• Recent Posts: Influencer Relations

    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 […]

    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 […]

The process for developing an AR Strategic & Tactical Plan

SageCircle's AR strategic & tactical plan processCreating a comprehensive AR plan is a significant undertaking, with myriad steps and details. To accomplish this work in an efficient and effective manner — and to ensure nothing falls through the cracks — AR teams should follow a process similar to the one depicted in the graphic (click to enlarge). 

Going through a formal process is worth the effort. We have seen clients’ AR programs receive more headcount and budget when other departments in their companies face cutbacks in tough economic environments. Why? Because these AR programs had realistic AR plans that focused on delivering business value (including sales support which is prized in recessions) that could be measured.

SageCircle Technique:

This AR planning process has six discrete steps (numbered items relate to numbered circles on the diagram):

  1. Assess your AR program. This step helps identify opportunities to build on existing programs and to improve weak or non-existent areas
  2. Align AR goals with overall corporate objectives to prove AR’s value and to make timely adjustments based on business needs
  3. Build outreach programs and activities to accomplish strategic initiatives, focusing on how the various components work together
  4. Map existing resources to planned activities and then budget for new and existing AR programs using the Predictive Workload Model to estimate monthly labor needs. Having a plan that requires more resources than are currently available is not necessarily bad because it realistically shows what can and cannot be done with the current resources and allows for setting priorities.
  5. Communicate this well-designed plan with realistic paybacks (total revenues impacted), indicating priorities so that executives may allocate more resources to AR
  6. Measure and compare actual vs. planned results to identify program elements that work and those that require tweaking. This feedback becomes input into the AR plan’s next major adjustment.

AR Plans should cover six rolling quarters and be reviewed each quarter.

To make “Step 1: Assess Your AR program” easier, SageCircle offers the Analyst Relations DiagnosticTM free of charge to non-clients as well as a clients. It requires two phone calls on your part and we deliver a concise analysis of your AR program. If you would like to schedule an AR Diagnostic to assess your current AR program or discuss how to apply this process to your particular situation, please contact us at 503-636-1500 or info [at] sagecircle dot com. 

The Online SageContentTM Library provides much more detail on the AR planning process as well as the ability to download an AR plan template. The AR plan template is in Word with topic headers that are tagged to generate a table of contents. All you have to do is edit which sections you want and type in the details to make creating a detailed plan easier – easier but not necessarily easy.   Generating a good AR plan does require work, but the payback of proactive planning is reduced stress and perhaps additional resources

For more information on the SageToolTM: Predictive Workload model for AR staffing planning which is mentioned above, please give us a call.

Bottom Line: Developing an AR Strategic & Tactical Plan involves more than completing a plan template.  AR teams need a process to ensure all aspects of the plan are in place and regularly reviewed

Question: Do you have a formal process for your AR planning?

One Response

  1. […] should adopt a standard process for creating an AR plan (See The process for developing an AR Strategic & TacticalPlan for more […]

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