• 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, […]

The Top 5: Roadshow Readiness Mistakes

Analyst Relations PlanningEven in the 21st Century with telepresence and social media, sometimes it is very useful to hit the road and meet analysts in person. Unfortunately these are expensive exercises so analyst relations (AR) teams need to be aware of the following top mistakes when it comes to road shows.

5) Not picking the right individuals to brief. Too often IT vendors waste precious time briefing analysts that have little ability to support the goals of the vendor.  While it is fine to add secondary analysts the focus must be on the most relevant to your revenues

4) Preparing a “one size fits all” presentation rather than tailoring presentations to the individual and type of analyst firm being briefed.  Analysts need to feel that you have taken the time to address their specific interests.

3) Having the wrong orientation, i.e., wanting to perform a data dump of speeds and feeds on the analyst instead of engaging in dialog and relationship building.  Moving from a company-centric approach to an analyst-centric orientation means you are more likely to address the analyst research needs.

2) Not practicing sufficiently, insufficient practice, and not planning the appropriate time to practice.

…and the number one worst mistake is

1) Not starting early enough. We have established roadshow preparation checklists that start eight weeks in advance of the roadshow. These checklists are set up to accomplish tasks in a less pressured environment and provide sufficient time for review, fine tuning, and practice.

SageCircle Technique:

  • Start early – include your roadshows for next year in the AR plan you are working on today
  • Be clear about your goals for each roadshow
  • Structure the roadshow to achieve those goals
  • Make certain that you get the analysts you really want and not “fill in” with less relevant analysts
  • Conduct phone inquiries before and after the roadshow to gather advance intelligence, manage expectations, and measure success
  • Ruthlessly drive value

Bottom Line: Roadshows can be incredibly useful or dreadfully painful failures. There is only one way to ensure success and that is for AR to start months in advance and drive the process from beginning to end. Because roadshows for IT and telecommunications analysts are so expensive in time, money, executive bandwidth, and political capital, AR teams should work to avoid these top five mistakes.

SageCircle clients can find roadshow execution checklists in the Online SageContent™ Library. We also recommend that Advisory clients schedule inquiries with a strategist to review your plan, act as a sounding board, and critique content.

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