• Recent Posts: Influencer Relations

    Why KCG’s analyst relations awards beat the IIAR’s

    Why KCG’s analyst relations awards beat the IIAR’s

    We used 18,777 data points from the Analyst Attitude Survey to compare the two leading awards for analyst relations teams. Although we found that KCG‘s awards are more useful than the IIAR‘s, both primarily reflect corporate performance rather than that of the AR teams. As a result, there’s very little that AR teams can do better or worse in these […]

    Netscout continues unwise Gartner suit

    Netscout continues unwise Gartner suit

    Netscout and Gartner have scheduled their trial for next July. The case stands little chance of improving Netscout’s value. It does, however, risk harming the reputation of both analyst firms and analyst relations professionals. Over the last weeks, pressure has mounted on Netscout’s lawyers. Netscout claims Gartner’s Magic Quadrant harmed its enterprise sales and that the truth of Gartner’s statements […]

    Is this how the Quadrant lost its Magic?

    Is this how the Quadrant lost its Magic?

    Gartner’s Magic Quadrant is the most influential non-financial business research document. In the late 1980s, it was a quick and dirty stalking horse to provoke discussions. Today it is an extensive and yet highly limited process, based on the quantification of opinions which are highly qualitative. The early evolution of the MQ tells us a lot about the challenge of industry […]

    Saying farewell to David Bradshaw

    Saying farewell to David Bradshaw

    A funeral and celebration for David Bradshaw (shown left in this 2000 Ovum awayday photo, arm raised, with me and other colleagues) is to take place at West Norwood Crematorium, London SE27 at 2.45pm on Tuesday 23rd August and after at the Amba Hotel above London’s Charing Cross Station, on the Strand. David considered that that Ovum in that incarnation was […]

    David Bradshaw 1953-2016

    David Bradshaw 1953-2016

    David Bradshaw, one of the colleagues I worked with during my time as an analyst at Ovum, died on August 11. He led Cloud research in Europe for IDC, whose statement is below. David played a unique role at Ovum, bridging its telecoms and IT groups in the late 1990s by looking at computer-telecoms integration areas like CRM, which I […]

Are you wasting time on the wrong analysts? Announcing “Ranking and Tiering,” a SageCircle webinar

seminar.jpgOne of the biggest ongoing mistakes that AR professionals make is not using a rigorous methodology for managing their analyst lists. This often leads to too many analysts on their lists and too many analysts designated as “Tier 1.” This state of affairs leads to inefficiency and ineffectiveness as AR teams are spread too thin to effectively influence the most relevant analysts. Another problem is a list that is missing relevant analysts, which can lead to uninformed analysts negatively impacting your sales cycles. While bad enough in good economic times this mistake can be fatal in recessions when all corporate functions are being scrutinized for efficiency as well as contribution to revenues and corporate/business unit objectives. The quality of your analyst list brings up a number of key issues for AR:

  • Do you have a formal analyst list management process that can withstand executive scrutiny?
  • Are your list management processes efficient enough to permit quick changes to reflect the changing company priorities or upheavals in the analyst community like layoffs?
  • Do you have the content to educate your stakeholders about how analyst lists are managed and the importance of prioritizing the analysts?
  • Are you prepared for the analysts to “go around” you and interact directly with your executives to get their “tier” upgraded?
  • Do you have the tools to efficiently manage and share your lists?

To help out AR professionals and teams take a strategic approach to creating and maintaining analyst lists, SageCircle is announcing a new public webinar focused on the methodology for creating an airtight analyst list.

In this SageCircle AR Webinar, we will provide you with succinct and actionable information that will help you develop a solid and efficient analyst list management process. The agenda for the 90-minute session includes:

  1. What is the business value of having a formal analyst list management process?
  2. Defining ranking and tiering
  3. Defining the service level framework
  4. Identifying types of analyst lists
  5. Developing the ranking criteria and associate weights
  6. Picking the right tools for list management, e.g., spreadsheets or AR management applications
  7. Deciding which analysts are included or excluded from consideration
  8. Completing your ranking
  9. Setting tiers relative to resources
  10. Updating your analyst lists
  11. Educating stakeholders and get their buy-in
  12. Saying “no” – diplomatically – to an analyst

There will be plenty of time for your observations and questions.

The cost of this information-packed session is only $95. You can register by clicking here or visiting www.SageCircle.com.  In addition, the cost is per login not per person. Feel free to schedule a meeting with your colleagues in a conference room and have all of you participate via a single ticket. Then afterwards you can discuss how to apply what you learned during the webinar.

We are scheduling two sessions to make it easy for you to fit the webinar into your busy schedule. The sessions will be held:

            Tuesday, February 17th at 8:00 am US Pacific Time

            Thursday, February 26th at 10:00 am US Pacific Time

If you have any questions about the webinar or wish to arrange a private session for your company, please call SageCircle at 503-636-1500 or send an email to “info [at] sagecircle.com”

4 Responses

  1. […] Want to know the best practices for managing your analyst lists? Attend our “Ranking and Tiering Analysts Lists” webinar on February 17th or February 26th. During the webinar we will provide you with succinct and actionable information that will help you develop a solid and efficient analyst list management process. The agenda for the 90-minute session and other information can be found by clicking here.  […]

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