For the most part, IT and communications industry analysts are a hard working, diligent group. They do their homework, make sure that they are up-to-date and act in an ethical manner. Unfortunately, this description does not cover all analysts.
While the analyst community can rightly say that there are problem AR teams, the reality is that there are problem analysts as well. However, there is no single type of problem analyst. Rather there are a variety of types each with their own characteristics. AR professionals need to identify the type of problem analyst they are confronted with and develop a plan that addresses his or her specific characteristics. The types of problem analysts that SageCircle has identified are:
- Budget Vampire
- Know it All
- Pragmatist (not really a “problem”)
- Rock Star
- Thought Leader
- Uncertain Novice
- Well-known Press Hound
To provide AR professionals with the tools needed identify the type of analyst they are dealing with, and how to best create an action plan SageCircle is conducting the Dealing with Problem Analysts webinar on September 17th at 8:30 am PT and 4 pm PT. Click here for more information including the agenda. Click here to register for this information packed webinar.
- Do not fall into the trap in assuming that all analysts are problem analysts
- Do not fall into the trap of assuming that there is a “one-size fits all” type of problem analyst
- AR teams need to analyze the characteristics of each analyst to determine the type and most appropriate response
- Problem analysts that are highly relevant and influential require plans and patience to turn around
Bottom Line: Not all analysts that are skeptical and raise concerns about a vendor’s strategy or execution are problem analysts. AR professionals need to carefully analyze the situation they are confronted with and develop a plan specific to that situation.
Question: Are there other types of problem analysts?
Related problem analyst posts:
Thanks Carter for adding that “Not all analysts that are skeptical and raise concerns about a vendor’s strategy or execution are problem analysts.” I was starting to get nervous there! 🙂 The onus falls on the shoulders of industry analysts like me to communicate any concerns about vendor strategy or execution respectfully and to be able to back up our assertions with good reason.
Hi Erica, Thanks for the comment.
As a veteran analyst you probably won’t be surprised to hear that a lot of vendor executives think that all analysts are “problem analysts,” even if they are right.
I remember doing spokespeople training for a group of VPs at a major software vendor. One VP grumbled about something an analyst had written. One of his colleagues commented that, unfortunately, the analyst was absolutely right with their observations. The first VP then said “I don’t care if they are right, they shouldn’t write about that!”
[…] Presentation déjà vu could be a sign you are dealing with a problem analyst Posted on September 12, 2008 by sagecircle Something that always stands out in my experience as an AR manager at a major vendor is what I call “presentation déjà vu.” This happens when you are reviewing an analyst presentation and just feel like you’ve seen it before. This typically occurs when you are looking at the slides of an analyst you have not dealt with before. Perhaps you have seen the presentation before or maybe the deck is just so generic or archetypical that it is immediately recognizable. No big deal. However, presentation déjà vu might also be a warning signal that you are dealing with a type of problem analyst. […]
OK, I get how “know it all” or even “press hound” could be perceived as problems for AR. “Loose cannon” is one you’ve left out. But how on earth is being a “thought leader” a problem?
Hi Avi, Thanks for the comment.
Hmm, “loose cannon” that is a good one.
A thought leader can be a problem if they are so sure of their ideas and positions that they stop listening to others. Then their early recognition of the an emerging trend solidifies into dogma. Then no matter how much value a vendor brings to the discussion, whatever the vendor says is dismissed if it does totally align with the thought leader’s perception.
Ah. See, your definition of “thought leader” is my definition of an “idiot.” Different terms is all. 🙂
[…] – and maybe even themselves. While some analysts are truly cynics and thus a problem (see There are many types of problem analysts), for the most part industry analysts want vendors to succeed, but are legitimately skeptical due […]
[…] 20, 2009 by sagecircle SageCircle strategists are frequently called upon to help a client with a problem analyst. As we chat with the client and investigate the circumstances it sometimes turns out that the […]
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