• Recent Posts: Influencer Relations

    Analyst Relations Value Forum to discuss Tragic Quadrant

    Analyst Relations Value Forum to discuss Tragic Quadrant

    The IIAR has updated its Tragic Quadrant, which ostensibly ranks the ten top analyst firms in terms of impact, relevance and ease of doing business with. Earlier posts have mentioned the weaknesses of both the Quadrant and the underlying method. The IIAR’s 2017 top ten drops PAC, the fifth most valuable analyst firm. Crisp Research, ESG and Machina (Gartner’s IoT […]

    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, […]

ARchitect Users Group Meeting – lively discussion on AR metrics

icon-tools.jpgLast week, following the Forrester Technology Leadership Forum in Orlando, ARInsights held their second ARchitectTM Users Group meeting.  ARchitect is the leading Analyst Relationship Management (ARM) system with a significant number of client companies using it.  It was nice to see some of those companies represented at the meeting and the dinner that followed. Of course, there was a lot of good informal information exchange during the reception, aka the booze and schmooze.

Rick Shuri, ARInsights’ Chief Technology Officer, outlined some of the new features recently implemented as well as plans for the upcoming year.  The development schedule is strongly influenced by customer requests and some discussion of what the group felt was important gave an indication of where the product is likely to be expanded. It has been our experience managing an actual ARchitect deployment that ARInsights is very responsive when it comes to listening to customer and prospect suggestions.

Sunder Sarangan of Infosys shared his perspective on why it is critical to track metrics and to measure the performance of AR.  Their measurement program is strongly tied to business objectives, which helps them achieve strong executive support.  He highlighted the metrics that Infosys tracks and how they have leveraged ARchitect to generate those metrics. The real-life examples prompted a lot of discussion about why measurement is so important.

Dave Eckert of SageCircle then led a discussion on the tactics that ARchitect clients can use for gathering and analyzing metrics. The keys to good metrics are planning, establishing data entry standards, and creating a balanced scorecard that appropriately reports the results.  Dave showed some samples of how data could be more easily entered and how reports can be automatically generated.

Several interesting questions related to how to get AR professionals motivated to consistently enter appropriate interaction data into an ARM.  While some managers rely on using a big stick the group was seeking those carrots that encourage staff to make the entries in a timely manner.  We believe that making entry easy, for example using ARchitect’s email capture makes creating analyst interactions easy, and providing pre-created reports that quickly expose the value are significant tactics.  We blogged about this in part of the ARM series, but we would welcome your comments on ways you have found to improve interaction tracking.

In addition to the posts we have made in the blog the Online SageContentTM Library contains information on selecting and using a suitable ARM.  Implementation planning and staff training are also significant factors in the success of any ARM.

SageCircle Technique:

  • AR programs need to set measureable goals based on company objectives
  • AR teams need a consistent process for tracking analyst interactions and obtaining metrics
  • AR staff members need to see immediate value to their work if timely entries are expected
  • Metrics are a key to showing ROI for the analyst relations program

Bottom Line: The Return on Investment for AR programs becomes more significant when company budgets are tight.  AR teams need to be seen as strategic partners in revenue generation and not as incidental cost centers.  Producing good performance metrics for executive staff can go a long way toward obtaining executive support.

Questions: Do you use an ARM?  How do you encourage AR staff to make timely entries?

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One Response

  1. […] Automating AR activities with an ARM like ARchitect Posted on May 27, 2009 by sagecircle Last week in Las Vegas Dave attended the ARchitect™ Users Group meeting, which was hosted by ARInsights.  This Analyst Relations Management System (ARM) and its features has been discussed in previous posts. […]

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