get a top analyst from another firm to do the engagement
  • If the layoffs occur as you are moving into annual contract renewal negotiations, determine if this impacts the services you buy from the firm
  • If the analyst is respected, check to see if there are job opportunities for the analyst in your company

Bottom Line: Analyst firm layoffs are not acts of nature that have to be passively accepted. Rather AR teams need to move into action to safeguard the interests of their companies.

Question: Have you ever been adversely affected by an analyst layoff?

One Response

  1. […] Posted on September 1, 2008 by sagecircle Last week’s severe cutbacks at Yankee Group (see here and here) could be an indicator that the firm is simply refocusing on its prime research […]

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