• Recent Posts: Kea's research blog

    ‘Influencer relations’ is no longer the best term for B2B relationship marketing

    ‘Influencer relations’ is no longer the best term for B2B relationship marketingWhen our blog changed its name from Analyst Equity to Influencer Relations, we did so to reflect the two-fold role that analyst relations established in integrating communications: enabling relationships with similar business-to-business (B2B) influencers, sourcing advisors and consultants; and developing messages and materials that enable internal capacities like sales, marketing insight and marketing. Many B2B Read more about ‘Influencer relations’ is no longer the best term for B2B relationship marketing[…]

    AR Classics: Identifying and Measuring Impact and Influence

    AR Classics: Identifying and Measuring Impact and InfluenceHow can analysts in non-traditional, freemium, analyst firms prove their value, and how should analyst relations professionals respond to their growing impact? Until analysts start to track their impact in the fullest way, they will always be underestimated by suppliers in the high technology and telecommunications industries. Back in 2015, when this was posted, Edelman’s Read more about AR Classics: Identifying and Measuring Impact and Influence[…]

    Investor relations head takes over AR at Tata

    Investor relations head takes over AR at TataThe IIAR is discussing a big surprise: one of the big 3 IT services brands just put its analyst relations (AR) under the control of its head of investor relations (IR). It would be unimaginable in most firms, and perhaps Tata Consultancy Services (TCS) is one of the few firms that can do that well. Tata Sons’ Read more about Investor relations head takes over AR at Tata[…]

    Peter O’Neill joins Kea Company as Research Director

    Peter O’Neill joins Kea Company as Research DirectorLONDON. February 1st 2018 — Longtime industry analyst Peter O’Neill has been appointed Research Director by Kea Company, the world’s largest analyst relations (AR) consultancy. O’Neill was previous research director at Forrester Research, leading the firm’s services for analyst relations professionals as well as research for B2B Marketing professionals.   At Kea Company, O’Neill will Read more about Peter O’Neill joins Kea Company as Research Director[…]

    AR Classics: Barbara French on how to grab an Influential Analyst’s Attention

    AR Classics: Barbara French on how to grab an Influential Analyst’s AttentionBarbara French’s Grab an Influential Analyst’s Attention: 3 Secrets & 4 Tips helps companies to avoid some of the most common errors in analyst relations. We especially appreciated these points in the article. Marketers can use analysts and analyst research to add credibility to their businesses without ever having the analyst specifically endorse their company. Read more about AR Classics: Barbara French on how to grab an Influential Analyst’s Attention[…]
  • Advertisements

TowerGroup acquired by Corporate Executive Board

Logo - TowerGroup10/13/09 2:25 pm – TowerGroup announces acquisition by Corporate Executive Board

Corporate Executive Board has announced that it will acquire TowerGroup from MasterCard Advisors for an undisclosed price. MasterCard Advisors, a subsidiary of MasterCard International, acquired TowerGroup in February 2004 from Reuters Enterprise. Reuters acquired TowerGroup in 1999.

Many of you might not be familiar with the Corporate Executive Board. The CEB is a research and education firm that delivers data and tools, best practice research, and peer insight to enterprise executives and professional staff. It is a public company (NASDAQ: EXBD) with revenue of $228m and net income of $18m in 1H09.  It has more than 5,100 client companies and 120,000 members. Its business model is primarily built on annual subscriptions with access to published research, inquiries with researchers, and access to peers through networking councils. So CEB sounds like an IT advisory analyst firm like Gartner in many respects. However, CEB does not research technology markets and vendors like a Gartner or IDC, rather it focuses on best practices for managing a corporate function. 

SageCircle has been briefed by TowerGroup. Our analysis is that the TowerGroup acquisition is clearly an expansion of Corporate Executive Board’s services and not a consolidation move to eliminate a competitor. This is similar to Forrester’s Giga acquisition, but different from Gartner’s grab of META which was clearly a strategic move to keep META out of Yankee Group and kill a competitor. Regardless of motivation, it is still possible that Corporate Executive Board will lose many of the analysts unless they execute the integration correctly. CEB has six primary practice areas, including Information Technology and Financial Services. These two areas obviously overlap with TowerGroup.

Related post: Is there an acquisition coming in the analyst ecosystem? October 8. 2009

SageCircle Technique:

  • Request a briefing by TowerGroup executives on the change in ownership and plans for changes to the firm’s business model and methodologies
  • AR teams should review their analyst lists and anticipate how their outreach priorities might change if an relevant TowerGroup analyst leaves the firm

SageCircle clients have received a SageFlash about the acquisition with additional analysis and a broader set of recommendations. If you would like to speak with a SageCircle strategist about this M&A event in the analyst ecosystem, please contact SageCircle at 503-636-1500 or “info [at] sagecircle [dot] com” to arrange for a complimentary inquiry.

Bottom Line: While there are no immediate plans for major changes at TowerGroup, these sorts of events can have an unsettling effect on employees. TowerGroup clients and analyst relations teams with TowerGroup analysts high on their analyst lists should monitor their top advisors and analysts about their plans to stay with the firm.

Advertisements
%d bloggers like this: